Influencing With Integrity: Management Skills for Communication and Negotiation
Of all the management skills an executive needs to succeed in the business world, the ability to communicate well ranks close to the top. Yet too often we forget that communication is a "two way street." That is, it's just as important (& maybe even more important) to listen to what the other guy is saying as it is to communicate clearly yourself. Furthermore, many times the best lines of communication between two people lie not so much in what they say, but in how they say it. In other words, your content, the words you use, actually play a much smaller role in your ability to communicate than you probably realize. The author bases her insights on what she calls the "Syntonics model" - a pragmatic approach to communication which stems from a recently developed theory of behavior known as neurolinguistic programming (NLP). If you actively apply the tips, techniques, & theories of the Syntonics model, you can dramatically improve your ability to communicate, negotiate, & maximize your verbal & nonverbal impact in a business environment.
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agreement Alan Kennedy Alfred Korzybski auditory aware Bandler behavior belief systems boss brain breathing change reality chunk color communication Conflict Manager congruence conscious mind counter example Creative criteria Cupertino Dave decide decisions door dovetailing outcomes ence establish rapport experiences eye movements feel flexibility goal Greg happen hear hierarchy of values Huthwaite important incongruence increase influence integrity Irene John Grinder Judith DeLozier kinesthetic listen look manipulation map of reality match means meeting metaphor move negotiation Neuro-Linguistic Programming Noam Chomsky notice noun Once options patterns pegasus perceptions person Pointers position present question representational system response Richard Bandler rience s/he satisfied scious see/hear/feel sensory acuity skills someone sounds specific step Steve offered subpersonalities syntonic talk techniques tempo thing thinking process thought tion uncon unconscious unconscious minds Virginia Satir visual voice words York