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The trusted advisor fieldbook : a comprehensive toolkit for leading with trust /
A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership-such as how to develop business with trust, nurture trust-based relationships, build...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
Wiley,
©2012.
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| Temas: | |
| Acceso en línea: | Texto completo Texto completo |
Tabla de Contenidos:
- Cover
- Endorsements
- Title Page
- Copyright
- Dedication
- Acknowledgements
- Introduction
- Why a Fieldbook
- Who Should Read this Book
- How to Use this Book
- Where to Begin
- Part I: A Trust Primer
- Chapter 1: Fundamental Truths
- Fundamental Truth 1: Trust Requires Trusting and Being Trusted
- Fundamental Truth 2: Trust Is Personal
- Fundamental Truth 3: Trust Is about Relationships
- Fundamental Truth 4: Trust Is Created in Interactions
- Fundamental Truth 5: There Is No Trust without Risk
- Fundamental Truth 6: Trust Is ParadoxicalFundamental Truth 7: Listening Drives Trust and Influence
- Fundamental Truth 8: Trust Does Not Take Time
- Fundamental Truth 9: Trust Is Strong and Durable, Not Fragile
- Fundamental Truth 10: You Get What You Give
- Chapter 2: Fundamental Attitudes
- Fundamental Attitude 1: Principles over Processes
- Fundamental Attitude 2: You Are More Connected than You Think
- Fundamental Attitude 3: Itâ€"! Not about You
- Fundamental Attitude 4: Curiosity Trumps Knowing
- Fundamental Attitude 5: Time Works for You
- Chapter 3: The Dynamics of InfluenceEarning the Right to Be Right: Three Steps
- A Five-Point Checklist for Influencing Meetings
- Chapter 4: Three Trust Models
- The Trust Equation
- The Trust Creation Process
- The Trust Principles
- Chapter 5: Five Trust Skills
- Listen
- Partner
- Improvise
- Risk
- Know Yourself
- Part II: Fundamental Truths
- Chapter 6: Listen
- The Listening Differentiator: Empathy
- Four Barriers to Paying Attention
- Three-Level Listening
- Listening for Data
- Seven Listening Best Practices
- Your Everyday Empathy Workout: Low Weights, High RepsChapter 7: Partner
- Partnering Traits
- Ten Common Partnering Barriers
- Self-Assessment: Are You Primed for Partnership?
- Specific Ways to Build Your Partnering Muscle
- Chapter 8: Improvise
- The Science behind Moments of Truth
- How Moments of Truth Become Moments of Mastery
- The Practice of Improvisation
- Role-Play Your Way to Mastery
- Chapter 9: Risk
- The Relationship between Trust and Risk
- Six Ways to Practice Risk-Taking
- The Three-Question Transparency Test
- A Tool for Truth-Telling: Name It and Claim ItThe Power of Caveats
- Chapter 10: Know Yourself
- How Blind Spots Impede Trust-Building
- Three Approaches to Expand Your Self-Knowledge
- How to Use Self-Knowledge to Increase Trust
- Part III: Developing Business with Trust
- Chapter 11: Trust-Based Marketing and Business Development
- Focus on Your Customer
- Collaborate to Drive New Business
- Focus on Relationships, Not Transactions
- Be Transparent with Prospects and Clients
- Chapter 12: Trust-Based Networking