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The power of understanding people : the key to strengthening relationships, increasing sales, and enhancing organizational performance /
"How to build lasting connections through meaningful communication Developing successful relationships is critical to our success in both our personal and professional lives. The Power of Understanding People shows you how to establish and develop extremely effective relationships by providing...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley,
2013.
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| Temas: | |
| Acceso en línea: | Texto completo Texto completo |
Tabla de Contenidos:
- The Power of Understanding People: The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance; Contents; Preface; Introduction: We Are All Delusional!; Sociocultural Schemas; Interactive Styles; Hollywood Style!; A Disclaimer; The Assessment; Chapter 1: Understanding Romantics and Warriors: It's Feelings versus Logic for These Styles; Romantics; Warriors; Chapter 2: Understanding Experts and Masterminds: Tried and True Contrasted with Possibilities; Experts; Masterminds; Chapter 3: The 12 Interactive Combinations-Hollywood Style!; The Best Friend.
- The Love InterestThe Crusader; The Hired Gun; The Sage; The Power Broker; The Voice of Reason; The Specialist; The Detective; The Eccentric; The Social Reformer; The Adventurer; Chapter 4: Recognizing Each Style: The Behavioral Cues That Might Indicate Another Person's Style; How Do I Recognize Romantics and Warriors?; How Do I Recognize Experts and Masterminds; Chapter 5: Leading Each Style: Creating a High- Performing Culture by Understanding Interactive Style; Coaching and Counseling by Style; Progressive Counseling; Things to Consider When Counseling Each Style.
- Chapter 6: Selling to Each Style: You Can Expand Your Market Share by Adjusting to Your Consumer's Interactive StyleEstablish Rapport; Framing Tips; Common Objections; Handling Objection Model; Chapter 7: Providing Customer Service to Each Style: The Key to High Customer Satisfaction Results Is Adjusting to the Customer's Style; Behavior Breeds Behavior; You Can Choose Your Behavior; Positive Behavior Overcomes Negative Behavior; Interact with People the Way They Prefer; Serving the Romantic; Serving the Warrior; Serving the Expert; Serving the Mastermind; LAST Model of Service Recovery.
- Chapter 8: Personal Relationships and Interactive Style: Better Understand Family and Friends and Enhance Your MarriageConflict Resolution; A Model for Conflict Resolution; Conclusion: The Unusual Goal of an Educator; Index.