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Results through relationships : building trust, performance, and profit through people /
A career guide to more significant business results in a shorter period of time. Results Through Relationships shows professionals how to establish break-through relationships with new prospects and their existing networks, including colleagues, bosses, c.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
Wiley,
©2008.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Introduction : get right to the bottom line
- Putting a hard line on soft skills
- Behaviors or bust
- Actions get outcomes
- Warning: the higher you go, the bigger the blindspots
- Simplicity creates sustainability
- How people behave and why they don't change
- How this book will help you
- The benefits approach: helping you own your results
- Be a partner, not an order taker
- Taking second-class-citizen status for granted
- Ideal partnerships
- Starting off on the right foot
- Kindfidence
- Transitioning relationships
- Reality check: is the resistance coming from the other person ... or from you?
- Rewards outweigh the risks
- Impact: what partnership means to you
- Reveal your flaws without fear
- Turn a missed opportunity into a made one
- It takes strength to admit vulnerability
- A potent mixture
- Tips and techniques: how to reveal your flaws without fear
- Bridging the distance
- Offer honest and direct feedback
- The argument for feedback
- Tips and techniques for leveling with a person of influence
- Troubleshooting: when the feedback session doesn't go as you planned
- Benefits: how feedback impacts relationships
- Getting great results
- Relishing productive confrontations
- Disagree without being disagreeable
- But what if ...
- Productive confrontation steps
- Do you want witnesses?
- Dealing directly with difficult issues
- Make gratitude a habit
- A simple thanks will do, and a written thanks may do better
- Dos and don'ts
- Modes of expression
- The suck-up obstacle
- What should I express appreciation about?
- Infusing relationships with trust, loyalty and goodwill
- Become an exceptional listener
- Four sins of bad listeners
- Practicing silence and other listening behaviors that work
- Listen with the selfless attitude of a saint
- Are you listening? a self-audit
- The foxhole principle: why you can depend on the best listeners
- Get to know the complete person
- It's not enough to know the names of your boss's kids and his golf handicap
- The complete person questionnaire
- Getting started: the trick of asking a boundary-crossing question
- Are you ready for complete relationships?
- It's quality, not quantity
- Tell yourself the truth (and get others to help you)
- Types of self-deception
- Results you don't want
- How to start telling yourself the truth
- Leveling with yourself
- Give more than people expect
- Giving is an attitude as well as an action
- Why we fail to give at the office
- Making contributions that count
- How do you know what to contribute?
- Contribution words and deeds
- Give from the heart as well as from the head
- Maximize your return on relationships
- Remind yourself why you partner
- A Relationship-driven world
- Troubleshooting: how to keep partnering relationships in good shape
- Don't place limits on your business relationships
- Reciprocity: the importance of scratching backs
- There's only so much one man (or woman) can do, but no limit to what two can accomplish.