Answer intelligence : raise your AQ /

In a business world and society focused upon questions, there has been an underappreciation of answers in capturing our attention, imagination and critical examination. In a complex and fast-moving world, Answer Intelligence (AQ) is our ability to provide elevated answers to emotionally connect, exp...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Glibkowski, Brian (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Bingley, United Kingdom : Emerald Publishing, 2021.
Temas:
Business communication.
Questions and answers.
Communication dans l'entreprise.
Questions et réponses.
Business communication & presentation.
Business & Economics > Management.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cover
  • ANSWER INTELLIGENCE
  • PRAISE FOR AQ
  • ANSWER INTELLIGENCE: Raise Your AQ
  • Copyright
  • Dedication
  • TABLE OF CONTENTS
  • LIST OF GRAPHICS
  • PREFACE: BINDER ON THE SHELF
  • ORGANIZATION OF THIS BOOK
  • 1: Answer Intelligence (AQ)™ Introduction
  • 1. Answers Deserve Our Attention
  • 2. AQ Came from the Golf Course
  • Knowledge Transfer
  • Declarative Knowledge
  • Structural Knowledge
  • Procedural Knowledge
  • Context Knowledge
  • The AQ Circumplex
  • Five High AQ Practices
  • 3. AQ Explained Using AQ
  • What Is AQ?
  • Why Is AQ Important?
  • How Do You Use AQ?
  • 2: Five High AQ Practices
  • 4. High AQ Practice 1: Provide Six Answers
  • Concept
  • Definitions
  • Dimensions
  • Illustrative Concepts
  • Negotiation Concept (From My Classroom)
  • High AQ Implications
  • Self-Assessment
  • Theory
  • Simple Structure Theory
  • Goal Setting Theory (A Complex Structure Theory)
  • Negotiation Theory (From My Classroom)
  • High AQ Implications
  • Self-Assessment
  • Procedure
  • Change Procedures
  • Change Procedures
  • Negotiation Procedures (From My Classroom)
  • Search for Alternative Procedures
  • Other Procedures
  • High AQ Implications
  • Self-Assessment
  • Action
  • Action Elements
  • Negotiation Action (From My Classroom)
  • Identifying Actions
  • Kano Analysis
  • The Five Hows
  • High AQ Implications
  • Self-Assessment
  • Story
  • The Parable of the Babbling Brook
  • Story Elements
  • Negotiation Story (From My Classroom)
  • High AQ Implications
  • Self-Assessment
  • Metaphor
  • Deconstructing a Metaphor
  • Negotiation Metaphor (From My Classroom)
  • High AQ Implications
  • Self-Assessment
  • 5. High AQ Practice 2: Answer Twice
  • What-question
  • Why-question
  • How-question
  • High AQ Implications
  • 6. High AQ Practice 3: Provide Complements
  • AQ Is Not a Building
  • AQ Is a Ship at Sea
  • High AQ Implications
  • 7. High AQ Practice 4: Answer with Style
  • Analytical, Relational, and Practical Styles
  • Steve Jobs and Apple
  • Analytical Style
  • Relational Style
  • Practical Style
  • High AQ Implications
  • 8. High AQ Practice 5: Answer in Context
  • Conventional Context: Time and Place
  • The Impact of Context by Answer Style
  • Analytical Context
  • Relational Context
  • Practical Context
  • Answers as Context
  • High AQ Implications
  • 9. Behavioral and Cognitive Markers of High AQ
  • Behavioral Markers of High AQ
  • Accuracy
  • Speed
  • Flexibility
  • Multiple-Task Performance
  • Cognitive Markers of High AQ
  • Cognitive Effort
  • Phenomenal Experience of Behavior
  • 3: AQ Conversations
  • 10. Interview AQ
  • Develop a List of Questions and Answers
  • Authentic Answers
  • What Color Is My Answer Style?
  • Depth versus Breadth
  • Structured Interviews
  • Speed Round
  • Examples Are Not Answers
  • Use the Five High AQ Practices
  • Honor the Question
  • Debrief
  • 11. Sales AQ
  • Conversations Across the Sales Funnel
  • Balanced Conversations
  • Natural Language Conversations
  • Awareness Conversations
  • Sell the Meeting

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