5 Business Skills Every Professional Must Master (Collection)
1201
5 Business Skills Every Professional Must Master (Collection)
1201eBook
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Overview
A brand new collection of indispensable business skills for professionals in any industry… 5 pioneering books, now in a convenient e-format, at a great price!
5 remarkable eBooks help professionals gain the business skills they need to advance in their careers
Today, business professionals need far more than technical skill to advance in their careers: they need a deep understanding of the business, combined with real leadership skills for motivating colleagues and executing on key assignments. This unique 5 eBook package brings together these crucial business skills, helping professionals rise far beyond their current roles. In The Art of Asking, Terry J. Fadem shows how to ask the right questions in the right ways, and get the answers you need to succeed. Discover the core questions you need to master... avoid the mistakes business questioners make most often... master ten simple rules for questioning more effectively… ask questions that give you control over tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! Next, in The Truth About Negotiations, Leigh L. Thompson reveals 53 proven negotiation principles: bite-size, easy-to-use techniques for becoming a world-class negotiator. Learn how to prepare for a negotiation within one hour… negotiate with people you hate (or love)… clearly identify your "best alternative" if a deal isn't possible… use reason, respect, and reciprocity to extract a deal's maximum potential value, create win-win solutions, and establish enduring relationships. In Presenting to Win, Updated and Expanded Edition, world-renowned presentation consultant Jerry Weissman shows how to connect with even the toughest, most high-level audiences...and move them to action. Drawing on his experience helping the world's top tech executives excel at make-or-break investor presentations, he shows how to dump those PowerPoint templates, tell compelling stories that focus on what's in it for the audience, and get action! In How to Keep Score in Business, long-time CEO Robert Follett helps you capture crucial insights buried in balance sheets, income statements, and other key reports. Follett shows how to apply core tools for analyzing financial reports and investment opportunities and demystifies accounting terms every decision-maker should know. Finally, in The Truth About Managing People, Third Edition, Stephen P. Robbins distills management to its essence, sharing 61 proven principles and real solutions for the make-or-break problems faced by every manager. You'll learn how to overcome the true obstacles to teamwork… why too much communication can be as dangerous as too little… how to improve hiring and employee evaluations… heal "layoff survivor sickness"… manage a diverse culture… lead effectively in a digital world… get past age stereotypes… and much more!
From world-renowned leaders and performance experts Terry J. Fadem, Leigh L. Thompson, Jerry Weissman, Robert Follett, and Stephen Robbins
Product Details
| ISBN-13: | 9780133346299 |
|---|---|
| Publisher: | Pearson Education |
| Publication date: | 10/09/2012 |
| Sold by: | Barnes & Noble |
| Format: | eBook |
| Pages: | 1201 |
| File size: | 7 MB |
About the Author
T.J. (Terry) Fadem, a veteran manager with 25 years of experience, speaks and consults widely on strategic management issues. He is now Managing Director, Corporate Alliances at the School of Medicine at the University of Pennsylvania, and a member of the Core Team of the Mack Center for Technological Innovation at The Wharton School. Leigh L. Thompson is J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations in the Kellogg School of Management at Northwestern University. An active consultant and internationally recognized scholar, she also directs Kellogg's ATandT Behavioral Research Laboratory and Leading High Impact Teams Executive Program. Jerry Weissman, the world's #1 corporate presentations consultant, is known worldwide for his confidential executive coaching sessions. His private client list includes the top brass at Yahoo!, eBay, Intel, Intuit, Cisco Systems, Microsoft, and many others. His techniques have helped nearly 400 client firms hone persuasive IPO road show presentations that have raised hundreds of billions of dollars in the stock market. Robert Follett was President of Follett Publishing Company and Vice Chairman of Follett Corporation. Dr. Stephen P. Robbins is the world's #1 best-selling textbook author in the areas of management and organizational behavior. His books, including Organizational Behavior, Ninth Edition (Prentice Hall), have sold 2,000,000+ copies. They are currently used by students at more than one thousand U.S. colleges and universities.
Table of Contents
The Art of Asking: Ask Better Questions, Get Better Answers
Preface: Corporate Inquisitions xii
Introduction: Questioning Is the Skill of Management 1
Common Errors: How to Recognize and Correct Them 15
Neglected Questions 33
Misuses of Management Skills: Inquisitions Are Not the Only Abuse of Questioning 43
Questioning: Improve Your Skills 53
Signs and Signals 77
Types of Questions 85
Use of Skills 117
Listening 173
Conclusions 179
Epilogue 185
Definitions 187
References 191
Questioning as a Spectator Sport: Where to Go to Watch and Learn the Game 195
Endnotes 199
The Truth About Negotiations
Introduction vii
Truth 1 If you have only one hour to prepare 1
Truth 2 Negotiation: A natural gift? 5
Truth 3 Rehearsal might get you to Carnegie, but it won’t help you negotiate 7
Truth 4 The power of making the first offer 11
Truth 5 What if you don’t make the first offer? 15
Truth 6 Don’t be a tough or a nice negotiator 19
Truth 7 Four sand traps in the golf game of negotiation 23
Truth 8 Your industry is unique (and other myths) 27
Truth 9 Identify your BATNA 31
Truth 10 It’s alive! Constantly improve your BATNA 35
Truth 11 Don’t reveal your BATNA 39
Truth 12 Don’t lie about your BATNA 43
Truth 13 Signal your BATNA 47
Truth 14 Research the other party’s BATNA 51
Truth 15 Develop your reservation price 53
Truth 16 Beware of ZOPA myopia 57
Truth 17 Set optimistic but realistic aspirations 61
Truth 18 Plan your concessions 65
Truth 19 Be aware of the “even-split” ploy 69
Truth 20 The pregame 73
Truth 21 The game 77
Truth 22 The postgame 81
Truth 23 What does “win-win” really mean? 85
Truth 24 Satisficing versus optimizing 89
Truth 25 There are really only two kinds of negotiations 93
Truth 26 Ask triple-I questions 97
Truth 27 Reveal your interests 101
Truth 28 Negotiate issues simultaneously, not sequentially 105
Truth 29 Logrolling (I scratch your back, you scratch mine) 109
Truth 30 Make multiple offers of equivalent value simultaneously 113
Truth 31 Postsettlement settlements 117
Truth 32 Contingent agreements 121
Truth 33 Are you an enlightened negotiator? 125
Truth 34 The reciprocity principle 129
Truth 35 The reinforcement principle 133
Truth 36 The similarity principle 137
Truth 37 Know when to drop an anchor 141
Truth 38 The framing effect 145
Truth 39 Responding to temper tantrums 149
Truth 40 What’s your sign? (Know your disputing style) 151
Truth 41 Using power responsibly 155
Truth 42 Saving face 157
Truth 43 How to negotiate with someone you hate 161
Truth 44 How to negotiate with someone you love 165
Truth 45 Building the winning negotiation team 169
Truth 46 What if they arrive with a team? 173
Truth 47 Of men, women, and pie-slicing 177
Truth 48 Know why the fish swim 181
Truth 49 It does not make sense to always get to the point 185
Truth 50 Negotiating on the phone 189
Truth 51 Your reputation 193
Truth 52 Building trust 197
Truth 53 Repairing broken trust 201
References 205
Acknowledgments 211
About the Author 212
Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
Foreword to the Updated and Expanded Edition xvii
Preface: What’s Past Is Prologue xxi
Introduction: The Wizard of Aaaahs xxiii
Chapter 1 You and Your Audience 1
Chapter 2 The Power of the WIIFY 11
Chapter 3 Getting Creative: The Expansive Art of Brainstorming 21
Chapter 4 Finding Your Flow 41
Chapter 5 Capturing Your Audience Immediately 69
Chapter 6 Communicating Visually 91
Chapter 7 Making the Text Talk 103
Chapter 8 Making the Numbers Sing 121
Chapter 9 Using Graphics to Help Your Story Flow 133
Chapter 10 Bringing Your Story to Life 163
Chapter 11 Customizing Your Presentation 183
Chapter 12 Animating Your Graphics 197
Chapter 13 The Virtual Presentation 215
Chapter 14 Pitching in the Majors 229
Appendix A Tools of the Trade 235
Appendix B Presentation Checklists 237
Acknowledgments 241
About the Author 243
Index 245
How to Keep Score in Business: Accounting and Financial Analysis for the Non-Accountant
Chapter 1 Introduction 1
Chapter 2 Glossary of Key Financial Accounting Terms 9
Chapter 3 The Balance Sheet 31
Chapter 4 More Balance Sheet 47
Chapter 5 Still More Balance Sheet 63
Chapter 6 The Income Statement 75
Chapter 7 Return on Investment (ROI) 99
Chapter 8 Changes in Financial Position 117
Chapter 9 Cash Flow Budget 123
Chapter 10 Other Analysis Ratios and Tools 131
Chapter 11 A Summary of What You Have Learned 139
Appendix A Acme Widget Company 153
Appendix B Present Value Tables 169
The Truth About Managing People
Preface vii
PART I THE TRUTH ABOUT HIRING
Truth 1 First Impressions DO Count! 1
Truth 2 Forget Traits; It’s Behavior That Counts 5
Truth 3 Brains Matter; or Why You Should Hire Smart People 9
Truth 4 When in Doubt, Hire Conscientious People! 13
Truth 5 Want Friendly Employees? It’s in the Genes! 17
Truth 6 Realistic Job Previews: What You See Is What You Get 21
Truth 7 Throw Out Your Age Stereotypes 25
Truth 8 Match Personalities and Jobs 29
Truth 9 Hire People Who Fit Your Culture: My “Good Employee” Is Your Stinker! 33
Truth 10 Good Citizenship Counts! 37
Truth 11 Manage the Socialization of New Employees 39
PART II THE TRUTH ABOUT MOTIVATION
Truth 12 Why Many Workers Aren’t Motivated at Work Today 43
Truth 13 Telling Employees to “Do Your Best” Isn’t Likely to Achieve Their Best 47
Truth 14 Not Everyone Wants to Participate in Setting Goals 51
Truth 15 Professional Workers Go for the Flow 55
Truth 16 When Giving Feedback: Criticize Behaviors, Not People 59
Truth 17 Managing Across the Generation Gap 63
Truth 18 You Get What You Reward 67
Truth 19 It’s All Relative! 71
Truth 20 Recognition Motivates (and It Costs Very Little!) 75
Truth 21 There’s More to High Employee Performance Than Just Motivation 79
PART III THE TRUTH ABOUT LEADERSHIP
Truth 22 Five Leadership Myths Debunked 83
Truth 23 The Essence of Leadership Is Trust 87
Truth 24 Experience Counts! Wrong! 91
Truth 25 Effective Leaders Know How to Frame Issues 95
Truth 26 You Get What You Expect 99
Truth 27 Charisma Can Be Learned 103
Truth 28 Charisma Is Not Always an Asset 107
Truth 29 Make Others Dependent on You 111
Truth 30 Successful Leaders Are Politically Adept 115
Truth 31 Ethical Leadership 119
Truth 32 Virtual Leadership: Leading from Afar 123
Truth 33 Adjust Your Leadership Style for Cultural Differences, or When in Rome… 127
PART IV THE TRUTH ABOUT COMMUNICATION
Truth 34 Hearing Isn’t Listening 131
Truth 35 Listen to the Grapevine 135
Truth 36 Men and Women Communicate Differently 139
Truth 37 What You Do Overpowers What You Say 143
Truth 38 The Value of Silence 147
Truth 39 Watch Out for Digital Distractions 151
PART V THE TRUTH ABOUT BUILDING TEAMS
Truth 40 What We Know That Makes Teams Work 155
Truth 41 2 + 2 Doesn’t Necessarily Equal 4 159
Truth 42 The Value of Diversity on Teams 163
Truth 43 We’re Not All Equal: Status Matters! 167
Truth 44 Not Everyone Is Team Material 171
PART VI THE TRUTH ABOUT MANAGING CONFLICTS
Truth 45 The Case FOR Conflict 175
Truth 46 Beware of Groupthink 179
Truth 47 How to Reduce Work–Life Conflicts 183
Truth 48 Negotiating Isn’t About Winning and Losing 187
PART VII THE TRUTH ABOUT DESIGNING JOBS
Truth 49 Not Everyone Wants a Challenging Job 191
Truth 50 Four Job-Design Actions That Will Make Employees More Productive 195
PART VIII THE TRUTH ABOUT PERFORMANCE EVALUATION
Truth 51 Annual Reviews: The Best Surprise Is No Surprise! 199
Truth 52 Don’t Blame Me! The Role of Self-Serving Bias 203
Truth 53 Judging Others: Tips for Making Better Decisions 207
Truth 54 The Case for 360-Degree Feedback Appraisals: More IS Better! 211
PART IX THE TRUTH ABOUT COPING WITH CHANGE
Truth 55 Most People Resist Any Change That Doesn’t Jingle in Their Pockets! 215
Truth 56 Use Participation to Reduce Resistance to Change 219
Truth 57 Employee Turnover Can Be a Good Thing 223
Truth 58 I n Cutbacks: Don’t Neglect the Survivors 227
Truth 59 Beware of the Quick Fix 231