9780470888025

The Most Dangerous Business Book You'll Ever Read

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  • ISBN13:

    9780470888025

  • ISBN10:

    0470888024

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2011-02-02
  • Publisher: Wiley
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Supplemental Materials

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Summary

Hone your professional approach to a razor's edge using lessons from military and civilian intelligenceThe Most Dangerous Business Book You'll Ever Read brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition.The Most Dangerous Business Book You'll Ever Read features former Army interrogator Gregory Hartley's unique system of profiling, formula for charisma, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more. Question like a Polygrapher Sort Personalities like a Profiler Close a Deal like a Hostage Negotiator Interview like an Interrogator Network like a Spy Research like an Intelligence Analyst Decide like a SEAL Team-Build like Special OpsTake your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read.

Author Biography

Gregory Hartley has served as a full-time director, as well as a consultant, to companies and provided body language and behavioral analysis for print, TV, and radio. Visit MindatWar.com for more information.

Maryann Karinch has written eighteen books about business and mental/physical conditioning and has coauthored seven books with Gregory Hartley.

Table of Contents

Foreword
Introduction
Sorting like a Profiler
Value to Business
Natural Profilers
Tools of Profiling
Disposition Matrix
Action Matrix
Profile Your People
Question like a Polygrapher
Value to Business
Theater of Polygraph
Tools of Questioning
Reading body language
Using body language
Questioning styles
Questioning strategy
Detecting deception
Network like a Spy
Value to Business
The Brain of a Spy
Form and Function
Tools of Networking
Elicitation techniques
Five questions
Countering elicitation
The fulfillment strategy
Tools of influence
Interview like an Interrogator
Value to Business
Tools of Interviewing
Screening
Planning and preparation
Establishing control
Rapport building
Approaches
Questioning
Tools of Interviewing Job Candidates
Behavioral Interview Technique Enhanced (BITE)
Tools of Termination
Process of termination
Turning around a bad meeting
Close a Deal like a Hostage Negotiator
Value to Business
Tools of Negotiating
Change management
Taking Control
Overcoming objections
Reading body language in negotiation
Research like an Analyst
Value to Business
Roles
Tools of researching
Identifying gaps
Targeting research
Determining sources
Information transfer
Vetting sources
Calculating proximate reality
Matching audience and packaging
Filters Affecting Analysis
Decide like a SEAL
Value to Business
Tools of Deciding
Leveraging subroutines
Contingency thinking
Value planning
AAR
Team-Build like Special Ops
Value to Business
Formula for Teambuilding
Tools of Teambuilding
Rite of Passage
Homogenizing
Top-grading
Mechanics of Team Leadership
Conclusion: Backbone or No Backbone
Appendix: Practice Using the Tools
Glossary
Table of Contents provided by Publisher. All Rights Reserved.

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