People Smart

by Alessandra, Anthony J.; Van Dyke, Janice; O'Connor, Michael J. (CON)

• ISBN13: 9780962516115
• ISBN10: 0962516112
• Format: Paperback
• Copyright: 1995-12-01
• Publisher: Alessandra & Assoc Inc

Summary

"PeopleSmart" offers powerful techniques for turning every encounter into a mutual win. Whether you want to be better at selling or socializing ... managing or motivating ... producing or parenting ... winning or wooing, this book has the answers.

Table of Contents

Introduction
Understanding People Smarts
The Platinum Rule	p. 6
Personality clash or instant rapport?
How to deal with difficult people
Bending the Golden Rule
Margaret treats you as she wants to be treated
The Platinum Rule
Doing what comes naturally
Archie Bunker says
Modify your spots
A suggestion for Felix and Oscar
Background of behavioral types
Four styles with a difference
I Know Who You Are, But What Am I?	p. 15
The Personal Assets Inventory
An overview of the four types
The Dominant Director
The Interacting Socializer
The Steady Relater
The Cautious Thinker Goals and fears
Strengths and weaknesses
How they socialize
How they entertain
Typical countries
Four Types, Just Being Themselves
A Behavioral Knight-time Story
Pick a Type ... Any Type
How Will You Know One When You Meet One?	p. 40
Verbal, vocal, and visual clues: Is the person direct or indirect?
Survey of directness versus indirectness: supporting or controlling
Survey of supporting versus controlling behaviors Identifying a person's behavioral style How will you know:
A Dominant Director?
An Interacting Socializer?
A Steady Relater?
A Cautious Thinker?
At the office
Notice the walls
Observable Characteristics
By phone
By letter
If the shoe fits . . .
Creating Personal Power Through Behavioral Adaptability	p. 73
What it Is-and Isn't
Which style is most adaptable?
The adaptability recipe
The high and low adapters
Flexibility
Versatility
Everyone can become more adaptable
The road map to personal adaptability
Creating personal power
Extreme behavior raises others' tensions
Adaptability works
Workplace Applications
On the Job	p. 94
Problem solving in the workplace
Dominant Director, Interacting Socializer, Steady Relater, and Cautious Thinker behaviors at work
Preferred jobs
The name of the game
Leaders
What they want at work
Leadership Styles	p. 124
Making this chapter meaningful
Dominant Director, Interacting Socializer, Steady Relater, and Cautious Thinker leaders
Developing them
Motivating
Complimenting
Counseling
Correcting
Communicating
Making decisions and solving problems
Acknowledging
Delegating
The "best" leadership style
Selling and Servicing with Style!	p. 153
Selling and servicing Dominant Directors, Interacting Socializers, Steady Relaters, and Cautious Thinkers
Making contact
Studying needs
Proposing solutions
Gaining commitment
Assuring satisfaction
Personal Applications
The Social Scene	p. 174
Accentuate the positive
Dominant Director, Interacting Socializer, Steady Relater, and Cautious Thinker social behaviors
Priorities
Sense of humor
Dealing with them
Socializing with them
It's All in the Family	p. 205
Try something extra
Dominant Director, Interacting Socializer, Steady Relater, and Cautious Thinker family interactions
Natural behaviors
About those children
Arriving at acceptable solutions
Meeting needs
Working/playing together
Acceptance
Romance, Romance!	p. 239
One person's attraction is another's distraction
Dominant Directors, Interacting Socializers, Steady Relaters, and Cautious Thinkers and romance
What they want
How they act
Pursuing and being pursued
How they can adapt
Birds of a feather or opposites attract ... combining the four types
How to make any combination work
Afterword	p. 275
Resources	p. 277
Index	p. 279
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