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Record Nr. |
UNINA9910457782803321 |
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Autore |
Green Charles H. <1950-> |
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Titolo |
The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe |
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Pubbl/distr/stampa |
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Hoboken, N.J., : Wiley, c2012 |
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ISBN |
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1-118-16364-8 |
1-283-33248-5 |
9786613332486 |
1-118-16366-4 |
1-118-16365-6 |
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Edizione |
[1st edition] |
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Descrizione fisica |
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1 online resource (290 p.) |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Business ethics |
Trust |
Leadership - Psychological aspects |
Interpersonal relations |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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The Trusted Advisor Fieldbook : A Comprehensive Toolkit for Leading with Trust; contents; introduction; Why a Fieldbook; Who Should Read this Book; How to Use this Book; Where to Begin; Part I A Trust Primer; Chapter 1 Fundamental Truths; Trust Requires Trusting and Being Trusted; Trust Is Personal; Trust Is about Relationships; Trust Is Created in Interactions; There Is No Trust without Risk; Trust Is Paradoxical; Listening Drives Trust and Influence; Trust Does Not Take Time; Trust Is Strong and Durable, Not Fragile; You Get What You Give; Chapter 2 Fundamental Attitudes |
Principles over Processes You Are More Connected than You Think; It's Not about You; Curiosity Trumps Knowing; Time Works for You; Chapter 3 The Dynamics of influence; Earning the Right to Be Right: Three Steps; A Five-Point Checklist for Influencing Meetings; Chapter 4 Three Trust Models; The Trust Equation; The Trust Creation Process; The Trust Principles; Chapter 5 Five Trust Skills; Listen; Partner; |
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Improvise; Risk; Know Yourself; Part II Developing your Trust Skill Set; Chapter 6 listen; The Listening Differentiator: Empathy; Four Barriers to Paying Attention; Three-Level Listening |
Seven Listening Best Practices Your Everyday Empathy Workout: Low Weights, High Reps; Chapter 7 Partner; Partnering Traits; Ten Common Partnering Barriers; Self-Assessment: Are You Primed for Partnership?; Specific Ways to Build Your Partnering Muscle; Chapter 8 improvise; The Science behind Moments of Truth; How Moments of Truth Become Moments of Mastery; The Practice of Improvisation; Role-Play Your Way to Mastery; Chapter 9 Risk; The Relationship between Trust and Risk; Six Ways to Practice Risk-Taking; The Three-Question Transparency Test; A Tool for Truth-Telling: Name It and Claim It |
The Power of Caveats Chapter 10 Know yourself; How Blind Spots Impede Trust-Building; Three Approaches to Expand Your Self-Knowledge; How to Use Self-Knowledge to Increase Trust; Part III Developing Business with Trust; Chapter 11 Trust-Based Marketing and Business Development; Focus on Your Customer; Collaborate to Drive New Business; Focus on Relationships, Not Transactions; Be Transparent with Prospects and Clients; Chapter 12 Trust-Based networking; Ten Best Practices for Trust-Based Networking; Technology and Trust-Based Networking; Chapter 13 Delivering the Pitch |
Sometimes the Best Pitch Is No Pitch Don't Skip the Prepitch Warm-Up; Make It Interactive; Have a Point of View; Take the Preoccupation Out of Price; With PowerPoint, Less Is More; Stop Selling Your Qualifications; Do Not Denigrate the Competition; Be Willing to Ditch the Pitch; Chapter 14 handling objections; The Problem: How You Think about Objections; The Antidote: Change Your Thinking; Three Ways to Improve the Quality of Your Conversations; Chapter 15 Talking Price; The Price Isn't the Problem; When to Talk Price; How to Address Price Concerns |
The Three Primary Drivers of Price Concerns |
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Sommario/riassunto |
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A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership-such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how |
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2. |
Record Nr. |
UNINA9910642764203321 |
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Titolo |
Methodology of the study of ageing [[electronic resource] /] / editors for the Ciba Foundation, G.E.W. Wolstenholme and Cecilia M. O'Connor |
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Pubbl/distr/stampa |
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Boston, : Little, Brown and Co., 1957 |
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ISBN |
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1-280-76858-4 |
9786613679352 |
0-470-71903-6 |
0-470-71650-9 |
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Descrizione fisica |
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1 online resource (226 p.) |
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Collana |
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Ciba Foundation colloquia on ageing ; ; v. 3 |
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Altri autori (Persone) |
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WolstenholmeG. E. W (Gordon Ethelbert Ward) |
O'ConnorCecilia M <1927-> (Cecilia Mary) |
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Disciplina |
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Soggetti |
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Aging |
Geriatrics - Methodology |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and indexes. |
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Nota di contenuto |
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CIBA FOUNDATION COLLOQUIA ON AGEING VOLUME 3; CONTENTS; Chairman's opening remarks; The biological approach in the comparative study of ageing; The comparative biology of ageing : a physiological approach; Discussion; The study of the ageing of cells; Discussion; Examples of reactions to standard stimuli at different ages; Studies on adaptation as a method of gerontological research; Discussion; Methods and limitations in studies of human organ system function; Comparative values of studies of the whole organism and of whole tissue ; clinicopathological tests of ageing; Discussion |
Nutrition, liver disease and some aspects of ageing in AfricansThe use of inbred strains of animals in experimental gerontology; Discussion; Twin data on the genetics of ageing; Discussion; Methodological problems in the study of changes in human performance with age; Methodology of the study of intelligence and emotion in ageing; Discussion; General Discussion; Chairman's closing remarks |
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