LEADER 05637nam 2200745Ia 450 001 9910811200603321 005 20200520144314.0 010 $a1-118-16364-8 010 $a1-283-33248-5 010 $a9786613332486 010 $a1-118-16366-4 010 $a1-118-16365-6 035 $a(CKB)2550000000063643 035 $a(EBL)817403 035 $a(OCoLC)767696357 035 $a(SSID)ssj0000542128 035 $a(PQKBManifestationID)11385181 035 $a(PQKBTitleCode)TC0000542128 035 $a(PQKBWorkID)10510027 035 $a(PQKB)10653352 035 $a(Au-PeEL)EBL817403 035 $a(CaPaEBR)ebr10510428 035 $a(CaONFJC)MIL333248 035 $a(CaSebORM)9781118163641 035 $a(MiAaPQ)EBC817403 035 $a(EXLCZ)992550000000063643 100 $a20110705d2012 uy 0 101 0 $aeng 135 $aurunu||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe trusted advisor fieldbook$b[electronic resource] $ea comprehensive toolkit for leading with trust /$fCharles H. Green, and Andrea P. Howe 205 $a1st edition 210 $aHoboken, N.J. $cWiley$dc2012 215 $a1 online resource (290 p.) 300 $aDescription based upon print version of record. 311 $a1-118-08564-7 320 $aIncludes bibliographical references and index. 327 $aThe 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 327 $aPrinciples 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; 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 327 $aSeven 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 327 $aThe 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 327 $aSometimes 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 327 $aThe Three Primary Drivers of Price Concerns 330 $aA 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 606 $aBusiness ethics 606 $aTrust 606 $aLeadership$xPsychological aspects 606 $aInterpersonal relations 615 0$aBusiness ethics. 615 0$aTrust. 615 0$aLeadership$xPsychological aspects. 615 0$aInterpersonal relations. 676 $a658.4/092 686 $aBUS075000$2bisacsh 700 $aGreen$b Charles H.$f1950-$01636857 701 $aHowe$b Andrea P$01670501 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910811200603321 996 $aThe trusted advisor fieldbook$94032397 997 $aUNINA