LEADER 01302nam a2200301 i 4500 001 991004159709707536 005 20020509155058.0 008 930305s1989 it ||| | ita 020 $a8814019460 035 $ab11276605-39ule_inst 035 $aPARLA196813$9ExL 040 $aIstituto di Filosofia$bita 100 1 $aKelsen, Hans$034200 245 13$aIl problema della sovranità e la teoria del diritto internazionale :$bcontributo per una dottrina pura del diritto /$cHans Kelsen ; a cura di Agostino Carrino 260 $aMilano :$bGiuffrè,$c1989 300 $aXLVI, 475 p. ;$c21 cm. 490 0 $aCiviltà del diritto ;$v51 650 4$aDiritto Internazionale 650 4$aSovranità 700 1 $aCarrino, Agostino 740 4 $aDas Problem der Souveranitat und die Theorie des Volkerrechts. 907 $a.b11276605$b23-02-17$c01-07-02 912 $a991004159709707536 945 $aLE005 Ist.Fil. XLIV H 1$g1$i2005000238314$lle005$o-$pE0.00$q-$rl$s- $t0$u2$v0$w2$x0$y.i11440764$z01-07-02 945 $aLE005 Ist.Fil. XLIV H 1 bis$g1$i2005000274046$lle005$o-$pE0.00$q-$rl$s- $t0$u0$v0$w0$x0$y.i11440776$z01-07-02 996 $aProblema della sovranità e la teoria del diritto internazionale$9865270 997 $aUNISALENTO 998 $ale005$b01-01-93$cm$da $e-$fita$git $h3$i2 LEADER 05930nam 2200829Ia 450 001 9910974790203321 005 20200520144314.0 010 $a9786613648815 010 $a9781118310137 010 $a1118310136 010 $a9781280671883 010 $a1280671882 010 $a9781118310168 010 $a1118310160 035 $a(CKB)2670000000177386 035 $a(EBL)827161 035 $a(OCoLC)769289648 035 $a(SSID)ssj0000639736 035 $a(PQKBManifestationID)11401945 035 $a(PQKBTitleCode)TC0000639736 035 $a(PQKBWorkID)10610951 035 $a(PQKB)10527940 035 $a(Au-PeEL)EBL827161 035 $a(CaPaEBR)ebr10560561 035 $a(CaONFJC)MIL364881 035 $a(CaSebORM)9781118310175 035 $a(MiAaPQ)EBC827161 035 $a(OCoLC)816351246 035 $a(OCoLC)ocn816351246 035 $a(Perlego)1014594 035 $a(EXLCZ)992670000000177386 100 $a20111219d2012 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe pin drop principle $ecaptivate, influence, and communicate better using the time-tested methods of professional performers /$fDavid H. Lewis and G. Riley Mills 205 $a1st ed. 210 $aSan Francisco, CA $cJossey-Bass$d2012 215 $a1 online resource (268 p.) 300 $aDescription based upon print version of record. 311 08$a9781118310175 311 08$a1118310179 311 08$a9781118289198 311 08$a1118289196 320 $aIncludes bibliographical references and index. 327 $aThe Pin Drop Principle; Contents; Introduction; Chapter 1 Understand the Secrets of Persuasion; Intention and Objective; Defining Your Objective; Choosing an Intention; Putting Intention and Objective into Practice; Intention Cues; Primary and Secondary Intentions; The How of Intention Cues; Chapter 2 Tell a Good Story; The Power of Storytelling; Why is Storytelling so Effective?; How to Craft a Good Story; Structuring Your Story; The Power of Surprise; Using Humor; Finding Your Voice as a Storyteller; Chapter 3 Craft a Compelling Narrative; Composing Your Message: an Overview 327 $aAssessing Your AudienceFinding Your Core Theme; The Primacy-Recency Effect; The Rule of Three; Mastering Your Transitions; Structuring Your Message; The Opening; Main Body; Closing; Rhetorical Tools and Techniques; Signposts; Spotlights; Teasers; Callbacks; Metaphor and Simile; Chapter 4 Be Prepared; Preparing Like a Pro; The Three Phases of Preparation; Contingency Plans; The Myth of Over-Preparing; The Anxiety of Performance; Techniques to Combat Speech Anxiety; Chapter 5 Project Confidence; Intent Versus Impact; Congruence Versus Incongruence; Creating a Strong First Impression 327 $aThe Five Major Areas of Nonverbal CommunicationPosture; Eye Contact; Facial Expressions; Gestures; Movement and Spatiality; Chapter 6 Say It Like You Mean It; The Power of the Voice; Paralanguage; Volume; Pitch; Inflection; Pace; Banish Verbal Viruses; The Power of the Pause; Articulation; Choose your Operatives; Protect your Voice; Chapter 7 Listen to Understand; Why Listening Matters; Barriers to Effective Listening; Active Listening; The Four Types of Listening; Comprehensive Listening; Critical Listening; Sympathetic Listening; Selective Listening; Improving Your Listening Skills 327 $aListening and MemoryChapter 8 Think on Your Feet; The Challenge of Thinking on Your Feet; Mastering Impromptu Speaking; Tackling the ''What do you do?'' Question; Creating a Summary Statement; Crafting Your Positioning Statement; Chapter 9 Stay Focused and On Track; Distracted Audiences; Red Flags and Warning Signs; Controlling Your Audience; Create a Pattern Interrupt; Manage Conflict; Capturing (and Keeping) Your Audience's Attention; Connect Early; Be in the Moment; Set Ground Rules; Take Frequent Breaks; Blank Your Screen; Honor the Time; Handling Questions Effectively 327 $aFocus on the Question and the QuestionerUse Checkbacks; Create a Bridge; Maintain a Confident Presence; Reflect and Answer Carefully; Defer an Answer Until Later; Be Succinct; Defer to an Expert; Repeat the Question; Facilitate a Discussion; Rephrase Hostile Questions in Neutral Terms; Use Connector Statements; Use the Relevancy Tree; Prepare by Murder Board; Chapter 10 Assert Yourself; Getting What You Want; The Persuasion Equation; Finding Your Signature Style; Gaining Commitment; Getting Buy-in from Senior Leadership; Providing Feedback; Delivering Bad News; Conclusion; Notes 327 $aGlossary of Terms 330 $aTap into the powerful techniques of professional actors and great communicators The Pin Drop Principle is a step-by-step master class for anyone wishing to become a more confident and credible communicator. Lewis and Mills believe all business professionals ought to deliver their message in such an engaging way that one could literally hear a pin drop when they speak. The secret to doing so comes from an unusual world: professional acting. By activating ""objective"" and ""intention""-the main tools of actors (and great communicators)-business people can give their messages mea 517 3 $aCaptivate, influence, and communicate better using the time-tested methods of professional performers 606 $aBusiness communication 606 $aPersuasion (Psychology) 606 $aCommunication 615 0$aBusiness communication. 615 0$aPersuasion (Psychology) 615 0$aCommunication. 676 $a658.4/5 686 $aBUS007010$2bisacsh 700 $aLewis$b David H.$f1970-$01803662 701 $aMills$b G. Riley$01803663 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910974790203321 996 $aThe pin drop principle$94351309 997 $aUNINA