Info
The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe
| The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe |
| Autore | Green Charles H. <1950-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, c2012 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina | 658.4/092 |
| Altri autori (Persone) | HoweAndrea P |
| Soggetto topico |
Business ethics
Trust Leadership - Psychological aspects Interpersonal relations |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-118-16364-8
1-283-33248-5 9786613332486 1-118-16366-4 1-118-16365-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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; 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 |
| Record Nr. | UNINA-9910457782803321 |
Green Charles H. <1950->
|
||
| Hoboken, N.J., : Wiley, c2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe
| The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe |
| Autore | Green Charles H. <1950-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, c2012 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina | 658.4/092 |
| Altri autori (Persone) | HoweAndrea P |
| Soggetto topico |
Business ethics
Trust Leadership - Psychological aspects Interpersonal relations |
| ISBN |
1-118-16364-8
1-283-33248-5 9786613332486 1-118-16366-4 1-118-16365-6 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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; 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 |
| Record Nr. | UNINA-9910781469703321 |
|
Green Charles H. <1950->
|
||
| Hoboken, N.J., : Wiley, c2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The trusted advisor fieldbook : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe
| The trusted advisor fieldbook : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe |
| Autore | Green Charles H. <1950-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, c2012 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina | 658.4/092 |
| Altri autori (Persone) | HoweAndrea P |
| Soggetto topico |
Business ethics
Trust Leadership - Psychological aspects Interpersonal relations |
| ISBN |
9786613332486
9781118163641 1118163648 9781283332484 1283332485 9781118163665 1118163664 9781118163658 1118163656 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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; 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 |
| Record Nr. | UNINA-9910953261403321 |
|
Green Charles H. <1950->
|
||
| Hoboken, N.J., : Wiley, c2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||