5 Business Skills Every Professional Must Master (Collection)

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5 Business Skills Every Professional Must Master (Collection)

By Terry J. Fadem, Leigh L. Thompson, Jerry Weissman, Robert Follett, Stephen P. Robbins
Published Oct 9, 2012 by FT Press.

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Description

Copyright 2013
Edition: 1st

eBook
ISBN-10: 0-13-334628-5
ISBN-13: 978-0-13-334628-2

A brand new collection of indispensable business skills for professionals in any industry… 5 pioneering books, now in a convenient e-format, at a great price!

5 remarkable eBooks help professionals gain the business skills they need to advance in their careers

Today, business professionals need far more than technical skill to advance in their careers: they need a deep understanding of the business, combined with real leadership skills for motivating colleagues and executing on key assignments. This unique 5 eBook package brings together these crucial business skills, helping professionals rise far beyond their current roles. In The Art of Asking, Terry J. Fadem shows how to ask the right questions in the right ways, and get the answers you need to succeed. Discover the core questions you need to master... avoid the mistakes business questioners make most often... master ten simple rules for questioning more effectively… ask questions that give you control over tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! Next, in The Truth About Negotiations, Leigh L. Thompson reveals 53 proven negotiation principles: bite-size, easy-to-use techniques for becoming a world-class negotiator. Learn how to prepare for a negotiation within one hour… negotiate with people you hate (or love)… clearly identify your "best alternative" if a deal isn't possible… use reason, respect, and reciprocity to extract a deal's maximum potential value, create win-win solutions, and establish enduring relationships. In Presenting to Win, Updated and Expanded Edition, world-renowned presentation consultant Jerry Weissman shows how to connect with even the toughest, most high-level audiences...and move them to action. Drawing on his experience helping the world's top tech executives excel at make-or-break investor presentations, he shows how to dump those PowerPoint templates, tell compelling stories that focus on what's in it for the audience, and get action! In How to Keep Score in Business, long-time CEO Robert Follett helps you capture crucial insights buried in balance sheets, income statements, and other key reports. Follett shows how to apply core tools for analyzing financial reports and investment opportunities and demystifies accounting terms every decision-maker should know. Finally, in The Truth About Managing People, Third Edition, Stephen P. Robbins distills management to its essence, sharing 61 proven principles and real solutions for the make-or-break problems faced by every manager. You'll learn how to overcome the true obstacles to teamwork… why too much communication can be as dangerous as too little… how to improve hiring and employee evaluations… heal "layoff survivor sickness"… manage a diverse culture… lead effectively in a digital world… get past age stereotypes… and much more!

From world-renowned leaders and performance experts Terry J. Fadem, Leigh L. Thompson, Jerry Weissman, Robert Follett, and Stephen Robbins

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The Art of Asking: Ask Better Questions, Get Better Answers

Preface: Corporate Inquisitions xii

Introduction: Questioning Is the Skill of Management 1

Common Errors: How to Recognize and Correct Them 15

Neglected Questions 33

Misuses of Management Skills: Inquisitions Are Not the Only Abuse of Questioning 43

Questioning: Improve Your Skills 53

Signs and Signals 77

Types of Questions 85

Use of Skills 117

Listening 173

Conclusions 179

Epilogue 185

Definitions 187

References 191

Questioning as a Spectator Sport: Where to Go to Watch and Learn the Game 195

Endnotes 199

The Truth About Negotiations

Introduction vii

Truth 1 If you have only one hour to prepare 1

Truth 2 Negotiation: A natural gift? 5

Truth 3 Rehearsal might get you to Carnegie, but it won’t help you negotiate 7

Truth 4 The power of making the first offer 11

Truth 5 What if you don’t make the first offer? 15

Truth 6 Don’t be a tough or a nice negotiator 19

Truth 7 Four sand traps in the golf game of negotiation 23

Truth 8 Your industry is unique (and other myths) 27

Truth 9 Identify your BATNA 31

Truth 10 It’s alive! Constantly improve your BATNA 35

Truth 11 Don’t reveal your BATNA 39

Truth 12 Don’t lie about your BATNA 43

Truth 13 Signal your BATNA 47

Truth 14 Research the other party’s BATNA 51

Truth 15 Develop your reservation price 53

Truth 16 Beware of ZOPA myopia 57

Truth 17 Set optimistic but realistic aspirations 61

Truth 18 Plan your concessions 65

Truth 19 Be aware of the “even-split” ploy 69

Truth 20 The pregame 73

Truth 21 The game 77

Truth 22 The postgame 81

Truth 23 What does “win-win” really mean? 85

Truth 24 Satisficing versus optimizing 89

Truth 25 There are really only two kinds of negotiations 93

Truth 26 Ask triple-I questions 97

Truth 27 Reveal your interests 101

Truth 28 Negotiate issues simultaneously, not sequentially 105

Truth 29 Logrolling (I scratch your back, you scratch mine) 109

Truth 30 Make multiple offers of equivalent value simultaneously 113

Truth 31 Postsettlement settlements 117

Truth 32 Contingent agreements 121

Truth 33 Are you an enlightened negotiator? 125

Truth 34 The reciprocity principle 129

Truth 35 The reinforcement principle 133

Truth 36 The similarity principle 137

Truth 37 Know when to drop an anchor 141

Truth 38 The framing effect 145

Truth 39 Responding to temper tantrums 149

Truth 40 What’s your sign? (Know your disputing style) 151

Truth 41 Using power responsibly 155

Truth 42 Saving face 157

Truth 43 How to negotiate with someone you hate 161

Truth 44 How to negotiate with someone you love 165

Truth 45 Building the winning negotiation team 169

Truth 46 What if they arrive with a team? 173

Truth 47 Of men, women, and pie-slicing 177

Truth 48 Know why the fish swim 181

Truth 49 It does not make sense to always get to the point 185

Truth 50 Negotiating on the phone 189

Truth 51 Your reputation 193

Truth 52 Building trust 197

Truth 53 Repairing broken trust 201

References 205

Acknowledgments 211

About the Author 212

Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition

Foreword to the Updated and Expanded Edition xvii

Preface: What’s Past Is Prologue xxi

Introduction: The Wizard of Aaaahs xxiii

Chapter 1 You and Your Audience 1

Chapter 2 The Power of the WIIFY 11

Chapter 3 Getting Creative: The Expansive Art of Brainstorming 21

Chapter 4 Finding Your Flow 41

Chapter 5 Capturing Your Audience Immediately 69

Chapter 6 Communicating Visually 91

Chapter 7 Making the Text Talk 103

Chapter 8 Making the Numbers Sing 121

Chapter 9 Using Graphics to Help Your Story Flow 133

Chapter 10 Bringing Your Story to Life 163

Chapter 11 Customizing Your Presentation 183

Chapter 12 Animating Your Graphics 197

Chapter 13 The Virtual Presentation 215

Chapter 14 Pitching in the Majors 229

Appendix A Tools of the Trade 235

Appendix B Presentation Checklists 237

Acknowledgments 241

About the Author 243

Index 245

How to Keep Score in Business: Accounting and Financial Analysis for the Non-Accountant

Chapter 1 Introduction 1

Chapter 2 Glossary of Key Financial Accounting Terms 9

Chapter 3 The Balance Sheet 31

Chapter 4 More Balance Sheet 47

Chapter 5 Still More Balance Sheet 63

Chapter 6 The Income Statement 75

Chapter 7 Return on Investment (ROI) 99

Chapter 8 Changes in Financial Position 117

Chapter 9 Cash Flow Budget 123

Chapter 10 Other Analysis Ratios and Tools 131

Chapter 11 A Summary of What You Have Learned 139

Appendix A Acme Widget Company 153

Appendix B Present Value Tables 169

The Truth About Managing People

Preface vii

PART I THE TRUTH ABOUT HIRING

Truth 1 First Impressions DO Count! 1

Truth 2 Forget Traits; It’s Behavior That Counts 5

Truth 3 Brains Matter; or Why You Should Hire Smart People 9

Truth 4 When in Doubt, Hire Conscientious People! 13

Truth 5 Want Friendly Employees? It’s in the Genes! 17

Truth 6 Realistic Job Previews: What You See Is What You Get 21

Truth 7 Throw Out Your Age Stereotypes 25

Truth 8 Match Personalities and Jobs 29

Truth 9 Hire People Who Fit Your Culture: My “Good Employee” Is Your Stinker! 33

Truth 10 Good Citizenship Counts! 37

Truth 11 Manage the Socialization of New Employees 39

PART II THE TRUTH ABOUT MOTIVATION

Truth 12 Why Many Workers Aren’t Motivated at Work Today 43

Truth 13 Telling Employees to “Do Your Best” Isn’t Likely to Achieve Their Best 47

Truth 14 Not Everyone Wants to Participate in Setting Goals 51

Truth 15 Professional Workers Go for the Flow 55

Truth 16 When Giving Feedback: Criticize Behaviors, Not People 59

Truth 17 Managing Across the Generation Gap 63

Truth 18 You Get What You Reward 67

Truth 19 It’s All Relative! 71

Truth 20 Recognition Motivates (and It Costs Very Little!) 75

Truth 21 There’s More to High Employee Performance Than Just Motivation 79

PART III THE TRUTH ABOUT LEADERSHIP

Truth 22 Five Leadership Myths Debunked 83

Truth 23 The Essence of Leadership Is Trust 87

Truth 24 Experience Counts! Wrong! 91

Truth 25 Effective Leaders Know How to Frame Issues 95

Truth 26 You Get What You Expect 99

Truth 27 Charisma Can Be Learned 103

Truth 28 Charisma Is Not Always an Asset 107

Truth 29 Make Others Dependent on You 111

Truth 30 Successful Leaders Are Politically Adept 115

Truth 31 Ethical Leadership 119

Truth 32 Virtual Leadership: Leading from Afar 123

Truth 33 Adjust Your Leadership Style for Cultural Differences, or When in Rome… 127

PART IV THE TRUTH ABOUT COMMUNICATION

Truth 34 Hearing Isn’t Listening 131

Truth 35 Listen to the Grapevine 135

Truth 36 Men and Women Communicate Differently 139

Truth 37 What You Do Overpowers What You Say 143

Truth 38 The Value of Silence 147

Truth 39 Watch Out for Digital Distractions 151

PART V THE TRUTH ABOUT BUILDING TEAMS

Truth 40 What We Know That Makes Teams Work 155

Truth 41 2 + 2 Doesn’t Necessarily Equal 4 159

Truth 42 The Value of Diversity on Teams 163

Truth 43 We’re Not All Equal: Status Matters! 167

Truth 44 Not Everyone Is Team Material 171

PART VI THE TRUTH ABOUT MANAGING CONFLICTS

Truth 45 The Case FOR Conflict 175

Truth 46 Beware of Groupthink 179

Truth 47 How to Reduce Work–Life Conflicts 183

Truth 48 Negotiating Isn’t About Winning and Losing 187

PART VII THE TRUTH ABOUT DESIGNING JOBS

Truth 49 Not Everyone Wants a Challenging Job 191

Truth 50 Four Job-Design Actions That Will Make Employees More Productive 195

PART VIII THE TRUTH ABOUT PERFORMANCE EVALUATION

Truth 51 Annual Reviews: The Best Surprise Is No Surprise! 199

Truth 52 Don’t Blame Me! The Role of Self-Serving Bias 203

Truth 53 Judging Others: Tips for Making Better Decisions 207

Truth 54 The Case for 360-Degree Feedback Appraisals: More IS Better! 211

PART IX THE TRUTH ABOUT COPING WITH CHANGE

Truth 55 Most People Resist Any Change That Doesn’t Jingle in Their Pockets! 215

Truth 56 Use Participation to Reduce Resistance to Change 219

Truth 57 Employee Turnover Can Be a Good Thing 223

Truth 58 I n Cutbacks: Don’t Neglect the Survivors 227

Truth 59 Beware of the Quick Fix 231

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