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The Most Dangerous Business Book You'll Ever Read

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Table of Contents

Foreword Louis J. Zaccone ix Acknowledgments xi Introduction xiii Chapter 1 Sort Personalities Like a Profiler 1 Value to Business 2 Natural Profilers 3 Tools of Profiling 4 Values and Ego 6 Disposition Matrix 8 The Categories of Disposition 15 Action Matrix 19 The Categories of Action Styles 27 Profile Your People 37 Chapter 2 Question Like a Polygrapher 39 Value to Business 40 Scenario 1: Investigate a Problem 41 Scenario 2: Discovery Related to a Customer's Need 41 Theater of Polygraph 42 Tools of Questioning 43 Reading Body Language 44 Using Body Language 53 Questioning Styles 56 Questioning Strategy 64 Detecting Deception 70 Revisiting the Scenarios 73 Scenario 1: Investigate a Problem 73 Scenario 2: Discovery Related to a Customer's Need 74 Chapter 3 Network Like a Spy 77 Value to Business 78 The Brain of a Spy 79 Form and Function 80 Form 81 Function 81 Understanding the Landscape 81 You Are Not a Spy 82 The Atomic Model 83 Tools of Networking 88 Elicitation Techniques 88 Motivating Behavior 96 Moving Someone to Action 98 Tools of Influence 101 Interaction of Players 106 Chapter 4 Interview Like an Interrogator 109 Value to Business 110 Tools of Interviewing 110 Screening 110 Planning and Preparation 113 Establishing Control 116 Rapport Building 117 Approaches 118 Questioning 118 Tools for Interviewing Job Candidates 118 Behavioral Interview Technique Enhanced (BITE) 120 Tools of Termination 125 Mechanics of Termination 125 Process for Meetings 126 Process for Interviews 127 Turning Around a Bad Meeting 127 Chapter 5 Close a Deal Like a Hostage Negotiator 131 Value to Business 132 Tools of Negotiating 133 Managing Change 133 Taking Control 140 Overcoming Objections 142 Reading Body Language in Negotiation 144 Chapter 6 Research Like an Analyst 147 Value to Business 149 Tools of Research 151 Roles in Analysis 151 Identifying Gaps 151 Targeting Research 152 Determining Sources 154 Transferring Information 156 Vetting Sources 157 Calculating Proximate Reality 159 Matching Audience and Packaging 160 Filters Affecting Analysis 163 Chapter 7 Decide Like a SEAL 165 Value to Business 168 Tools of Deciding 169 Leverage of Subroutines 169 Contingency Thinking 171 Value Planning 176 After Action Review (AAR) 177 Chapter 8 Team-Build Like Special Ops 179 Value to Business 180 Formula for Team Building 180 Tools of Team Building 180 Rite of Passage: Passing the Threshold 180 The Homogenizing Process 182 Top-Grading 188 Mechanics of Team Leadership 190 Understand the Role 190 Keep the Team Unified 191 Do Not Fall Victim to Deference 192 Deal with Differences 193 Conclusion Backbone or No Backbone 195 Glossary 199 Index 203

About the Author

Gregory Hartley has served as a full-time director, as well as a consultant, to companies and provided body language and behavioral analysis for print, TV, and radio. Visit for more information. Maryann Karinch has written eighteen books about business and mental/physical conditioning and has coauthored seven books with Gregory Hartley.

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