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5 Business Skills Every Professional Must Master (Collection)

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5 Business Skills Every Professional Must Master (Collection)

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  • Copyright 2013
  • Edition: 1st
  • eBook (Watermarked)
  • 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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Table of Contents

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


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


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


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


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


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


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


Truth 49  Not Everyone Wants a Challenging Job    191

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


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


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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