Home > Store

5 Business Skills Every Professional Must Master (Collection)

Register your product to gain access to bonus material or receive a coupon.

5 Business Skills Every Professional Must Master (Collection)

eBook (Watermarked)

  • Sorry, this book is no longer in print.
  • About Watermarked eBooks
  • This PDF will be accessible from your Account page after purchase and requires the free Adobe® Reader® software to read it.

    The eBook requires no passwords or activation to read. We customize your eBook by discreetly watermarking it with your name, making it uniquely yours.

    Watermarked eBook FAQ

Not for Sale

Description

  • 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

Sample Content

Sample Pages

Download the sample pages (includes Chapter 3 from each book)

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

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

Updates

Submit Errata

More Information

InformIT Promotional Mailings & Special Offers

I would like to receive exclusive offers and hear about products from InformIT and its family of brands. I can unsubscribe at any time.

Overview


Pearson Education, Inc., 221 River Street, Hoboken, New Jersey 07030, (Pearson) presents this site to provide information about products and services that can be purchased through this site.

This privacy notice provides an overview of our commitment to privacy and describes how we collect, protect, use and share personal information collected through this site. Please note that other Pearson websites and online products and services have their own separate privacy policies.

Collection and Use of Information


To conduct business and deliver products and services, Pearson collects and uses personal information in several ways in connection with this site, including:

Questions and Inquiries

For inquiries and questions, we collect the inquiry or question, together with name, contact details (email address, phone number and mailing address) and any other additional information voluntarily submitted to us through a Contact Us form or an email. We use this information to address the inquiry and respond to the question.

Online Store

For orders and purchases placed through our online store on this site, we collect order details, name, institution name and address (if applicable), email address, phone number, shipping and billing addresses, credit/debit card information, shipping options and any instructions. We use this information to complete transactions, fulfill orders, communicate with individuals placing orders or visiting the online store, and for related purposes.

Surveys

Pearson may offer opportunities to provide feedback or participate in surveys, including surveys evaluating Pearson products, services or sites. Participation is voluntary. Pearson collects information requested in the survey questions and uses the information to evaluate, support, maintain and improve products, services or sites, develop new products and services, conduct educational research and for other purposes specified in the survey.

Contests and Drawings

Occasionally, we may sponsor a contest or drawing. Participation is optional. Pearson collects name, contact information and other information specified on the entry form for the contest or drawing to conduct the contest or drawing. Pearson may collect additional personal information from the winners of a contest or drawing in order to award the prize and for tax reporting purposes, as required by law.

Newsletters

If you have elected to receive email newsletters or promotional mailings and special offers but want to unsubscribe, simply email information@informit.com.

Service Announcements

On rare occasions it is necessary to send out a strictly service related announcement. For instance, if our service is temporarily suspended for maintenance we might send users an email. Generally, users may not opt-out of these communications, though they can deactivate their account information. However, these communications are not promotional in nature.

Customer Service

We communicate with users on a regular basis to provide requested services and in regard to issues relating to their account we reply via email or phone in accordance with the users' wishes when a user submits their information through our Contact Us form.

Other Collection and Use of Information


Application and System Logs

Pearson automatically collects log data to help ensure the delivery, availability and security of this site. Log data may include technical information about how a user or visitor connected to this site, such as browser type, type of computer/device, operating system, internet service provider and IP address. We use this information for support purposes and to monitor the health of the site, identify problems, improve service, detect unauthorized access and fraudulent activity, prevent and respond to security incidents and appropriately scale computing resources.

Web Analytics

Pearson may use third party web trend analytical services, including Google Analytics, to collect visitor information, such as IP addresses, browser types, referring pages, pages visited and time spent on a particular site. While these analytical services collect and report information on an anonymous basis, they may use cookies to gather web trend information. The information gathered may enable Pearson (but not the third party web trend services) to link information with application and system log data. Pearson uses this information for system administration and to identify problems, improve service, detect unauthorized access and fraudulent activity, prevent and respond to security incidents, appropriately scale computing resources and otherwise support and deliver this site and its services.

Cookies and Related Technologies

This site uses cookies and similar technologies to personalize content, measure traffic patterns, control security, track use and access of information on this site, and provide interest-based messages and advertising. Users can manage and block the use of cookies through their browser. Disabling or blocking certain cookies may limit the functionality of this site.

Do Not Track

This site currently does not respond to Do Not Track signals.

Security


Pearson uses appropriate physical, administrative and technical security measures to protect personal information from unauthorized access, use and disclosure.

Children


This site is not directed to children under the age of 13.

Marketing


Pearson may send or direct marketing communications to users, provided that

  • Pearson will not use personal information collected or processed as a K-12 school service provider for the purpose of directed or targeted advertising.
  • Such marketing is consistent with applicable law and Pearson's legal obligations.
  • Pearson will not knowingly direct or send marketing communications to an individual who has expressed a preference not to receive marketing.
  • Where required by applicable law, express or implied consent to marketing exists and has not been withdrawn.

Pearson may provide personal information to a third party service provider on a restricted basis to provide marketing solely on behalf of Pearson or an affiliate or customer for whom Pearson is a service provider. Marketing preferences may be changed at any time.

Correcting/Updating Personal Information


If a user's personally identifiable information changes (such as your postal address or email address), we provide a way to correct or update that user's personal data provided to us. This can be done on the Account page. If a user no longer desires our service and desires to delete his or her account, please contact us at customer-service@informit.com and we will process the deletion of a user's account.

Choice/Opt-out


Users can always make an informed choice as to whether they should proceed with certain services offered by InformIT. If you choose to remove yourself from our mailing list(s) simply visit the following page and uncheck any communication you no longer want to receive: www.informit.com/u.aspx.

Sale of Personal Information


Pearson does not rent or sell personal information in exchange for any payment of money.

While Pearson does not sell personal information, as defined in Nevada law, Nevada residents may email a request for no sale of their personal information to NevadaDesignatedRequest@pearson.com.

Supplemental Privacy Statement for California Residents


California residents should read our Supplemental privacy statement for California residents in conjunction with this Privacy Notice. The Supplemental privacy statement for California residents explains Pearson's commitment to comply with California law and applies to personal information of California residents collected in connection with this site and the Services.

Sharing and Disclosure


Pearson may disclose personal information, as follows:

  • As required by law.
  • With the consent of the individual (or their parent, if the individual is a minor)
  • In response to a subpoena, court order or legal process, to the extent permitted or required by law
  • To protect the security and safety of individuals, data, assets and systems, consistent with applicable law
  • In connection the sale, joint venture or other transfer of some or all of its company or assets, subject to the provisions of this Privacy Notice
  • To investigate or address actual or suspected fraud or other illegal activities
  • To exercise its legal rights, including enforcement of the Terms of Use for this site or another contract
  • To affiliated Pearson companies and other companies and organizations who perform work for Pearson and are obligated to protect the privacy of personal information consistent with this Privacy Notice
  • To a school, organization, company or government agency, where Pearson collects or processes the personal information in a school setting or on behalf of such organization, company or government agency.

Links


This web site contains links to other sites. Please be aware that we are not responsible for the privacy practices of such other sites. We encourage our users to be aware when they leave our site and to read the privacy statements of each and every web site that collects Personal Information. This privacy statement applies solely to information collected by this web site.

Requests and Contact


Please contact us about this Privacy Notice or if you have any requests or questions relating to the privacy of your personal information.

Changes to this Privacy Notice


We may revise this Privacy Notice through an updated posting. We will identify the effective date of the revision in the posting. Often, updates are made to provide greater clarity or to comply with changes in regulatory requirements. If the updates involve material changes to the collection, protection, use or disclosure of Personal Information, Pearson will provide notice of the change through a conspicuous notice on this site or other appropriate way. Continued use of the site after the effective date of a posted revision evidences acceptance. Please contact us if you have questions or concerns about the Privacy Notice or any objection to any revisions.

Last Update: November 17, 2020