Influencing with Integrity: Management Skills for Communication and NegotiationScience and Behavior Books, 1983 - 231 pàgines "Influencing other people is an integral part of life. Specifically, it exists in all communication between people. This process of communication and influencing is complicated by the fact that the words and phrases we use can have as many definitions as there are people in the interaction. Given our individual experiences and assumptions about the world, we ascribed vastly different meanings to the behaviors, symbols, and events around us. In this sense, we each speak a separate language. And until we can translate the meaning of one person's word into the language of another, we are vulnerable to the well-known snafus of miscommunication and misunderstanding. Developed over the past decade. the author's theory of communication (called the Syntonics model) rests on one of the most important new developments in the study of human behavior, a process known as neurolinguistic programming (NLP). Experts and innovators alike are applauding Dr. Laborde's unique contribution to this field: she has given her readers easy access to a highly sophisticated theory without simplifying or distorting it. Advanced as well as basic concepts and techniques are presented here. Used with regard for other people and their desired outcomes - in a word, with integrity - the mastery of these management tactics will increase your ability to communicate, negotiate, and maximize your verbal and nonverbal impact. Simultaneously, your newly acquired insights minimize any vulnerability to being manipulated. Nowhere in this volume will the reader find trivial, obvious, or 'quick-fix'solutions to management problems. Instead, Influencing with Integrity provides a practical and powerful approach to high-level business affairs. And her approach emphasizes the long-term wisdom of using the syntonic skills to increase people's satisfaction rather than to manipulate them for one's own advantage. Dr. Laborde has demonstrated the value of these techniques in seminars for such corporate clients as ITT, American Express, IBM, and Coca-Cola. Her checklist for organizing and running efficient business meetings is itself worth the price of this book - as are her chapters on sales presentations, negotiations and clarification questions (called the Pointers). Influencing with Integrity is replete with illustrations, tables, and anecdotes that exemplify and elucidate key concepts. This is a book at its best: informative, easily grasped and applied, and not without wit"--Jacket |
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Pàgina 35
... close enough in frequency to occur in phase or in step with each other . " MATCHING BODY POSTURES The last matching technique is the easiest but also the most obvious : simple mirroring of body postures . " Mimicry ? " you may ask ...
... close enough in frequency to occur in phase or in step with each other . " MATCHING BODY POSTURES The last matching technique is the easiest but also the most obvious : simple mirroring of body postures . " Mimicry ? " you may ask ...
Pàgina 86
... close you were in matching . If a third person is not available , the two of you can learn a lot by alternately telling and matching . Continue until you feel satisfied with your performance in voice matching . If this exercise seems ...
... close you were in matching . If a third person is not available , the two of you can learn a lot by alternately telling and matching . Continue until you feel satisfied with your performance in voice matching . If this exercise seems ...
Pàgina 148
... close . Conditional Close Both future planning and the conditional close have a strong component of " let's pretend . " In the conditional close , you pretend you can satisfy one or more needs of your customer and ask , “ So , as I ...
... close . Conditional Close Both future planning and the conditional close have a strong component of " let's pretend . " In the conditional close , you pretend you can satisfy one or more needs of your customer and ask , “ So , as I ...
Altres edicions - Mostra-ho tot
Influencing with Integrity: Management Skills for Communication and Negotiation Previsualització limitada - 1983 |
Influencing with Integrity: Management Skills for Communication and Negotiation Visualització de fragments - 1987 |
Influencing with Integrity: Management Skills for Communication and Negotiation Previsualització no disponible - 1995 |
Frases i termes més freqüents
agreement Alfred Korzybski auditory aware Bandler behavior belief systems boss brain breathing choice CHUNK coded Conflict Manager congruence conscious mind counter example Creative Dave decide decision door dovetailing outcomes ence establish rapport experiences eye movements feel finger five flexibility Fritz Perls Gestalt Therapy goal happen hear incongruence increase integrity John Grinder Judith DeLozier kinesthetic KODAK Color listen look lower lip manipulation map of reality matching means meeting Meta Model metaphor MILTON ERICKSON move negotiation Neuro-Linguistic Programming notice noun Once options patterns PEGASUS perceptions person Pointer position present procedures question relevancy challenge representational system responses Richard Bandler s/he satisfied see/hear/feel sensory acuity shifts skills someone sounds specific step subpersonalities syntonic talk techniques tempo thing thinking process thought tion tone Translate trust uncon unconscious unconscious minds VIRGINIA SATIR visual voice watch words York
Referències a aquest llibre
Resolving Conflict Successfully: Needed Knowledge and Skills Neil H. Katz,John W. Lawyer Previsualització no disponible - 1994 |