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|a 9781283332484
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|a 9781118163641
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|a Green, Charles H.
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|a The trusted advisor fieldbook
|b a comprehensive toolkit for leading with trust
|c Charles H. Green, Andrea P. Howe
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|a Hoboken, N.J.
|b Wiley
|c 2012
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| 300 |
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|a xviii, 270 pages
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|a A Tool for Truth-Telling: Name It and Claim ItThe Power of Caveats -- Chapter 10: Know Yourself -- How Blind Spots Impede Trust-Building -- Three Approaches to Expand Your Self-Knowledge -- How to Use Self-Knowledge to Increase Trust -- Part III: Developing Business with Trust -- Chapter 11: Trust-Based Marketing and Business Development -- Focus on Your Customer -- Collaborate to Drive New Business -- Focus on Relationships, Not Transactions -- Be Transparent with Prospects and Clients -- Chapter 12: Trust-Based Networking
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|a Chapter 3: The Dynamics of InfluenceEarning the Right to Be Right: Three Steps -- A Five-Point Checklist for Influencing Meetings -- Chapter 4: Three Trust Models -- The Trust Equation -- The Trust Creation Process -- The Trust Principles -- Chapter 5: Five Trust Skills -- Listen -- Partner -- Improvise -- Risk -- Know Yourself -- Part II: Fundamental Truths -- Chapter 6: Listen -- The Listening Differentiator: Empathy -- Four Barriers to Paying Attention -- Three-Level Listening -- Listening for Data -- Seven Listening Best Practices
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|a Your Everyday Empathy Workout: Low Weights, High RepsChapter 7: Partner -- Partnering Traits -- Ten Common Partnering Barriers -- Self-Assessment: Are You Primed for Partnership? -- Specific Ways to Build Your Partnering Muscle -- Chapter 8: Improvise -- The Science behind Moments of Truth -- How Moments of Truth Become Moments of Mastery -- The Practice of Improvisation -- Role-Play Your Way to Mastery -- Chapter 9: Risk -- The Relationship between Trust and Risk -- Six Ways to Practice Risk-Taking -- The Three-Question Transparency Test
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|a Cover -- Endorsements -- Title Page -- Copyright -- Dedication -- Acknowledgements -- Introduction -- Why a Fieldbook -- Who Should Read this Book -- How to Use this Book -- Where to Begin -- Part I: A Trust Primer -- Chapter 1: Fundamental Truths -- Fundamental Truth 1: Trust Requires Trusting and Being Trusted -- Fundamental Truth 2: Trust Is Personal -- Fundamental Truth 3: Trust Is about Relationships -- Fundamental Truth 4: Trust Is Created in Interactions -- Fundamental Truth 5: There Is No Trust without Risk
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|a Fundamental Truth 6: Trust Is ParadoxicalFundamental Truth 7: Listening Drives Trust and Influence -- Fundamental Truth 8: Trust Does Not Take Time -- Fundamental Truth 9: Trust Is Strong and Durable, Not Fragile -- Fundamental Truth 10: You Get What You Give -- Chapter 2: Fundamental Attitudes -- Fundamental Attitude 1: Principles over Processes -- Fundamental Attitude 2: You Are More Connected than You Think -- Fundamental Attitude 3: Itâ€"! Not about You -- Fundamental Attitude 4: Curiosity Trumps Knowing -- Fundamental Attitude 5: Time Works for You
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|a Includes bibliographical references (page 263) and index
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|a Trust / http://id.loc.gov/authorities/subjects/sh85138261
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|a Leadership / Psychological aspects / fast
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|a Morale des affaires
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|a BUSINESS & ECONOMICS / Leadership / bisacsh
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|a Interpersonal relations / http://id.loc.gov/authorities/subjects/sh85067484
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|a Business ethics / http://id.loc.gov/authorities/subjects/sh85018297
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|a Leadership / Psychological aspects
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|a Trust / fast
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|a Business ethics / fast
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|a Leadership / Aspect psychologique
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|a Confiance
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|a Interpersonal relations / fast
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|a Howe, Andrea P.
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|a eng
|2 ISO 639-2
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|b OREILLY
|a O'Reilly
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|u https://learning.oreilly.com/library/view/~/9781118163641/?ar
|x Verlag
|3 Volltext
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|a 302
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|a 170
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|a 330
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|a A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership-such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically
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