The Most Dangerous Business Book You'll Ever Read

Informationen zum Autor 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 MindatWar.com for more information. Maryann Karinch has written eighteen books about business and mental/physical conditioning and has coauthored seven books with Gregory Hartley. Klappentext PRAISE FOR THE MOST DANGEROUS BUSINESS BOOK YOU'LL EVER READ "Drawing on firsthand experience in military intelligence and interrogation techniques, the authors provide a richly detailed personality model as a tool for assessing others so you can more effectively manage your own behavior in a variety of business situations, including negotiation and leadership." ?PETER EARNEST, executive director, International Spy Museum,and former senior officer, National Clandestine Service "A solid manual with invaluable lessons for dealing with others, whether in intelligence, the military, government?and most certainly, business." ?OLEG KALUGIN, former KGB major general, professor at Center for Counterintelligence and Security Studies, and author of Spymaster "Greg and Maryann present straightforward, concise skills to decode messages and move people to action." ?TONYA REIMAN, body language expert, Fox News, and author of The Yes Factor "Use this book throughout every phase of your professional life. Greg and Maryann explain the skills needed to accurately assess people and relationships to enhance success and avoid failure. Don't enter into another venture (or affair) unprepared!" ?H. KEITH MELTON, author of Ultimate Spy and Spycraft, espionage historian, and former chairman of one of America's largest and most successful franchise groups Zusammenfassung Hone your professional approach to a razor's edge using lessons from military and civilian intelligenceThe Most Dangerous Business Book You'll Ever Read brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition.The Most Dangerous Business Book You'll Ever Read features former Army interrogator Gregory Hartley's unique system of profiling, formula for persuasion, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more. Question like a Polygrapher Sort Personalities like a Profiler Close a Deal like a Hostage Negotiator Interview like an Interrogator Network like a Spy Research like an Intelligence Analyst Decide like a SEAL Team-Build like Special OpsTake your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read. Inhaltsverzeichnis 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 Th...

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PRAISE FOR THE MOST DANGEROUS BUSINESS BOOK YOU'LL EVER READ

"Drawing on firsthand experience in military intelligence and interrogation techniques, the authors provide a richly detailed personality model as a tool for assessing others so you can more effectively manage your own behavior in a variety of business situations, including negotiation and leadership."
?PETER EARNEST, executive director, International Spy Museum,and former senior officer, National Clandestine Service

"A solid manual with invaluable lessons for dealing with others, whether in intelligence, the military, government?and most certainly, business."
?OLEG KALUGIN, former KGB major general, professor at Center for Counterintelligence and Security Studies, and author of Spymaster

"Greg and Maryann present straightforward, concise skills to decode messages and move people to action."
?TONYA REIMAN, body language expert, Fox News, and author of The Yes Factor

"Use this book throughout every phase of your professional life. Greg and Maryann explain the skills needed to accurately assess people and relationships to enhance success and avoid failure. Don't enter into another venture (or affair) unprepared!"
?H. KEITH MELTON, author of Ultimate Spy and Spycraft, espionage historian, and former chairman of one of America's largest and most successful franchise groups

Résumé
Hone your professional approach to a razor's edge using lessons from military and civilian intelligence The Most Dangerous Business Book You'll Ever Read brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition. The Most Dangerous Business Book You'll Ever Read features former Army interrogator Gregory Hartley's unique system of profiling, formula for persuasion, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more. Question like a Polygrapher Sort Personalities like a Profiler Close a Deal like a Hostage Negotiator Interview like an Interrogator Network like a Spy Research like an Intelligence Analyst Decide like a SEAL Team-Build like Special Ops Take your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read.

Contenu

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 Negotiati…