| Description |
1 online resource (xviii, 270 pages) |
| Contents |
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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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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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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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 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 |
| Summary |
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 |
| Bibliography |
Includes bibliographical references (page 263) and index |
| Notes |
English |
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Print version record |
| Subject |
Business ethics.
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Trust.
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Leadership -- Psychological aspects
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Interpersonal relations.
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BUSINESS & ECONOMICS -- Leadership.
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Business ethics
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Interpersonal relations
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Leadership -- Psychological aspects
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Trust
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| Form |
Electronic book
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| Author |
Howe, Andrea P.
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| LC no. |
2011028239 |
| ISBN |
9781118163641 |
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1118163648 |
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9781118163658 |
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1118163656 |
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9781118163665 |
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1118163664 |
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1283332485 |
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9781283332484 |
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9786613332486 |
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6613332488 |
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