Download or read book Control the Conversation written by James O. Pyle and published by Red Wheel/Weiser. This book was released on 2018-10-01 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: Where were you tonight? How did that meeting go? Are you seeing someone else? What qualifies you for this job? These are just a few of the usual questions we might answer in a day. A typical answer to the last question would include a series of "whats": what experience you have, what you studied in school, and what you do well. In Control the Conversation, the authors guide you in crafting a response to a question, not just an answer. A response should be multi-dimensional and include relevant and compelling information that goes beyond a mere answer. The authors help you build and apply this skill set. You will learn how to manage the four areas of disclosure--people, places, things, and events in time. You will also develop competence in techniques that will help you take control and get your message across in any kind of interview. You will discover how to: Master answer enhancers, such as keywords and body language Analyze a question and understand the motivation behind it Use questions artfully as part of your response With these skills as part of your repertoire, you'll also learn apply them in specific applications such as: Job interviews Sales Common exchanges Meetings and media Dating and family situations No matter the question, Control the Conversation will show you how to steer every exchange in your favor.
Download or read book Stop the Runaway Conversation written by Michael D. Sedler and published by Chosen Books. This book was released on 2001-06 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: An eye-opening look at the sin of gossip and what to do about it.
Download or read book Difficult Conversations written by Douglas Stone and published by Penguin. This book was released on 2010-11-02 with total page 351 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 10th-anniversary edition of the New York Times business bestseller-now updated with "Answers to Ten Questions People Ask" We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Download or read book Difficult Conversations written by Douglas Stone and published by Penguin. This book was released on 2023-08-22 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 10th-anniversary edition of the New York Times business bestseller-now updated with "Answers to Ten Questions People Ask" We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving
Download or read book Conversations written by Ivan S. Farber and published by Legacyone. This book was released on 2018-11-22 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you have to influence others through conversations, you will benefit from the ten important lessons in this book. You'll get a clear formula for success, practical advice and valuable ideas that you can apply right away. This book will reshape how you interact with your clients and colleagues and give you newfound power and ease in your career and important communications. There is no skill more important than the ability to be effective in your conversations.
Download or read book Crucial Conversations Tools for Talking When Stakes are High Third Edition written by Joseph Grenny and published by McGraw Hill Professional. This book was released on 2021-10-26 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: Keep your cool and get the results you want when faced with crucial conversations. This New York Times bestseller and business classic has been fully updated for a world where skilled communication is more important than ever. The book that revolutionized business communications has been updated for today’s workplace. Crucial Conversations provides powerful skills to ensure every conversation—especially difficult ones—leads to the results you want. Written in an engaging and witty style, the book teaches readers how to be persuasive rather than abrasive, how to get back to productive dialogue when others blow up or clam up, and it offers powerful skills for mastering high-stakes conversations, regardless of the topic or person. This new edition addresses issues that have arisen in recent years. You’ll learn how to: Respond when someone initiates a crucial conversation with you Identify and address the lag time between identifying a problem and discussing it Communicate more effectively across digital mediums When stakes are high, opinions vary, and emotions run strong, you have three choices: Avoid a crucial conversation and suffer the consequences; handle the conversation poorly and suffer the consequences; or apply the lessons and strategies of Crucial Conversations and improve relationships and results. Whether they take place at work or at home, with your coworkers or your spouse, crucial conversations have a profound impact on your career, your happiness, and your future. With the skills you learn in this book, you'll never have to worry about the outcome of a crucial conversation again.
Download or read book Designing the Conversation written by Russ Unger and published by New Riders. This book was released on 2013-02-19 with total page 481 pages. Available in PDF, EPUB and Kindle. Book excerpt: Facilitation skills are the foundation of every successful design practice, yet training on this core competency has been largely unavailable—until now. Designing the Conversation: Techniques for Successful Facilitation is a complete guide to developing the facilitation skills you need to communicate effectively and design fully engaging experiences. Learn to take control as Russ Unger, Brad Nunnally, and Dan Willis show you how to use your skills as a facilitator to deftly extract information from different types of people in various scenarios and address any problems and needs that arise along the way. With this book, you will learn how to: Bring together different cross-functional project teams, stakeholders, and clients while balancing their needs, goals, and requirements with those of users Prepare for activities through agenda setting, planning for different types of personalities, and identifying the method of practicing that works best for you Perform group facilitation in workshops, brainstorming sessions, and focus groups Manage individual facilitation activities through interviews, usability testing, sales calls, and mentoring Conduct one-to-many facilitation activities such as presentations, virtual seminars, and lectures Understand how to manage Q & A from audiences of all sizes
Download or read book Stress Free Small Talk written by Richard S. Gallagher and published by Rockridge Press. This book was released on 2019-12-24 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: Small talk, big victory--your guide to managing social anxiety and making conversation Leave your anxious feelings at the door in any social situation--and see a world of possibilities open up for you. Stress-Free Small Talk is filled with strategies, advice, conversation-starters, practical activities, and mindfulness-based exercises for people who want to manage their social anxiety and engage in small talk with anyone. Take control of any casual interaction with tips for introducing yourself, universal topics of discussion, active listening, asking questions, talking with someone who disagrees with you, how to politely exit a conversation, and much more. Stress-Free Small Talk includes: Embrace your fears--Learn to understand your nervous feelings, set appropriate expectations, and prepare for social encounters--so you can make small talk comfortably. Real-life scenarios--Get advice for day-to-day social situations, like attending a party full of strangers, going on a blind date, or getting seated next to a chatty passenger on an airplane. Great first impressions--Discover tips and tools for making strong first impressions, including maintaining good posture, making regular and natural eye contact, and beyond. Look who's talking now! If you've been searching for a helpful how-to guide to reducing anxiety and making small talk so that you can navigate social situations with ease, this book has you covered.
Download or read book Conversation and Responsibility written by Michael McKenna and published by Oxford University Press. This book was released on 2011-09-29 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book Michael McKenna advances a new theory of moral responsibility, one that builds upon the work of P. F. Strawson. As McKenna demonstrates, moral responsibility can be explained on analogy with a conversation. The relation between a morally responsible agent and those who hold her morally responsible is similar to the relation between a speaker and her audience. A responsible agent's actions are bearers of meaning--agent meaning--just as a speaker's utterances are bearers of speaker meaning. Agent meaning is a function of the moral quality of the will with which the agent acts. Those who hold an agent morally responsible for what she does do so by responding to her as if in a conversation. By responding with certain morally reactive attitudes, such as resentment or indignation, they thereby communicate their regard for the meaning taken to be revealed in that agent's actions. It is then open for the agent held responsible to respond to those holding her responsible by offering an apology, a justification, an excuse, or some other response, thereby extending the evolving conversational exchange. The conversational theory of moral responsibility that McKenna develops here accepts two features of Strawson's theory: that moral responsibility is essentially interpersonal--so that being responsible must be understood by reference to the nature of holding responsible--and that the moral emotions are central to holding responsible. While upholding these two aspects of Strawson's theory, McKenna's theory rejects a further Strawsonian thesis, which is that holding morally responsible is more fundamental or basic than being morally responsible. On the conversational theory, the conditions for holding responsible are dependent on the nature of the agent who is responsible. So holding responsible cannot be more basic than being responsible. Nevertheless, the nature of the agent who is morally responsible is to be understood in terms of sensitivity to those who would make moral demands of her, thereby holding her responsible. Being responsible is therefore also dependent on holding responsible. Thus, neither being nor holding morally responsible is more basic than the other. They are mutually dependent.
Download or read book Never Get Angry Again written by Dr. David J. Lieberman, Ph.D. and published by St. Martin's Press. This book was released on 2018-01-09 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Never Get Angry Again is New York Times and internationally bestselling author David J. Lieberman's comprehensive, holistic look at the underlying emotional, physical, and spiritual causes of anger, and a practical guide to what the reader can do to gain perspective. David J. Lieberman understands that a change in perspective is all that is needed to help keep from flying off the handle. In Never Get Angry Again, he reveals how to see anger through a comprehensive, holistic lens, illuminates the underlying emotional, spiritual, and physical components of anger, and gives the readers simple, practical tools to snuff out anger before it even occurs. Take a deep breath and count to ten. Meditate. Visualize your happy place. You’ve probably heard all of these anger management techniques and more from friends, family, and experts, but somehow they miss the mark when it comes to coping with the complex emotion of anger. Let’s face it: if anger-management techniques were effective, you wouldn’t be reading this book. These clumsy attempts to maintain calmness are usually futile and sometimes emotionally draining. The fact is, either something bothers us (causing anxiety, frustration, or anger), or it doesn’t. A state of calm is better accomplished by not becoming agitated in the first place. When we fight the urge to blow up or melt down, we fight against our own nature.
Download or read book Power Questions written by Andrew Sobel and published by John Wiley & Sons. This book was released on 2012-02-07 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. In Power Questions you’ll discover: The question that stopped an angry executive in his tracks The sales question CEOs expect you to ask versus the questions they want you to ask The question that will radically refocus any meeting The penetrating question that can transform a friend or colleague’s life A simple question that helped restore a marriage When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.
Download or read book Topics of Conversation written by Miranda Popkey and published by Serpent's Tail. This book was released on 2020-02-27 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'If you're a fan of Sally Rooney's work, then you can't go wrong by picking up a copy of Topics Of Conversation ... She's a fresh voice, and one that it's certainly worth listening to.' Vogue 'Miranda Popkey's debut explores the paradox of longing to assert control and longing to lose it ... She depicts what it feels like to exist, actually live, at that intersection, which can so often bring about paralysis.' New Yorker What is the shape of a life? Is it the things that happen to us? Or is it the stories we tell about the things that happen to us? From the coast of the Adriatic to the salt spray of Santa Barbara, the narrator of Topics of Conversation maps out her life through two decades of bad relationships, motherhood, crisis and consolation. The novel unfurls through a series of conversations - in private with friends, late at night at parties with acquaintances, with strangers in hotel rooms, in moments of revelation, shame, cynicism, envy and intimacy. Sizzling with enigmatic desire, Miranda Popkey's debut novel is a seductive exploration of life as a woman in the modern world, of the stories we tell ourselves and of the things we reveal only to strangers.
Download or read book Talking to Crazy written by Mark Goulston and published by AMACOM. This book was released on 2018-07-10 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: “[Goulston’s]ideas are a bit counter-intuitive but they really do shift the dynamic and help people diffuse and disarm the irrational person leading to more positive outcomes.” -- Online MBA Because some people are beyond difficult... Let’s face it, we all know people who are irrational. No matter how hard you try to reason with them, it never works. So what’s the solution? How do you talk to someone who’s out of control? What can you do with a boss who bullies, a spouse who yells, or a friend who frequently bursts into tears? In his book, Just Listen, Mark Goulston shared his bestselling formula for getting through to the resistant people in your life. Now, in his breakthrough new book Talking to Crazy, he brings his communication magic to the most difficult group of all—the downright irrational. As a psychiatrist, Goulston has seen his share of crazy and he knows from experience that you can’t simply argue it away. The key to handling irrational people is to learn to lean into the crazy—to empathize with it. That radically changes the dynamic and transforms you from a threat into an ally. Talking to Crazy explains this counterintuitive Sanity Cycle and reveals: Why people act the way they do • How instinctive responses can exacerbate the situation—and what to do instead • When to confront a problem and when to walk away • How to use a range of proven techniques including Time Travel, the Fish-bowl, and the Belly Roll • And much more You can’t reason with unreasonable people—but you can reach them. This powerful and practical book shows you how.
Download or read book Find Out Anything From Anyone Anytime written by James O. Pyle and published by Red Wheel/Weiser. This book was released on 2014-01-20 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: “A new book by an army intelligence interrogator could help you get the answers to your most pressing questions.” —Time The secret to finding out anything you want to know is amazingly simple: Ask good questions. Most people trip through life asking bad questions—of teachers, friends, coworkers, clients, prospects, experts, and suspects. Even people trained in questioning, such as journalists and lawyers, commonly ask questions that get partial or misleading answers. People in any profession will immediately benefit by developing the skill and art of good questioning. Find Out Anything From Anyone, Anytime will give you the power to: Identify and practice good questioning techniques Recognize types of questions to avoid Know the questions required when hearing unconfirmed reports or gossip Practice good listening techniques and exploit all leads Determine when and how to control the conversation Gain real expertise fast Within professional interrogation circles, author James Pyle is known as a strategic debriefer—meaning there is no one around him more skilled at asking questions and getting answers. He has been training other interrogators in questioning techniques since 1989. “With his style of questioning alone, Jim Pyle can get more information than most other interrogators using multiple techniques.” —Gregory Hartley, co-author of How to Spot a Liar
Download or read book Crucial Conversations Tools for Talking When Stakes Are High Second Edition written by Kerry Patterson and published by McGraw Hill Professional. This book was released on 2011-09-16 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New York Times and Washington Post bestseller that changed the way millions communicate “[Crucial Conversations] draws our attention to those defining moments that literally shape our lives, our relationships, and our world. . . . This book deserves to take its place as one of the key thought leadership contributions of our time.” —from the Foreword by Stephen R. Covey, author of The 7 Habits of Highly Effective People “The quality of your life comes out of the quality of your dialogues and conversations. Here’s how to instantly uplift your crucial conversations.” —Mark Victor Hansen, cocreator of the #1 New York Times bestselling series Chicken Soup for the Soul® The first edition of Crucial Conversations exploded onto the scene and revolutionized the way millions of people communicate when stakes are high. This new edition gives you the tools to: Prepare for high-stakes situations Transform anger and hurt feelings into powerful dialogue Make it safe to talk about almost anything Be persuasive, not abrasive
Download or read book Winning Body Language for Sales Professionals Control the Conversation and Connect with Your Customer without Saying a Word written by Mark Bowden and published by McGraw Hill Professional. This book was released on 2012-09-28 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: PROVEN NONVERBAL STRATEGIES THAT WIN SALES When you are selling, the way you deliver your message will matter as much as, or more than, what you actually say. In this groundbreaking book, body language guru Mark Bowden teams up with renowned sales trainer Andrew Ford to reveal nonverbal communication skills guaranteed to give you the advantage in every sales situation. Winning Body Language for Sales Professionals reveals the universal body language signals that command instant respect and teaches you how to use them to: Avoid being perceived as just another “salesperson” Earn lasting trust—without saying a word Interpret others’ body language to determine “friends” and “enemies” Create an environment that puts buyers at ease Influence the feelings and behavior of your prospects These are the secrets every salesperson has been waiting for. When you com¬municate in a positive way with your body language, your words hold greater weight than ever—and winning the sale is just a handshake away.
