Extent: | Online Ressource (671 KB, 208 S.) |
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Type of publication: | Book / Working Paper |
Language: | English |
Notes: | Description based upon print version of record The Power of Understanding People: The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance; Contents; Preface; Introduction: We Are All Delusional!; Sociocultural Schemas; Interactive Styles; Hollywood Style!; A Disclaimer; The Assessment; Chapter 1: Understanding Romantics and Warriors: It's Feelings versus Logic for These Styles; Romantics; Warriors; Chapter 2: Understanding Experts and Masterminds: Tried and True Contrasted with Possibilities; Experts; Masterminds; Chapter 3: The 12 Interactive Combinations-Hollywood Style!; The Best Friend The Love InterestThe Crusader; The Hired Gun; The Sage; The Power Broker; The Voice of Reason; The Specialist; The Detective; The Eccentric; The Social Reformer; The Adventurer; Chapter 4: Recognizing Each Style: The Behavioral Cues That Might Indicate Another Person's Style; How Do I Recognize Romantics and Warriors?; How Do I Recognize Experts and Masterminds; Chapter 5: Leading Each Style: Creating a High- Performing Culture by Understanding Interactive Style; Coaching and Counseling by Style; Progressive Counseling; Things to Consider When Counseling Each Style Chapter 6: Selling to Each Style: You Can Expand Your Market Share by Adjusting to Your Consumer's Interactive StyleEstablish Rapport; Framing Tips; Common Objections; Handling Objection Model; Chapter 7: Providing Customer Service to Each Style: The Key to High Customer Satisfaction Results Is Adjusting to the Customer's Style; Behavior Breeds Behavior; You Can Choose Your Behavior; Positive Behavior Overcomes Negative Behavior; Interact with People the Way They Prefer; Serving the Romantic; Serving the Warrior; Serving the Expert; Serving the Mastermind; LAST Model of Service Recovery Chapter 8: Personal Relationships and Interactive Style: Better Understand Family and Friends and Enhance Your MarriageConflict Resolution; A Model for Conflict Resolution; Conclusion: The Unusual Goal of an Educator; Index |
ISBN: | 1-118-72683-9 ; 1-118-72688-X ; 978-1-118-72688-4 ; 978-1-118-72683-9 |
Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011830372