The Most Dangerous Business Book You'll Ever Read

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 Negotiating 133

Managing Change 133

Taking Control 140

Overcoming Objections 142

Reading Body Language in Negotiation 144

Chapter 6 Research Like an Analyst 147

Value to Business 149

Tools of Research 151

Roles in Analysis 151

Identifying Gaps 151

Targeting Research 152

Determining Sources 154

Transferring Information 156

Vetting Sources 157

Calculating Proximate Reality 159

Matching Audience and Packaging 160

Filters Affecting Analysis 163

Chapter 7 Decide Like a SEAL 165

Value to Business 168

Tools of Deciding 169

Leverage of Subroutines 169

Contingency Thinking 171

Value Planning 176

After Action Review (AAR) 177

Chapter 8 Team-Build Like Special Ops 179

Value to Business 180

Formula for Team Building 180

Tools of Team Building 180

Rite of Passage: Passing the Threshold 180

The Homogenizing Process 182

Top-Grading 188

Mechanics of Team Leadership 190

Understand the Role 190

Keep the Team Unified 191

Do Not Fall Victim to Deference 192

Deal with Differences 193

Conclusion Backbone or No Backbone 195

Glossary 199

Index 203