Description
Book SynopsisIt is not always possible to interview or meet people face-to-face before significant negotiations or decisions have to be made. They may be business competitors or candidates for an important leadership role. Revealed is a book for those who need to assess others and make decisions about people, without being able to meet and interview them
Trade Review'Revealed is the perfect road map for anyone who has to assess people, and let's face it, we're all responsible for other people in some capacity or another. This book provides the clearest guidance I have seen about what influences people's behaviors and how we can use this knowledge to succeed. Intriguingly it also provides insights into our 'Dark Side' behaviors most of us have some apparently!'
-Sir Nigel Knowles, Global Co-CEO, DLA Piper
'This timely, original and engaging book argues that personality is a crucial determinant of career performance, and that personality can be evaluated at a distance. The message, based on hard data, is important news for the talent management industry; organizations will ignore it at their peril.'
-Robert Hogan, President, Hogan Assessment Systems
"Successful international negotiation depends on many things, but knowing the personality and motivation of the people on the other side of the table provides a real advantage. Revealed tells us what to look for as well as how best to influence our adversaries, competitors and partners. It rigorously analyses the different strands a negotiator needs to understand personality, way of thinking, personal background, and cultural values. Every international negotiator's briefing folder should contain a copy of Revealed."
-Sir Nigel Sheinwald, GCMG, Former British Ambassador to the United States; visiting Professor King's College, London; Non-Exec Director, Royal Dutch Shell
Table of ContentsIntroduction PART I: WHAT WE NEED TO KNOW 1. Intelligence 2. Personality 3. Personal History and Background 4. Cultural Differences 5. Motivation 6. Values and Abilities 7. Bad Apples and Bad Eggs PART II: MEASURING AND MANAGING THE DIFFERENCES 8. Introduction to Remote Profiling 9. Remote Profiling 10. Personality Disorders and the Criminal 11. Body Language and Detecting Deceit 12. Influence and Persuasion Conclusion
