Team-Build like Special Ops
Table of Contents
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
