{"product_id":"the-most-dangerous-business-book-youll-ever-read-9780470888025","title":"The Most Dangerous Business Book Youll Ever Read","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eHone your professional approach to a razor''s edge using lessons from military and civilian intelligence  \u003cp\u003e\u003ci\u003eThe Most Dangerous Business Book You''ll Ever Read\u003c\/i\u003e brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Most Dangerous Business Book You''ll Ever Read\u003c\/i\u003e features former Army interrogator Gregory Hartley''s unique system of profiling, formula for persuasion, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eQuestion like a Polygrapher\u003c\/li\u003e \u003cli\u003eSort Personalities like a Profiler\u003c\/li\u003e \u003cli\u003eClose a Deal like a Hostage Negotiator\u003c\/li\u003e \u003cli\u003eInterview like an Interrogator\u003c\/li\u003e \u003cli\u003eNetwork like a Spy\u003c\/li\u003e \u003cli\u003eResearch like an Intelligence Analyst\u003c\/li\u003e \u003cli\u003eDecide like a SEAL\u003c\/li\u003e \u003cli\u003eTeam-Build like Special Ops\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003ci\u003eLouis J. Zaccone\u003c\/i\u003e ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eIntroduction xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Sort Personalities Like a Profiler 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 2\u003c\/p\u003e \u003cp\u003eNatural Profilers 3\u003c\/p\u003e \u003cp\u003eTools of Profiling 4\u003c\/p\u003e \u003cp\u003eValues and Ego 6\u003c\/p\u003e \u003cp\u003eDisposition Matrix 8\u003c\/p\u003e \u003cp\u003eThe Categories of Disposition 15\u003c\/p\u003e \u003cp\u003eAction Matrix 19\u003c\/p\u003e \u003cp\u003eThe Categories of Action Styles 27\u003c\/p\u003e \u003cp\u003eProfile Your People 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Question Like a Polygrapher 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 40\u003c\/p\u003e \u003cp\u003eScenario 1: Investigate a Problem 41\u003c\/p\u003e \u003cp\u003eScenario 2: Discovery Related to a Customer’s Need 41\u003c\/p\u003e \u003cp\u003eTheater of Polygraph 42\u003c\/p\u003e \u003cp\u003eTools of Questioning 43\u003c\/p\u003e \u003cp\u003eReading Body Language 44\u003c\/p\u003e \u003cp\u003eUsing Body Language 53\u003c\/p\u003e \u003cp\u003eQuestioning Styles 56\u003c\/p\u003e \u003cp\u003eQuestioning Strategy 64\u003c\/p\u003e \u003cp\u003eDetecting Deception 70\u003c\/p\u003e \u003cp\u003eRevisiting the Scenarios 73\u003c\/p\u003e \u003cp\u003eScenario 1: Investigate a Problem 73\u003c\/p\u003e \u003cp\u003eScenario 2: Discovery Related to a Customer’s Need 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Network Like a Spy 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 78\u003c\/p\u003e \u003cp\u003eThe Brain of a Spy 79\u003c\/p\u003e \u003cp\u003eForm and Function 80\u003c\/p\u003e \u003cp\u003eForm 81\u003c\/p\u003e \u003cp\u003eFunction 81\u003c\/p\u003e \u003cp\u003eUnderstanding the Landscape 81\u003c\/p\u003e \u003cp\u003eYou Are Not a Spy 82\u003c\/p\u003e \u003cp\u003eThe Atomic Model 83\u003c\/p\u003e \u003cp\u003eTools of Networking 88\u003c\/p\u003e \u003cp\u003eElicitation Techniques 88\u003c\/p\u003e \u003cp\u003eMotivating Behavior 96\u003c\/p\u003e \u003cp\u003eMoving Someone to Action 98\u003c\/p\u003e \u003cp\u003eTools of Influence 101\u003c\/p\u003e \u003cp\u003eInteraction of Players 106\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Interview Like an Interrogator 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 110\u003c\/p\u003e \u003cp\u003eTools of Interviewing 110\u003c\/p\u003e \u003cp\u003eScreening 110\u003c\/p\u003e \u003cp\u003ePlanning and Preparation 113\u003c\/p\u003e \u003cp\u003eEstablishing Control 116\u003c\/p\u003e \u003cp\u003eRapport Building 117\u003c\/p\u003e \u003cp\u003eApproaches 118\u003c\/p\u003e \u003cp\u003eQuestioning 118\u003c\/p\u003e \u003cp\u003eTools for Interviewing Job Candidates 118\u003c\/p\u003e \u003cp\u003eBehavioral Interview Technique Enhanced (BITE) 120\u003c\/p\u003e \u003cp\u003eTools of Termination 125\u003c\/p\u003e \u003cp\u003eMechanics of Termination 125\u003c\/p\u003e \u003cp\u003eProcess for Meetings 126\u003c\/p\u003e \u003cp\u003eProcess for Interviews 127\u003c\/p\u003e \u003cp\u003eTurning Around a Bad Meeting 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Close a Deal Like a Hostage Negotiator 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 132\u003c\/p\u003e \u003cp\u003eTools of Negotiating 133\u003c\/p\u003e \u003cp\u003eManaging Change 133\u003c\/p\u003e \u003cp\u003eTaking Control 140\u003c\/p\u003e \u003cp\u003eOvercoming Objections 142\u003c\/p\u003e \u003cp\u003eReading Body Language in Negotiation 144\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Research Like an Analyst 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 149\u003c\/p\u003e \u003cp\u003eTools of Research 151\u003c\/p\u003e \u003cp\u003eRoles in Analysis 151\u003c\/p\u003e \u003cp\u003eIdentifying Gaps 151\u003c\/p\u003e \u003cp\u003eTargeting Research 152\u003c\/p\u003e \u003cp\u003eDetermining Sources 154\u003c\/p\u003e \u003cp\u003eTransferring Information 156\u003c\/p\u003e \u003cp\u003eVetting Sources 157\u003c\/p\u003e \u003cp\u003eCalculating Proximate Reality 159\u003c\/p\u003e \u003cp\u003eMatching Audience and Packaging 160\u003c\/p\u003e \u003cp\u003eFilters Affecting Analysis 163\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Decide Like a SEAL 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 168\u003c\/p\u003e \u003cp\u003eTools of Deciding 169\u003c\/p\u003e \u003cp\u003eLeverage of Subroutines 169\u003c\/p\u003e \u003cp\u003eContingency Thinking 171\u003c\/p\u003e \u003cp\u003eValue Planning 176\u003c\/p\u003e \u003cp\u003eAfter Action Review (AAR) 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Team-Build Like Special Ops 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue to Business 180\u003c\/p\u003e \u003cp\u003eFormula for Team Building 180\u003c\/p\u003e \u003cp\u003eTools of Team Building 180\u003c\/p\u003e \u003cp\u003eRite of Passage: Passing the Threshold 180\u003c\/p\u003e \u003cp\u003eThe Homogenizing Process 182\u003c\/p\u003e \u003cp\u003eTop-Grading 188\u003c\/p\u003e \u003cp\u003eMechanics of Team Leadership 190\u003c\/p\u003e \u003cp\u003eUnderstand the Role 190\u003c\/p\u003e \u003cp\u003eKeep the Team Unified 191\u003c\/p\u003e \u003cp\u003eDo Not Fall Victim to Deference 192\u003c\/p\u003e \u003cp\u003eDeal with Differences 193\u003c\/p\u003e \u003cp\u003eConclusion Backbone or No Backbone 195\u003c\/p\u003e \u003cp\u003eGlossary 199\u003c\/p\u003e \u003cp\u003eIndex 203\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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