Executive Power E-Book

David J. Lieberman

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 263

Veröffentlichungsjahr: 2009

Beschreibung

Executive Power arms readers with effective, fast-acting techniques that show them, step-by-step, how to get what they need before they and their companies pay a heavy toll for lack of it. This book contains specific, carefully formulated psychological tactics that can be applied to any business situation, with any person. This book offers readers the opportunity to use the most important psychological tools governing human behavior, not just to level the playing field, but to create an automatic advantage in today's business world. The book will arm the reader with the tactics to: * Get back any customer you've lost. * Find out who in your company is loyal to you and who is not. * Get any group of people to get along and work as a team. * Turn a lazy worker into an ambitious go-getter. * Fire anyone easily, without an argument or even a difficult conversation. * Dilute the impact of negative publicity quickly. * Collect money owed, no matter how long it's been overdue. * Inspire your client, colleague, or boss to go along with your idea or plan. * Manage the unmanageable-get any employee to fall in line with the company line.

Leseprobe

Table of Contents

Title Page

Copyright Page

Acknowledgements

Introduction

A Note to Readers

Chapter 1 - The Psychological Strategy to Gain Ironclad Loyalty: Never Lose an ...

Strategy 1: Bring Him in on the Inside

Strategy 2: A Part of Greatness

Strategy 3: Little by Little

Strategy 4: Loyalty Is Earned, Not Owed

Strategy 5: The Attitude of Gratitude

Chapter 2 - Super Spin Control: Quickly Dilute the Impact of Negative Publicity

The Five Tenets to Super Spin Control

Chapter 3 - Spin Control When It’s Personal: Shutting Down the Gossip and ...

Strategy 1: Shine the Light

Strategy 2: Dissecting a Rumor

Strategy 3: Redefine Power

Strategy 4: Ask for Help

Chapter 4 - Turbo-Boost Morale and Keep Your Employees Productive, Motivated, ...

Strategy 1: Seek Out Input and Participation

Strategy 2: Socialization, Appreciation, and Recognition

Strategy 3: Invest in the Manager-Employee Relationship

Strategy 4: Where Money Can Damage Morale and the Power of Creativity

Chapter 5 - The Foolproof Strategy to Keep Any Employee from Stealing

What Is POS?

What to Look for: The Seven Red Flags

Strategy 2: Thou Shalt Not Steal

Chapter 6 - Collect Money Owed, No Matter How Long It’s Overdue

Understanding Debt Psychology

Strategy 1: The Five-Point Approach

Strategy 2: Reciprocity and Confirmation

Strategy 3: Try the Silent Treatment with a Twist

Strategy 4: Advance, Then Retreat

Chapter 7 - Turn a Saboteur into Your Greatest Ally

Strategy 1: Turning Enemies into Friends—Nine Simple Rules

Don’t Shoot the Messenger

Chapter 8 - Get Back Any Customer You’ve Lost, No Matter Why They Left

Strategy 1: The Five-Point Plan to Win Back Any Customer

Strategy 2: Okay, You’re Right, but Do It My Way Anyway

Chapter 9 - Managing Difficult People: The Psychology Behind Royal Pains

Psychology at Work

Here’s How It All Fits Together

Why Is Anger the Emotional Response?

Our Personality Is Formed

Chapter 10 - Quickly Handle Any Customer Complaint . . . And Turn It To Your Advantage

Strategy: The Automatic 180

Chapter 11 - How to Painlessly Criticize the Highly Sensitive Employee

Strategy 1: Delivering Indirect Criticism

Strategy 2: Delivering Direct Criticism—Ten Steps to Constructive, Painless Criticism

Chapter 12 - Personal Power: The Myth of Self-Discipline and the Secret to ...

Capturing Inspiration

Sshhhh

Chapter 13 - The Five Psychological Keys to Accomplish Any Goal

Psychological Component 1: The Right Motivation

Psychological Component 2: A Plan of Action

Psychological Component 3: A Realistic Time Frame

Psychological Component 4: Stability within Structure

Psychological Component 5: Acting with Integrity

Chapter 14 - How to Spot a Bluff a Mile Away: The Ultimate Bluff Buster

The Confidence Game

Chapter 15 - Find Out If Your Employees Are Doing Drugs or Drinking on the Job ...

Strategy 1: Let Me Ask Your Advice

Strategy 2: Shifting Time—the Power of Recession

Strategy 3: You and Me against the World

Chapter 16 - Bully-Proof Yourself and Your Office

The Argument Bully: Mastering the Art of Verbal Self-Defense

Chapter 17 - Sway the Room: From Jury Rooms to Board Rooms, How One Voice Can ...

Strategy 1: The Vocal Majority

Strategy 2: Fair and Flexible

Strategy 3: Emote Emotions

Strategy 4: Risk Aversion

Strategy 5: Stealing Thunder

Strategy 6: So Smooth

Chapter 18 - Master the Art of Charisma with the Complete Psychological ...

Strategy 1: You’re Just Like Me

Strategy 2: How You Make Her Feel

Strategy 3: He’s Only Human

Strategy 4: The Strength of Morality

Strategy 5: A Positive Attitude

Strategy 6: The Power of a Smile!

Chapter 19 - The Amazing Method for Getting Along with People Who Are ...

Strategy 1: The Six-Facet Approach

Chapter 20 - Instantly Resolve Any Personality Conflict

The Three-Phase Approach Strategy

Chapter 21 - The Effortless Way to Make Difficult Changes without Creating ...

Strategy 1: Encourage Volunteering

Strategy 2: Developing an Intrinsic Desire

Strategy 3: Physics of the Mind—Change by Default

Strategy 4: Altering the Initial Impact

Strategy 5: Social Proof

Strategy 6: This Could Be Great!

Strategy 7: The New Norm

Strategy 8: Perspective Realignment

Conclusion

Bibliography

About the Author

Index

Copyright © 2009 by David J. Lieberman, Ph.D. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at http://www.wiley.com/go/permissions.

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Library of Congress Cataloging-in-Publication Data: Lieberman, David J.

Executive power : use the greatest collection of psychological strategies to create an automatic advantage in any business situation/David J. Lieberman. p. cm.

Includes bibliographical references and index.

eISBN : 978-0-470-45163-2

1. Organizational behavior—Psychological aspects. 2. Management—Psychological aspects. 3. Personnel management—Psychological aspects. 4. Psychology,

Industrial. I. Title.

HD58.7.L527 2009

658.001’9—dc22 2008044147

Acknowledgments

It is a genuine and great pleasure to acknowledge the creative and ultra-talented professionals at John Wiley & Sons who helped to seamlessly navigate this book’s course from concept to marketplace.

The enthusiasm and zeal of the exceptionably able Vice President and Publisher Matt Holt began the process. Many thanks to my editor, Dan Ambrosio, who offered keen insights; and to Senior Editorial Assistant, Jessica Campilango, whose incandescent attitude and professionalism kept things moving along.

Now anyone who says that you can’t judge a book by its cover, probably never tried to sell a book. So a big thank you to Art Director David Riedy for an outstanding book design.

Of course, books don’t sell themselves. Ongoing appreciation to three extraordinary talents: Peter Knapp, Marketing Director; Kim Dayman, Senior Marketing Manager; and Jocelyn Cordova-Wagner, Associate Publicity Director, who have already begun to craft an outstanding campaign.

To those on the front lines: Immeasurable thanks to the hardworking and extraordinary sales force at Wiley for their ongoing and extraordinary efforts. And to those behind-the-scenes folks who make everything work with near-seemless perfection, a resounding thank you.

Introduction

Most business books—whether about management, leadership, personal development, or customer service—offer nice ideas and sage insights such as Smile and be accessible, Listen before reacting, and If you fail to plan, then you plan to fail. This is good, useful advice. In today’s competitive marketplace, however, businesspeople need something more potent and practical than quotes and philosophies.

For instance, you already know the importance of customer and employee loyalty. How would you like to find out the psychological strategy that prevents anyone from ever leaving your company? More than a few tomes offer the conventional wisdom that the customer is king, but wouldn’t you really like to know the foolproof technique that will get back any lost client? Of course, motivating the masses is perennially necessary, but surely your ability is enhanced when you discover how to tap into your own unlimited stream of inspiration, at will.

Executive Power arms you with effective, fast-working techniques that show you, step by step, specific, carefully formulated tactics that can be applied to any situation. These are not just ideas or theories or tricks that work only sometimes and only on some people. This book offers you the opportunity to use the most important psychological tools governing human behavior, not to just level the playing field but to create an automatic advantage.

Readers get techniques that work, written in the casual, to-the-point, no-fluff, no-psychobabble style that has made David Lieberman’s books so popular. They get the information firsthand, because it’s Dr. Lieberman’s techniques that the FBI uses, it’s his training video that is mandatory viewing for psychological operations (psyops) graduates, he’s the one who personally trains the U.S. military, he’s the one who teaches tactics to senior state negotiators, he’s the one who works with the foremost mental health professionals, and he’s the one who trains leading business executives from more than 25 countries around the world.

There are plenty of business books that offer laws and principles and strategies and stories. Now here’s one that gives specific solutions to real problems. From small business to big business to the professionals in between, the benefits are crystal clear. You will have the security of knowing what’s really going on at all times, the power to keep potentially devastating situations from ever unfolding, and when necessary, the ability to navigate the toughest circumstances quickly and smoothly.

When the stakes are high, do more than just put the odds in your favor—fix the game so that you can’t lose.

A Note to Readers

Given the nearly endless multitude of variables, not all of the suggested strategies are going to be feasible for every situation. To make this book as practical as possible, a wide spectrum of tactics are offered, so that in any given situation, you will be able to apply at least one or two, and possibly more. And while each chapter is self-contained, you will find useful techniques in other chapters that will help you round out your overall approach. For the reader’s convenience, these chapters are listed in the “See Also” section at the end of each chapter.

1

The Psychological Strategy to Gain Ironclad Loyalty: Never Lose an Employee, Customer, Client, or Patient Again

“An ounce of loyalty is worth a pound of cleverness.”

—Elbert Hubbard (1856-1915)

What is it that makes someone stick by you, even in the darkest hour, while others run for the hills at the slightest hint that something has gone wrong?