{"product_id":"the-most-dangerous-business-book-youll-ever-read-isbn-9780470888025","title":"The Most Dangerous Business Book You'll Ever Read","description":"Hone 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\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e \u003c\/p\u003e \u003cp\u003eTake your career focus to the next level. Discover the skills they don't teach in business school with \u003ci\u003eThe Most Dangerous Business Book You'll Ever Read\u003c\/i\u003e.\u003c\/p\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  \u003cp\u003eGregory Hartley has served as a full-time director, as well as a consultant, to companies and provided body language and behavioral analysis for print, TV, and radio. Visit MindatWar.com for more information.\u003c\/p\u003e \u003cp\u003eMaryann Karinch has written eighteen books about business and mental\/physical conditioning and has coauthored seven books with Gregory Hartley.\u003c\/p\u003e  \u003cp\u003eMaster the tools OF intelligence—AND triumph ON THE business battlefield\u003c\/p\u003e \u003cp\u003eMilitary and civilian intelligence operatives must persuade people, coordinate actions, and sharpen team performance. In business, whether you're negotiating a contract, making a crucial pitch, or analyzing a new market, these same skills give you a superior advantage. Many of the strategies that glean intelligence and lead to victory in cold and hot wars can also be used to execute mergers, target and acquire top talent, and mobilize teams to create new business initiatives.\u003c\/p\u003e \u003cp\u003eThe trick is in knowing exactly how to apply intelligence tactics to the business arena. Gregory Hartley has taken the behavioral knowledge and hard analysis that made him an interrogation expert for the U.S. Army and shaped them into a set of strategies that have launched his success in the business world. The Most Dangerous Business Book You'll Ever Read lays out Hartley's Extreme Interpersonal Skills. These skills and his time-tested tactics will help you:\u003c\/p\u003e \u003cul\u003e \u003cli\u003ePredict how people will behave when challenged or under stress\u003c\/li\u003e \u003cli\u003eMake interactions with colleagues, customers, and competitors more deliberate\u003c\/li\u003e \u003cli\u003eForm specific goals and execute tactics designed to get your team to reach their potential\u003c\/li\u003e \u003cli\u003eIdentify behaviors that are covertly antagonistic and know how to act upon them\u003c\/li\u003e \u003cli\u003eSort out your competition from your potential allies—and create the right approach for dealing with each\u003c\/li\u003e \u003cli\u003eScreen every potential employee to find the best match for every team\u003c\/li\u003e \u003cli\u003eCreate pitches that close the deal\u003c\/li\u003e \u003cli\u003eLead efficient, innovative, and driven teams\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIn building these skills, Hartley also helps you master the perspective that will enable you to read behavior and gain leverage with each person you meet so you'll succeed in every negotiation, meeting, and fact-finding mission.\u003c\/p\u003e \u003cp\u003eFilled with case studies of strategies in action and fascinating insights from Hartley's two careers in interrogation and business, The Most Dangerous Business Book You'll Ever Read is a gripping and practical guide to winning business battles.\u003c\/p\u003e  \u003cp\u003ePRAISE FOR THE MOST DANGEROUS BUSINESS BOOK YOU'LL EVER READ\u003c\/p\u003e \u003cp\u003e\"Drawing on firsthand experience in military intelligence and interrogation techniques, the authors provide a richly detailed personality model as a tool for assessing others so you can more effectively manage your own behavior in a variety of business situations, including negotiation and leadership.\"\u003cbr\u003e —PETER EARNEST, executive director, International Spy Museum,and former senior officer, National Clandestine Service\u003c\/p\u003e \u003cp\u003e\"A solid manual with invaluable lessons for dealing with others, whether in intelligence, the military, government—and most certainly, business.\"\u003cbr\u003e —OLEG KALUGIN, former KGB major general, professor at Center for Counterintelligence and Security Studies, and author of Spymaster\u003c\/p\u003e \u003cp\u003e\"Greg and Maryann present straightforward, concise skills to decode messages and move people to action.\"\u003cbr\u003e —TONYA REIMAN, body language expert, Fox News, and author of The Yes Factor\u003c\/p\u003e \u003cp\u003e\"Use this book throughout every phase of your professional life. Greg and Maryann explain the skills needed to accurately assess people and relationships to enhance success and avoid failure. Don't enter into another venture (or affair) unprepared!\"\u003cbr\u003e —H. KEITH MELTON, author of Ultimate Spy and Spycraft, espionage historian, and former chairman of one of America's largest and most successful franchise groups\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990290972901,"sku":"NP9780470888025","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470888025.jpg?v=1761787226","url":"https:\/\/k12savings.com\/es\/products\/the-most-dangerous-business-book-youll-ever-read-isbn-9780470888025","provider":"K12savings","version":"1.0","type":"link"}