{"product_id":"the-power-of-understanding-people-isbn-9781118726839","title":"The Power of Understanding People","description":"\u003cb\u003eHow to build lasting connections through meaningful communication \u003c\/b\u003e \u003cp\u003eDeveloping successful relationships is critical to our success in both our personal and professional lives. \u003ci\u003eThe Power of Understanding People\u003c\/i\u003e shows you how to establish and develop extremely effective relationships by providing you with techniques to better identify and understand the intrinsic needs of others. As a result, you will achieve better team dynamics, increased sales and client satisfaction, higher levels of employee engagement and performance, and even more satisfying marriages and friendships. This book provides the tools to understand others' unique communication style as well as your own. Get detailed advice on how to adjust to diverse communication styles, develop a unifying language for the organization, and better match motivational techniques to team members. Through storytelling and experiential exercises, author Dave Mitchell helps you gain insight into your own unique interaction style and teaches you how to communicate, motivate, sell, and service more successfully no matter the personality types involved.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOffers insight into the behavior cues and questions to ask to better understand someone's interactive preferences\u003c\/li\u003e \u003cli\u003eExplains how to enhance your sales efforts by better targeting your brand message to the client's style so that your products\/services resonate with them more\u003c\/li\u003e \u003cli\u003eExamines strategies for creating a high performing work environment and achieve greater customer service excellence\u003c\/li\u003e \u003cli\u003eContains conflict resolution strategies, including how to effectively work out differences within a team, between work units, with customers, and even in your personal life\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eArmed with the ability to interpret the behavior of the people around you, you will achieve greater levels of success at work and at home while also learning how to better handle the difficult situations involving people in your life.\u003c\/p\u003e \u003cp\u003ePreface vii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction We Are All Delusional! 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSociocultural Schemas 3\u003c\/p\u003e \u003cp\u003eInteractive Styles 4\u003c\/p\u003e \u003cp\u003eHollywood Style! 10\u003c\/p\u003e \u003cp\u003eA Disclaimer 11\u003c\/p\u003e \u003cp\u003eThe Assessment 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Understanding Romantics and Warriors: It’s Feelings versus Logic for These Styles 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRomantics 27\u003c\/p\u003e \u003cp\u003eWarriors 28\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Understanding Experts and Masterminds: Tried and True Contrasted with Possibilities 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExperts 46\u003c\/p\u003e \u003cp\u003eMasterminds 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The 12 Interactive Combinations—Hollywood Style! 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Best Friend 51\u003c\/p\u003e \u003cp\u003eThe Love Interest 56\u003c\/p\u003e \u003cp\u003eThe Crusader 61\u003c\/p\u003e \u003cp\u003eThe Hired Gun 66\u003c\/p\u003e \u003cp\u003eThe Sage 71\u003c\/p\u003e \u003cp\u003eThe Power Broker 76\u003c\/p\u003e \u003cp\u003eThe Voice of Reason 80\u003c\/p\u003e \u003cp\u003eThe Specialist 85\u003c\/p\u003e \u003cp\u003eThe Detective 90\u003c\/p\u003e \u003cp\u003eThe Eccentric 97\u003c\/p\u003e \u003cp\u003eThe Social Reformer 104\u003c\/p\u003e \u003cp\u003eThe Adventurer 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4\u003c\/b\u003e \u003cb\u003eRecognizing Each Style: The Behavioral Cues That Might Indicate Another Person’s Style 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Do I Recognize Romantics and Warriors? 118\u003c\/p\u003e \u003cp\u003eHow Do I Recognize Experts and Masterminds 121\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Leading Each Style: Creating a High-Performing Culture by Understanding Interactive Style 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCoaching and Counseling by Style 132\u003c\/p\u003e \u003cp\u003eProgressive Counseling 134\u003c\/p\u003e \u003cp\u003eThings to Consider When Counseling Each Style 137\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Selling to Each Style: You Can Expand Your Market Share by Adjusting to Your Consumer’s Interactive Style 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEstablish Rapport 145\u003c\/p\u003e \u003cp\u003eFraming Tips 150\u003c\/p\u003e \u003cp\u003eCommon Objections 159\u003c\/p\u003e \u003cp\u003eHandling Objection Model 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7\u003c\/b\u003e \u003cb\u003eProviding Customer Service to Each Style: The Key to High Customer Satisfaction Results is Adjusting to the Customer’s Style 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBehavior Breeds Behavior 172\u003c\/p\u003e \u003cp\u003eYou Can Choose Your Behavior 173\u003c\/p\u003e \u003cp\u003ePositive Behavior Overcomes Negative Behavior 173\u003c\/p\u003e \u003cp\u003eInteract with People the Way They Prefer 174\u003c\/p\u003e \u003cp\u003eServing the Romantic 174\u003c\/p\u003e \u003cp\u003eServing the Warrior 175\u003c\/p\u003e \u003cp\u003eServing the Expert 175\u003c\/p\u003e \u003cp\u003eServing the Mastermind 176\u003c\/p\u003e \u003cp\u003eLAST Model of Service Recovery 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8\u003c\/b\u003e \u003cb\u003ePersonal Relationships and Interactive Style: Better Understand Family and Friends and Enhance Your Marriage 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConflict Resolution 186\u003c\/p\u003e \u003cp\u003eA Model for Conflict Resolution 188\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion The Unusual Goal of an Educator 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIndex 196\u003c\/p\u003e  \u003cp\u003e\u003cstrong\u003eDave Mitchell (Denver, CO; \u003cwww.theleadershipdifference.com\u003e is an international speaker, trainer, consultant, writer and entrepreneur who has spoken before thousands of audiences who have been delighted with his entertaining style and powerful stories. Since founding the Leadership Difference in 1995, over 250,000 people have attended Dave's seminars on topics that include leadership, customer service, selling skills, and personal performance enhancement. His clients include Allstate Insurance, Bank of America, Universal Studios, Hilton Worldwide, Sub-Zero Wolf Appliances, Electrolux Appliances, Trek Bikes, Walt Disney World, Pitney-Bowes, Novartis Pharmaceuticals and the CIA.\u003cbr\u003ePrior to starting his own organization development consulting firm, Dave was the Vice President of Human Resources and Quality for Buena Vista Hospitality Group, Corporate Director of Training and Development for Marshall Field's and a television reporter and producer for CBS News.\u003c\/www.theleadershipdifference.com\u003e\u003c\/strong\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990318432485,"sku":"NP9781118726839","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118726839.jpg?v=1761787335","url":"https:\/\/k12savings.com\/es\/products\/the-power-of-understanding-people-isbn-9781118726839","provider":"K12savings","version":"1.0","type":"link"}