The Most Dangerous Business Book You'll Ever Read

Hone your professional approach to a razor's edge using lessons from military and civilian intelligence

The Most Dangerous Business Book You'll Ever Read 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.

The Most Dangerous Business Book You'll Ever Read 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.

• Question like a Polygrapher
• Sort Personalities like a Profiler
• Close a Deal like a Hostage Negotiator
• Interview like an Interrogator
• Network like a Spy
• Research like an Intelligence Analyst
• Decide like a SEAL
• Team-Build like Special Ops

Take your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read.

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

Gregory 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.

Maryann Karinch has written eighteen books about business and mental/physical conditioning and has coauthored seven books with Gregory Hartley.

Master the tools OF intelligence—AND triumph ON THE business battlefield

Military 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.

The 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:

• Predict how people will behave when challenged or under stress
• Make interactions with colleagues, customers, and competitors more deliberate
• Form specific goals and execute tactics designed to get your team to reach their potential
• Identify behaviors that are covertly antagonistic and know how to act upon them
• Sort out your competition from your potential allies—and create the right approach for dealing with each
• Screen every potential employee to find the best match for every team
• Create pitches that close the deal
• Lead efficient, innovative, and driven teams

In 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.

Filled 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.

PRAISE FOR THE MOST DANGEROUS BUSINESS BOOK YOU'LL EVER READ

"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."
—PETER EARNEST, executive director, International Spy Museum,and former senior officer, National Clandestine Service

"A solid manual with invaluable lessons for dealing with others, whether in intelligence, the military, government—and most certainly, business."
—OLEG KALUGIN, former KGB major general, professor at Center for Counterintelligence and Security Studies, and author of Spymaster

"Greg and Maryann present straightforward, concise skills to decode messages and move people to action."
—TONYA REIMAN, body language expert, Fox News, and author of The Yes Factor

"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!"
—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