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Results Through Relationships: Building Trust, Performance, and Profit Through People [NOOK Book]

Overview

What are simple tools to motivate performance and retain good talent? Do you know how to expedite trust with clients? How are you at remembering people's names? How well do you manage upward? Do you really believe you're an exceptional listener?

Sometimes, doing good business depends on knowing the right people. When you network, you forge connections with colleagues and associates that can help you accomplish more and climb the professional ...

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Results Through Relationships: Building Trust, Performance, and Profit Through People

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Overview

What are simple tools to motivate performance and retain good talent? Do you know how to expedite trust with clients? How are you at remembering people's names? How well do you manage upward? Do you really believe you're an exceptional listener?

Sometimes, doing good business depends on knowing the right people. When you network, you forge connections with colleagues and associates that can help you accomplish more and climb the professional ladder. But there's much more to successful business relationships than just basic networking.

Getting better business results faster begins with your ability to develop breakthrough relationships—-and that means going far beyond surface networking. It requires self-knowledge and applying the right behaviors that lead to better business outcomes.

Results Through Relationships shows you how to transition from one-dimensional business relationships to multidimensional foundations with a wide variety of people. Joe Takash puts a hard line on soft skills with a myopic focus on business results and personal success. Using his proven nine-step process, Takash shows you how you can build stronger, more profitable relationships with colleagues, bosses, customers, clients, and vendors, no matter what position or organizational level you occupy.

This handy business guide will help CEOs apply simple behaviors that have a profound impact on the performance of executives. It shows sales managers and business owners how to influence company business by springboarding existing relationships. And it shows new employees and mid-level managers how to better steer their career upward through the management ranks.

This book crosses hierarchical organizational boundaries and helps break down the walls between colleagues to establish reciprocal benefits. No matter what business you're in, we're all in the relationship business first and foremost. Results Through Relationships is a powerful go-to resource loaded with behaviors that flat-out work and will take you to the next level of personal success.

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Product Details

  • ISBN-13: 9780470443453
  • Publisher: Wiley
  • Publication date: 9/25/2008
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 190
  • Sales rank: 1,271,097
  • File size: 370 KB

Meet the Author

Joe Takash is a renowned professional speaker and business consultant. As President of Victory Consulting in Chicago, he has delivered more than 3,000 speeches throughout the country, and has been quoted in or had his articles published in such outlets as Selling Power magazine, Investor's Business Daily, MSNBC.com, Crain's New York Business, Entrepreneur magazine, and CareerBuilder. His clients include such Fortune 100 corporations as General Motors, American Express, and AIG.
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Table of Contents

Foreword.

Acknowledgments.

Introduction: Get Right to the Bottom Line.

Putting a Hard Line on Soft Skills.

Behaviors or Bust.

Actions Get Outcomes.

Warning: The Higher You Go, the Bigger the Blindspots.

Simplicity Creates Sustainability.

How People Behave and Why They Don't Change.

How This Book Will Help You.

The Benefits Approach: Helping You Own Your Results.

Chapter One: Be a Partner, Not an Order Taker.

Taking Second-Class-Citizen Status for Granted.

Ideal Partnerships.

Starting Off on the Right Foot.

Kindfidence.

Transitioning Relationships.

Reality Check: Is Resistance Coming from the Other Person . . . or from You?

Rewards Outweigh the Risks.

Impact: What Partnership Means to You.

Chapter Two: Reveal Your Flaws without Fear.

Turn a Missed Opportunity into a Made One.

It Takes Strength to Admit Vulnerability.

A Potent Mixture.

Tips and Techniques: How to Reveal Your Flaws without Fear.

Bridging the Distance.

Chapter Three: Offer Honest and Direct Feedback.

The Argument for Feedback.

Tips and Techniques for Leveling with a Person of Influence.

Troubleshooting: When the Feedback Session Doesn't Go as You Planned.

Benefits: How Feedback Impacts Relationships.

Getting Great Results.

Chapter Four: Relish Productive Confrontations.

Disagree without Being Disagreeable.

But What If . . . .

Productive Confrontation Steps.

Do You Want Witnesses?

Dealing Directly with Difficult Issues.

Chapter Five: Make Gratitude a Habit.

A Simple Thanks Will Do, and a Written Thanks May Do Better.

Dos and Don'ts.

Modes of Expression.

The Suck-Up Obstacle.

What Should I Express Appreciation About?

Infusing Relationships with Trust, Loyalty, and Goodwill.

Chapter Six: Become an Exceptional Listener.

Four Sins of Bad Listeners.

Practicing Silence and Other Listening Behaviors That Work.

Listen with the Selfless Attitude of a Saint.

Are You Listening? A Self-Audit.

The Foxhole Principle: Why You Can Depend on the Best Listeners.

Chapter Seven: Get to Know the Complete Person.

It's Not Enough to Know the Names of Your Boss's Kids and His Golf Handicap.

The Complete Person Questionnaire.

Getting Started: The Trick of Asking a Boundary-Crossing Question.

Are You Ready for Complete Relationships?

It's Quality, Not Quantity.

Chapter Eight: Tell Yourself the Truth (and Get Others to Help You).

Types of Self-Deception.

Results You Don't Want.

How to Start Telling Yourself the Truth.

Leveling with Yourself.

Chapter Nine: Give More than People Expect.

Giving Is an Attitude as Well as an Action.

Why We Fail to Give at the Office.

Making Contributions That Count.

How Do You Know What to Contribute?

Contribution Words and Deeds.

Give from the Heart as Well as from the Head.

Chapter Ten: Maximize Your Return on Relationships.

Remind Yourself Why You Partner.

A Relationship-Driven World.

Troubleshooting: How to Keep Partnering Relationships in Good Shape.

Don't Place Limits on Your Business Relationships.

Reciprocity: The Importance of Scratching Backs.

There's Only so Much One Man (or Woman) Can Do, but No Limit to What Two Can Accomplish.

Index.

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