The Truth About Personal Performance (Collection)

The Truth About Personal Performance (Collection)

by James O’Rourke, Leigh L. Thompson, Robert E. Gunther
Released August 2010
Publisher(s): Pearson
ISBN: 9780132582315

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Book description

150+ secrets of exceptional personal performance: how to present confidently, negotiate successfully, and make smarter decisions--anywhere, anytime!

Three full books of proven solutions for supercharging personal performance! Prepare for any audience, negotiation, or decision…compel attention and motivate action…manage anxiety or anger…use nonverbal communication…negotiate with people you love (or hate)…build (or repair) trust…make decisions with imperfect data…and much more!

From world-renowned leaders and experts, including James O'Rourke, Leigh L. Thompson, and Robert E. Gunther.

Table of contents

  1. About This eBook
  2. Title Page
  3. Contents
  4. The Truth About Confident Presenting
    1. Copyright page
    2. Introduction
    3. Part I: Some Initial Truths
      1. TRUTH 1. Public Speaking Is Not Easy, But It's Certainly Doable
      2. TRUTH 2. The Key to Success Is Preparation
      3. TRUTH 3. Rehearsal Is Essential
      4. TRUTH 4. Emulating Good Speakers Makes You Better
      5. TRUTH 5. Establish Goals For Your Presentation
      6. TRUTH 6. A presentation Is a Learning Occasion
    4. Part II: The Truth About Getting Ready to Speak
      1. TRUTH 7. Talk Is the Work
      2. TRUTH 8. Know What Your Audience Is Looking for
      3. TRUTH 9. There Is a Difference Between Speaking And Writing
      4. TRUTH 10. Preparing a Presentation Is a Relatively Simple Process
      5. TRUTH 11. Begin by Analyzing Your Audience
      6. TRUTH 12. Know Your Audience
    5. Part III: The Truth About What Makes People Listen
      1. TRUTH 13. Understand What Makes People Listen
      2. TRUTH 14. Your Speaking Style Makes a Difference
      3. TRUTH 15. Anticipate the Questions Your Audience Brings to Your Presentation
      4. TRUTH 16. Listening Matters
      5. TRUTH 17. Being an Active Listener Brings Real Benefits
      6. TRUTH 18. You Can Overcome the Barriers to Successful Communication
    6. Part IV: The Truth About Developing Support for Your Presentation
      1. TRUTH 19. Develop Support for Your Presentation
      2. TRUTH 20. Understand The Power of Your Content
      3. TRUTH 21. The Kinds and Quality of Evidence Matter to Your Audience
      4. TRUTH 22. Structure Can Help Carry an Inexperienced Speaker
      5. TRUTH 23. Find Support for Your Presentation
      6. TRUTH 24. Use the Internet to Support Your Presentation
    7. Part V: The Truth About Getting Up to Speak
      1. TRUTH 25. Select a Delivery Approach.
      2. TRUTH 26. Your Introduction Forms Their First Impression
      3. TRUTH 27. Begin with a Purpose in Mind
      4. TRUTH 28. Keep Your Audience Interested
      5. TRUTH 29. Conclusions Are as Important as Introductions
      6. TRUTH 30. Have Confidence in Your Preparation
      7. TRUTH 31. Repeat the Process as Often as Possible
    8. Part VI: The Truth About Managing Anxiety
      1. TRUTH 32. All Speakers Get Nervous
      2. TRUTH 33. Recognize Anxiety Before It Begins
      3. TRUTH 34. Deal with Nervous Behaviors
      4. TRUTH 35. Keep Your Nervousness to Yourself
    9. Part VII: The Truth About Nonverbal Communication
      1. TRUTH 36. Most Information is Transferred Nonverbally
      2. TRUTH 37. The Nonverbal Process Can Work for You
      3. TRUTH 38. Nonverbal Communication Has Specific Functions
      4. TRUTH 39. Nonverbal Communication Is Governed by Key Principles
      5. TRUTH 40. Nonverbal Communication Has an Effect on Your Audience
    10. Part VIII: The Truth About Visual Aids
      1. TRUTH 41. Visual Aids can Help Your Audience Understand Your Message
      2. TRUTH 42. Understand Visual Images Before You Use Them
      3. TRUTH 43. Choose the Right Visual
      4. TRUTH 44. Use Powerpoint Effectively
      5. TRUTH 45. Consider Speaking Without Visuals
    11. Part IX: The Truth About Handling an Audience
      1. TRUTH 46. Assess the Mood Of Your Audience
      2. TRUTH 47. Answer the Audience's Questions
      3. TRUTH 48. Handle Hostility with Confidence
    12. Part X: The Truth About What Makes a Presentation Work
      1. TRUTH 49. Know as Much as Possible About the Location
      2. TRUTH 50. Use the Microphone to Your Advantage
      3. TRUTH 51. Know Your Limits
    13. References
    14. Acknowledgments
    15. About the Author
  5. The Truth About Negotiations
    1. Copyright page
    2. Introduction
    3. TRUTH 1. If you have only one hour to prepare...
    4. TRUTH 2. Negotiation: A natural gift?
    5. TRUTH 3. Rehearsal might get you to Carnegie, but it won't help you negotiate
    6. TRUTH 4. The power of making the first offer
    7. TRUTH 5. What if you don't make the first offer?
    8. TRUTH 6. Don't be a tough or a nice negotiator
    9. TRUTH 7. Four sand traps in the golf game of negotiation
    10. TRUTH 8. Your industry is unique (and other myths)
    11. TRUTH 9. Identify your BATNA
    12. TRUTH 10. It's alive! Constantly improve your BATNA
    13. TRUTH 11. Don't reveal your BATNA
    14. TRUTH 12. Don't lie about your BATNA
    15. TRUTH 13. Signal your BATNA
    16. TRUTH 14. Research the other party's BATNA
    17. TRUTH 15. Develop your reservation price
    18. TRUTH 16. Beware of ZOPA myopia
    19. TRUTH 17. Set optimistic but realistic aspirations
    20. TRUTH 18. Plan your concessions
    21. TRUTH 19. Be aware of the "even-split" ploy
    22. TRUTH 20. The pregame
    23. TRUTH 21. The game
    24. TRUTH 22. The postgame
    25. TRUTH 23. What does "win-win" really mean?
    26. TRUTH 24. Satisficing versus optimizing
    27. TRUTH 25. There are really only two kinds of negotiations
    28. TRUTH 26. Ask triple-I questions
    29. TRUTH 27. Reveal your interests
    30. TRUTH 28. Negotiate issues simultaneously, not sequentially
    31. TRUTH 29. Logrolling (I scratch your back, you scratch mine)
    32. TRUTH 30. Make multiple offers of equivalent value simultaneously
    33. TRUTH 31. Postsettlement settlements
    34. TRUTH 32. Contingent agreements
    35. TRUTH 33. Are you an enlightened negotiator?
    36. TRUTH 34. The reciprocity principle
    37. TRUTH 35. The reinforcement principle
    38. TRUTH 36. The similarity principle
    39. TRUTH 37. Know when to drop an anchor
    40. TRUTH 38. The framing effect
    41. TRUTH 39. Responding to temper tantrums
    42. TRUTH 40. What's your sign? (Know your disputing style)
    43. TRUTH 41. Using power responsibly
    44. TRUTH 42. Saving face
    45. TRUTH 43. How to negotiate with someone you hate
    46. TRUTH 44. How to negotiate with someone you love
    47. TRUTH 45. Building the winning negotiation team
    48. TRUTH 46. What if they arrive with a team?
    49. TRUTH 47. Of men, women, and pie-slicing
    50. TRUTH 48. Know why the fish swim
    51. TRUTH 49. It does not make sense to always get to the point...
    52. TRUTH 50. Negotiating on the phone
    53. TRUTH 51. Your reputation
    54. TRUTH 52. Building trust
    55. TRUTH 53. Repairing broken trust
    56. References
    57. Acknowledgments
    58. About the Author
  6. The Truth About Making Smart Decisions
    1. Copyright page
    2. Preface
    3. Introduction
    4. Part I: The Truth About Preparing for Decisions
      1. TRUTH 1. Before a major decision, get some Z's
      2. TRUTH 2. Act from a state of clarity
      3. TRUTH 3. If you can't get distance, get perspective
      4. TRUTH 4. Keep it real
      5. TRUTH 5. Use a systematic process
      6. TRUTH 6. Know your decision-making style
    5. Part II: The Truth About Why Bad Decisions Are Good
      1. TRUTH 7. To make better decisions, make more mistakes
      2. TRUTH 8. Be prepared to profit from your mistakes
      3. TRUTH 9. Learn from your close calls
      4. TRUTH 10. Learn from the decisions of others
      5. TRUTH 11. Don't judge your decisions based on their outcome
      6. TRUTH 12. Leave yourself room to get back from the pole
    6. Part III: The Truth About the Limits of Your Mind
      1. TRUTH 13. Understand common "decision traps"
      2. TRUTH 14. Giving up something? Get over it!
      3. TRUTH 15. It's possible to miss an entire gorilla
      4. TRUTH 16. You may see only what you're looking for
      5. TRUTH 17. You're not as clever as you think you are
      6. TRUTH 18. Your view of the world depends on what planet you're from
      7. TRUTH 19. Beware of seeing patterns that aren't there
      8. TRUTH 20. Different is not always better
    7. Part IV: The Truth About Complex Decisions
      1. TRUTH 21. Boil knowledge down to its essence—and then act on it
      2. TRUTH 22. Decisions are not snapshots but movies
      3. TRUTH 23. No decision is an island
      4. TRUTH 24. Build the city around your decision
    8. Part V: The Truth About Data
      1. TRUTH 25. Listen for the dog that doesn't bark
      2. TRUTH 26. Sorry, Joe Friday. The facts are never "just the facts."
      3. TRUTH 27. Recognize the power of intuition
    9. Part VI: The Truth About Acting Decisively
      1. TRUTH 28. The wrong decision is better than none at all
      2. TRUTH 29. Get 80 percent (or less) of what you need, and then act on it
      3. TRUTH 30. Every decision carries risk. Get used to it
      4. TRUTH 31. Not making a decision is a decision
    10. Part VII: The Truth About Decisions in Groups
      1. TRUTH 32. Two heads can be worse than one
      2. TRUTH 33. Use constructive conflict
      3. TRUTH 34. Surround yourself with people smarter than yourself
      4. TRUTH 35. Make decision roles clear
      5. TRUTH 36. Break free from the prisoner's dilemma
    11. Part VIII: The Truth About Emotions
      1. TRUTH 37. A little adrenaline can be a good thing
      2. TRUTH 38. Understand the impact of emotions
      3. TRUTH 39. Beware of the attractive new shortcut
    12. Part IX: The Truth About Ethical Decision Making
      1. TRUTH 40. Don't do anything you wouldn't want seen on YouTube
      2. TRUTH 41. There are no quiet corners safe from scrutiny
      3. TRUTH 42. To know where you're going, know where you stand
      4. TRUTH 43. Don't let power or ego sway you from your course
    13. Part X: The Truth About Big Decisions
      1. TRUTH 44. Lower the costs of failure
      2. TRUTH 45. Break down big decisions into smaller ones
      3. TRUTH 46. Don't forget the screwdrivers
    14. Part XI: The Truth About Moving On
      1. TRUTH 47. Keep your eye on the long term
      2. TRUTH 48. Belief in your decision can make it come true
      3. TRUTH 49. Keep a sense of humor
      4. TRUTH 50. Don't look back
    15. Additional Resources
    16. References
    17. About the Author
  7. The Truth About Thriving in Change
    1. Copyright Page
    2. Preface
    3. Part I: The Truth About Staying or Going
      1. Truth 1. Life is 10% of what happens to you and 90% of how you react
      2. Truth 2. If your values don't agree, it's probably time to flee
      3. Truth 3. Service awards aren't what they used to be
      4. Truth 4. Teaching long division doesn't work on a Blackberry
    4. Part II: The Truth About What You should Pack
      1. Truth 5. It's not what you've got; it's what you need
      2. Truth 6. To manage change, you must lead change
      3. Truth 7. You can't do without a "can-do" attitude
      4. Truth 8. If you don't stand for something, you'll fall for anything
    5. Part III: The Truth About Those Early Days
      1. Truth 9. Run before you walk
      2. Truth 10. Keep your boss your biggest fan
      3. Truth 11. There are only three ways to introduce change
      4. Truth 12. Build the case: It's a challenge and an opportunity
      5. Truth 13. Teach others how to treat you
    6. Part IV: The Truth About Planning
      1. Truth 14. If you don't know where you're going, you won't get there
      2. Truth 15. To realize the future, you must create it
      3. Truth 16. Convert aspiration to invitation
      4. Truth 17. Having organizational values matters; living them means more
      5. Truth 18. Make the change agenda everyone's agenda
    7. Part V: The Truth About Communications
      1. Truth 19. We listen with our eyes
      2. Truth 20. Email is the tool of the devil
      3. Truth 21. People can't drink from a fire hose
      4. Truth 22. Conversion is for missionaries and crusaders
    8. Part VI: The Truth About Matching People with Purpose
      1. Truth 23. Organizational structure: Look in from the outside
      2. Truth 24. Build your team around your "A" players
      3. Truth 25. Candidate screening: Let the facts speak for themselves
      4. Truth 26. Avoid the ten potential "placement pitfalls"
      5. Truth 27. Don't surround yourself with yourself
      6. Truth 28. Why you need to get staffing right
      7. Truth 29. If you must "right-size," do it the right way
    9. Part VII: The Truth About Managing Performance
      1. Truth 30. One style does not fit all
      2. Truth 31. You can influence without authority
      3. Truth 32. You can't work the plan if you don't plan the work
      4. Truth 33. There's no excuse for excuses
      5. Truth 34. Know what buttons to push
    10. Part VIII: The Truth About Creating Your Cultural Framework
      1. Truth 35. Calm waters make for easier sailing
      2. Truth 36. Trust is a currency not easily earned, but easily spent
      3. Truth 37. If you're out of sight, you're probably out of touch
      4. Truth 38. Teams aren't a necessary evil
      5. Truth 39. Your way may not be the best way
      6. Truth 40. The whole is greater than the sum of the parts
      7. Truth 41. Embrace—don't run from—the questions
      8. Truth 42. Decision making: The fastest don't always finish first
      9. Truth 43. Exceptions: Can't live with them; can't live without them
      10. Truth 44. Employee discipline: Ask the more meaningful question
    11. Part IX: The Truth About Recognition and Reward
      1. Truth 45. Make every employee feel like your only employee
      2. Truth 46. A little formal recognition goes a long way
    12. Part X: The Truth About Sustenance
      1. Truth 47. Your best investment is in... YOU
      2. Truth 48. Your title is manager; your job is teacher
      3. Truth 49. Trying to be all things to all people is a slippery slope
    13. References
    14. About the Author
    15. Appendix A. Career Reflections
    16. Appendix B. Vision/Mission Statements
    17. Appendix C. Strategic Objectives
    18. Appendix D. Tactics
    19. Appendix E. Values
    20. Appendix F. Behavioral Interviewing Examples
    21. Appendix G. Types of Organizational Learning
    22. Appendix H. Prompting a Dialog About Values
  8. Simply the best thinking
  9. Copyright Page

Product information

  • Title: The Truth About Personal Performance (Collection)
  • Author(s): James O’Rourke, Leigh L. Thompson, Robert E. Gunther
  • Release date: August 2010
  • Publisher(s): Pearson
  • ISBN: 9780132582315