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作者简介

With real case studies and step-by-step guidance, "The Relationship Edge in Business" shows you how to: Develop the right mindset-understand that personal relationships are vital to business success Ask the right questions--discover the common ground you share with others Do the right thing--be truthful and straightforward or you'll undermine the goodwill you've worked so hard to build

书籍目录

ForewordAcknowledgmentsChapter 1: CLIMBING THE RELATIONSHIP PYRAMID　Building Relationships Is a Skill　Payback Time in Memphis　Relationships Can Trump Price　Four Fundamental Selling Truths　Meaningful Dialogue Comes with Trust　Climbing the Relationship Pyramid　You Need Knowledge, Integrity, Actions　Key Points about the PyramidChapter 2: WHAT STRONG RELATIONSHIPS REQUIRE　Three Steps to Building a Positive Relationship　Make Self-Fulfilling Prophecies Positive　Think Well of Others (Even the Jerks)　Implement the Process Completely　Learn Strategies, Not Tactics　Set Yourself Apart　Do Unexpected, Unselfish Actions　Building a Relationship Takes Time　Decide Who’s Key, Then Do SomethingChapter 3: TWENTY QUESTIONS　Start with a Self-Check　Sharing Creates the Relationship　Learn What Someone Treasures　Thirteen Facts about Human Beings　Let the Other Person Talk　Sell by Not Selling　Start with These 20 Questions　Memorize the Questions, but Think FORM　Tell Me Something That Will Surprise Me　Respect Their Time and Opinions　Plan What You Will AskChapter 4: GOOD QUESTIONS PROMOTE MEANINGFUL DIALOGUE　Motives Matter　Setting up a Good Question　Analyze the Bridge to the Question　Preface Your Question　Ask Personal Questions First　Hold up a Book　Don’t Suggest an Answer　Learn What Someone Treasures　Make Them Think　Stimulate Real Thinking　Ways to Gain RespectChapter 5: IT’S A SMALL WORLD AFTER ALLChapter 6: IT’S NOT WHAT YOU KNOW; IT’S WHAT YOU DOChapter 7: INTERACTS WELL WITH OTHERSChapter 8: DECIDE ON YOUR GOALSChapter 9: AND WHAT IF YOU’RE THE BOSS? Chapter 10: MAINTAINING MEANINGFUL RELATIONSHIPSNotesIndex

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