452 / INDEXIndex
A
ability, and performance
46–47
accountability, delegation
43
action plans, time
management 188
administrators 140–141
advantage, competitive
132
advice
giving 217
mentors 226
affirmations 148
agenda 288, 308, 309, 376
agendas, for meetings
195
aggressive behavior 22
agreement, team
performance 39
agreements
international 438
multiparty 432–433
and mutual trust 394
negotiated 424–425
Alessandra, Tony 253
Allen, Elizabeth 257
allies, gaining 437
ambiguity, cultural
differences 303
ambitions 172
analysts 140–141
anchoring and adjustment
416
anger 419, 420, 423
anger, in letters 275
appearance 336–337
appearing confident
206
brand development
176, 177
nonverbal
communication 287
at teleconferences
310
appraisals 50, 54–55, 116,
118, 120–121, 123Asian negotiations
438–443
assertiveness 22–23,
67
association power 65
assumptions, self-
awareness 24–25
audience
feedback 245
gender traits 247
maintaining interest
267
matching messages
250–251
media interviews
314–315
medium choice
252–253
motivation 246,
249, 290
report compilation
280
social media
engagement 307
socioeconomic factors
248
targeting 248–249, 256,
258–259
understanding 245, 246,
250–251, 290–291
authority, delegation
42–43
autonomy, job design
34B
balancing targets 146–147
bargaining, building power
67
barriers, overcoming
240–241
BATNA (Best Alternative
To a Negotiated
Agreement) 374,
386, 400, 432, 445
benchmarking, problem-
solving 203benchmarks
anchoring and
adjustment 416
competitive tactics 422
opening offers 404
setting 411, 415
benefits, emphasizing 409
blackmail, emotional 423
blocking coalitions 437
boards of directors 326
body language 253, 285,
286–287
appearing confident
206
audience 345
and confidence 340–341
listening skills 216
and problem solving
358
Q&A sessions 357
boundaries, ethical 58–59
brainstorming 104, 202
brand development
176–177
branding yourself 165
brands, building 316–317
breathing 346, 348–349
breathing, appearing
confident 206
bridges, and networking
225
briefings 288–289
building relationships
108–111, 114, 144–145
bullies 23
bundling issues 391, 423
bureaucracy, cultural
differences 439
burnout 126, 136
business cards 223
business letters 274–275C
calmness 127, 149
cards, business 223
career management 78–79US_452-463_Index.indd 452 01/06/16 11:55 am