INDEX / 453career moves 228–231
case studies 332
chairing
meetings 194–195
multiparty talks 433
change
cultural 301
enabling 90, 119, 121,
136–139
integrating 137
locating 132
managing 68–69
pace of 132
spotting signs of 157
channeling energy 346
charisma, power building
64
challenges, leading
through 102–153
clichés 270–271
client relationships 35
closed body language
206
closing
the deal 424–425
a sale 298–299
clothes 337
appearing confident
206
brand development
176, 177
coaches 172, 444–445
coaching 72, 76–77
executive 113
leadership
competences 114
leadership styles 89
for success 162–163
see encouragement;
feedback
coalitions
building, winning
434–435
dealing with many
parties 432–433
power building 67
recruiting partners
436–437Coca-Cola 317
codes, planning approach
245
cognitive skills 450–451
color
clothes 337
storyboard notes 328
in visuals 261, 262
commitment
building trust 394–395,
411, 441
escalation of 373, 416
communication 88, 94, 95,
128, 378, 443
and accessibility 94,
136, 137
barriers 240–241
and coaching 114
and confidence 148
and cultural diversity
40–41
definition 238–239
effective 250–251
external see external
communication
levels 238
persuasive 290–291
positive regard 72–73
principles 239
problem solving 63
teaching skills
52–53
team management
38–39
question and answer
sessions 92
see writing
competences 112–117,
122, 123, 162
competition
compete or cooperate
dilemma 371, 385
cultural differences
442
escalation avoidance
373
as tactic 384–385,
422–423competitive advantage
132
complexity, multiparty
432–433
concessions 406–407
and anger and threats
384, 419, 423
small 410, 423
conclusions 326–327, 329
conferences
networking at 222, 224
panel presentations
327
teleconferences
308–311
confidence 204–205,
326, 338–339, 347,
379, 415, 416
confidence, improving
148–149, 264–265, 267
confidentiality, counseling
74–75
conflict
avoidance 443
dealing with 196
management 26–27
292–295
mediation 446–449
resolution 140, 142,
144–145
consensus 429, 441
consensus, decision-
making 208
consistency 129, 149
contacts, recording
224–225
context, keeping in 362
contingencies 104
continuous development
164–165
contract
closing the deal
424–425
cultural differences
438, 441
negotiators 392–393
cooperate or compete
dilemma 371, 385US_452-463_Index.indd 453 01/06/16 11:55 am