454 / INDEXcosts 394, 400–401,
450
counseling 72, 74–75
counteroffers 404–405,
416
counterparts
basic agreement with
377
closing the deal
424–425
competitive tactics
422–423
concessions see
concessions
cultural differences
438–443
offers and counteroffers
404–405
risk tolerance 391
self-image 412
thinking style
388–389
trust development
394–395
understanding 372–373,
374–375, 381
cover letters, with reports
280
creativity 140–141, 144, 387,
388–391, 418, 447
decision-making 209
skill development
202–203
credibility 325, 360
crisis management 66, 68
312–313
criteria, decision-making
209
cultural
differences 438–443
diversity 40–41
fit 60–61
culture
brand image 316
cultural differences
240, 287, 300–303
matching organizational
243Curtis, Carlton 317
customers
brand image
316–317
and competitive
advantage 132
entrepreneurs, learning
from 150–151
feedback 94, 118–119
needs 115, 134–135,
164–165
service 146–147
and social media
307D
data management 98
deadlines 104, 362, 380,
401, 423
and creativity 203
deadlock 412–413
deal breakers 372, 407
debriefing 106
decision-makers 251
and networking 224
decision-making
208–213, 370, 397,
411, 429
as competence 84, 95,
115, 134
cultural differences
441, 443
decision-tree diagrams
211, 213
and delegation 42
devolving 101, 142,
149
group decisions 209
SWOT test 132–133
traps 414–417
deductive reasoning
331
defusing impasses 413
delegation 24, 42–43, 95,
104–107, 145
“Plan to Delegate” table
106–107delivery
formal speeches
350–353
pace of 345, 347, 349
desks 339
development
competences as tool
116, 122–123
continuous 164–165
and feedback 118–119,
122–123
leadership 156–165
self 87, 112, 124–125
devolving decision-making
101, 142, 149
diction 349
difficult people 144–145
196–197
dignity, protecting 393,
412, 441
dilemmas 370–371
directors, boards of
326
disengagement 145
distraction 145
distributive fairness
396–397
distributive style
384–385
diversity 40–41
documents, scanning
200–201
due diligence 404, 450
Dyson, James 203E
effective communication
250–251
effectiveness 200–217
emails 276–279
time management
191
emotions
cultural differences
441, 442, 443
emotion management
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