Index 261Seven Secrets of the Corporate Mystic
(Hendricks), 208
Shakespeare, William, 208
Shapiro, Ronald, 231, 234
Shell, G. Richard, 232
Silver, Margery, 94
Skepticism, 100, 101
Smiles, 151–52
Socrates, 74, 195
Spurgeon, Charles H., 44
Srybnik, Mel, 179
Stevenson, Robert Louis, 143
Stone, Karen, 250
Stress, 5, 66, 83–88, 250
confrontation and, 118, 212–20
feeling of helplessness, 89–90
humor and, 94–95
lack of restraint and, 54–61
management, 84, 89–96
self-healing, 85–86
sources, identifying, 90, 92,
224–26
supporting role and, 18
susceptible personalities, 86–87
three elements in, 83–84
villain role and, 18
Stress and the Healthy Family(Curran),
85
Success, 38–42
achievementality, 41
awareness and, 2
competitive drive, 39–41
fear of, 137
persona of, 38
teachability, 41
wit, 41–42
Sullins, Ellin, 127
Sullivan, Harry Stack, 67
Supporting role, 18
TTeachability, 34, 41, 46–48, 49, 52
TEAM Dynamics, 12–16
personality awareness profile,
13–15
personality axis, 13, 16
Tension, 5, 18
Tests, screening, 35
Thomas, Clarence, 204, 206
Thoreau, Henry David, ix
Tice, Diane, 68
Time management, 50–51
Togetherness personality, 13, 23–25
areas for improvement, 24, 25
challenges, 24–25
conflict and, 222, 225–26, 227–28
critical selling adjustments,
165–68
negotiation and, 234
recognizing, 156, 158–59
strengths, 23–24
Tonal language, 7
Training process, 35
Truth, 208–9
Twain, Mark, 159V
Valiant, George, 86
Value, 139–40, 210
Vansickle, John R., 22
Venting, 68–69, 72
Villain role, 18
Viral spiral, 6, 71–77, 127
Voice pattern, 159, 160, 161, 162–63
Voice tone, 79, 220, 248–50
Vulnerability, 59W–Z
Ward, William Arthur, 69
Weaknesses
awareness of, 49–51
finding/addressing, 48–49
Wenzel, John, 123
When Caring Is Not Enough—Resolving
Conflicts through Fair Fighting
(Augsburger), 240
Win-Win Negotiating: Turning Conflict
into Agreement(Jandt and Gillette),
231
Wit, 41–42, 52, 94–95
Wooden, John, 5
Worry, 85
Wright, H. Norman, 83–84
Zillman, Dolf, 65, 75, 79