v
CONTENTS
Acknowledgments vi
- Introduction to EQ—Five Critical Areas of Awareness Introduction vii
- Moving from Meto We
- Understanding Your Personality DNA
- Critical Mass for Sales Success
- Applied Critical Mass
- Hotheads and Seeing Red
- Six Seconds of Sabotage—From Anger to Danger
- The Viral Spiral of Emotion
- How to Prevent and Contain Negative Outbursts
- Solving the Stress Mess
- Feeling Helpless or Taking Charge
- Redefining Optimism
- Sources of Discouragement
- Finding Motivators That Last
- Winning the Emotional Tugs-of-War—The Power of Positive Intent
- Risking Rejection—Getting Past No
- The Face You See—The Face You Show
- Developing Emotional Radar—The Powers of Observation
- Shifting Gears—Four Critical Selling Adjustments
- The Power of Curiosity—Overcoming the Narcissistic Urge
- Emotional Archeology—Mastering the Art of the Irresistible Question
- It’s Not about You
- The “Likability” Quotient
- Reducing Stress in Confrontation
- Masters in Conflict
- Negotiating Emotion
- Seven Habits of the Emotionally Competent
- Bibliography
- Index
- Seven Habits of the Emotionally Competent