9.4 Increasing your impact: Understanding control, influence,
and interest 274
➥Assesses the personal influence of leaders, from what they should control to what
they should let go.
9.5 Principled negotiation: Creating long-term, win–win agreements 277
➥Outlines the “Harvard” negotiating strategy, which sets up win–win agreements
that achieve intended results, when followed through.
9.6 Making great presentations 281
➥Provides a model and worksheet for an effective presentation.
9.7 Selling wheel: Getting your recommendations accepted 284
➥Provides a model for a specific kind of presentation, in which leaders wish to per-
suade others of an idea, recommendation, or project.
9.8 Selling large projects: A much-valued leadership skill 287
➥Outlines the well-researched distinctions for selling a large project or proposal.
9.9 Power: A fundamental element of leadership success 291
➥Widens a leader’s perception and sources of power, using a well-known model.
9.10 Support networks: The secret of all successful leaders 294
➥Shares a widely known secret—that leaders need the support of many kinds of peo-
ple to achieve their business, professional, and personal objectives.SECTION10—TOOLS FORLEADINGTEAMS ANDGROUPS
10.1 High-Performing Teams: Organizing to achieve results 298
➥Clarifies the different ways of organizing to optimize people’s effort and contribution.
10.2 Improving team IQ 301
➥Provides leaders with guidelines that engage the collective mind of the team—the
team IQ—so that the whole is greater than the sum of the parts.
10.3 Team competencies: Thinking, relating, and acting 305
➥Outlines the skills a team needs in three fundamental competency areas in order to
operate effectively.
10.4 Inclusion, control, and affection: Developing commitment
and teamwork 308
➥Answers the question, “What inspires people to become other-centered, as opposed
to self-centered, within workgroups and organizations?”
10.5 Dealing with disturbances in workgroups and teams 311
➥Contains a powerful, yet simple, set of ideas for leaders and teams, designed to pre-
vent problems and to correct problems when they occur.
10.6 Assessing your group leadership skills 314
➥Helps leaders stand back and, by means of a questionnaire, assess their effectiveness
as leaders.
10.7 Getting participation 317
➥Helps with a checklist of ideas to plan the optimal amount of participation and
determine how to secure it.
10.8 Ground rules: Helping groups to achieve business results 320
➥Describes how to establish clear and empowering ground rules; helps leaders
achieve results through workgroups and teams.ANNOTATEDCONTENTS xvii