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151017s1994 xx o 000 0 eng d |
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20240806152053.3 |
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|a 9781560522751
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|a 1560522755
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|a (OCoLC)922966914
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|a EBLCP
|b eng
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|c EBLCP
|d OCLCQ
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|d ZCU
|d ICG
|d OCLCO
|d OCLCF
|d OCLCQ
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4 |
|a BF774.Z85 1994eb
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4 |
|a 153.8/52
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| 100 |
1 |
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|a Zuker, Elaina.
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| 245 |
1 |
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|a Influence :
|b Portable Power for the '90s.
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| 260 |
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|a Menlo Park :
|b Course Technology Crisp,
|c 1994.
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| 300 |
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|a 1 online resource (86 pages)
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
|
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|a computer
|b c
|2 rdamedia
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| 338 |
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|a online resource
|b cr
|2 rdacarrier
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| 500 |
|
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|a ""Matching Voice""
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| 505 |
0 |
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|a ""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""CONTENTS""; ""INTRODUCTION""; ""PART I Influence� Getting What You Want""; ""INFLUENCE� GETTING WHAT YOU WANT""; ""What Influences You?""; ""Influence Factors Checklist""; ""A NEW DEFINITION OF INFLUENCE""; ""What Influence Isn�t""; ""WHAT INFLUENCE MEANS TO YOU""; ""DOVETAILING� YOUR WIN-WIN STRATEGY""; ""INFLUENCE""; ""MANIPULATION""; ""Getting Tuned In""; ""There Are No Shortcuts""; ""CREATING A PERSONAL INFLUENCE ACTION PLAN""; ""A FIVE-STEP PLAN""; ""PART II Influencing in an Age of Change""; ""INFLUENCING IN AN AGE OF CHANGE""
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| 505 |
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|a ""Meeting the Challenge of an Age of Change""""COMPETITION:""; ""The Race Heats Up""; ""TECHNOLOGY:""; ""The Danger Of Depersonalization""; ""INFORMATION:""; ""Getting What You Need""; ""WORKER VALUES:""; ""New Management Norms Required""; ""INNOVATION:""; ""We�re All Expected to be More Creative""; ""ORGANIZATIONAL STRUCTURE:""; ""Changing the Way Things Work""; ""OLD HIERARCHICAL STRUCTURES""; ""NEW INFLUENCE STRUCTURES""; ""CAUGHT IN THE MIDDLE""; ""PLAYING IT BY EAR""; ""GETTING AHEAD IN THE AGE OF CHANGE""; ""YOUR OWN ORGANIZATION""; ""PART III How to Influence Anybody""
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| 505 |
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|a ""THE FORMULA FOR SUCCESS""""INFLUENCE=ATTENTIVENESS+FLEXIBILITY""; ""Learning How Best to Apply Influence Skills""; ""LIKE LIKES LIKE""; ""PART IV The Art of Listening: The Underrated “Power Tool�""; ""WHY LISTENING IS SO DIFFICULT""; ""Why?""; ""Distractions""; ""Lack of Training""; ""Filtering""; ""Self-Absorption""; ""LISTENING TO INFLUENCE""; ""1. Listening without Judging""; ""2. Developing a Genuine Interest in Others""; ""3. Learning to Ask Good Questions""; ""4. Developing the Art of Helping with Silence""; ""5. Developing a Desire to Accommodate""; ""Accommodation Quick-Check""
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|a ""6. Practice Makes Perfect""""OPEN LISTENING""; ""ACTIVE LISTENING""; ""REFLECTING FEELINGS""; ""OPEN-ENDED QUESTIONING""; ""BLOCK-BUSTING QUESTIONS""; ""COMPARATORS: PRECISION QUESTIONS""; ""Qualifying Comparators""; ""UNIVERSALS""; ""PART V Refined Listening""; ""FINE-TUNING YOUR RADAR""; ""THE CONTEXT""; ""The External Environment""; ""The Internal Environment""; ""THE SIX Rs""; ""1. Relationship""; ""2. Range""; ""3. Record""; ""4. Reasons""; ""5. Rules""; ""6. Resistance""; ""THE CONTENT""; ""THE MEDIUM""; ""Refined Listening""; ""TUNING IN TO WHAT�S UNSPOKEN""
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| 505 |
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|a ""1. Body Posture and Gestures""""2. Skin Color Changes""; ""3. Minute Muscle Changes""; ""4. Lower Lip Changes""; ""5. Breathing Changes""; ""6. Voice Patterns: Tone, Tempo and Volume""; ""REPRESENTATIONAL SYSTEMS""; ""A VISUAL PERSON""; ""AN AUDITORY PERSON""; ""A KINESTHETIC PERSON""; ""A GUSTATORY PERSON""; ""AN OLFACTORY PERSON""; ""PART VI The Magic of Rapport""; ""SETTING THE STAGE FOR GREATER INFLUENCE""; ""RAPPORT""; ""ENTRAINMENT""; ""ENTRAINMENT AND THE RHYTHM OF RAPPORT""; ""ENTRAINMENT AS RAPPORT� THE HEARTBEAT OF INFLUENCE""; ""Breaking Rapport""; ""Matching Breathing""
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| 588 |
0 |
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|a Print version record.
|
| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
|
| 650 |
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0 |
|a Influence (Psychology)
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| 650 |
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0 |
|a Persuasion (Psychology)
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| 650 |
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0 |
|a Success
|x Psychological aspects.
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| 700 |
1 |
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|a Mapson, Ralph.
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| 758 |
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|i has work:
|a Influence (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCG7QdJkPHxxvvPvHtFvGVy
|4 https://id.oclc.org/worldcat/ontology/hasWork
|
| 776 |
0 |
8 |
|i Print version:
|a Zuker, Elaina.
|t Influence : Portable Power for the '90s.
|d Menlo Park : Course Technology Crisp, ©1994
|z 9781560522751
|
| 852 |
|
|
|b Ebooks
|h ProQuest
|
| 856 |
4 |
0 |
|u https://ebookcentral.proquest.com/lib/wit/detail.action?docID=3116902
|z Full text (Wentworth users only)
|t 0
|
| 947 |
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|x pq-ebc-base
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|s f2c561ef-b0d1-44c9-b03c-3bde764082a3
|i 3aacc8e6-fe70-4cd6-9138-4649130a21b8
|t 0
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| 952 |
f |
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|a Wentworth Institute of Technology
|b Main Campus
|c Wentworth Library
|d Ebooks
|t 0
|e ProQuest
|h Other scheme
|
| 856 |
4 |
0 |
|t 0
|u https://ebookcentral.proquest.com/lib/wit/detail.action?docID=3116902
|y Full text (Wentworth users only)
|
Wentworth
Institute of Technology