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The first systematic program for advancing business relationships.
In five easy-to-follow steps, the book shows how to transform any
casual business relationship into a valuable source for revenue,
leads, and advice. Author Ed Wallace combines memorable anecdotes
with a clear theoretical framework that shows individuals how to
leverage their hard business skills with the often-overlooked soft
skills of relationship building. In a recent survey, 88 percent of
executives indicated that the strength of their client, customer,
and referral relationships was critical to achieving their goals
each year. But only 25 percent of those same executives said they
had a formal process for planning, managing, and growing business
relationships-and 73 percent of the group surveyed said they would
be very interested in reading a book on this topic. Business
Relationships That Last delivers the process that so many people
and organizations need. --Ed Wallace graduated cum laude from
Villanova University, was a Teaching Fellow at Drexel University
while he earned his MBA, and has a CPA designation in the State of
Pennsylvania. He is president of The Relational Capital Group,
which focuses on helping professionals build outstanding business
relationships through Relational Capital development.
Over the course of a forty-year career in the worlds of law,
sports, business, and politics, Ron Shapiro has worked with and
advised an incredible variety of people. What he's found is that
the secret ingredient for getting into the winner's circle is
simply the discipline of methodical preparation: that old-school,
step-by-step way of having all your ducks in a row, whether you are
an executive getting ready to do a deal or make a speech; a pitcher
studying the traits of opposing hitters and keeping a meticulous
notebook of their strengths and weaknesses; an international trade
negotiator who knows all about the issues and the people on the
other side before sitting down at the table; or a surgeon who
rehearses like a classical musician.
Deep down, you know you should do it. But how often do you wing it
and fly by the seat of your pants because "Gosh, I don't have time
. . . I've done this before . . . I know what I'm doing"? It is
obvious that you have to get ready for whatever game you're
playing, but all too frequently methodical preparation is the
missing ingredient in today's world of instant analysis, easy
access to information, and glibness that sounds good at first but
is unconnected with the reality at hand.
In "Dare to Prepare," successful people such as wine guru Robert
Parker, investment legend Bill Miller, pianist Leon Fleisher,
Goldman Sachs partner Lisa Fontenelli, broadcaster Bob Costas,
firefighter Ann Marie Tierney, New York Mets manager Willie
Randolph, and many others share the way they apply discipline in
preparing for career-changing games, deals, meetings, and
interviews. Cal Ripken Jr. played thousands of games in the major
leagues but prepared for each like it was his first. NPR host Liane
Hansen has interviewed countless people but approaches each
interview with the same meticulous research time and time again.
Make sure there are no slips "twixt cup and lip" as you get ready
for your next personal or professional challenge by daring to
prepare.
"From the Hardcover edition."
The impossible people who make life's journey so difficult are
everywhere--at the office, in restaurants, on airplanes, living
next door, members of your own family. They're . . .
- your "nothing is ever good enough" boss
- the "no price is ever low enough" client
- the next-door neighbor who redefines the meaning of paranoia
- the maitre d' who looks through you as if you don't exist
- the father-in-law who you know is always thinking about how much
better a life his Janey or Joey would have if only married to
someone other than you
Ron Shapiro and Mark Jankowski give you a simple and highly
effective 4-point plan for dealing with all of them and
more--N.I.C.E. Their system shows you how to neutralize your
emotions so you don't just react but act purposefully and wisely.
It enables you to identify the type of bully, tyrant, or impossible
person you're facing--the situationally difficult (something has
happened that turns an otherwise reasonable person into a temporary
terror); the strategically difficult (she has empirical evidence
that being difficult is a strategy that gets results); or simply
difficult (being difficult is his 24/7 M.O.). Then you'll learn how
to shape the outcome by controlling the encounter and, finally, how
to get "unstuck" by exploring your options.
Using colorful stories from all walks of life-- "He called me the
scum of the earth and it went downhill from there," "First, lock
all your vendors in a small room," and "The boss from hell"--the
authors bring their lessons to life, from business life to family
life.
"From the Hardcover edition."
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