The Essential Manager’s Handbook

Contents 5......Page 7
Introduction 10......Page 12
MANAGING PEOPLE 12......Page 15
Chapter 1  Understanding yourself 14......Page 16
Developing self-awareness 16......Page 18
Using emotional intelligence 18......Page 20
Applying assertiveness 22......Page 24
Examining your assumptions 24......Page 26
Clarifying your values 26......Page 28
Developing your personal......Page 30
Chapter 2  Managing a team 30......Page 32
Setting goals and planning 32......Page 34
Designing work 34......Page 36
High-performing teams 36......Page 38
Valuing diversity 40......Page 42
Delegating effectively 42......Page 44
Motivating others 46......Page 48
Teaching skills 52......Page 54
Appraising performance 54......Page 56
Chapter 3  Leading others 56......Page 58
Taking an ethical path 58......Page 60
Ensuring cultural fit 60......Page 62
Solving problems 62......Page 64
Building power 64......Page 66
Managing change 68......Page 70
Helping others improve 70......Page 72
Coaching and mentoring 76......Page 78
Managing careers 78......Page 80
LEADERSHIP 80......Page 83
Chapter 4  Understanding leadership 82......Page 84
Defining the challenge 84......Page 86
Leading from within 86......Page 88
Leading through vision 92......Page 94
Growing with your role 94......Page 96
Chapter 5  Taking up your leadership role 96......Page 98
Preparing to lead 98......Page 100
Focusing your energy 102......Page 104
Working at relationships 108......Page 110
Using competencies 112......Page 114
Providing feedback 118......Page 120
Learning from feedback 122......Page 124
Developing yourself 124......Page 126
Balancing work and life 126......Page 128
Inspiring and encouraging 128......Page 130
Chapter 6  Leading through challenges 130......Page 132
Focusing on the future 132......Page 134
Enabling change 138......Page 140
Energizing the team 140......Page 142
Leading difficult people 144......Page 146
Balancing targets 146......Page 148
Improving confidence 148......Page 150
Learning from entrepreneurs 150......Page 152
Chapter 7  Developing leaders 154......Page 156
Investing in the future 156......Page 158
Coaching for success 162......Page 164
Adopting new  leadership patterns 164......Page 166
ACHIEVING HIGH  PERFORMANCE 166......Page 169
Chapter 8  Knowing yourself 168......Page 170
Looking in from outside 170......Page 172
Setting goals 172......Page 174
Analyzing your strengths  and limitations 174......Page 176
Developing your brand 176......Page 178
Planning the future 178......Page 180
Chapter 9  Improving your skills 184......Page 186
Managing your time 186......Page 188
Participating in meetings 192......Page 194
Chairing a meeting 194......Page 196
Dealing with difficult people 196......Page 198
Chapter 10  Becoming more effective 198......Page 200
Reading and remembering 200......Page 202
Being creative 202......Page 204
Being confident 204......Page 206
Making decisions 208......Page 210
Saying “no” 214......Page 216
Listening effectively 216......Page 218
Chapter 11  Becoming successful 218......Page 220
Networking 220......Page 222
Working with a mentor 226......Page 228
Moving on 228......Page 230
Reviewing your plans 232......Page 234
EFFECTIVE  COMMUNICATION 234......Page 237
Chapter 12  Understanding  communication skills 236......Page 238
Defining communication 238......Page 240
Overcoming barriers 240......Page 242
Communicating at work 242......Page 244
Planning your approach 244......Page 246
Matching the message 250......Page 252
Choosing your medium 252......Page 254
Chapter 13  Speaking and writing 254......Page 256
Planning your speech 256......Page 258
Developing visual support 260......Page 262
Improving your confidence 264......Page 266
Delivering your speech 266......Page 268
Becoming a better writer 268......Page 270
Writing a business letter 274......Page 276
Using email and  texts effectively 276......Page 278
Writing reports 280......Page 282
Chapter 14  Communicating with  your team 282......Page 284
Listening to your team 284......Page 286
Understanding nonverbal  communication 286......Page 288
Running briefings  and meetings 288......Page 290
Communicating  to persuade 290......Page 292
Managing conflict 292......Page 294
Chapter 15  Communicating externally 296......Page 298
Selling 298......Page 300
Communicating across  countries and cultures 300......Page 302
Writing for the web 304......Page 306
Communicating  through social media 306......Page 308
Running a teleconference 308......Page 310
Communicating in a crisis 312......Page 314
Preparing for media interviews 314......Page 316
Building brands 316......Page 318
PRESENTING 318......Page 321
Chapter 16  Planning to present 320......Page 322
Putting the audience first 322......Page 324
Presenting and selling 324......Page 326
Presenting formally 326......Page 328
Planning the structure 328......Page 330
Selecting a framework 330......Page 332
Chapter 17  Taking center stage 334......Page 336
Creating a first impression 336......Page 338
Looking confident 338......Page 340
Holding the audience 344......Page 346
Calming nerves 346......Page 348
Speaking powerfully 348......Page 350
Succeeding with  formal speeches 350......Page 352
Running the Q&A 356......Page 358
Answering tough questions 358......Page 360
Dealing with the media 360......Page 362
Talking to reporters 362......Page 364
NEGOTIATING 364......Page 367
Chapter 18  Preparing to negotiate 366......Page 368
Becoming a negotiator 368......Page 370
Understanding negotiation  dilemmas 370......Page 372
Being prepared 372......Page 374
Designing the structure 376......Page 378
Chapter 19  Setting your style 382......Page 384
Defining negotiation styles 384......Page 386
Defining interest-based  negotiation 386......Page 388
Negotiating from  the whole brain 388......Page 390
Creating win-win deals 390......Page 392
Building relationships 392......Page 394
Developing mutual trust 394......Page 396
Negotiating fairly 396......Page 398
Chapter 20  Conducting negotiations 398......Page 400
Negotiating with power 400......Page 402
Making offers and  counteroffers 404......Page 406
Making concessions 406......Page 408
Being persuasive 408......Page 410
Managing impasses 412......Page 414
Avoiding decision traps 414......Page 416
Managing emotions 418......Page 420
Dealing with competitive tactics 422......Page 424
Closing the deal 424......Page 426
Chapter 21  Developing your technique 426......Page 428
Negotiating as a team 428......Page 430
Dealing with many parties 432......Page 434
Negotiating internationally 438......Page 440
Using a coach 444......Page 446
Being a mediator 446......Page 448
Learning from the masters 450......Page 452
Index 452......Page 454
Acknowledgments 464......Page 466