The Most Dangerous Business Book You'll Ever Read

  • ID: 2217218
  • Book
  • 206 Pages
  • John Wiley and Sons Ltd
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"Drawing on firsthand experience in military intelligence and interrogation techniques, the authors provide a richly detailed personality model as a tool for assessing others so you can more effectively manage your own behavior in a variety of business situations, including negotiation and leadership."
PETER EARNEST, executive director, International Spy Museum,and former senior officer, National Clandestine Service

"A solid manual with invaluable lessons for dealing with others, whether in intelligence, the military, government and most certainly, business."
OLEG KALUGIN, former KGB major general, professor at Center for Counterintelligence and Security Studies, and author of Spymaster

"Greg and Maryann present straightforward, concise skills to decode messages and move people to action."
TONYA REIMAN, body language expert, Fox News, and author of The Yes Factor

"Use this book throughout every phase of your professional life. Greg and Maryann explain the skills needed to accurately assess people and relationships to enhance success and avoid failure. Don′t enter into another venture (or affair) unprepared!"
H. KEITH MELTON, author of Ultimate Spy and Spycraft, espionage historian, and former chairman of one of America′s largest and most successful franchise groups

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Foreword (Louis J. Zaccone).



Chapter 1: Sorting like a Profiler.

Value to Business.

Natural Profilers.

Tools of Profiling.

Disposition Matrix.

Action Matrix.

Profile Your People.

Chapter 2: Question like a Polygrapher.

Value to Business.

Theater of Polygraph.

Tools of Questioning.

Reading body language.

Using body language.

Questioning styles.

Questioning strategy.

Detecting deception.

Chapter 3: Network like a Spy.

Value to Business.

The Brain of a Spy.

Form and Function.

Tools of Networking.

Elicitation techniques.

Five questions.

Countering elicitation.

The fulfillment strategy.

Tools of influence.

Chapter 4: Interview like an Interrogator.

Value to Business.

Tools of Interviewing.


Planning and preparation.

Establishing control.

Rapport building.



Tools of Interviewing Job Candidates.

Behavioral Interview Technique Enhanced (BITE).

Tools of Termination.

Process of termination.

Turning around a bad meeting.

Chapter 5: Close a Deal like a Hostage Negotiator.

Value to Business.

Tools of Negotiating.

Change management.

Taking Control.

Overcoming objections.

Reading body language in negotiation.

Chapter 6: Research like an Analyst.

Value to Business.


Tools of researching.

Identifying gaps.

Targeting research.

Determining sources.

Information transfer.

Vetting sources.

Calculating proximate reality.

Matching audience and packaging.

Filters Affecting Analysis.

Chapter 7: Decide like a SEAL.

Value to Business.

Tools of Deciding.

Leveraging subroutines.

Contingency thinking.

Value planning.


Chapter 8: Team–Build like Special Ops.

Value to Business.

Formula for Teambuilding.

Tools of Teambuilding.

Rite of Passage.



Mechanics of Team Leadership.

Conclusion: Backbone or No Backbone.



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Gregory Hartley
Maryann Karinch
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