INDEX
Airplane story, 68
American Scientist, 122
American Society for Training and Development (ASTD), 189
“and,” 46
attitude, 157–159
auditory-style buyers, 38–39, 102–105
Authentic Happiness (Seligman), 161
Bailey, Rodger, 39
Bandler, Richard, 5–6
Barry, Dave, 118–119
Battle of the Playland story, 63–65, 67
behavioral contracts (BCs), 107–114
from buyer’s perspective, 114
establishing rules of communication, 108, 110–113
finding your voice in, 110–113
gaining time commitment, 108, 109, 110–113
impact of, 108–109
setting purpose or goal, 108, 110–113
Belushi, John, 36–37
benefits buyers, 9–18, 42, 58, 65, 179, 185
Berkley, Susan, 137–139
Berne, Eric, 107–108
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