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The Truth About Managing Effectively (Collection), 2/e

Book Description

A brand new collection of state-of-the-art management skills and techniques

Master today’s most valuable management skills! Get hundreds of bite-size, easy techniques for hiring, collaboration, motivation, negotiation, and much more!

Moving into management? Moving up in management? To compete and succeed, you need today’s best skills for managing, motivating, and collaborating with others. That’s exactly what you’ll find in this extraordinary 4 book package. Build a great team with Cathy Fyock’s The Truth About Hiring the Best: discover how to identify the best, reach them, recruit them, and choose among them! Cathy Fyock presents 53 bite-size, easy-to-use hiring techniques for finding hidden sources of talent… making great people want to work for you… asking the right questions… listening for the right answers… hiring like your organization’s future depends on it, because it does! Next, get the best from the people you have, with the latest version of Martha Finney’s classic, The Truth About Getting the Best from People. Finney’s expanded and improved Second Edition offers 60+ proven principles for achieving employee engagement practically 100% of the time. She’s added more than 15 brand-new truths for managing virtual teams, becoming more persuasive, overcoming unconscious biases, identifying and cultivating individual high performers, and more. Then, optimize your management effectiveness with Stephen P. Robbins’s The Truth About Managing People, Third Edition: 61 real solutions for the make-or-break problems faced by every manager. Learn how to overcome the real obstacles to teamwork… why too much communication can be as dangerous as too little… how to improve hiring and employee evaluations… how to heal “layoff survivor sickness”… how to manage a diverse culture, and lead effectively in a digital world. This edition is packed with new truths, including: how to nurture friendlier employees, manage a diverse age group, and lead ethically in tough times. Finally, in The Truth About Negotiations, Leigh L. Thompson teaches 46 proven negotiation principles: quick, easy ways to become a world-class negotiator. You’ll learn how to prepare for a negotiation within one hour… negotiate with people you hate (or love)… clearly identify your “best alternative” if a deal isn’t possible… use reason, respect, and reciprocity to extract a deal’s maximum potential value… create win-win solutions… establish enduring relationships. From hiring to motivation, negotiation to collaboration, this collection gives you hundreds of new best practices and skills for world-class management and leadership!

From world-renowned management and HR expertsCathy Fyock, Martha I. Finney, Stephen P. Robbins, and Leigh Thompson

Table of Contents

  1. About This eBook
  2. Title Page
  3. Copyright Page
  4. Table of Contents
  5. The Truth About: Hiring the Best
    1. Copyright Page
    2. Praise for The Truth About Hiring the Best
    3. Introduction
    4. Part I: The Truth About Identifying the Best
      1. Truth 1. There is no such thing as the ideal candidate
      2. Truth 2. You are a seller in a buyer's market
      3. Truth 3. Catch the boomerangs
      4. Truth 4. Rehire the retired
      5. Truth 5. Job-hoppers could be show-stoppers
      6. Truth 6. Seek refuge(e)
    5. Part II: The Truth About Recruiting the Best
      1. Truth 7. It's a war for talent
        1. Analyze your competitors
        2. Determine your marketing advantage
      2. Truth 8. Maybe you don't want "new blood"
      3. Truth 9. Your actions speak louder than words
      4. Truth 10. Targeting everybody attracts nobody
      5. Truth 11. You are a talent scout
      6. Truth 12. The Internet may not be the best place for recruiting
      7. Truth 13. Use the enthused
      8. Truth 14. It takes a village to hire one employee
      9. Truth 15. Newspaper ads can be great when managed properly
      10. Truth 16. Your invitation might be chasing applicants away
    6. Part III: The Truth About Interviewing
      1. Truth 17. The candidate isn't the only one who has to interview right
      2. Truth 18. Ask what they will do, not what they can do
      3. Truth 19. Charlie might be more than just a great mechanic
      4. Truth 20. Passion—in fashion?
      5. Truth 21. Good candidates might not talk to you
      6. Truth 22. You're not Sigmund Freud
        1. Benchmarking responses
        2. Using benchmarks during the interview
      7. Truth 23. Candidates and the truth—the whole truth
      8. Truth 24. Don't let the candidate's resume drive the interview
      9. Truth 25. Avoid the "hot seat"
      10. Truth 26. You can oversell the job
        1. Strategies to avoid overselling
      11. Truth 27. There is such a thing as a bad question
      12. Truth 28. You're guilty until you prove you're innocent
      13. Truth 29. It's impolite (and discriminatory) to ask about age
      14. Truth 30. You wouldn't ask him if he's married—don't ask her either
      15. Truth 31. Kind curiosity can kill a career
      16. Truth 32. Avoid questions about religious affiliations
      17. Truth 33. Your mother was wrong; sometimes do be rude
    7. Part IV: The Truth About the Selection Process
      1. Truth 34. Have a vacancy to fill? You're already too late.
      2. Truth 35. Warning: this resume may contain spin!
      3. Truth 36. Your candidate may be a scam-didate
      4. Truth 37. The resume says "yes," but the body language says "no"
      5. Truth 38. The receptionist test—better than salt?
      6. Truth 39. Don't send away candidates dressed for a day at the beach
      7. Truth 40. You aren't an elephant
      8. Truth 41. Keep on selling to candidates
    8. Part V: The Truth About Panel and Multiple Interviews, Background Checks, Tests, and Other Tools of the Trade
      1. Truth 42. Invest in telephone screening to save time later
        1. Predetermine "knock-out" factors
        2. Schedule appropriate candidates for the next selection step
      2. Truth 44. Too many cooks might improve the broth
      3. Truth 45. Make haste slowly
      4. Truth 46. You may want to hire candidates even when they get a bad reference
      5. Truth 47. Beware the "Whizzinator"
      6. Truth 48. Be real, even if scary
      7. Truth 49. No crystal ball? Try employment testing
      8. Truth 50. Graphology: palm reading or valid tool?
    9. Part VI: The Truth About Evaluating Candidates and Making the Offer
      1. Truth 51. The last one you interview only seems like the winner
      2. Truth 52. The one who offers salary information first is the loser
      3. Truth 53. Don't tell candidates why they weren't selected
    10. References
    11. About the Author
    12. Acknowledgments
  6. The Truth About: Getting the Best from People
    1. Copyright Page
    2. Praise for the First Edition
    3. Dedication Page
    4. Introduction
    5. Part I: The Truth About Employee Engagement
      1. Truth 1. You don’t need the carrot or the stick
      2. Truth 2. You have direct influence over your employees’ passion quotient
      3. Truth 3. You get the best by giving the best
      4. Truth 4. It’s not money that motivates
      5. Truth 5. Employee engagement isn’t for sissies
      6. Truth 6. Real engagement gains happen after survey scores come in
    6. Part II: The Truth About Yourself
      1. Truth 7. Your behaviors are your brand
      2. Truth 8. You can’t give what you don’t have
      3. Truth 9. “Best” doesn’t mean the same thing to everyone
      4. Truth 10. Think you’re a great leader? Think again
      5. Truth 11. You could be your own worst employee
      6. Truth 12. Visionary or beat cop? Your choice
      7. Truth 13. Your health may be compromising your leadership effectiveness
      8. Truth 14. You don’t have to be perfect
      9. Truth 15. Your career can recover from an engagement hit
    7. Part III: The Truth About Engaged Cultures
      1. Truth 16. Employee happiness is serious business
      2. Truth 17. Great leaders make their people cry
      3. Truth 18. Better questions lead to better answers
      4. Truth 19. Individual passion builds a passion-fueled customer service culture
      5. Truth 20. Authentic is better than clever
      6. Truth 21. Retention begins with hello
      7. Truth 22. The bad will do you good
      8. Truth 23. Your biggest complainer may be your best supporter
      9. Truth 24. You can sell an unpopular decision
      10. Truth 25. Flex is best
      11. Truth 26. Nobody cares if you don’t mean to be mean
      12. Truth 27. Controlling your temper is a labor-saving device
      13. Truth 28. There is no “but” in “I’m sorry”
    8. Part IV: The Truth About Motivation
      1. Truth 29. Engagement happens one person at a time
      2. Truth 30. If you’re a manager, you’re a career coach
      3. Truth 31. The candidates you’re seeking may not be the ones you need
      4. Truth 32. Ask for cheese—you might get the moon
      5. Truth 33. You lead better when you get off your pedestal
      6. Truth 34. Trust is your strongest persuasion tool
      7. Truth 35. If they aren’t buying it, they aren’t doing it
      8. Truth 36. Overselling an opportunity can cost you precious talent
      9. Truth 37. Focusing on what’s right can help solve what’s wrong
      10. Truth 38. High performers are motivated by a piece of the action
      11. Truth 39. All the generations want the same things
    9. Part V: The Truth About Performance
      1. Truth 40. Compassion promotes performance
      2. Truth 41. A hot star can brighten your whole team
      3. Truth 42. B players are your A team
      4. Truth 43. High performers have enough coffee mugs
      5. Truth 44. Discipline deepens engagement
      6. Truth 45. You don’t have to inherit the problem employees
      7. Truth 46. Performance appraisals are really about you
      8. Truth 47. New hires can inspire current employees
      9. Truth 48. Terminations are an engagement tool
    10. Part VI: The Truth About Creativity
      1. Truth 49. Innovation begins with y-e-s
      2. Truth 50. Everyone can be creative
      3. Truth 51. You stand between inspiration and implementation
      4. Truth 52. Failures promote progress
      5. Truth 53. People don’t quit their bosses, they quit their colleagues
      6. Truth 54. Extreme pressure kills inspired performance
      7. Truth 55. Creativity is a balancing act
    11. Part VII: The Truth About Communication
      1. Truth 56. Open questions ignite inspiring answers
      2. Truth 57. Serving your employees means managing your boss
      3. Truth 58. Bad news is good news
      4. Truth 59. Trivial conversations are essential
      5. Truth 60. The way you listen speaks volumes
      6. Truth 61. Crap happens
      7. Truth 62. Engaged employees need to know more
    12. Part VIII: The Truth About Teams
      1. Truth 63. Absence makes the employee happier
      2. Truth 64. Your team has untapped talent
      3. Truth 65. People need to fight their own battles
      4. Truth 66. Games don’t build teams
      5. Truth 67. Answers build teams
      6. Truth 68. Your team can lead you to greatness
      7. Truth 69. You’re still the boss
    13. References
      1. Truth 16
      2. Truth 32
      3. Truth 37
      4. Truth 42
      5. Truth 50
      6. Truth 51
      7. Truth 54
      8. Truth 55
      9. Truth 57
      10. Truth 68
    14. About the Author
    15. FT Press
  7. The Truth About: Managing People, Third Edition
    1. Copyright Page
    2. Dedication Page
    3. Preface
    4. Part I: The Truth About Hiring
      1. Truth 1. First Impressions DO Count!
      2. Truth 2. Forget Traits; It’s Behavior That Counts!
      3. Truth 3. Brains Matter; or Why You Should Hire Smart People
      4. Truth 4. When in Doubt, Hire Conscientious People!
      5. Truth 5. Want Friendly Employees? It’s in the Genes!
      6. Truth 6. Realistic Job Previews: What You See Is What You Get
      7. Truth 7. Throw Out Your Age Stereotypes
      8. Truth 8. Match Personalities and Jobs
      9. Truth 9. Hire People Who Fit Your Culture: My “Good Employee” Is Your Stinker!
      10. Truth 10. Good Citizenship Counts!
      11. Truth 11. Manage the Socialization of New Employees
    5. Part II: The Truth About Motivation
      1. Truth 12. Why Many Workers Aren’t Motivated at Work Today
      2. Truth 13. Telling Employees to “Do Your Best” Isn’t Likely to Achieve Their Best
      3. Truth 14. Not Everyone Wants to Participate in Setting Goals
      4. Truth 15. Professional Workers Go for the Flow
      5. Truth 16. When Giving Feedback: Criticize Behaviors, Not People
      6. Truth 17. Managing Across the Generation Gap
      7. Truth 18. You Get What You Reward
      8. Truth 19. It’s All Relative!
      9. Truth 20. Recognition Motivates (and It Costs Very Little)
      10. Truth 21. There’s More to High Employee Performance Than Just Motivation
    6. Part III: The Truth About Leadership
      1. Truth 22. Five Leadership Myths Debunked
      2. Truth 23. The Essence of Leadership Is Trust
      3. Truth 24. Experience Counts! Wrong!
      4. Truth 25. Effective Leaders Know How to Frame Issues
      5. Truth 26. You Get What You Expect
      6. Truth 27. Charisma Can Be Learned
      7. Truth 28. Charisma Is Not Always an Asset
      8. Truth 29. Make Others Dependent on You
      9. Truth 30. Successful Leaders Are Politically Adept
      10. Truth 31. Ethical Leadership
      11. Truth 32. Virtual Leadership: Leading from Afar
      12. Truth 33. Adjust Your Leadership Style for Cultural Differences, or When in Rome...
    7. Part IV: The Truth About Communication
      1. Truth 34. Hearing Isn’t Listening
      2. Truth 35. Listen to the Grapevine
      3. Truth 36. Men and Women Communicate Differently
      4. Truth 37. What You Do Overpowers What You Say
      5. Truth 38. The Value of Silence
      6. Truth 39. Watch Out for Digital Distractions
    8. Part V: The Truth About Building Teams
      1. Truth 40. What We Know That Makes Teams Work
      2. Truth 41. 2 + 2 Doesn’t Necessarily Equal 4
      3. Truth 42. The Value of Diversity on Teams
      4. Truth 43. We’re Not All Equal: Status Matters!
      5. Truth 44. Not Everyone Is Team Material
    9. Part VI: The Truth About Managing Conflicts
      1. Truth 45. The Case FOR Conflict
      2. Truth 46. Beware of Groupthink
      3. Truth 47. How to Reduce Work–Life Conflicts
      4. Truth 48. Negotiating Isn’t About Winning and Losing
    10. Part VII: The Truth About Designing Jobs
      1. Truth 49. Not Everyone Wants a Challenging Job
      2. Truth 50. Four Job-Design Actions That Will Make Employees More Productive
    11. Part VIII: The Truth About Performance Evaluation
      1. Truth 51. Annual Reviews: The Best Surprise Is No Surprise!
      2. Truth 52. Don’t Blame Me! The Role of Self-Serving Bias
      3. Truth 53. Judging Others: Tips for Making Better Decisions
      4. Truth 54. The Case for 360-Degree Feedback Appraisals: More IS Better!
    12. Part IX: The Truth About Coping with Change
      1. Truth 55. Most People Resist Any Change That Doesn’t Jingle in Their Pockets!
      2. Truth 56. Use Participation to Reduce Resistance to Change
      3. Truth 57. Employee Turnover Can Be a Good Thing
      4. Truth 58. In Cutbacks: Don’t Neglect the Survivors
      5. Truth 59. Beware of the Quick Fix
    13. References
    14. FT Press
  8. The Truth About: Negotiations
    1. Copyright Page
    2. Praise for The Truth About Negotiations
    3. Introduction
    4. Part 1: Negotiation: A 30,000-foot view
      1. Truth 1. Negotiation: A natural gift?
      2. Truth 2. The magic bullet: Preparation
        1. Pattern X Preparation
        2. Pattern Y Preparation
      3. Truth 3. Your industry is unique (and other myths)
        1. Myth #1: Your industry is unique
        2. Myth #2: Business people care only about money
        3. Myth #3: Always maintain a poker face: Never reveal anything
        4. Myth #4: Never make the first offer
      4. Truth 4. Win–win, win–lose, and lose–lose negotiations
        1. Win–win negotiation
        2. Lose–lose negotiation
        3. Win–lose negotiation
      5. Truth 5. Four sand traps in the golf game of negotiation
        1. Sand trap #1: Leaving money on the table
        2. Sand trap #2: Settling for too little
        3. Sand trap #3: Walking away from the table
        4. Sand trap #4: Settling for terms that are worse than your current situation
      6. Truth 6. If you have only one hour to prepare...
        1. Identify your goals
        2. Brainstorm your options
        3. Plan your opening move
    5. Part 2: The bottom line on bottom lines
      1. Truth 7. Identify your BATNA
      2. Truth 8. Develop your reservation price
      3. Truth 9. It’s alive! Constantly improve your BATNA
      4. Truth 10. Don’t reveal your BATNA
      5. Truth 11. Don’t lie about your BATNA
      6. Truth 12. Signal your BATNA
      7. Truth 13. Research the other party’s BATNA
    6. Part 3: Black belt negotiation skills
      1. Truth 14. Set optimistic but realistic aspirations
      2. Truth 15. The power of making the first offer
      3. Truth 16. What if the other party makes the first offer?
      4. Truth 17. Plan your concessions
      5. Truth 18. Be aware of the “even-split” ploy
      6. Truth 19. Reveal your interests
      7. Truth 20. Negotiate issues simultaneously, not sequentially
      8. Truth 21. Logrolling (I scratch your back, you scratch mine)
      9. Truth 22. Make multiple offers of equivalent value simultaneously
      10. Truth 23. Postsettlement settlements
      11. Truth 24. Contingent agreements
    7. Part 4: Psychology
      1. Truth 25. The reciprocity principle
      2. Truth 26. The reinforcement principle
      3. Truth 27. The similarity principle
      4. Truth 28. The anchoring principle
      5. Truth 29. The framing principle
    8. Part 5: People problems (and solutions)
      1. Truth 30. Responding to temper tantrums
      2. Truth 31. How to negotiate with someone you hate
        1. Replace D statements with B statements
        2. Label your feelings, not people
        3. Change your behavior, not your feelings
      3. Truth 32. How to negotiate with someone you love
      4. Truth 33. Of men, women, and pie-slicing
      5. Truth 34. Your reputation
      6. Truth 35. Building trust
      7. Truth 36. Repairing broken trust
        1. Let them vent
        2. Apologize
        3. Focus on the future
        4. Do a relationship checkup
        5. Go overboard
      8. Truth 37. Saving face
    9. Part 6: I-negotiations and E-negotiations
      1. Truth 38. Negotiating on the phone
      2. Truth 39. Negotiating via email and the Internet
        1. Get in touch with your inner nerd
        2. Dr. Jekyll and Mr. Hyde
        3. High rollers
        4. First you see it, then you don’t
        5. Talk this way
      3. Truth 40. When negotiations shift from relational to highly transactional
      4. Truth 41. Negotiating across generations
      5. Truth 42. Negotiating with different organizational cultures
      6. Truth 43. Negotiating with different demographic cultures
    10. Part 7: Negotiation Yoga
      1. Truth 44. What’s your sign? (Know your disputing style)
      2. Truth 45. Satisficing versus optimizing
        1. Satisficing
        2. Lack of feedback
        3. The fixed-pie perception
      3. Truth 46. Are you an enlightened negotiator?
      4. References
        1. Truth 5
        2. Truth 6
        3. Truth 7
        4. Truth 13
        5. Truth 15
        6. Truth 19
        7. Truth 27
        8. Truth 28
        9. Truth 29
        10. Truth 30
        11. Truth 32
        12. Truth 33
        13. Truth 34
        14. Truth 35
        15. Truth 37
        16. Truth 38
        17. Truth 39
        18. Truth 40
        19. Truth 42
        20. Truth 43
        21. Truth 44
        22. Truth 45
    11. Acknowledgments
    12. About the Author
    13. FT Press