Results through relationships : building trust, performance, and profit through people / Joe Takash

Includes index

Introduction : get right to the bottom line -- Putting a hard line on soft skills -- Behaviors or bust -- Actions get outcomes -- Warning: the higher you go, the bigger the blindspots -- Simplicity creates sustainability -- How people behave and why they don’t change -- How this book will help you -- The benefits approach: helping you own your results -- Be a partner, not an order taker -- Taking second-class-citizen status for granted -- Ideal partnerships -- Starting off on the right foot -- Kindfidence -- Transitioning relationships -- Reality check: is the resistance coming from the other person ... or from you? -- Rewards outweigh the risks -- Impact: what partnership means to you -- Reveal your flaws without fear -- Turn a missed opportunity into a made one -- It takes strength to admit vulnerability -- A potent mixture -- Tips and techniques: how to reveal your flaws without fear -- Bridging the distance -- Offer honest and direct feedback -- The argument for feedback -- Tips and techniques for leveling with a person of influence -- Troubleshooting: when the feedback session doesn’t go as you planned -- Benefits: how feedback impacts relationships -- Getting great results -- Relishing productive confrontations -- Disagree without being disagreeable -- But what if ... -- Productive confrontation steps -- Do you want witnesses? -- Dealing directly with difficult issues -- Make gratitude a habit -- A simple thanks will do, and a written thanks may do better -- Dos and don’ts -- Modes of expression -- The suck-up obstacle -- What should I express appreciation about? -- Infusing relationships with trust, loyalty and goodwill -- Become an exceptional listener -- Four sins of bad listeners -- Practicing silence and other listening behaviors that work -- Listen with the selfless attitude of a saint -- Are you listening? a self-audit -- The foxhole principle: why you can depend on the best listeners -- Get to know the complete person -- It’s not enough to know the names of your boss’s kids and his golf handicap -- The complete person questionnaire -- Getting started: the trick of asking a boundary-crossing question -- Are you ready for complete relationships? -- It’s quality, not quantity -- Tell yourself the truth (and get others to help you) -- Types of self-deception -- Results you don’t want -- How to start telling yourself the truth -- Leveling with yourself -- Give more than people expect -- Giving is an attitude as well as an action -- Why we fail to give at the office -- Making contributions that count -- How do you know what to contribute? -- Contribution words and deeds -- Give from the heart as well as from the head -- Maximize your return on relationships -- Remind yourself why you partner -- A Relationship-driven world -- Troubleshooting: how to keep partnering relationships in good shape -- Don’t place limits on your business relationships -- Reciprocity: the importance of scratching backs -- There’s only so much one man (or woman) can do, but no limit to what two can accomplish