The Truth About Managing Effectively (Collection) (2nd Edition) by Fyock, Cathy -- Read -- Imperial Library of Trantor

Index

About This eBook Title Page Copyright Page Table of Contents The Truth About: Hiring the Best

Truth 1. There is no such thing as the ideal candidate Truth 2. You are a seller in a buyer's market Truth 3. Catch the boomerangs Truth 4. Rehire the retired Truth 5. Job-hoppers could be show-stoppers Truth 6. Seek refuge(e)

Part II: The Truth About Recruiting the Best

Truth 7. It's a war for talent

Analyze your competitors Determine your marketing advantage

Truth 8. Maybe you don't want "new blood" Truth 9. Your actions speak louder than words Truth 10. Targeting everybody attracts nobody Truth 11. You are a talent scout Truth 12. The Internet may not be the best place for recruiting Truth 13. Use the enthused Truth 14. It takes a village to hire one employee Truth 15. Newspaper ads can be great when managed properly Truth 16. Your invitation might be chasing applicants away

Part III: The Truth About Interviewing

Truth 17. The candidate isn't the only one who has to interview right Truth 18. Ask what they will do, not what they can do Truth 19. Charlie might be more than just a great mechanic Truth 20. Passion—in fashion? Truth 21. Good candidates might not talk to you Truth 22. You're not Sigmund Freud

Benchmarking responses Using benchmarks during the interview

Truth 23. Candidates and the truth—the whole truth Truth 24. Don't let the candidate's resume drive the interview Truth 25. Avoid the "hot seat" Truth 26. You can oversell the job

Strategies to avoid overselling

Truth 27. There is such a thing as a bad question Truth 28. You're guilty until you prove you're innocent Truth 29. It's impolite (and discriminatory) to ask about age Truth 30. You wouldn't ask him if he's married—don't ask her either Truth 31. Kind curiosity can kill a career Truth 32. Avoid questions about religious affiliations Truth 33. Your mother was wrong; sometimes do be rude

Part IV: The Truth About the Selection Process

Truth 34. Have a vacancy to fill? You're already too late. Truth 35. Warning: this resume may contain spin! Truth 36. Your candidate may be a scam-didate Truth 37. The resume says "yes," but the body language says "no" Truth 38. The receptionist test—better than salt? Truth 39. Don't send away candidates dressed for a day at the beach Truth 40. You aren't an elephant Truth 41. Keep on selling to candidates

Part V: The Truth About Panel and Multiple Interviews, Background Checks, Tests, and Other Tools of the Trade

Truth 42. Invest in telephone screening to save time later

Predetermine "knock-out" factors Schedule appropriate candidates for the next selection step

Truth 44. Too many cooks might improve the broth Truth 45. Make haste slowly Truth 46. You may want to hire candidates even when they get a bad reference Truth 47. Beware the "Whizzinator" Truth 48. Be real, even if scary Truth 49. No crystal ball? Try employment testing Truth 50. Graphology: palm reading or valid tool?

Part VI: The Truth About Evaluating Candidates and Making the Offer

Truth 51. The last one you interview only seems like the winner Truth 52. The one who offers salary information first is the loser Truth 53. Don't tell candidates why they weren't selected

References About the Author Acknowledgments

The Truth About: Getting the Best from People

Truth 1. You don’t need the carrot or the stick Truth 2. You have direct influence over your employees’ passion quotient Truth 3. You get the best by giving the best Truth 4. It’s not money that motivates Truth 5. Employee engagement isn’t for sissies Truth 6. Real engagement gains happen after survey scores come in

Part II: The Truth About Yourself

Truth 7. Your behaviors are your brand Truth 8. You can’t give what you don’t have Truth 9. “Best” doesn’t mean the same thing to everyone Truth 10. Think you’re a great leader? Think again Truth 11. You could be your own worst employee Truth 12. Visionary or beat cop? Your choice Truth 13. Your health may be compromising your leadership effectiveness Truth 14. You don’t have to be perfect Truth 15. Your career can recover from an engagement hit

Part III: The Truth About Engaged Cultures

Truth 16. Employee happiness is serious business Truth 17. Great leaders make their people cry Truth 18. Better questions lead to better answers Truth 19. Individual passion builds a passion-fueled customer service culture Truth 20. Authentic is better than clever Truth 21. Retention begins with hello Truth 22. The bad will do you good Truth 23. Your biggest complainer may be your best supporter Truth 24. You can sell an unpopular decision Truth 25. Flex is best Truth 26. Nobody cares if you don’t mean to be mean Truth 27. Controlling your temper is a labor-saving device Truth 28. There is no “but” in “I’m sorry”

Part IV: The Truth About Motivation

Truth 29. Engagement happens one person at a time Truth 30. If you’re a manager, you’re a career coach Truth 31. The candidates you’re seeking may not be the ones you need Truth 32. Ask for cheese—you might get the moon Truth 33. You lead better when you get off your pedestal Truth 34. Trust is your strongest persuasion tool Truth 35. If they aren’t buying it, they aren’t doing it Truth 36. Overselling an opportunity can cost you precious talent Truth 37. Focusing on what’s right can help solve what’s wrong Truth 38. High performers are motivated by a piece of the action Truth 39. All the generations want the same things

Part V: The Truth About Performance

Truth 40. Compassion promotes performance Truth 41. A hot star can brighten your whole team Truth 42. B players are your A team Truth 43. High performers have enough coffee mugs Truth 44. Discipline deepens engagement Truth 45. You don’t have to inherit the problem employees Truth 46. Performance appraisals are really about you Truth 47. New hires can inspire current employees Truth 48. Terminations are an engagement tool

Part VI: The Truth About Creativity

Truth 49. Innovation begins with y-e-s Truth 50. Everyone can be creative Truth 51. You stand between inspiration and implementation Truth 52. Failures promote progress Truth 53. People don’t quit their bosses, they quit their colleagues Truth 54. Extreme pressure kills inspired performance Truth 55. Creativity is a balancing act

Part VII: The Truth About Communication

Truth 56. Open questions ignite inspiring answers Truth 57. Serving your employees means managing your boss Truth 58. Bad news is good news Truth 59. Trivial conversations are essential Truth 60. The way you listen speaks volumes Truth 61. Crap happens Truth 62. Engaged employees need to know more

Part VIII: The Truth About Teams

Truth 63. Absence makes the employee happier Truth 64. Your team has untapped talent Truth 65. People need to fight their own battles Truth 66. Games don’t build teams Truth 67. Answers build teams Truth 68. Your team can lead you to greatness Truth 69. You’re still the boss

References

Truth 16 Truth 32 Truth 37 Truth 42 Truth 50 Truth 51 Truth 54 Truth 55 Truth 57 Truth 68

About the Author FT Press

The Truth About: Managing People, Third Edition

Truth 1. First Impressions DO Count! Truth 2. Forget Traits; It’s Behavior That Counts! Truth 3. Brains Matter; or Why You Should Hire Smart People Truth 4. When in Doubt, Hire Conscientious People! Truth 5. Want Friendly Employees? It’s in the Genes! Truth 6. Realistic Job Previews: What You See Is What You Get Truth 7. Throw Out Your Age Stereotypes Truth 8. Match Personalities and Jobs Truth 9. Hire People Who Fit Your Culture: My “Good Employee” Is Your Stinker! Truth 10. Good Citizenship Counts! Truth 11. Manage the Socialization of New Employees

Part II: The Truth About Motivation

Truth 12. Why Many Workers Aren’t Motivated at Work Today Truth 13. Telling Employees to “Do Your Best” Isn’t Likely to Achieve Their Best Truth 14. Not Everyone Wants to Participate in Setting Goals Truth 15. Professional Workers Go for the Flow Truth 16. When Giving Feedback: Criticize Behaviors, Not People Truth 17. Managing Across the Generation Gap Truth 18. You Get What You Reward Truth 19. It’s All Relative! Truth 20. Recognition Motivates (and It Costs Very Little) Truth 21. There’s More to High Employee Performance Than Just Motivation

Part III: The Truth About Leadership

Truth 22. Five Leadership Myths Debunked Truth 23. The Essence of Leadership Is Trust Truth 24. Experience Counts! Wrong! Truth 25. Effective Leaders Know How to Frame Issues Truth 26. You Get What You Expect Truth 27. Charisma Can Be Learned Truth 28. Charisma Is Not Always an Asset Truth 29. Make Others Dependent on You Truth 30. Successful Leaders Are Politically Adept Truth 31. Ethical Leadership Truth 32. Virtual Leadership: Leading from Afar Truth 33. Adjust Your Leadership Style for Cultural Differences, or When in Rome...

Part IV: The Truth About Communication

Truth 34. Hearing Isn’t Listening Truth 35. Listen to the Grapevine Truth 36. Men and Women Communicate Differently Truth 37. What You Do Overpowers What You Say Truth 38. The Value of Silence Truth 39. Watch Out for Digital Distractions

Part V: The Truth About Building Teams

Truth 40. What We Know That Makes Teams Work Truth 41. 2 + 2 Doesn’t Necessarily Equal 4 Truth 42. The Value of Diversity on Teams Truth 43. We’re Not All Equal: Status Matters! Truth 44. Not Everyone Is Team Material

Part VI: The Truth About Managing Conflicts

Truth 45. The Case FOR Conflict Truth 46. Beware of Groupthink Truth 47. How to Reduce Work–Life Conflicts Truth 48. Negotiating Isn’t About Winning and Losing

Part VII: The Truth About Designing Jobs

Truth 49. Not Everyone Wants a Challenging Job Truth 50. Four Job-Design Actions That Will Make Employees More Productive

Part VIII: The Truth About Performance Evaluation

Truth 51. Annual Reviews: The Best Surprise Is No Surprise! Truth 52. Don’t Blame Me! The Role of Self-Serving Bias Truth 53. Judging Others: Tips for Making Better Decisions Truth 54. The Case for 360-Degree Feedback Appraisals: More IS Better!

Part IX: The Truth About Coping with Change

Truth 55. Most People Resist Any Change That Doesn’t Jingle in Their Pockets! Truth 56. Use Participation to Reduce Resistance to Change Truth 57. Employee Turnover Can Be a Good Thing Truth 58. In Cutbacks: Don’t Neglect the Survivors Truth 59. Beware of the Quick Fix

References FT Press

The Truth About: Negotiations

Truth 1. Negotiation: A natural gift? Truth 2. The magic bullet: Preparation

Pattern X Preparation Pattern Y Preparation

Truth 3. Your industry is unique (and other myths)

Myth #1: Your industry is unique Myth #2: Business people care only about money Myth #3: Always maintain a poker face: Never reveal anything Myth #4: Never make the first offer

Truth 4. Win–win, win–lose, and lose–lose negotiations

Win–win negotiation Lose–lose negotiation Win–lose negotiation

Truth 5. Four sand traps in the golf game of negotiation

Sand trap #1: Leaving money on the table Sand trap #2: Settling for too little Sand trap #3: Walking away from the table Sand trap #4: Settling for terms that are worse than your current situation

Truth 6. If you have only one hour to prepare...

Identify your goals Brainstorm your options Plan your opening move

Part 2: The bottom line on bottom lines

Truth 7. Identify your BATNA Truth 8. Develop your reservation price Truth 9. It’s alive! Constantly improve your BATNA Truth 10. Don’t reveal your BATNA Truth 11. Don’t lie about your BATNA Truth 12. Signal your BATNA Truth 13. Research the other party’s BATNA

Part 3: Black belt negotiation skills

Truth 14. Set optimistic but realistic aspirations Truth 15. The power of making the first offer Truth 16. What if the other party makes the first offer? Truth 17. Plan your concessions Truth 18. Be aware of the “even-split” ploy Truth 19. Reveal your interests Truth 20. Negotiate issues simultaneously, not sequentially Truth 21. Logrolling (I scratch your back, you scratch mine) Truth 22. Make multiple offers of equivalent value simultaneously Truth 23. Postsettlement settlements Truth 24. Contingent agreements

Part 4: Psychology

Truth 25. The reciprocity principle Truth 26. The reinforcement principle Truth 27. The similarity principle Truth 28. The anchoring principle Truth 29. The framing principle

Part 5: People problems (and solutions)

Truth 30. Responding to temper tantrums Truth 31. How to negotiate with someone you hate

Replace D statements with B statements Label your feelings, not people Change your behavior, not your feelings

Truth 32. How to negotiate with someone you love Truth 33. Of men, women, and pie-slicing Truth 34. Your reputation Truth 35. Building trust Truth 36. Repairing broken trust

Let them vent Apologize Focus on the future Do a relationship checkup Go overboard

Truth 37. Saving face

Part 6: I-negotiations and E-negotiations

Truth 38. Negotiating on the phone Truth 39. Negotiating via email and the Internet

Get in touch with your inner nerd Dr. Jekyll and Mr. Hyde High rollers First you see it, then you don’t Talk this way

Truth 40. When negotiations shift from relational to highly transactional Truth 41. Negotiating across generations Truth 42. Negotiating with different organizational cultures Truth 43. Negotiating with different demographic cultures

Part 7: Negotiation Yoga

Truth 44. What’s your sign? (Know your disputing style) Truth 45. Satisficing versus optimizing

Satisficing Lack of feedback The fixed-pie perception

Truth 46. Are you an enlightened negotiator? References

Truth 5 Truth 6 Truth 7 Truth 13 Truth 15 Truth 19 Truth 27 Truth 28 Truth 29 Truth 30 Truth 32 Truth 33 Truth 34 Truth 35 Truth 37 Truth 38 Truth 39 Truth 40 Truth 42 Truth 43 Truth 44 Truth 45

Acknowledgments About the Author FT Press

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