Business success is reliant on being able to get on with people. No matter what the role in an organization, the ability to influence, persuade, motivate and encourage others to act effectively is vital. Better Business Relationships brings together a wealth of knowledge and practical advice, from psychology and management to communications and sales, in order to provide insight and guidance to both new and more experienced workers alike, who may be dealing with both internal colleagues and external clients and suppliers.
As technology advances and automates business processes across industries and roles, communication skills and the ability to form meaningful, constructive professional relationships is at risk of becoming a dying art. With the rise of social media, automation and artificial intelligence, there is worldwide concern that we risk losing the human factors that are needed for individual and organizational success.
Kim Tasso provides practical and essential insight on:
* Understanding yourself and other people; * Learning how to change; * The fundamentals of good communication, * How relationships are formed and conflict management; * Working with people and teams internally; and * Working with people externally and selling.
Better Business Relationships is ideal for anyone who wants to improve their relationships at work and gain a greater understanding of critical social and communications skills required to succeed in any professional environment.
Country of Publication:
01 November 2018
Professional and scholarly
Dedication, preface, introduction Part 1 - Difference - Understanding Yourself and Others Chapter 1: Introduction - Difference Is Good. Perception and authenticity Chapter 2: Emotional Intelligence and Empathy - Managing emotions in yourself and others Chapter 3: Know Yourself and Adapt to Others - NLP, cognitive styles, personality, gender, generation and culture Chapter 4: Relationship Styles and Team Roles Part 2 - Adaptation - Learning How to Change Chapter 5: Why Change Is Important But Difficult - Attitudes, habits, comfort zones Chapter 6: How to Learn Effectively - Learning process and learning styles Chapter 7: Changing Yourself and Others - The change process, goal setting, models of human behaviour, change management , reframing Chapter 8: Managing Stress, Mindfulness and Building Resilience Part 3 - Communication Fundamentals Chapter 9: Face-to-Face Communication Chapter 10: Non-verbal Communication and Telephone Communication Chapter 11: Formal and Informal Communications, Etiquette and Storytelling Chapter 12: Public Speaking and Presenting Chapter 13: Written Communication - Emails, blogs and reports Chapter 14: Influence and Persuasion Part 4 - Relationship Formation and Conflict Management Chapter 15: Relationship Competencies and Formation Chapter 16: Types of Relationship Chapter 17: Why Relationships Go Wrong Chapter 18: Creating Rapport and Trust Chapter 19: Conflict and Dealing with Difficult Behaviour Chapter 20: Achieving Win:Win and Negotiating Styles Chapter 21: The Negotiating Process Part 5 - Internal Relationships Chapter 22: Adapting to Workplace Cultures and Internal Politics Chapter 23: Assertiveness Chapter 24: Bullies, Control Freaks and Stubbornness Chapter 25: Buy In and Consensus Chapter 26: Working as Part of a Team and Finding a Mentor Chapter 27: Team Roles and How Teams Form Chapter 28: Managing Teams, Virtual Teams and Giving Feedback Chapter 29: Developing and Coaching People Chapter 30: Delegation and Supervision Chapter 31: Motivation and Leadership Part 6 - External Relationships & Selling Chapter 32: Working with Customers and Clients - Expectations and satisfaction management Chapter 33: Establishing New Relationships - Self-esteem and self-confidence, first impressions and personal power Chapter 34: Building Your Contact Base - Networking, targeting, messaging and social media selling Chapter 35: Selling Yourself and Your Ideas - Sales processes, decision making and cognitive bias Chapter 36: Selling Skills - Questions, active listening, persuasion, closing, objections and trusted adviser Chapter 37: First Meetings Chapter 38: Pitching and Tenders Chapter 39: Key Account Management Chapter 40: Generating Recommendations and Referrals
Kim Tasso is an independent strategy, management and business development executive, specialising in the professional services and property sectors, with over 30 years' experience. She has worked for over 300 companies in the UK and internationally, and is qualified in marketing, management, coaching and psychology. As a freelance journalist, Kim regularly writes for legal, marketing and property magazines and a leading London portal. She is a trainer for PM Forum, CLT and MBL, and a part-time lecturer on postgraduate professional marketing qualifications.
Reviews for Better Business Relationships: Insights from Psychology and Management for Working in a Digital World
Occasionally you come across books that are timely, utterly important and overdue. This book is one of them. Tasso holds the reader's interest by brilliantly presenting a persuasive argument that oscillates between the basics of psychology and selling. The importance of relationships in business is vital. Better Business Relationships is packed with useful advice which is well written and remarkably thoughtful. -- Clive Lewis OBE * DL Business Psychologist; CEO Globis Mediation Group * Better Business Relationships is a book for our time. Tasso captures a moment in our evolution where we could all do with refocusing back on what really matters, people. To discover your real self is the key to unlocking and developing engaging relationships with others. This book makes you realise that, in an era driven by win-lose outcomes, mobile connectivity, advancing new tech, big data and constant automation, just how much we need to nurture and hold onto the value of building enduring, collaborative relationships. Ultimately, in business and in many ways life itself, people and their relationships lead to better achievements and results. Perhaps we stand accused today of forgetting this, so the timely reminder, advice and tips are of value to us all and especially those of us in leadership roles who would do well to take note. Who knows, the next decade may even see a return to human kindness, the essence of relationships. -- Dr Sean Tompkins D Phil (Hons), D Eng (Hons) * Global CEO, Royal Institution of Chartered Surveyors * Business leaders must be able to build real and meaningful connections with their clients, teams and communities - otherwise, are they really leaders? Today, there is definitely a lower tolerance for business leaders without a strong helping of EQ because of the demands of increasingly non-linear, global and network-based markets - you have to be able to work across boundaries and deal with diversity. In this context, Better Business Relationships is a timely, thought-provoking and engaging read. -- Paul J English * Global Leader, Markets & Clients, Grant Thornton * This book is an engaging read, written in a no nonsense style and packed with helpful, practical tools and tips for building and maintaining effective business relationships. -- Dr Kathryn Waddington * Course Leader MSc Business Psychology, University of Westminster *