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Revealed: Using Remote Personality Profiling to Influence, Negotiate and Motivate

John Taylor Adrian F. Furnham Janet Breeze

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Palgrave Macmillan
30 October 2014
Psychology; Psychological testing & measurement; Management & management techniques
It is not always possible to interview or meet people face-to-face before significant negotiations or decisions have to be made. They may be business competitors or candidates for an important leadership role. Revealed is a book for those who need to assess others and make decisions about people, without being able to meet and interview them
By:   John Taylor, Adrian F. Furnham, Janet Breeze
Imprint:   Palgrave Macmillan
Country of Publication:   United Kingdom
Dimensions:   Height: 216mm,  Width: 140mm,  Spine: 21mm
Weight:   516g
ISBN:   9781137291981
ISBN 10:   1137291982
Pages:   272
Publication Date:   30 October 2014
Audience:   Professional and scholarly ,  Undergraduate
Format:   Hardback
Publisher's Status:   Active
Introduction PART I: WHAT WE NEED TO KNOW 1. Intelligence 2. Personality 3. Personal History and Background 4. Cultural Differences 5. Motivation 6. Values and Abilities 7. Bad Apples and Bad Eggs PART II: MEASURING AND MANAGING THE DIFFERENCES 8. Introduction to Remote Profiling 9. Remote Profiling 10. Personality Disorders and the Criminal 11. Body Language and Detecting Deceit 12. Influence and Persuasion Conclusion

John Taylor works as an independent consultant with international companies and government organizations in Europe, the US, Africa and Asia. He specializes in developing behaviours leading to loyalty and training trainers and managers to achieve maximum commitment amongst their staff. Before becoming a consultant, he worked in the Public Service in the United Kingdom and overseas. His career has been split between management, personnel and training. Adrian Furnham is Professor of Psychology at University College, London, UK. He is on the editorial board of a number of journals, has received many awards, and was recognized as the most productive psychologist in the world from 1980 to 1989. He is the author of over 1000 journal articles and more than 70 books, including successful, popular management books. He acts as a consultant to a number of bodies including HM Government, KPMG, Goldman Sachs and Emirates Airline. He writes regular columns in The Sunday Times and is a frequent contributor to BBC radio and television. Janet Breeze has worked as a consultant and trainer to international business, government, multilateral development agencies and NGOs for nearly 20 years following a brief career in the British Diplomatic Service. She has lived in eight countries in four continents and specialised in stakeholder engagement, partnership-building and sustainable business practices and communications. A key element of her work has been enhancing understanding and collaboration between different national and organisational cultures.

Reviews for Revealed: Using Remote Personality Profiling to Influence, Negotiate and Motivate

'Revealed is the perfect road map for anyone who has to assess people, and let's face it, we're all responsible for other people in some capacity or another. This book provides the clearest guidance I have seen about what influences people's behaviors and how we can use this knowledge to succeed. Intriguingly it also provides insights into our 'Dark Side' behaviors - most of us have some - apparently!' -Sir Nigel Knowles, Global Co-CEO, DLA Piper 'This timely, original and engaging book argues that personality is a crucial determinant of career performance, and that personality can be evaluated at a distance. The message, based on hard data, is important news for the talent management industry; organizations will ignore it at their peril.' -Robert Hogan, President, Hogan Assessment Systems Successful international negotiation depends on many things, but knowing the personality and motivation of the people on the other side of the table provides a real advantage. Revealed tells us what to look for as well as how best to influence our adversaries, competitors and partners. It rigorously analyses the different strands a negotiator needs to understand - personality, way of thinking, personal background, and cultural values. Every international negotiator's briefing folder should contain a copy of Revealed. -Sir Nigel Sheinwald, GCMG, Former British Ambassador to the United States; visiting Professor King's College, London; Non-Exec Director, Royal Dutch Shell


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