1.5 - About University

9.4 Increasing your impact: Understanding control, influence,and interest 274➥Assesses the personal influence of leaders, from what they should control to whatthey should let go.9.5 Principled negotiation: Creating long-term, win–win agreements 277➥Outlines the “Harvard” negotiating strategy, which sets up win–win agreementsthat achieve intended results, when followed through.9.6 Making great presentations 281➥Provides a model and worksheet for an effective presentation.9.7 Selling wheel: Getting your recommendations accepted 284➥Provides a model for a specific kind of presentation, in which leaders wish to persuadeothers of an idea, recommendation, or project.9.8 Selling large projects: A much-valued leadership skill 287➥Outlines the well-researched distinctions for selling a large project or proposal.9.9 Power: A fundamental element of leadership success 291➥Widens a leader’s perception and sources of power, using a well-known model.9.10 Support networks: The secret of all successful leaders 294➥Shares a widely known secret—that leaders need the support of many kinds of peopleto achieve their business, professional, and personal objectives.S ECTION 10—TOOLS FOR L EADING T EAMS AND G ROUPS10.1 High-Performing Teams: Organizing to achieve results 298➥Clarifies the different ways of organizing to optimize people’s effort and contribution.10.2 Improving team IQ 301➥Provides leaders with guidelines that engage the collective mind of the team—theteam IQ—so that the whole is greater than the sum of the parts.10.3 Team competencies: Thinking, relating, and acting 305➥Outlines the skills a team needs in three fundamental competency areas in order tooperate effectively.10.4 Inclusion, control, and affection: Developing commitmentand teamwork 308➥Answers the question, “What inspires people to become other-centered, as opposedto self-centered, within workgroups and organizations?”10.5 Dealing with disturbances in workgroups and teams 311➥Contains a powerful, yet simple, set of ideas for leaders and teams, designed to preventproblems and to correct problems when they occur.10.6 Assessing your group leadership skills 314➥Helps leaders stand back and, by means of a questionnaire, assess their effectivenessas leaders.10.7 Getting participation 317➥Helps with a checklist of ideas to plan the optimal amount of participation anddetermine how to secure it.10.8 Ground rules: Helping groups to achieve business results 320➥Describes how to establish clear and empowering ground rules; helps leadersachieve results through workgroups and teams.A NNOTATED C ONTENTSxvii