MARC record from Internet Archive

LEADER: 01929cam a22002534a 4500
001 2003000917
003 DLC
005 20070227142807.0
008 030115s2003 ilua 001 0 eng
010 $a 2003000917
020 $a0793161282 (hbk. : alk. paper)
040 $aDLC$cDLC$dDLC
042 $apcc
050 00 $aHF5438.8.P75$bA58 2003
082 00 $a658.85/01/9$221
100 1 $aAnthony, Mitch.
245 10 $aSelling with emotional intelligence :$b5 skills for building stronger client relationships /$cMitch Anthony.
260 $aChicago, IL. :$bDearborn Trade,$c2003.
300 $ax, 261 p. :$bill. ;$c24 cm.
500 $aIncludes bibliographical references (p. 253-255) and index.
505 0 $aIntroduction to EQ: five critical levels of awareness -- Moving from Me to We -- Understanding your personality DNA -- Critical mass for sales success -- Applied critical mass -- Hotheads and seeing red -- Six seconds of sabotage: from anger to danger -- The viral spiral of emotion -- How to prevent and contain negative outbursts -- Solving the stress mess -- Feeling helpless or taking charge -- Redefining optimism -- Sources of discouragement -- Finding motivators that last -- Winning the emotional tugs-of-war: the power of positive intent -- Risking rejection: getting past no -- The face you see: the face you show -- Developing emotional radar: the powers of observation -- Shifting gears: four critical selling adjustments -- The power of curiosity: overcoming the narcissistic urge -- Emotional archeology: mastering the art of the irresistible question -- It's not about you -- The likeability quotient -- Reducing stress in confrontation -- Masters in conflict -- Negotiating emotion -- Seven habits of the emotionally competent.
650 0 $aSelling$xPsychological aspects.
650 0 $aEmotional intelligence.
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy0708/2003000917-d.html