Abracadabra-oriented people (in READ), 2nd
accommodating
Adair, John
Adidas
Aesop’s fables
Affleck, Ben
affluence and influence
aggressiveness, 2nd
Ahab, Captain
air industry, 2nd
Alexander the Great
Allen, David
almost script
Altshuler, Michael
always script
Amabile, Teresa
Anderson, Gerry
Apple
architecture
Armani, Georgio
Armstrong, Lance, 2nd
Arnander, Fredrik
arrogance
assertiveness
awkward
how to exercise
and rights
as social skill
targeting the middle
when to exercise
assumption-questioning
assumptions, and arrogance
attitude
attitude of mind, business as
attracting new customers
audience, knowing
authentic leadership
Avis, 2nd
avoiding
Bain & Company
Bandura, Professor A.
BankAmericard
Barbie dolls, 2nd
Barings Bank
Beale, Claire
‘because’, always say, 2nd
Beck, J.C.
Bell, Alexander Graham
benefits, communicate
Benson, Dr Herbert
Bergdahl, Michael
Berlin, Irving
Berne, Dr Eric
‘better never stops’
Bezos, Jeff
Birch, Cathy, 2nd
Bishop, Sue
Blackberry
Blair, Tony
Blanchard, Ken, 2nd, 3rd
Blockbuster
Blockbuster UK
Bloomsbury Publishers
Blyton, Enid
BMW
Body Shop, The
Boniwell, Ilona
Borg, James
Bower, Tom
Bramante
‘brand’, sharpening
Bray, Christopher
breathing
Brent, M.
Broccoli, Cubby
Brogan, Chris
Bunch, Merlbeth
Burnett, Alan
business
as attitude of mind
can be small
not complicated
not dull
business growth
attracting
insufficient
next steps
nugget
opening up
raising
spotting
tips and strategies
expect the unexpected
learning, keep on
new curves, creating
business success: triple S
seeing things differently, 2nd
strategising differently, 2nd
striving differently, 2nd
Callard, Jon
Cameron, Julia
‘can-do culture’
car rentals
Carasso, Isaac
careless collaboration
Carnegie, Andrew
Carnegie, Dale
Catling, Christopher
Cava, Roberta
Cayley, Sir George
centred, staying
Ceserani, Jonne
Challenger shuttle disaster
Chanel, Coco (Chanel No. 5)
Charley Brown (cartoon character)
Churchill, Winston, 2nd
Cialdini, Robert
Clinton Cards, 2nd
clumsy communication
Coca-Cola, 2nd
cognitive behaviour therapy (CBT), 2nd
collaboration
careless
next steps
nugget
tips and strategies
on conflict resolution
creative abrasion
realistic collaboration
Collins, Jim, 2nd, 3rd
communicate benefits
communication skills
clumsy
effective
next steps
nugget
tips and strategies
communicate benefits
know your audience
sharpen the message
compass message
competition
competitive advantage
five forces of Porter
gaining an edge
invisible
next steps
nugget
tips and strategies
fly like thunderbirds
innovativeness
out-thinking
compromising
Concorde
confidence
lack of
next steps
nugget
tips and strategies
expand your presence
harmonise your message
keep forgetting yourself
Confidence Spectrum (Perry), 2nd
conflict management
conflict resolution
connecting as weapon of influence
Connery, Sean, 2nd
conscience as your guide
Cook, Thomas
Cooney, Joan Ganz, 2nd
Cooper, Cary
Cortes, Hernán
Costa Coffee, 2nd
Costner, Kevin
Covey, Stephen, 2nd
Cowell, Simon
creative abrasion
creative with people
creativity and fear
Cruise, Tom
Damon, Matt
Dances with Wolves
Danone, 2nd
Dassier, Adolf & Rudolf
Data-oriented people (in READ), 2nd
Davenport, T.H.
DDB (advertising agency)
De Beers, 2nd
De Bono, Edward, 2nd
Dean, Earl, R., 2nd
declutter your mind
delegation
Dent, F.
Deshimaru, Taisen
Dexter, Colin
diamond, becoming
diamonds
Dickens, Charles
Dimbleby, David
direction and guidance, giving
Disney, Walt, 2nd
distraction control
doing things, stop
Dolby
Dorsey, Jack
dotted lines on highways
Drake, Edwin, 2nd
Drucker, Peter
Dubner, S.J.
Dyson, James
Eagles, 2nd
East India Trading Company
eBay, 2nd
edge, gaining
Edison, Thomas
effective collaboration, 2nd
effective communication
effective influence
Einstein, Albert
Eisenhower, President D.D.
elevator (lifts)
Elton John
emergency time
emerging competition
Emerson, Ralph Waldo
EMI
Emotions-oriented people (in READ), 2nd
empty time
enrichment time
Enron
entrapment time
Epstein, E.J.
established competition
event + response = outcome (E + R = O)
excess
excessive efficiency
excessive ego
excessive elasticity
excessive encroachment
excessive enrichment
excessive enthusiasm
excessive envy
exclusivity
expect the unexpected
Fabergé
Facebook
‘fall down seven times, stand up eight’
fantastic outcomes in negotiating
Farber, Barry
fear and creativity
feasible outcomes in negotiating
‘feel safe enough to stop playing safe’, 2nd
Ferguson, Sir Alex
Feriss, Timothy
Ferrari, Enzo
‘Filling the well’, 2nd
Financial Times, 2nd
Finch, Brian
Fisher, R.
Fitzgerald, F. Scott
flexibility
in thinking
fly like thunderbirds
‘fly the plane’ principle, 2nd
The Flying Scotsman, 2nd
focus
nugget
tips and strategies
don’t boil oceans
finding the one
flex when necessary
FOGG, 2nd
Ford, Henry, 2nd, 3rd
forgetting yourself
Freakonomics, 2nd
Freeman, Allyn
French berets
fruitful focus, 2nd
fruitless focus
fundamental outcomes in negotiating
Furnham, Adrian
Gabler, Neal
Gates, Bill, 2nd, 3rd
General Motors
Gengis Khan
George VI, King
Gerety, Frances
Gerstner, Louis
Gillette, 2nd
Giuliani, Rudolph
give to gain
Gladwell, Malcolm, 2nd
Glidden, Joseph
Goethe, Johann von
Goffee, Rob
Golden Wonder
Goleman, Daniel
Graham, Bette Nesmith
Green, Paula
Griffiths, Hugh
groupthink
Guinness
Gurkhas, 2nd
Gurung, Dilli
Handler, Ruth
Handy, Charles, 2nd
Hansen, Morten
hard impressions
Hardy, Mark
Harlem Globetrotters
harmonise your message
Harrod, C.H.
Hartley, Robert
Harvey-Jones, Sir John
Hay, Julie
Haydon, John
Heinz, H..J.
Hendrix, Jimi
Hershey, Milton
Hershey, Paul
Hertz
Hill, Napolean
Hindle, Tom
HMV
Hock, Dee
Hoffman, Reid
Honda, Soichiro
Howarth, Stephen, 2nd
Hughes, Howard
hypocrisy
identify - state - ask (ISA), 2nd
impact
negative
next steps
nugget
positive
tips and strategies
‘brand’, sharpening
declutter your mind
start well
use ‘listening eyes’
improved efficiency
inclusivity
ineffective stress management
influence
insufficient
next steps
nugget
tips and strategies
‘because’
give to gain
swap the bait, 2nd
weapons of
innovation
platinum rule of
innovation culture
and efficiency
next steps
nugget
tips and strategies
nurturing others
psychological safety, providing
variety, revelling in
innovativeness, 2nd
inspirational leadership, 2nd
insufficient business growth
insufficient influence
integrity
invisible competitive advantage
Inzpire
iPhone
iron horse ( of Trevithick)
Iron Man (cartoon character)
James, William
Janis, Irving
Jasper, Jan
Jenney, William Le Baron
Jobs, Steve
Jones, Gareth
Jones, Peter
Kamprad, Ingvar
Karl August, Duke of Weimar
karoshi
Karrass, Chester L.
Keiller, James
Keller, Gary
Kentucky Fried Chicken
Kepner-Tregor
Kim, W. Chan
King, Stephen
KitKat, 2nd
Kiyosaki, Robert T.
Knopfler, Mark
knowing when enough is enough
Kodak
Kotler, Philip
KPMG
Krone, Helmut
Labarre, Polly
ladder thinking, 2nd
Langer, Ellen
Lapin, Bob
lead by example
leadership skills
next steps
nugget
tips and strategies
lead by example
love your people
self-awareness
uninspiring
Leahy, Sir Terry
learning, keep on
Lee, Stan
Leeson, Nick
Lennon, John
Lennon & McCartney
Leonardo Da Vinci, 2nd
Leppard, J.
Levitt, S.D.
Li Ka-shing
Life Scripts
liking as weapon of influence
limited resilience
line thinking
lines to ladders
LinkedIn
Liquid Paper Corporation
‘listening eyes’, using
Lloyd George, David
London and North Eastern Railway (LNER)
Lorenz, Edward
love your people
low self-esteem
Lucas, George
Lumley, Joanna
McDonald, M.
Macintyre, James
McKenna, Paul
Mackey, Harvey
McKinsey & Company
MacMillan, Kirkpatrick
Madoff, Bernie
make, don’t win in negotiating, 2nd
Malmgren, Yat
manipulative
Mann, Dr Sandi
manned flight
Marceau, Marcel
Marks & Spencer
Marshall, James W.
Mattel
Mauborgne, Renée
Maxwell, Robert
Meaden, Deborah, 2nd
Melville, Herman
Mera, Rosalia
Merrill, D.W., 2nd
message, sharpen
message: tailoring, not broadcasting
Michelangelo
Michelin, André and Edouard
middle, targeting, 2nd
Millar, J.D.
Milligan, Spike
mindset leader
Mittal, Lakshmi
Moore, Albert, 2nd
Morgan, J.P.
Morse (TV series), 2nd
motivation as weapon of influence
Murphy, Eddie
Murray, Kevin
naive negotiating
narcissism
Nardini, Bruno
negative feedback
negative impact
negotiating skills
as business
naive
next steps
nugget
tips and strategies
make, don’t win
positive negotiating
who calls the shots
NEMO technique, 2nd
neuro-linguistic programming (NLP)
new curves, creating
Nicholas, Nassim
Nivea, 2nd
no mistakes culture
non-confrontational negotiating
nurturing others
N.W. Ayer & Son
Oech, Roger von
O’Hare, Mark, 2nd
oil industry, 2nd
Oligvy, David, 2nd
Oligvy & Mather
Olivier, Lawrence
Omidyar, Pierre
One Direction
opening up markets
optimism, embracing
orange, in conflict resolution
organisational culture, stifling
Ortega, Amancio
Osterwalder, A.
Otis, Elisha, 2nd
out-think to out-smart
OXO
Packer, Kerry
Palmer, Stephen
Papasan, Jay
paraphrase. praise, position
Parker, Colonel Tom
Parry-Jones, Jemima, 2nd
passion, projecting, 2nd
passive aggressive
passiveness, 2nd
Pemberton, John S.
permission, power of
Perry, Martin, 2nd, 3rd
personal branding
pessimists
Peters, Tom
Pigneur, Y.
pilot fatigue
Pizarro, Francisco
Porter, Michael E.
positive feedback
positive impact
positive negotiating
positive psychology
power games
prefrontal cortex (PFC)
presence, expanding
principled negotiating, 2nd
Procter & Gamble, 2nd
Psy
psychological safety, providing
psychological self-strangulation
psychology of time management
Puma
‘puppetry of the hands’
raising the value of business
Ramsay, Gordon
rapport, building, 2nd
READ
realistic collaboration
reciprocity as weapon of influence, 2nd
recognition as weapon of influence
Redzepi, René
Reid, R.H., 2nd
resilience
limited
nugget
tips and strategies
diamond, becoming
learned optimism, embracing
next steps
stand up eight
Results-oriented people (in READ), 2nd
Rhodes, Cecil
Rickman, Alan
Ries, Al
Ritz, César
Robbins, Tony, 2nd, 3rd, 4th
Robert the Bruce
Robertson, David
Robertson, Ian
Robinson, Sir Ken
Rockefeller, John D.
Roddick, Anita
Roden, Andrew
Rohn, Jim
Rolling Stones
Rolls-Royce, 2nd, 3rd
Rooney, Wayne
Ross, Jonathan
Rowling, J.K., 2nd
ruthlessness
Saatchi & Saatchi
Sanders, Colonel Harland
Saperstein, Abe, 2nd
Savoy Big Five (basketball team)
Scaramucci, Anthony
scarcity as weapon of influence
scattergun focus
scenario planning
Schwartz, Tony
Schwarzenegger, Arnold
Schwimmer, David
Scorsese, Martin
Script theory
seeing things differently, 2nd
Seidler, David, 2nd
self-awareness
self-doubt
self-efficacy
self-talk, change in, 2nd
self-trust
Seligman, Martin
Seltzman, Harry
Semco
Semler, Ricardo
Senge, Peter M.
septic focus, 2nd
Sesame Street, 2nd
Shakespeare, William
Shaw, Major-General Jonathan
Shell
Shultz, Charles M.
Sigmoid curves
Sikorsky, Igor
Silbiger, Steven
Simpson, Joe
Singapore Airlines
situational leadership
Skype
skyscrapers
Sloan, Alfred P.
Sloane, Paul
Smith, Julien
Snoopy (cartoon character)
soft impressions
Spanish Conquistadors
Spielberg, Steven
spillage from stress
split focus
spotting new customers
Standard Oil
starting well, 2nd
Steinberg, Leigh
Stevenson, Robert Louis
Stradivari
strategic drift, 2nd
strategising differently, 2nd
Streep, Meryl
stress management
ineffective
next steps
nugget
tips and strategies
breathing
event + response = outcome
self-talk, change in, 2nd
striving differently, 2nd
Sugar, Lord Alan
Sutton, Robert I.
swap the bait, 2nd
Swiss watchmakers
talk in paragraphs
Taupin, Bernie
Taylor, Elizabeth
Taylor, Kathleen
Taylor, William C.
telephone
Tennyson, Alfred Lord, 2nd
Thaw, John
Thomas-Kilmann Conflict Mode Instrument
Thornberry, Larry
Thunderbirds, 2nd
time management
next steps
nugget
stop doing
tips and strategies
Tolkien, J.R.R.
tourism industry
Toyota
Transactional Analysis
transactional leadership
transformational leadership
traveller’s cheques
Trevithick, Richard
Trump, Donald
trust
Tu, Khoi, 2nd
Turnure, Arthur B.
Twitter
uninspiring leadership
unproductive time management
Ury, W.
variety, revelling in
Verne, Jules
Vickers, Banister and Smith
Virgin
Visa
Vogue magazine, 2nd
Voss, Chris
Wal-Mart
Walton, Sam
Wang Jianlin
Ward, Graham, 2nd
watchmakers in Switzerland
Wax, Ruby
Wayne, John
weapons of influence
Wedgwood, Josiah
Wells, H.G.
Western Union
White, Rowland
who calls the shots in negotiating
wiggle room, creating
Winfrey, Oprah
Wood, Michael
Woolworth, Frank W.
Woolworths
The X Factor
‘you can’t do that here’ culture
Zuckerberg, Mark
