Gray Matters
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Home > Business and Economics > Business and Management > Management and management techniques > Gray Matters: The Workplace Survival Guide
Gray Matters: The Workplace Survival Guide

Gray Matters: The Workplace Survival Guide


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About the Book

WARNING: Gray Matters is addictive; get ready to laugh and learn Forget deserted islands, today's toughest survival challenge is the workplace. Threatened with layoffs, reorganization, or other dramatic changes, people need a guidebook for navigating the treacherous wilds of work. Full of uncommon insight and practical guidance, Gray Matters offers real business wisdom in an action-packed, endlessly entertaining illustrated format that trades cynicism for solutions. You'll meet Gray Blanderson, a frazzled product engineer who devises a road map for survival and overcoming the toughest workplace challenges, including: How to avoid the seven deadly workplace sins; How to thrive in a changing environment; How to sell (even if you aren't a salesperson); The six keys to success at work today; How to handle rapid innovation; How to get on the right side of workplace politics "Gray Matters shows us business books don't have to be boring; fun and provocative is better!" Bob Nelson, PhD, bestselling author of 1001 Ways to Reward Employees "A unique and humorous insight into how to stay ahead in today's highly competitive workplace." Harry Paul, bestselling coauthor of Fish! "Gray Matters is Heloise meets Dilbert hints for the workplace with artwork and humor!" Heloise, Internationally syndicated columnist, author and broadcaster

Table of Contents:
About the Authors. Acknowledgments. Introduction. Setting the Scene. Part One: HOW BUSINESS WORKS. 1. Change: How to thrive during uncertainty by driving change. 2. Walk Your Talk: How to earn respect by aligning what you say with what you do. 3. Dollars and Sense: How to use your company's financial data to set priorities. 4. Politics: How to maneuver through workplace dynamics-good and bad-to get things done. 5. Customers: How to identify what your customers really think. 6. Relationships: How to be a successful team player. Part Two: SALES. 7. Sales Autopsy: How to make sense of losing a key customer. 8. Know Your Market: How to understand what the market wants so you can deliver. 9. Qualifying: How to identify your most likely buyers. 10. Walk in Their Shoes: How to understand the business challenges your customers face-and how you can help. 11. Objections: How to identify-and overcome-the primary reasons your customers say "no". 12. Secondary Objections: How to identify and overcome the unspoken-and often emotional-reasons customers say "no". 13. Building Relationships: How to listen, establish trust, and go the extra mile for your customers. 14. Closing the Sale: How to ask customers for their business. Part Three: THE SEVEN DEADLY WORKPLACE SINS. 15. Exhaustion: How to set priorities, say "no," and ease your stress. 16. Anger: How to keep things in perspective and manage your emotions. 17. Surrender: How to leverage your influence and make a difference. 18. Obsolescence: How to hone your skills and stay on top of your field. 19. Incompetence: How to encourage-and use-feedback on your performance. 20. Withdrawal: How to stay focused on your mission and connected to others. 21. Dysfunction: How to stay grounded-and work with those who aren't. Part Four: INNOVATION. 22. The Spirit of Innovation: How to implement new ideas and build for the future. 23. Obstacles to Innovation: How to overcome the roadblocks to success.

About the Author :
BOB ROSNER is the coauthor, with Allan Halcrow, of the Wall Street Journal bestseller "The Boss's Survival Guide." He speaks humorously and memorably to groups around the world and writes the internationally syndicated column "Working Wounded: Advice that Adds Insight to Injury." ALLAN HALCROW is an award-winning business editor, bestselling author and a partner in WorkPositive, a consulting firm that offers assessment, communications strategies, and training. JOHN LAVIN is an award-winning cartoonist and an artist with such clients as Starbucks, Barneys New York, and Nordstrom.

Review :
"This must be one of the most entertaining business books around...wonderful cartoons make this guide book outstanding." (City to Cities, July 2004) "Don't let the illustrations fool you; GRAY MATTERS is serious about addressing the real challenges we all face at work today..." (ABC.com) "...constructive [and its lessons]...seem perfectly timed at a moment when the only business constant is constant change." (Fast Company, December 2003)


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Product Details
  • ISBN-13: 9780471455080
  • Publisher: John Wiley and Sons Ltd
  • Publisher Imprint: John Wiley & Sons Inc
  • Height: 216 mm
  • Returnable: N
  • Sub Title: The Workplace Survival Guide
  • Width: 183 mm
  • ISBN-10: 0471455083
  • Publisher Date: 09 Oct 2003
  • Binding: Paperback
  • Language: English
  • Spine Width: 19 mm
  • Weight: 562 gr


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