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| secrets of power persuasion for salespeople roger dawson: Secrets of Power Persuasion Roger Dawson, 1992 Reveals the keys to persuading people, including rewards, punishment, scarcity, association, and bonding. |
| secrets of power persuasion for salespeople roger dawson: Power Negotiating for Salespeople Roger Dawson, 2019 Previously published in hardcover in 1999 by Career Press...Originally published as Secrets of Power Negotiating for Salespeople.--Title page verso. |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Persuasion for Salespeople Roger Dawson, 2008-05-15 Secrets of Power Persuasion for Salespeople, now available in paperback as well as hardcover, is a powerful, easy-to-read book that delivers scores of proven, effective methods and techniques you can use immediately to achieve the power and influence over buyers you desire. This book helps you master the art of persuasion, in turn helping your sales and profits grow. |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Problem Solving Roger Dawson, 2011-05-15 Let’s face it: very few people have studied how to solve problems. Problems knock us down like a tsunami and we don’t know what to do about it. We lie awake at night worrying about it and spend our days stressing out over a situation that only seems to get worse. It doesn’t have to be that way. Roger Dawson has taught hundreds of thousands of people has to negotiate, persuade, and make decisions, with his lectures, audio programs and books, and now he has turned his attention to something that everyone needs: a way to solve life’s problems. Secrets of Power Problem Solving provides proven techniques and sure-fire strategies for solving eveything the world throws at you. You’ll enjoy greater success as you learn how to: Treat every problem as a golden opportunity. Make your intuition work for you. Evaluate your available choices. Create options when you see no solution. Avoid problems in the first place. And much, much more! |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Salary Negotiating Roger Dawson, 2006-01-01 Are you earning what you're worth? Master negotiator Roger Dawson, author of the best-selling Secrets of Power Negotiating, shows you how to get a better deal from your current employer and how to negotiate the best deal from a new employer. And you won't come off as greedy, overly aggressive or selfish. In fact, you'll learn how to win salary negotiations and still leave your boss feeling like he or she has actually won! Secrets of Power Salary Negotiating covers every aspect of the salary negotiating process, from beginning steps to critical final moves. |
| secrets of power persuasion for salespeople roger dawson: You Can Get Anything You Want, But You Have to Do More Than Ask Roger Dawson, 1985 Roger Dawson shows you how to become a good negotiator not just in business deals but in day-to-day life. To get what you want, Dawson believes you have to understand and be comfortable with the three stages of every negotiation. You Can Get Anything You Want teaches you those stages: Clarify the objectives -- find out exactly what the other side wants; Get as much information as you can about the other party -- what motivation lies behind his demands? Reach an agreement -- make compromises until a mutually satisfactory conclusion is achieved. Dawson will teach you crucial tactics to ensure that your negotiations are successful: Recognize the value of time so you're not pressured into last-minute decisions. Never jump at the first offer, no matter how good it looks. Know your opponent so you can use his weakness to your advantage. Always negotiate back and forth so the other side feels like a winner. Be prepared to walk away instead of conceding, so you leave the door open for the next round. You Can Get Anything You Want will show you how to recognize and adjust to different personality styles so you can get what you want regardless of the situation -- Backcover. |
| secrets of power persuasion for salespeople roger dawson: The Science of Selling David Hoffeld, 2022-02-08 The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot |
| secrets of power persuasion for salespeople roger dawson: The Weekend Millionaire's Secrets to Investing in Real Estate: How to Become Wealthy in Your Spare Time Roger Dawson, Mike Summey, 2003-10-06 Everything you need to know to make millions by investing in real estate. Be smart -- take advantage of their invaluable experience to help you reach your financial goals.--Jack Canfield, Co-author, The Power of Focus, Dare to Win, and the Chicken Soup for the Soul(R) series. A proven formula for making a killing in small real estate investments in all market conditions Millionaire real estate investor Mike Summey and nationally recognized negotiation expert Roger Dawson team up to offer a complete program for becoming a real estate magnate in your spare time. Unlike all the get-rich-quick real estate investment guides on the shelves, The Weekend Millionaire shows readers how to look beyond price to the fundamentals of what makes a property valuable and to leverage that value in order to build wealth, consistently, over years. It also teaches them an original, win-win negotiating strategy in which the buyer determines the terms of the purchase and lets the seller determine the price. Readers get clear, step-by-step guidance on how to: Find great investment properties Approach sellers Structure a win-win proposal Get a proposal accepted--even with no money down and bad credit Negotiate a transaction Manage and maintain properties for increasing returns |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Persuasion for Salespeople (Volume 1 of 2) (EasyRead Super Large 24pt Edition) , |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Negotiating Roger Dawson, 2011 Rev. ed. of: Secrets of power negotiating: inside secrets from a master negotiator. 2nd ed. 2001. |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Persuasion Roger Dawson, 2001-12-01 Learn the proven success secrets that get other people to see things your way without threats, without bribes, and without manipulation. Secrets of Power Persuasion is the most comprehensive how-to book ever published on the art of how to get what you want from other people. It is required reading for salespeople, managers, marketing specialists, politicians, parents . . . virtually everyone! Discover: • 8 Magic Keys That Control People • How to Use Humor to Control Others • 15 Proven Effective Ways to Make People Believe You • The Secret to Remembering Names and Faces • How to Bring Them to Their Knees with Time Pressure • 8 Ways to Persuade the Angry Person • 7 Ways to Get Uncooperative People on Your Side • 8 Verbal Persuasion Ploys • 12 Ways to Develop a Powerful Charisma |
| secrets of power persuasion for salespeople roger dawson: Maximum Influence Kurt Mortensen, 2013-06-10 How would you like to be able to read anyone instantly? Get people to trust you instinctively? Change minds easily? Convince anyone to give you almost anything? The secret lies in the 12 Laws of Persuasion. These “powers” are not unobtainable Jedi mind tricks but are actual skills that everyday people can discover and develop within themselves--today! Author and leading authority on persuasion, motivation, and influence Kurt Mortenson has studied the traits, habits, and mindsets of master influencers for over 20 years and has formed what the calls the 12 Laws of Persuasion, which anyone can master and put to work for themselves. These laws include: The law of dissonance The law of contract The law of expectation The law of esteem The law of obligation In Maximum Influence, you will learn why each law works, how to use each one, and what to avoid in carrying it out. Complete with new case studies and cutting-edge influencing techniques, this invaluable, must-have resource provides the keys to mastering the crucial tool anyone must develop and utilize to find success and prosperity--influence! |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Negotiating for Salespeople Roger Dawson, 2010-10-15 In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. |
| secrets of power persuasion for salespeople roger dawson: The Tipping Point Malcolm Gladwell, 2006-11-01 From the bestselling author of The Bomber Mafia: discover Malcolm Gladwell's breakthrough debut and explore the science behind viral trends in business, marketing, and human behavior. The tipping point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. Just as a single sick person can start an epidemic of the flu, so too can a small but precisely targeted push cause a fashion trend, the popularity of a new product, or a drop in the crime rate. This widely acclaimed bestseller, in which Malcolm Gladwell explores and brilliantly illuminates the tipping point phenomenon, is already changing the way people throughout the world think about selling products and disseminating ideas. “A wonderful page-turner about a fascinating idea that should affect the way every thinking person looks at the world.” —Michael Lewis |
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| secrets of power persuasion for salespeople roger dawson: Secrets of Power Negotiating Roger Dawson, 2012 Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking win-win--Looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also. This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include: Twenty sure-fire negotiating gambits. How to negotiate over the telephone, by e-mail, and via instant messaging. How to read body language. Listening to hidden meanings in conversation. Dealing with people from other cultures. How to become an expert mediator. Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles. Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves.--Ron Fry, author of 101 Great Answers to the Toughest Interview Questions . Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion. |
| secrets of power persuasion for salespeople roger dawson: Weekend Millionaire Mindset Mike Summey, Roger Dawson, 2005 Packed with fascinating anecdotes taken from the lives of millionaire entrepreneurs, this book will inspire, energize, and motivate while arming readers with practical advice and guidance. |
| secrets of power persuasion for salespeople roger dawson: The Confident Decision Maker Roger Dawson, 2003 |
| secrets of power persuasion for salespeople roger dawson: The 4-Hour Work Week Timothy Ferriss, 2007 Offers techniques and strategies for increasing income while cutting work time in half, and includes advice for leading a more fulfilling life. |
| secrets of power persuasion for salespeople roger dawson: Introducing Marketing John Burnett, 2018-07-11 Integrated Marketing boxes illustrate how companies apply principles. |
| secrets of power persuasion for salespeople roger dawson: The Party Barry Sheppard, 2005 |
| secrets of power persuasion for salespeople roger dawson: American Law in the Twentieth Century Lawrence Meir Friedman, 2004-01-01 American law in the twentieth century describes the explosion of law over the past century into almost every aspect of American life. Since 1900 the center of legal gravity in the United States has shifted from the state to the federal government, with the creation of agencies and programs ranging from Social Security to the Securities Exchange Commission to the Food and Drug Administration. Major demographic changes have spurred legal developments in such areas as family law and immigration law. Dramatic advances in technology have placed new demands on the legal system in fields ranging from automobile regulation to intellectual property. Throughout the book, Friedman focuses on the social context of American law. He explores the extent to which transformations in the legal order have resulted from the social upheavals of the twentieth century--including two world wars, the Great Depression, the civil rights movement, and the sexual revolution. Friedman also discusses the international context of American law: what has the American legal system drawn from other countries? And in an age of global dominance, what impact has the American legal system had abroad? This engrossing book chronicles a century of revolutionary change within a legal system that has come to affect us all. |
| secrets of power persuasion for salespeople roger dawson: Start with No Jim Camp, 2011-12-07 Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator. |
| secrets of power persuasion for salespeople roger dawson: How to Make it Big in the Seminar Business Paul Karasik, 2004-12-21 How to Make It Big in the Seminar Business is considered must have reading among consultants, speakers, and seminar leaders. Fully updated and revised, this new edition is packed with insider tips on determining fees, marketing, scheduling, presentation technologies, and much more. It features new chapters on using the Web and other new technologies to deliver seminars; marketing on the Web; developing coaching services in conjunction with seminars; and E-mail newsletters. Readers get a fully updated and expanded directory--listing the names, addresses, and telephone numbers for hundreds of public seminar companies, corporate training companies, speakers bureaus, and seminar websites. |
| secrets of power persuasion for salespeople roger dawson: The Psychology of Selling and Persuasion Leonard Moore, 2019-06-14 Learn the Real Techniques to Close the Sale Every Time using Principles of Psychology and Persuasion What makes people buy something? Humans have been trying to answer this one question for centuries. The truth is that while sales may be about math, the process of selling something relies heavily on psychology and understanding human behavior. You've probably already heard of countless magic techniques that are supposed to make people buy whatever you're selling, as if you had a magic wand in your hand. I'm sorry, there's nothing like that. However... After decades of research, science has identified certain responses and behaviors that are hard-wired into our brains and that can actually help you close the sale every single time. If you want to learn the real techniques to sell (the ones based on psychology that actually work) this book is for you. In this guide you won't find magic wands. Instead, you'll discover the principles of persuasion and consumer psychology, you'll learn working selling strategies and negotiating techniques designed to help you sell more and delight your customers after the sale. This guide will give you a series of actionable steps you can follow, from understanding your prospects to answering their objections effectively and ultimately getting the sale. Whether you are a sales professional, a business owner who wants to increase revenue, or someone looking to build a successful sales system, this book will help you. Inside The Psychology of Selling and Persuasion, discover: The real techniques to close the sale every time (without using magic wands) The 4 most common objections you'll receive and how to reply in the right way What makes people buy and how to leverage this knowledge to sell more 4 ways to craft your sales presentations so that people want to buy from you How to set and reach your sales goals using a powerful planning method Why if you want to sell effectively you shouldn't be selling (and what you should be doing instead) The #1 framework to handle customer's objections and reply effectively An example of a highly effective sales script (from the first contact to after the sale) 7 principles of persuasion you can use to craft a great sales pitch and close the deal Why closing the sale isn't actually the end of the sales process (many people don't know this) A step-by-step method to build sales scripts that work You can apply these techniques even if you've never sold anything before. Selling isn't some kind of talent that some people are just born with. It is a skill you can learn and practice in many areas of your life. Scroll up and click the Add to Cart button! |
| secrets of power persuasion for salespeople roger dawson: Electric Sound Joel Chadabe, 1997 The author covers the development of the electronic musical instrument from Thaddeus Cahill's Telharmonium at the turn of the last century to the MIDI synthesizers of the 1990s. --book cover. |
| secrets of power persuasion for salespeople roger dawson: Way of the Wolf Jordan Belfort, 2017-09-26 Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker. |
| secrets of power persuasion for salespeople roger dawson: Brands of Faith Mara Einstein, 2007-09-14 Through a series of fascinating case studies of faith brands, marketing insider Mara Einstein has produced a lively account of the book in the commercialization of religion. |
| secrets of power persuasion for salespeople roger dawson: Bargaining for Advantage G. Richard Shell, 2001 Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator. |
| secrets of power persuasion for salespeople roger dawson: Leadership Today Joan Marques, Satinder Dhiman, 2016-08-24 This textbook provides a clear understanding of leadership needs in today’s business world, explained within the scope of hard and soft leadership skills. It captures qualities and skills such as spirituality, empathy, moral behavior, mindfulness, empathy, problem solving, self-confidence, ambition, knowledge, global understanding, and information technology. This text explains and provides guidelines for the implementation of each skill and includes examples from contemporary and historical leaders inviting the reader to consider each quality and engage in self-reflection. This book deviates from excessive theoretical descriptions presenting a timely, hands-on approach to leadership. Featuring contributions form academics and professionals from around the world, this text will be of interest to students, researchers, professionals in business and leadership who aspire to lead beyond their immediate environment. |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Persuasion for Salespeople Roger Dawson, |
| secrets of power persuasion for salespeople roger dawson: Negotiation: Readings, Exercises, and Cases Roy Lewicki, Bruce Barry, David Saunders, 2007 Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires. |
| secrets of power persuasion for salespeople roger dawson: Core Concepts of Marketing John J. Burnett, 2003-06-12 Core Concepts of Marketing is a brief, paperback introduction to marketing principles that leads students to the marketing strategies and tools that practitioners use to market their products. It emphasizes how the various marketing areas work together to create a cohesive strategy. |
| secrets of power persuasion for salespeople roger dawson: Secrets of Power Persuasion for Salespeople (Volume 2 of 2) (EasyRead Super Large 24pt Edition) , |
| secrets of power persuasion for salespeople roger dawson: Roger Dawson's Secrets of Power Negotiating Roger Dawson, 1995 This comprehensive, insightful and practical reference work on the art of negotiating contains three times as much material as does the bestselling audio version on which it is based. National and local TV and print media attention. Seminars nationwide. |
| secrets of power persuasion for salespeople roger dawson: The Healthy Organization Brian Dive, 2005-12-03 Despite the huge volume of research on organizational design, ranging from the work of management gurus and journalists to that of sociologists and behavioural scientists, most organizations remain profoundly unhealthy. In this fully updated 2nd edition of The Healthy Organization, Brian Dive reveals that the unhealthy features of both large and small organizations all stem from the same source, namely the lack of true decision-making accountability (DMA), and he introduces a totally new approach to leadership development. Based on the author's experience at Unilever and Tesco, and more recently at Amersham, B&Q and Marks & Spencer, and covering research in over 50 countries, The Healthy Organization answers the recurring questions that dog an organization's development: How many people should there be in this organization? How many layers of hierarchy are necessary? What are the most effective professional development steps for employees? What career paths should individuals follow to reach fulfilment? By following the steps outlined in the book, Brian Dive reveals that healthy organizational management will lead to greater competitiveness, spark innovation and increase employee empowerment and commitment. |
| secrets of power persuasion for salespeople roger dawson: Negotiation Brian Tracy, 2013 Offers strategies for perfecting the art of negotiation in both personal and professional interactions, identifiying six key negotiation styles and explaining the importance of emotion, time, and preparation. |
| secrets of power persuasion for salespeople roger dawson: Door-to-Door Millionaire Lenny Gray, 2013-04-24 Door-to-Door Millionaire: Secrets of Making the Sale is THE book to help you improve your communication and door-to-door sales skills. This is a MUST read for new and experienced sales reps. Lenny's proven techniques will advance any sales rep's skills from Fortune 500 sales professionals to strip mall shoes salesmen. This guide teaches readers how to recognize vital nonverbal clues, how to resolve the five most common customer concerns during the sales process, and even includes a homeowner's guide on how to effectively get rid of door-to-door salespeople. These strategies and methods shed light on how door-to-door sales reps generate hundreds of millions of dollars annually. Filled with real-life examples of how these cutting edge strategies can lead to success, this guide will teach readers everywhere the principles needed to be most effective in sales and everyday life. Door-to-Door Millionaire instills invaluable and extraordinarily effective sales principles to readers everywhere. Not just for door-to-door sales reps, this informational resource can be used by anyone looking to improve their sales or communication skills with others. The first book of its kind to specifically list door-to-door sales techniques, this resource utilizes established techniques that can work even in the most hostile sales environments and can benefit readers in any industry. Exceptionally useful and applicable toward a diverse range of scenarios, this enlightening resource will help readers everywhere maximize their potential. Author Lenny Gray has had a long and successful career in the door-to-door sales industry. Along with running his own companies, Lenny has consulted for a variety of other businesses, and has taught his sales techniques and methods to a multitude of audiences. With thousands of accounts sold for various industries throughout the United States, he has used his successes to personally provide on-the-door training to hundreds of sales reps, many of whom have continued on to become very successful in their careers as accountants, attorneys, engineers, physicians, teachers, business owners, and sales professionals. www.lennygray.com |
| secrets of power persuasion for salespeople roger dawson: Interpersonal Skills in Organizations Suzanne C. De Janasz, Karen O. Dowd, Beth Z. Schneider, 2006 Takes a fresh, thoughtful look at the key skills necessary for personnel and managerial success in organisations today. Contents: Unit 1: Intrapersonal effectiveness: understanding yourself 1. Journey into self-awareness 2. Self-disclosure and trust 3. Establishing goals by identifying values and ethics 4. Self-management Unit 2: Interpersonal effectiveness: understanding and working with others 5. Understanding and working with diverse others 6. The importance and skill of listening 7. Conveying verbal messages 8. Persuading individuals and audiences Unit 3: Understanding and working in teams 9. Negotiation 10. Building teams and work groups 11. Managing conflict 12. Achieving business results through effective meetings 13. Facilitating team success 14. Making decisions and solving problems creatively Unit 4: Leading individuals and groups 15. Power and politicking 16. Networking and mentoring 17. Coaching and providing feedback for improved performance 18. Leading and empowering self and others 19. Project management. |
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