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1、ContentsIntroductionxiiiPARTONE:THEENVIRONMENT1Chapter1IfItWalksLikeaDuckWhatConstitutesanEffectiveInternalConsultant?3TheRoleofaConsultant3TheKeyPlayers7TheBasicDynamics11TheNatureoftheWork18SuggestedReading21Chapter2CreatingPeerRelationshipsHowtoBePercei
2、vedasaCrediblePartnerbyLineManagement23EschewingtheTouchie-FeelieNonsense23TakingtheRoleofaPeer27ProactiveversusReactiveAdvice32AvoidingtheIRSSyndrome36SuggestedReading43Chapter3ToolsoftheTradeWhatYouMustPossesstoAvoidBeingThrownouttheDoor45KeyBehaviors45M
3、andatorySkills51ixxCONTENTSUsefulExperience56IntellectualArmament58SuggestedReading62PARTTWO:THEINTERACTIONS63Chapter4TheRoleofConceptualAgreementTheAbsolutelyBestWaytoEstablishaWin/WinProject65RelationshipBuilding65Trust69Objectives,Measures,andValue73Pus
4、hingBack78SuggestedReading83Chapter5FormulatingtheProposalHowtoEnsurethatYouandtheBuyerMeetEachOther’sExpectations85Summations,NotExplorations:TheNineStepstoIrresistibleProposals85ProvidingValue-BasedOptions90EstablishingJointAccountabilities94AvoidingScop
5、eCreep98SuggestedReading103Chapter6TheValuePropositionWhyEveryClientKnowsWhat’sWantedbutNotNecessarilyWhat’sNeeded105TheDifferencebetween“Fix”and“Improve”105TheDifferencebetweenInputandOutput110Askingthe“Why”Question114xiContentsConfrontingBasicPremises119
6、SuggestedReading124PARTTHREE:THEINTERVENTION125Chapter7TheProsandConsofLivingThereHowtoMaximizeStrengthsandMinimizeWeaknesses127TheBeautyofInstitutionalMemory127LookingOutsidetheOrganizationalFootprint132ForceFieldAnalyses137CombatingPeopleLikeMe144Suggest
7、edReading149Chapter8ThePoliticsofTerrorHowtoReconcileToughIssueswithoutBeingDrawnandQuartered151FactualversusEmotionalConfrontation151AvoidingInternecineWarriors156PersuasionthroughSelf-Interest161AvoidingtheSaviorComplex167SuggestedReading171Chapter9Knowi
8、ngWhentoStopHowtoDisengage,GiveCredit,and(It’sAllowed)TakeCredit173AssessingProgressandCompletion173MakingaCleanBreak178ClosingtheLoopwiththeBuyer183BlowingYourOwnHorn187SuggestedReading192xiiCONTENTSPARTFOUR
