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Author : David H. Maister
Title : The Trusted Advisor
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The 20th anniversary edition of the ?brilliant and practical? (Tom Peters, author of The Professional Service 50) business classic?now updated to reflect the digital world?provides essential tools and wisdom for all consultants, negotiators, and advisors.In today?s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one?s discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today?s society and illustrate how to be effective communicators in a digital world. Using their model of ?the trust equation? they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps
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