Gregory Hartley has served as a full-time director, as well as a consultant, to companies and provided body language and behavioral analysis for print, TV, and radio. Visit MindatWar.com for more information.Maryann Karinch has written eighteen books about business and mental/physical conditioning and has coauthored seven books with Gregory Hartley.

• Foreword Louis J. Zaccone ixAcknowledgments xiIntroduction xiiiChapter 1 Sort Personalities Like a Profiler 1Value to Business 2Natural Profilers 3Tools of Profiling 4Values and Ego 6Disposition Matrix 8The Categories of Disposition 15Action Matrix 19The Categories of Action Styles 27Profile Your People 37Chapter 2 Question Like a Polygrapher 39Value to Business 40Scenario 1: Investigate a Problem 41Scenario 2: Discovery Related to a Customer’s Need 41Theater of Polygraph 42Tools of Questioning 43Reading Body Language 44Using Body Language 53Questioning Styles 56Questioning Strategy 64Detecting Deception 70Revisiting the Scenarios 73Scenario 1: Investigate a Problem 73Scenario 2: Discovery Related to a Customer’s Need 74Chapter 3 Network Like a Spy 77Value to Business 78The Brain of a Spy 79Form and Function 80Form 81Function 81Understanding the Landscape 81You Are Not a Spy 82The Atomic Model 83Tools of Networking 88Elicitation Techniques 88Motivating Behavior 96Moving Someone to Action 98Tools of Influence 101Interaction of Players 106Chapter 4 Interview Like an Interrogator 109Value to Business 110Tools of Interviewing 110Screening 110Planning and Preparation 113Establishing Control 116Rapport Building 117Approaches 118Questioning 118Tools for Interviewing Job Candidates 118Behavioral Interview Technique Enhanced (BITE) 120Tools of Termination 125Mechanics of Termination 125Process for Meetings 126Process for Interviews 127Turning Around a Bad Meeting 127Chapter 5 Close a Deal Like a Hostage Negotiator 131Value to Business 132Tools of Negotiating 133Managing Change 133Taking Control 140Overcoming Objections 142Reading Body Language in Negotiation 144Chapter 6 Research Like an Analyst 147Value to Business 149Tools of Research 151Roles in Analysis 151Identifying Gaps 151Targeting Research 152Determining Sources 154Transferring Information 156Vetting Sources 157Calculating Proximate Reality 159Matching Audience and Packaging 160Filters Affecting Analysis 163Chapter 7 Decide Like a SEAL 165Value to Business 168Tools of Deciding 169Leverage of Subroutines 169Contingency Thinking 171Value Planning 176After Action Review (AAR) 177Chapter 8 Team-Build Like Special Ops 179Value to Business 180Formula for Team Building 180Tools of Team Building 180Rite of Passage: Passing the Threshold 180The Homogenizing Process 182Top-Grading 188Mechanics of Team Leadership 190Understand the Role 190Keep the Team Unified 191Do Not Fall Victim to Deference 192Deal with Differences 193Conclusion Backbone or No Backbone 195Glossary 199Index 203