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The Most Dangerous Business Book You'll Ever Read



The Most Dangerous Business Book You'll Ever Read

Gregory Hartley, Maryann Karinch

ISBN: 978-0-470-88802-5 February 2011 206 Pages


Hone your professional approach to a razor's edge using lessons from military and civilian intelligence

The Most Dangerous Business Book You'll Ever Read brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition.

The Most Dangerous Business Book You'll Ever Read features former Army interrogator Gregory Hartley's unique system of profiling, formula for persuasion, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more.

  • Question like a Polygrapher
  • Sort Personalities like a Profiler
  • Close a Deal like a Hostage Negotiator
  • Interview like an Interrogator
  • Network like a Spy
  • Research like an Intelligence Analyst
  • Decide like a SEAL
  • Team-Build like Special Ops


Take your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read.

Foreword (Louis J. Zaccone).



Chapter 1: Sorting like a Profiler.

Value to Business.

Natural Profilers.

Tools of Profiling.

Disposition Matrix.

Action Matrix.

Profile Your People.

Chapter 2: Question like a Polygrapher.

Value to Business.

Theater of Polygraph.

Tools of Questioning.

Reading body language.

Using body language.

Questioning styles.

Questioning strategy.

Detecting deception.

Chapter 3: Network like a Spy.

Value to Business.

The Brain of a Spy.

Form and Function.

Tools of Networking.

Elicitation techniques.

Five questions.

Countering elicitation.

The fulfillment strategy.

Tools of influence.

Chapter 4: Interview like an Interrogator.

Value to Business.

Tools of Interviewing.


Planning and preparation.

Establishing control.

Rapport building.



Tools of Interviewing Job Candidates.

Behavioral Interview Technique Enhanced (BITE).

Tools of Termination.

Process of termination.

Turning around a bad meeting.

Chapter 5: Close a Deal like a Hostage Negotiator.

Value to Business.

Tools of Negotiating.

Change management.

Taking Control.

Overcoming objections.

Reading body language in negotiation.

Chapter 6: Research like an Analyst.

Value to Business.


Tools of researching.

Identifying gaps.

Targeting research.

Determining sources.

Information transfer.

Vetting sources.

Calculating proximate reality.

Matching audience and packaging.

Filters Affecting Analysis.

Chapter 7: Decide like a SEAL.

Value to Business.

Tools of Deciding.

Leveraging subroutines.

Contingency thinking.

Value planning.


Chapter 8: Team-Build like Special Ops.

Value to Business.

Formula for Teambuilding.

Tools of Teambuilding.

Rite of Passage.



Mechanics of Team Leadership.

Conclusion: Backbone or No Backbone.