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And at last we will note: the main thing that is necessary for transformation into the outstanding seller (and, hence, in the refined buyer) is a knowledge itself. Knowing strong and weaknesses and being able to watch itself during business dialogue, you can operate a situation and achieve desired result for all — successful sale.

16. It from nine to five

- At your office is though one silent room?

- At all of us a room silent, only employees sometimes rustle.

By the present moment you have already made full enough representation that such it with reference to job. At the same time we have shined only a little bit of in what it it can appear useful in the diversified situations. In the first book we have in detail told about that, how much it it can appear useful in mutual relations with the friends liked, spouses and so on, in a sphere of education, in relations of parents and children, and also in other circumstances in which it is required to "read" the person effectively.

In this book we already noticed that «the type generates type», that is if the person can operate the choice, it reaches for owners of the preferences similar to its own. People are inclined to search similar, whether there is a speech about personnel selection, dialogue or the introduction into this or that organisation. As prompts our experience, this rule is correct for any relations, except a matrimony and education of children.

We offer you a little it tables which precisely show, this rule of similarity for a labour and as representatives of certain types naturally gravitate to the higher posts in the organisations (or "force the way" there) is how much correct.

These tables are borrowed from our databases based on studying more of twenty thousand of employees from more than hundred of the companies in which we applied the Indicator of types Myers-Briggs. They reflect each of levels of activity of the organisation, from initial level to the higher administrative posts. The spectrum of these companies is stretched from the largest international companies to small private enterprises. It covers also many branches of the business world — a banking and the food-processing industry, accounts department and the right, sphere of manufacture and sphere of communications and high technologies, and also a wide spectrum of the state and military structures (including all combat arms and ranks, from soldiers and sailors to generals and admirals).

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