ABC Software Corporation

, 13, 127–128, 133

Accountability

, 99–100

Accuracy

, 140

Actions

best-practice

, 71–72

concentrated

, 72

connected

, 72

determinable

, 72

identifying

, 74–76

meaningful

, 72–73

negotiation

, 73

unique

, 72

Adjacent answers

, 106–107, 109

Amplitude

, 190–192

Analytical answers

, 185–187

coaching

, 185–187

wealth management

, 215–217

Analytical blindspot

, 189–190

Analytical context

, 128–130

Analytical styles

, 29, 116, 119–120

Answer Intelligence (AQ)™

, 5

answer styles

, 18–19

answer twice

, 18

awareness

, 6

brand. See Brand

circumplex

, 16–17, 26, 96, 110, 116–117

coaching. See Coaching

coherentism

, 105–106

compass

, 166

complements

, 18

constraints

, 106

context

, 19

defined

, 21

experiments

, 7–8

foundationalism

, 104

hierarchy problem

, 105

interview. See Interview process

, 29

leadership

, 29

learning. See Learning

metaphor

, 21, 24

physician. See Physician

presentation

, 29–30

sales. See also Sales process

, 29, 165

six answers

, 18

stress testing

, 26

training

, 30

wealth management. See Wealth management

Answers followed by answers (A-A conversations)

, 270–271

Answers followed by questions (A-Q conversations)

, 264–268

Answer styles

, 115

analytical

, 116–119

Apple

, 119–122

context

, 128–133

flexibility

, 143

interview process

, 156–157

practical

, 116–119

relational

, 116–119

Answer synonyms

, 172

Answer twice

, 18, 95, 97, 100

Apple

analytical style

, 119–120

practical style

, 121–122

relational style

, 120–121

Archetypal characters

, 238–239

Archetypal conversation

, 232–233

Artificial intelligence (AI)

, 166–168, 215

Authentic answers

, 152–155

Authenticity

, 108, 153

Automaticity

, 145

Awareness conversations

long answer bars

, 175–177

meeting

, 174–175

Background knowledge

, 15

Balanced conversations

, 168, 170

B2B software

, 124

Behavioral markers

accuracy

, 140

flexibility

, 142–143

multiple-task performance

, 144

speed

, 141–142

Best alternative to a negotiated agreement (BATNA)

, 41

Boston Mutual Life (BML) Insurance Company

, 196, 198–201, 210

Brain

, 14, 95, 125–126

Brand

action

, 204–206

Boston Mutual Life (BML) Insurance Company

, 196, 198–199, 200–201, 210

cohesiveness

, 199

concept

, 197–202

emotional intelligence

, 209–210

flexibility

, 198–199

intended audience

, 194

metaphor

, 202–204

nomonological network

, 206–207

procedure

, 204–206

six sides

, 195–206

story

, 202–204

strong family model

, 201

subdimensions

, 199–200

theory

, 197–202

Burberry

, 153

Business Process Reengineering (BPR)

, 132–133

Calculative commitment

, 225

Calibration

criterion

, 250

definition

, 249–250

rater

, 250

scoring

, 250

Causal model

, 4

Cause-and-effect theory

, 6–7, 29, 54–55

Centers for Disease Control (CDC)

, 59

Change procedures

, 60

Chemical reaction

, 4

Circumplex

, 16–17, 26, 96, 110, 116–117

Claiming value

, 41

Classical financial management theory

, 217

Clifton StrengthsFinder assessment

, 131–132

Coaching

amplitude

, 190–192

analytical answers

, 185–187

analytical blindspot

, 189–190

consultants

, 183

facilitators

, 183

intended audience

, 181

mentors

, 183

order

, 185–189

practical answers

, 188–189

relational answers

, 187–188

soft skills

, 184

teachers

, 183

Cognitive effort

, 144

Cognitive engagement

, 37

Cognitive intelligence (CQ)

, 24

Cognitive markers

cognitive effort

, 144

phenomenal experience of behavior

, 145

Coherentism

, 105–106

Cohesiveness

, 199

Commitment

, 36–37

Communication

answers followed by answers (A-A conversations)

, 270–271

answers followed by questions (A-Q conversations)

, 264–268

channel

, 260

conversation model

, 261, 271

decoded message

, 260

encoded message

, 260

feedback

, 260

noise

, 261

questions followed by answers (Q-A conversations)

, 263

questions followed by questions (Q-Q conversations)

, 269

responder

, 260

standard model

, 259–261

traditional model

, 262

Complements

, 18

adjacent answers

, 109–110

adjacent form

, 103, 106

persuasion

, 112–113

strong form

, 103, 106

Complex structure theory

, 50–53

Concepts

, 16–17, 29, 36

action

, 71–77

definitions

, 36–37

dimensions

, 37

emotional intelligence (EQ)

, 37

High AQ practice

, 43–46

illustrative

, 37

integrative negotiation

, 37

leadership

, 37

learning

, 243–252

metaphor

, 86–93

negotiation

, 39–42

personality

, 37

procedures

, 58, 69, 106–107

resources

, 37

self-assessment

, 46

story

, 79–86

theory

, 48–56

trust

, 37

what-question

, 22

Consultants

, 183

Context

, 125

analytical

, 128–130

answers

, 133–135

flexibility

, 143

knowledge

, 13, 15–16

practical

, 132–133

relational

, 130–132

time and place

, 126–128

Conversation genres

, 235–237

Conversations

, 167–168, 261, 271

awareness

, 174–177

balanced

, 168–170

decision

, 179–180

education

, 177–178

natural language

, 172–174

Corona beer

, 13–14

COVID-19

, 130, 151

Creating value

, 41

Curtain rises

, 234–235

Customer experience (CX)

, 214, 221, 226

Customer Relationship Management (CRM) software

, 18, 137–138, 167–168

Dead metaphor

, 109

Debrief

, 163–164

Decision conversations

executives lead

, 179

multithreading answers

, 179–180

Declarative knowledge

, 10–11, 16–17, 29, 142

Decoded message

, 260

Deliberate practices

, 243–244

Disney

, 123–124

Dramatic conversations

, 230–233

Dynamic balance

, 10–11

Education conversations

objections

, 177–178

selling value

, 178

Efficiency

, 142

Elaboration

, 248

Emotional appeal

, 93

Emotional engagement

, 37

Emotional intelligence (EQ)

, 24, 37, 209–210

Emotional resonance

, 7

Encoded message

, 260

Engagement theory

, 118

Expertise

, 111–112, 144

Facilitators

, 183

Feedback

, 260

Financial management theory

, 215–216

Find your beach campaign

, 13–14

Five Hows

, 76

Flexibility

, 142–143, 198–199

Force field analysis

, 60

Foreground knowledge

, 14–15

Foundationalism

, 104

Frustration

, 6

Fund of funds

, 213–214

Generation

, 248–249

Global Talent Trends Report

, 152

Goal setting theory

, 50–53

Golf instructors

, 9–11, 116

Googling medical symptoms

, 237

Gucci

, 153

Guided questions

, 172–174

Hierarchy problem

, 105

High AQ practices

, 17, 19, 26, 111, 113

actions

, 76–77

answer styles

, 116, 119, 122, 124

behavioral markers

, 139–144

choreograph

, 101

cognitive markers

, 144–145

communication goals

, 122–123

concepts

, 43–46

context

, 135–138

guide

, 56

metaphors

, 91–93

negotiation procedures

, 64–69

story

, 84–86

strategic

, 100

style

, 123–124

teamwork

, 124

understand

, 55–56

How-question

, 5, 16–17, 27–28, 99–100

action

, 30

leadership

, 110

procedure

, 30

Illustrative concepts

, 37

Integrative negotiation

, 37, 39–40, 53

Intelligence. See also specific types

cognitive intelligence (IQ)

, 273–274

communication

, 274

emotional intelligence (EQ)

, 273–274

modern scientific examination

, 273

RAISEYOURAQ.COM

, 275

Intended audience

, 181

brand

, 194

coaching

, 181

physician

, 228

wealth management

, 211

Interdependence

, 39–40

Interleaved practice

, 245

Internal monologue

, 27–28

Internet-based medical websites

, 239

Interrogations

, 153–154

Interview process

, 149

answer style

, 156–157

asynchronous (one-way recorded answers) video interview

, 151

authentic answers

, 152–155

depth vs. breadth

, 157–158

finalist synchronous video interview round

, 151

primary audience

, 150

questions and answers

, 151–152

secondary audience

, 150

speed round

, 161–164

structured

, 159–161

synchronous (two-way) video interview

, 151

iPhone

, 119

iTunes

, 120–121

Jukebox

, 120–121

Kano analysis

, 74–76

Knowledge, skills, and abilities (KSAs)

, 152

Knowledge transfer

, 10

context knowledge

, 13, 15–16

declarative knowledge

, 10–11

procedural knowledge

, 13

structural knowledge

, 11–12

Leadership

, 93, 97, 153–154

concepts

, 37

how-question

, 110

transformational and transactional

, 100

Learning

calibration

, 249–252

concepts

, 243–252

deliberate practice

, 243–244

development professional

, 253–255

elaboration

, 248

generation

, 248–249

interleaved practice

, 245

primary audience

, 241

reflection

, 246–247, 253, 255

secondary audience

, 241

spaced practice

, 245–246

spinning wheel

, 252–253

LinkedIn

, 97, 152

Long answer bars

, 175–177

Mentoring

, 49, 143, 183

Meta-analysis

, 54–55

Metaphors

, 16–17, 21, 24, 86, 202, 204

action and

, 109

concepts

, 46, 110–111

credibility

, 28

deconstructing

, 88–90

High AQ practice

, 91–93

jukebox

, 120–121

negotiation

, 90–91

plausibility

, 130–131

seaworthiness

, 106

self-assessment

, 93

story and

, 109

three-legged stool

, 26–28

wealth management

, 219

what-question

, 22

Microsoft PowerPoint

, 31

Multidimensional utility analysis

, 42

Multilevel theory

, 130

Multiple-task performance

, 144

Multithreading answers

, 179–180

Narrative identity

, 132

Natural language conversations

answer synonyms

, 172

guided questions

, 172–174

Navy SEAL

, 11

Negotiation action

, 73

Negotiation concept

best alternative to a negotiated agreement (BATNA)

, 41

claiming value

, 41

creating value

, 41

defined

, 39–40

integrative negotiation

, 40

multidimensional utility analysis

, 42

outcome selection

, 40–41

Negotiation metaphor

, 90–91

Negotiation procedures

alternative procedures

, 63

High AQ practices

, 64–69

Nominal Group Technique (NGT)

, 62–63

Negotiation story

, 83–84

Negotiation theory

, 53–55

Noise

, 261

Nominal Group Technique (NGT)

, 62–63

Nomonological network

, 206–207

Objective concept

, 110–111

Objective knowledge

, 14

Partnership

, 26–27

Patient relationship

, 229–230

Persuasion

, 112–113

Photosynthesis

, 4

Physical actions

, 109

Physical engagement

, 37

Physician

archetypal characters

, 238–239

archetypal conversation

, 232–233

conversation genres

, 235–237

curtain rises

, 234–235

dramatic conversations

, 230–233

googling medical symptoms

, 237

intended audience

, 228

internet-based medical websites

, 239

patient relationship

, 229–230

role transparency

, 240

search engines

, 239

Plausibility

, 130–131

Practical answers

, 188–189

coaching

, 188–189

wealth management

, 219–221

Practical context

, 132–133

Practical intelligence (PQ)

, 24

Practical style

, 29, 116, 119, 121–122

Practices

, 17–19

Primary audience

, 241

Procedural knowledge

, 13, 16–17

Procedures

cause-and-effect relationship

, 59

change

, 60

concepts

, 69

illustrative

, 59–60

negotiation

, 61–63

process-model

, 58–59

Process-model

, 4, 58–59

Quality management

, 132–133

Questions followed by answers (Q-A conversations)

, 263

Questions followed by questions (Q-Q conversations)

, 269

Ralph Lauren

, 153

Relational answers

, 187–188, 246–247, 253, 255

coaching

, 187–188

wealth management

, 217–219

Relational context

, 130–132

Relational style

, 29, 116, 119–121

Renaissance persons

, 116

Research answer

, 3–4

Research question

, 3–4

Resource theory

, 12

Responder

, 260

Salesforce

, 167–168

Sales process

, 168–174

awareness conversations

, 174–177

balanced conversations

, 168, 170

decision conversations

, 179–180

education conversations

, 177–178

natural language conversations

, 172–174

primary audience

, 166

secondary audience

, 166

Search engines

, 239

Seaworthiness metaphor

, 106

Secondary audience

, 241

Segmentation variables

, 130

Self-assessment

, 46, 56, 69, 77, 86, 93

Self-awareness

, 154–155

Self-monitoring

, 49

Self-regulation

, 154–155

Selling value

, 178

Simple structure theory

employee engagement

, 49

mentoring

, 49

motivation

, 49

self-monitoring

, 49

supervisor relationship

, 49

turnover intention

, 49

Six Sigma

, 132–133

Socioeconomic status (SES)

, 130

Soft skills

, 97, 154–155, 184

Spaced practice

, 245–246

Speed

, 141–142

interview process

, 161–164

Spinning wheel

, 252–253

Standard model

, 259–261

Stories

, 79–80, 202, 204

beginning, middle, end

, 83

drama

, 83

negotiation

, 83–84

production vs. consumption

, 85–86

round characters

, 82–83

self-assessment

, 86

setting

, 82

theme

, 81–82

versioning

, 85

Stress testing

, 26

Strong family model

, 201

Structural knowledge

, 11–12, 29, 142

Structured interviews

, 159–161

Subdimensions

, 199–200

Subjective knowledge

, 14

Subjective metaphor

, 110–111

Taxonomy

, 5, 22–24

Teachers

, 183

Teamwork

, 124

Theories

, 6–7, 48–49

choice

, 49

goal setting

, 50–53

negotiation

, 53–55

self-monitoring

, 49

simple structure

, 49

Three-legged stool metaphor

, 26–29

Total Quality Management (TQM)

, 132–133

Toyota Way

, 123–124

Traditional model

, 262

Transactional partnership

, 26

Transformational leadership

, 99–100

Unstructured interviews

, 159

Variables

, 7–8, 16–17

segmentation

, 128–129

substantive

, 128–129

Videoconference interview round

, 159–160

Wealth management

analytical answers

, 215–217

answers

, 214–221

artificial intelligence (AI)

, 215

classical financial management theory

, 217

customer experience (CX)

, 214, 221, 226

financial management theory

, 215–216

fund of funds

, 213–214

humans

, 214–221

intended audience

, 211

metaphors

, 219

practical answers

, 219–221

relational answers

, 217–219

technological advancements

, 213–214

technology

, 214–215, 217, 221

What-question

, 5, 16–17, 97

concept

, 22

metaphor

, 22

story

, 26

theory

, 26

Why-questions

, 5, 16–17, 98–99, 143