Revealed ― Using Remote Personality Profiling to Influence, Negotiate and Motivate

It is not always possible to interview or meet people face-to-face before significant negotiations or decisions have to be made. Remote Personality Profiling (RPP) provides clients with an in-depth psychological report, so they can assess others and make decisions based on these judgments without being able to meet and interview them. In Revealed, the authors show how to use RRP for business purposes, in preparation for negotiations and interactions with clients, for business deals, for head hunters and talent scouts, as well as managers and leaders wanting to manage and retain talent.

Based on well established and rigorous psychological criteria developed with the Psychology Department of University College London, this unique book demonstrates how by simply understanding what motivates someone and what their values are, you can influence the outcomes of your interactions, whether it is a business negotiation, a deal with international clients, or for recruitment. Revealed goes further than pure personality profiling; it looks at how motivation and actions are influenced by environment and experience and at how to spot the potential ally as well as adversary. It combines the intellectual rigor of the psychologist, the anthropologist, the criminologist, and the psychiatrist with the international practitioner and applies it to the practical problems facing real businesses.

JOHN TAYLOR works as an independent consultant with international companies and government organizations in Europe, the US, Africa, and Asia. He specializes in developing behaviors leading to loyalty and training managers to achieve maximum commitment amongst their staff. Before becoming a consultant, he worked in the Public Service in the United Kingdom and overseas. His career has been split between management, personnel and training.

ADRIAN FURNHAM is Professor of Psychology at University College, London, UK. He is on the editorial board of a number of journals, has received many awards, and was recognized as the most productive psychologist in the world from 1980 to 1989. He is the author of over 600 journal articles and more than 40 books, including successful, popular management books. He acts as a consultant to a number of bodies including HM Government, British Airways, HBOS and SAP and also a number of multinational corporations. He writes regular columns in The Daily Telegraph and The Sunday Times and is a frequent contributor to BBC radio and television.

JANET BREEZE Following a brief career in the British Diplomatic Service, Breeze has worked as a consultant and trainer to international business, government, multilateral development agencies, and NGOs for nearly 20 years. During that time, she has lived in eight countries in four continents and specialized in stakeholder engagement, partnership-building, and sustainable business practices and communications. A key element of her work has been enhancing understanding and collaboration between different national and organizational cultures. Curiosity and an awareness of the scope for cultural misunderstandings and lost opportunities has led to her current association with a leading Dutch consultancy specialized in the field.