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Confidential: Uncover Your Competition's Top Business Secrets Legally and Quickly-And Protect Your Own Gebundene Ausgabe – 1. Juli 1999
John Nolan, a 22-year veteran of international espionage who is currently involved in corporate intelligence-gathering, shows you how to ask, what to ask, when to ask, and whom to ask. The methods can be as simple as deliberately making a misstatement--"The toothpaste division sure missed its projections this quarter"--and getting someone who knows better to correct you, in the process supplying you with the information you want about his company's inner workings. Or they can be as complicated as patiently and doggedly piecing together tiny scraps of information from a number of sources. Whichever you resort to, Nolan shows a conversational method for ensuring that the person dispensing the information doesn't even remember he or she gave it out. No, it's not hypnotism; it's starting and ending a conversation with generalities, and discussing specifics only in the middle, the part of a chat that most people won't recall.
Confidential could be useful to anyone who needs information about a rival, or who needs to protect his or her own company's secrets. Nolan illustrates his points with examples from business (how Johnson & Johnson gathered intelligence that protected its Tylenol franchise from a rival product) as well as fiction (Appendix A is dedicated to the techniques used by Sherlock Holmes to elicit information). The result is an entertaining book that may take your business to a more intelligent level. --Lou Schuler
- Herausgeber : HarperCollins (1. Juli 1999)
- Sprache : Englisch
- Gebundene Ausgabe : 359 Seiten
- ISBN-10 : 006661984X
- ISBN-13 : 978-0066619842
- Abmessungen : 16.51 x 2.54 x 25.4 cm
- Amazon Bestseller-Rang: Nr. 1,946,181 in Bücher (Siehe Top 100 in Bücher)
- Nr. 4,143 in Business Wirtschaftsgeschichte (Bücher)
- Nr. 6,501 in Unternehmerin
- Nr. 12,370 in Geschäftsentwicklung & Unternehmertum (Bücher)
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All of Nolan's strategies and techniques are legal. Even readers with squeamish scruples should remember that their competitors will not sit on their hands and let Mr. Nice Guy finish first. Citing Nolan, who quotes Frederick the Great: "It is pardonable to be defeated, but never to be surprised."
While the reader is left to speculate about the exact source Nolan's 22 years of Federal service in intelligence collection and counterintelligence special operations on three continents, Confidential reads like "Confessions of an ex-CIA Spy." The focus, however, is on how companies can employ tools of the Intelligence trade to the corporate world.
"Elicitation" is one of those tools. Exploit it in the heat of corporate battle, and it's both the primary assault weapon in the psychological guerilla war for intelligence, and the best defense against would-be infiltrators. Elicitation offers many techniques for obtaining intelligence from people. However, if you just learn Nolan's techniques, you miss the best part: A glimpse inside the mind of a 30-year veteran of intelligence and counterintelligence special operations.
Nolan's Confidential strikes gold - and fear in the hearts of unwary competitors. You may have fallen asleep in economics class and nodded off over many business books, but trust me, they *definitely* don't teach you this at Harvard Business School!
Top skills learned... How to obtain secrets without firing off a question, and how never to back into a conversation holding your ankles again.
If you want these two skills, you need this book.
John Nolan's style is thoroughly enjoyable, seriously educational, and easy to read. You will be entertained without the usual business book fluff and stuff. Now that the definitive text has been written about "eliciting information," I would not be surprised if business schools started offering the course (long overdue).
Over my 25+ years as a private sector, counterespionage consultant, I have seen few works as original and worthwhile as this one.
Kevin D. Murray - CPP, CFE, CCO, BCFE --- Murray Associates
That was when I found that our library didn't even carry the book. At that point, my curiosity turned into some anger that I'd wasted my time because it was pretty obvious to me that somebody was trying to play some kind of a game with the review. But I got even more curious about who would write such a thing and why. That's when I went back to your site to see what else others had written, and who had written them. I even went to so far as to ask our consultant if she knew Harrington or any of the others. She said that although she knew and respected many of them, she had never heard of Harrington. She checked her membership list for her professional society and he wasn't a member of that either.
I decided to ignore the Harrington review and had my secretary order it for me. Am I ever glad I did! I read it over the holidays and when I get back, I'm going to have her order 18 more for my senior managers. So far, I've filled 15 pages with notes and new ideas from this excellent book that we're going to put into practice. I have rarely found a business book that has a focus on one discipline that stretches my mind across almost all areas of my company's operations. I'm glad that I took the hours, not the five minutes that Harrington says he took, to actually read this terrific and thought provoking book.
Spitzenrezensionen aus anderen Ländern
Nolan gives clear answers to guide businesses in the process of protecting their proprietary information. It is a must-read for those involved in this work.
The discussion of interviewing skills will be on my list to re-read once a year. It is a valuable resource.