Rae Cook & Associates, Inc. - Giveaways
Fast Forward Your Business Impact

We are pleased to provide free-of-charge 5 copyrighted, published, technical papers written by our consultants.  These articles are downloadable in Adobe Acrobat pdf format.  (See the bottom of this page if you don't have Adobe Acrobat Reader.)   Click on the title here to view its abstract and its hotlink for the actual article:

• "Overcoming Resistance to Value Engineering by Integrating Commitment and Dialogue"
• "Tackling Tough Facilitations:  Dealing with Difficult People and Going International"
• "Using Function Analysis to Give Criticism and Influence the Behavior of Teams"
• "Winning Over Senior Managers:  Improve Your Marketing by Improving Your Communication Skills"
• "Communicating Value Management Powerfully:  Best Practices"

Here are the titles and abstracts for the eight technical papers.  Click on the title to download the paper--it will take a few seconds to download.

• "Overcoming Resistance to Value Engineering by Integrating Commitment and Dialogue", Rae Cook, SAVE International Conference Proceedings 2000, 8 pages
  Abstract:  Resistance in Value Engineering (VE) sessions is a major barrier to the success of the VE Process. The purpose of this paper is to demonstrate that the VE Process will take hold if the VE specialist dares to exhibit and use his or her passion and commitment to the VE Process and engaging the team more deeply. By revealing and sharing commitment to VE and by using creative dialogue, the VE specialist can overcome most of the resistance to the VE Process and lead the team to dramatically increased participation and creativity.

• "Tackling Tough Facilitations:   Dealing with Difficult People and Going International", Rae Gorin Cook, SAVE International Conference Proceedings 1998, 8 pages
  Abstract:  If you improve your ability to read and respond to nonverbal communication accurately and to hear and respond to the hidden meanings in what your teams and clients say, then you can deal with many difficult facilitations. In this workshop and paper, you will learn an easy system for categorizing the behavior that you see, apply your observations to help your groups proceed smoothly through the Value Management process, brainstorm solutions to specific types of people problems, and develop the confidence you need for dealing with tough facilitations.

• "Using Function Analysis to Give Criticism and Influence the Behavior of Teams", Rae Gorin Cook, SAVE International Conference Proceedings 1997, 7 pages
  Abstract:  This paper defines criticism, analyzes our reactions to it, describes non-value-adding approaches to giving criticism, and proposes an effective strategy for giving feedback that is systematic and based upon function analysis.

• "Winning Over Senior Managers:  Improve Your Marketing by Improving Your Communication Skills", Rae Gorin Cook, SAVE International Conference Proceedings 1996, 7 pages
  Abstract:  This paper describes the results of a survey of senior managers that showed they respond positively to speakers who are sensitive to eight key time and information principles.  This paper also describes how to apply these principles to make your presentations more persuasive to senior managers.  Finally, several practical and advanced techniques for improving the focus and impact of your presentations to senior managers are described with examples.

• "Communicating Value Management Powerfully:  Best Practices",  Rae Gorin Cook, SAVE International Conference Proceedings 1995, 7 pages
  Abstract:  This paper discusses the necessary communication skills for a successful Value Management (VM) process and new strategies and techniques for maximizing the communication of the VM process.  Although the skills and strategies presented apply throughout the execution of a VM Job Plan, they are presented here in the context of the communications during the phase of marketing VM to potential clients.

If you don't have Adobe Acrobat Reader, you can download it for free from the Adobe website.  But don't forget to come back here--so bookmark this page for reference.

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