Book description
Foreword by Keith Ferrazzi, author of Never Eat Alone and Who’s Got Your Back
The first make-or-break step in persuading anyone to do any thing is getting them to hear you out. Whether the person is a harried colleague, a stressed-out client, or an insecure spouse, things will go from bad to worse if you can’t break through emotional barricades.
Drawing on his experience as a psychiatrist, business consultant, and coach, and backed by the latest scientific research, author Mark Goulston shares simple but powerful techniques readers can use to really get through to people—whether they’re coworkers, friends, strangers, or enemies. Just Listen reveals how to:
• Make a powerful and positive first impression
• Listen effectively
• Make even a total stranger—a potential client, perhaps—feel “felt”
• Talk an angry or aggressive person away from an instinctual, unproductive reaction and toward a more rational mindset
• Achieve buy-in, the linchpin of all persuasion, negotiation, sales, and more
Getting through is a fine art but a critical one. With the help of this groundbreaking book readers will be able to turn the “impossible” and “unreachable” people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Contents
- Foreword
- Acknowledgments
- SECTION I THE SECRET TO REACHING ANYONE
-
SECTION II THE NINE CORE RULES FOR GETTING THROUGH TO ANYONE
- 3 MOVE YOURSELF FROM “OH F#@& TO OK”
- 4 REWIRE YOURSELF TO LISTEN
- 5 MAKE THE OTHER PERSON FEEL “FELT”
- 6 BE MORE INTERESTED THAN INTERESTING
- 7 MAKE PEOPLE FEEL VALUABLE
- 8 HELP PEOPLE TO EXHALE EMOTIONALLY AND MENTALLY
- 9 CHECK YOUR DISSONANCE AT THE DOOR
- 10 WHEN ALL SEEMS LOST—BARE YOUR NECK
- 11 STEER CLEAR OF TOXIC PEOPLE
-
SECTION III 12 QUICK AND EASY WAYS TO ACHIEVE BUY-IN AND GET THROUGH
- 12 THE IMPOSSIBILITY QUESTION
- 13 THE MAGIC PARADOX
- 14 THE EMPATHY JOLT
- 15 THE REVERSE PLAY, EMPATHY JOLT #2
- 16 ”DO YOU REALLY BELIEVE THAT?”
- 17 THE POWER OF “HMMM . . .”
- 18 THE STIPULATION GAMBIT
- 19 FROM TRANSACTION TO TRANSFORMATION
- 20 SIDE BY SIDE
- 21 FILL IN THE BLANKS
- 22 TAKE IT ALL THE WAY TO “NO”
- 23 THE POWER THANK YOU AND POWER APOLOGY
- SECTION IV PUTTING IT ALL TOGETHER: FAST FIXES FOR SEVEN CHALLENGING SITUATIONS
- Afterword
- Index
- About the Author
- Keynotes/Workshops
Product information
- Title: Just Listen
- Author(s):
- Release date: September 2009
- Publisher(s): AMACOM
- ISBN: 9780814414040
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