Book description
Do you ever feel like you're talking to a brick wall?
The first step in persuading anyone to do anything is getting them to hear you out. But whether the person is a cynical colleague, furious customer, or overwhelmed spouse, their emotional barriers may be blocking your message. And if you can't break through, you can't move forward.
Just Listen has helped tens of thousands of people tear down walls and establish productive communication. In this landmark book, veteran psychiatrist and business coach Mark Goulston reveals simple, proven techniques for moving people from resistance to consensus, explaining how to:
- Listen effectively
- Make even a total stranger—perhaps a potential client—feel "felt"
- Shift an angry or aggressive person into a calmer, more receptive state
- Use empathy jolts to quickly bridge communication gaps
- Turn negative people into assets using the "Magic Paradox"
- Achieve buy-in, the linchpin of all negotiation, persuasion, and sales
- And more
Barricades between people become barriers to success and happiness, so getting through is not just a fine art—it's a crucial skill. With Just Listen, readers learn how to transform the "impossible" and "unreachable" people in their lives into true allies, loyal customers, and lifelong friends.
Table of contents
- Cover
- Title
- Copyright
- Contents
- Foreword by Keith Ferrazzi
- Preface to the Paperback Edition
- Acknowledgments
- Section I The Secret to Reaching Anyone
-
Section II The 9 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 Easy-to-Use Tools for Achieving Buy-in and Getting 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 Fast Fixes for 7 Challenging Situations
- Afterword
- Index
- About the Author
- Keynotes/Workshops
- Free Sample Chapter From Real Influence by Mark Goulston and John Ullmen
Product information
- Title: Just Listen
- Author(s):
- Release date: March 2015
- Publisher(s): AMACOM
- ISBN: 9780814436486
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