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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
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.
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
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.
Foreword by Keith Ferrazzi xiii
Preface to the Paperback Edition xv
Acknowledgments xvii
SECTION I The Secret to Reaching Anyone 1
1 Who's Holding YOU Hostage? 3
2 A Little Science: How the Brain Goes from "No” to "Yes” 14
SECTION II The 9 Core Rules for Getting Through to Anyone 25
3 Move Yourself from "Oh F#@& to OK” 27
4 Rewire Yourself to Listen 36
5 Make the Other Person Feel "Felt” 45
6 Be More Interested Than Interesting 55
7 Make People Feel Valuable 64
8 Help People to Exhale Emotionally and Mentally 69
9 Check Your Dissonance at the Door 77
10 When All Seems Lost—Bare Your Neck 87
11 Steer Clear of Toxic People 94
SECTION III 12 Easy-to-Use Tools for Achieving Buy-in and Getting Through 109
12 The Impossibility Question 111
13 The Magic Paradox 116
14 The Empathy Jolt 123
15 The Reverse Play, Empathy Jolt #2 132
16 "Do You Believe That?” 138
17 The Power of "Hmmm. . . .” 142
18 The Stipulation Gambit 150
19 From Transaction to Transformation 155
20 Side by Side 163
21 Fill in the Blanks 170
22 Take It All the Way to "No” 176
23 The Power Thank You and Power Apology 180
SECTION IV Fast Fixes for 7 Challenging Situations 187
24 The Team from Hell 189
25 Climbing the Ladder 194
26 The Narcissist at the Table 197
27 Stranger in Town 200
28 The Human Explosion 204
29 Getting Through to Yourself 209
30 Six Degrees of Separation 215
Afterword 221
Index 223
About the Author 231
Keynotes/Workshops 233
| Empfohlen (von): | 18 |
|---|---|
| Erscheinungsjahr: | 2022 |
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780814436479 |
| ISBN-10: | 0814436471 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Goulston, Mark |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 16 mm |
| Von/Mit: | Mark Goulston |
| Erscheinungsdatum: | 10.08.2022 |
| Gewicht: | 0,421 kg |
Foreword by Keith Ferrazzi xiii
Preface to the Paperback Edition xv
Acknowledgments xvii
SECTION I The Secret to Reaching Anyone 1
1 Who's Holding YOU Hostage? 3
2 A Little Science: How the Brain Goes from "No” to "Yes” 14
SECTION II The 9 Core Rules for Getting Through to Anyone 25
3 Move Yourself from "Oh F#@& to OK” 27
4 Rewire Yourself to Listen 36
5 Make the Other Person Feel "Felt” 45
6 Be More Interested Than Interesting 55
7 Make People Feel Valuable 64
8 Help People to Exhale Emotionally and Mentally 69
9 Check Your Dissonance at the Door 77
10 When All Seems Lost—Bare Your Neck 87
11 Steer Clear of Toxic People 94
SECTION III 12 Easy-to-Use Tools for Achieving Buy-in and Getting Through 109
12 The Impossibility Question 111
13 The Magic Paradox 116
14 The Empathy Jolt 123
15 The Reverse Play, Empathy Jolt #2 132
16 "Do You Believe That?” 138
17 The Power of "Hmmm. . . .” 142
18 The Stipulation Gambit 150
19 From Transaction to Transformation 155
20 Side by Side 163
21 Fill in the Blanks 170
22 Take It All the Way to "No” 176
23 The Power Thank You and Power Apology 180
SECTION IV Fast Fixes for 7 Challenging Situations 187
24 The Team from Hell 189
25 Climbing the Ladder 194
26 The Narcissist at the Table 197
27 Stranger in Town 200
28 The Human Explosion 204
29 Getting Through to Yourself 209
30 Six Degrees of Separation 215
Afterword 221
Index 223
About the Author 231
Keynotes/Workshops 233
| Empfohlen (von): | 18 |
|---|---|
| Erscheinungsjahr: | 2022 |
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780814436479 |
| ISBN-10: | 0814436471 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Goulston, Mark |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 16 mm |
| Von/Mit: | Mark Goulston |
| Erscheinungsdatum: | 10.08.2022 |
| Gewicht: | 0,421 kg |
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