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Just listen : discover the secret to getting through to absolutely anyone

Author: Mark Goulston
Publisher: New York : American Management Association, [2010]
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
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.
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Document Type: Book
All Authors / Contributors: Mark Goulston
ISBN: 9780814414033 0814414036 9780814436479 0814436471
OCLC Number: 318292736
Notes: Includes index.
Description: xix, 234 pages : illustrations ; 24 cm
Contents: Foreword / Keith Ferrazzi --
Acknowledgments --
section I. The secret to reaching anyone --
1. Who's holding YOU hostage? --
The persuasion cycle --
The secret : getting through is simple --
2. A little science : how the brain goes from "NO" to "YES" --
The three-part brain --
Amygdala hijack and the death of rational thought --
Mirror neurons --
From theory to action --
section II. The nine core rules for getting through to anyone --
3. Move yourself from "OH F♯@ & to OK" --
Get through to yourself first --
Speed is everything --
The "Oh F♯@ & to OK" process --
The power of "Oh F♯@ & " --
The "Oh F♯@ & to OK" speed drill --
4. Rewire yourself to listen --
"But I do listen ... don't I?" --
How well do you know the people you know? --
5. Make the other person feel "felt" --
Why does "feeling felt" change people? --
The steps to making another person feel "felt" --
6. Be more interested than interesting --
The "interesting" Jackass --
Don't just act interested--be interested --
7. Make people feel valuable --
8. Help people to exhale emotionally and mentally --
Moving a person away from distress --
Guiding a person to exhale --
9. Check your dissonance at the door --
The perils of corporate dissonance --
When you can't avoid dissonance, anticipate it --
10. When all seems lost--bare your neck --
Show them your neck, and they'll want to show you theirs --
11. Steer clear of toxic people --
Needy people --
Bullies --
Takers --
Narcissists --
Psychopaths --
Mirror check : who's the problem? --
section III. 12 quick and easy ways to achieve buy-in and get through --
12. The impossibility question --
13. The magic paradox --
The cascade of "yes" --
A trust-gaining move --
14. The empathy jolt --
How it works --
When to employ the empathy jolt --
The power of analogy --
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 --
Negotiating versus relating --
What question would make you look up? --
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 --
"Thank you" versus the power thank you --
The power apology --
section IV. Putting it all together : fast fixes for seven challenging situations --
24. The team from hell --
25. Climbing the ladder --
26. The narcissist at the table --
27. Stranger in town --
The visibility stage --
The credibility stage --
The profitability stage --
28. The human explosion --
29. Getting through to yourself --
30. Six degrees of separation --
Create one-on-one situations --
Make virtual allies --
Reach the gatekeepers --
Afterword --
Index --
About the author --
Keynotes/Workshops.
Other Titles: Secret to getting through to absolutely anyone
Responsibility: Mark Goulston ; foreword by Keith Ferrazzi.

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"Readers learn how to listen effectively, shift an angry or aggressive person into a calmer, more receptive state, and use empathy jolts to bridge a communication gap." --Business Insider "Just Read more...

 
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