| Description |
1 online resource |
| Note |
Includes bibliographical references and index. |
| 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. |
| Summary |
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 con sultant, 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 cowo. |
| Subject |
Business communication.
|
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Interpersonal communication.
|
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Persuasion (Psychology)
|
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Persuasive Communication |
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Interpersonal Relations |
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Negotiating -- methods |
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Communication dans l'entreprise. |
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Communication interpersonnelle. |
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Communication persuasive. |
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Business communication |
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Interpersonal communication |
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Interpersonale Kommunikation |
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Innerbetriebliche Kommunikation |
| Genre |
Electronic book.
|
| Added Title |
Secret to getting through to absolutely anyone |
| Other Form: |
Print version: Just listen New York : American Management Association, c2010. 9780814414033 (DLC) 2009014386 |
| ISBN |
9780814436486 (ebook) |
|
081443648X |
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0814414036 |
|
9780814414033 |
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9780814436479 (pbk) |
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0814436471 |
|
9780814414040 (electronic bk.) |
|
0814414044 (electronic bk.) |
|
9781322974156 |
|
1322974152 |
|
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