Getting through to someone is a fine art, indeed, but a critical one nonetheless. Whether you are dealing with 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 and get your message thoroughly communicated and registered.Drawing on his experience as a psychiatrist, business consultant, and coach, author Mark Goulston shares simple but powerful techniques readers can use to break through the stubborn and hardened outer layers of coworkers, friends, strangers, or even enemies. Just Listen reveals how to:• Make a powerful and positive first impression• Listen effectively• Talk an angry or aggressive person away from an unproductive reaction and toward a more rational mindset• Achieve buy-in--the linchpin of all persuasion, negotiation, and sales• And moreWhether you’re dealing with an angry client, a potential customer, or even a friend or family member who isn’t seeing eye to eye with you, your goal is most likely persuasion. And the first make-or-break step to getting there is having them hear you out. The invaluable principles in Just Listen will get you through that first tough step with anyone.
Goulston (Get Out of Your Own Way at Work) returns with a primer on dealing with hard-to-reach people in virtually every scenario defiant executives, angry employees, families in turmoil, warring couples through use of well-honed psychological techniques. Negotiating intractable situations is like driving up a steep hill, he posits, but most of us make the mistake of creating more resistance by shifting up; "downshift, and you get control," he writes. His "Persuasion Cycle" filters illustrative snippets from counseling sessions during which he digs into an impressive bag of tricks "Magic Paradox," "Impossibility Question," "Empathy Jolt" techniques "like martial arts moves: potent on their own, but even more powerful when you combine them." His successful persuasion case studies include negotiating a police standoff and assisting a married couple's conflict resolution. Chapter summaries feature action steps preparing readers to encounter similar scenarios, yielding a guide that is as entertaining as it is useful.