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by Keith Ferrazzi, Mark Goulston
Just Listen
Cover
Title
Copyright
Contents
Foreword by Keith Ferrazzi
Preface to the Paperback Edition
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 9 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 Easy-to-Use Tools for Achieving Buy-in and Getting 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 Fast Fixes for 7 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
Free Sample Chapter From Real Influence by Mark Goulston and John Ullmen
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