Just Listen
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MARK GOULSTON (Los Angeles, CA) is a psychiatrist, business consultant, executive coach, and FBI and police hostage negotiation trainer. A bestselling author whose books include Get Out of Your Own Wayand Get Out of Your Own Way at Work, he writes a column on leadership for Fast Company and "Solve Anything with Dr. Mark" for Tribune Media Services, and is frequently called upon to share his expertise by the media including the Wall Street Journal, Harvard Business Review, Fortune, Newsweek, Time, Reuters, NPR, CNN, Fox News, and the Oprahand TODAYshows.
MARK GOULSTON (Los Angeles, CA) is a psychiatrist, business consultant, executive coach, and FBI and police hostage negotiation trainer. A bestselling author whose books include Get Out of Your Own Wayand Get Out of Your Own Way at Work, he writes a column on leadership for Fast Company and "Solve Anything with Dr. Mark" for Tribune Media Services, and is frequentlycalled upon to share his expertise by the media including the Wall Street Journal, Harvard Business Review, Fortune, Newsweek, Time, Reuters, NPR, CNN, Fox News, and the Oprahand TODAYshows.
Foreword by Keith Ferrazzi, author of Never Eat Aloneand 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 peoplewhether they're coworkers, friends, strangers, or enemies. Just Listenreveals how to: Make a powerful and positive first impression Listen effectively Make even a total strangera potential client, perhapsfeel "felt" Talk an angry or aggressive person away from an instinctual, unproductive reaction and toward a more rational mindset Achieve buy-in, the linchpin of all persuasion, negotiation, sales, and more Getting through is a fine art but a critical one. With the help of this groundbreaking book readers will be able to turn the "impossible" and "unreachable" people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.
You've got a business colleague who's hostile...a client who's furious...a staffer who's deeply cynicalhow do you get people to do what you want in tough situations like these? In Just Listen, veteran psychiatrist and business coach Mark Goulston reveals the secret to how to get through to anyone, even when productive communication seems impossible. "Here's the challenge," Mark says. "People have their own needs, desires, and agendas. They have secrets they're hiding from you. And they're stressed, busy, and often feeling like they're in over their heads. To cope, they throw up barricades that make it difficult to reach them even when your goals are in sync with their own." But the good news is that there are simple strategies that can make you compelling, and break down the walls that keep you from getting through to the people you need to buy into your ideas and goals. Just Listenpresents remarkably effective tools and techniques you can use whenever a job, a sale, or a relationship hangs in the balance. How effective are Mark's techniques? One of his areas of expertise is training FBI and police hostage negotiators to handle life-or-death situations. "The same tips I teach these professionals for building empathy, deescalating conflict, and gaining buy-in will work in any situation," Mark says. "Whether you're a new employee fresh out of school, a salesperson, or a CEO, once you master these skills you can take them wherever you go in your career." And Mark has proven these strategies in his own 30-year career as a business coach at companies such as GE, IBM, Goldman Sachs, Kodak, Federal Express, Hyatt, and Disney. With this powerful yet engaging book, you'll learn how to: Get the attention of a total stranger who you need to knowlike that potential client you absolutely must land. Talk an angry person up from an instinctual (irrational) state to receptivity, and finally to rationalitya skill that can save a job, a marriage, or even a life. Use the "Magic Paradox"a technique the author developed for hostage negotiatorsto turn a negative person into an asset. Master the critical art of buy-in (the foreplay of negotiation, persuasion, and selling) by moving anyone through the "Persuasion Cycle." Barricades between people become barriers to success, progress, and happiness; so getting through is not just a fine art, but a crucial skill. Just Listengives you the techniques and confidence to approach the unreachable people in your life, and turn frustrating situations into productive outcomes and rewarding relationships. Mark Goulston, M.D., is a psychiatrist, consultant, business coach, and is the author of Get Out of Your Own Wayand Get Out of Your Own Way at Work. He writes a leadership column for Fast Companyand the "Solve Anything with Dr. Mark" career advice column for Tribune Media Services. Named one of America's Top Psychiatrists by the Consumers&
You've got a business colleague who's hostile...a client who's furious...a staffer who's deeply cynicalhow do you get people to do what you want in tough situations like these? In Just Listen, veteran psychiatrist and business coach Mark Goulston reveals the secret to how to get through to anyone, even when productive communication seems impossible. "Here's the challenge," Mark says. "People have their own needs, desires, and agendas. They have secrets they're hiding from you. And they're stressed, busy, and often feeling like they're in over their heads. To cope, they throw up barricades that make it difficult to reach them even when your goals are in sync with their own." But the good news is that there are simple strategies that can make you compelling, and break down the walls that keep you from getting through to the people you need to buy into your ideas and goals. Just Listenpresents remarkably effective tools and techniques you can use whenever a job, a sale, or a relationship hangs in the balance. How effective are Mark's techniques? One of his areas of expertise is training FBI and police hostage negotiators to handle life-or-death situations. "The same tips I teach these professionals for building empathy, deescalating conflict, and gaining buy-in will work in any situation," Mark says. "Whether you're a new employee fresh out of school, a salesperson, or a CEO, once you master these skills you can take them wherever you go in your career." And Mark has proven these strategies in his own 30-year career as a business coach at companies such as GE, IBM, Goldman Sachs, Kodak, Federal Express, Hyatt, and Disney. With this powerful yet engaging book, you'll learn how to: Get the attention of a total stranger who you need to knowlike that potential client you absolutely must land. Talk an angry person up from an instinctual (irrational) state to receptivity, and finally to rationalitya skill that can save a job, a marriage, or even a life. Use the "Magic Paradox"a technique the author developed for hostage negotiatorsto turn a negative person into an asset. Master the critical art of buy-in (the foreplay of negotiation, persuasion, and selling) by moving anyone through the "Persuasion Cycle." Barricades between people become barriers to success, progress, and happiness; so getting through is not just a fine art, but a crucial skill. Just Listengives you the techniques and confidence to approach the unreachable people in your life, and turn frustrating situations into productive outcomes and rewarding relationships. Mark Goulston, M.D., is a psychiatrist, consultant, business coach, and is the author of Get Out of Your Own Wayand Get Out of Your Own Way at Work. He writes a leadership column for Fast Companyand the "Solve Anything with Dr. Mark" career advice column for Tribune Media Services. Named one of America's Top Psychiatrists by the Consumers' Research Council of America (2009, 2005, 2004), he is frequently quoted or featured in The Wall Street Journal, Harvard Business Review, Fortune, Newsweekand others, and on CNN, NPR, Fox News, and BBC-TV. He lives in Los Angeles.
"An impressive bag of tricks... a guide that is as entertaining as it is useful." - Publishers Weekly"The most useful (five-star) book on communicating... Everyone can be a better communicator with the right knowledge, and this book makes learning interesting and easy." --Lindsey Novak, nationally syndicated At Work columnist "It's a measure of how contentious work relationships can get that the author, a psychiatrist, draws on hostage-negotiation techniques to instruct readers on how to deal with defiant executives, angry employees or self-destructing management teams .... Mission accomplished." - Time Magazine"Useful and applicable techniques and strategies for everything from getting teams to work together, to handling narcissistic clients (or is that a redundancy?), and getting your message across to even the most impenetrable people." - Accounting Today"Just Listen is a banquet of approaches and ideas that's easy to devour the first time around, and a flavorful feast whenever you use portions as a reference book. It's certainly one of the best how-to books of the year." - Inland Empire Business Journal"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. Illustrative snippets from counseling session reveal martial-arts like techniques: potent on their own, but even more powerful when you combine them. Chapter summaries feature action steps preparing readers to encounter similar scenarios, yielding a guide that is as entertaining as it is useful." -CareerBuilder.com "Just Listen is not only helpful for any kind of business, it teaches a skill that will aid you outside of the office too." - Niche Magazine"Is an excellent guide for learning how to break down barriers." - Pittsburgh Post-GazetteThe 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 coworkers, friends, strangers, or enemies. Getting through is a fine art but a critical one. With the help of this groundbreaking book readers will be able to turn the "impossible" and "unreachable" people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.
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 coworkers, friends, strangers, or enemies. Getting through is a fine art but a critical one. With the help of this groundbreaking book readers will be able to turn the "impossible" and "unreachable" people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.
The first 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 consultant, 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. Just Listen reveals how to: Make a powerful and positive first impression; Listen effectively; Make even a total stranger feel "felt"; Talk an angry or aggressive person away from an instinctual, unproductive reaction and toward a more rational one; and Achieve buy-in. With the help of this groundbreaking book readers will be able to turn the "impossible" and "unreachable" people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.
"an impressive bag of tricks... a guide that is as entertaining as it is useful" -- Publishers Weekly
"an impressive bag of tricks... a guide that is as entertaining as it is useful" --Publishers Weekly
"A primer on dealing with hard-to-reach people in virtually every scenario -- definat executives, angry employees, families in turmoil, warring couples -- through use of well-honed psychological techniques. Illustrative snippets from counseling session reveal martial-arts like techniques: potent on their own, but even more powerful when you combine them. Chapter summaries feature action steps preparing readers to encounter similar scenarios, yielding a guide that is as entertaining as it is useful." --CareerBuilder.com
"It's a measure of how contentious work relationships can get that the author, a psychiatrist, draws on hostage-negotiation techniques to instruct readers on how to deal with "defiant executives, angry employees or self-destructing management teams." .... Mission accomplished." -- Time Magazine
"It's a measure of how contentious work relationships can get that the author, a psychiatrist, draws on hostage-negotiation techniques to instruct readers on how to deal with "defiant executives, angry employees or self-destructing management teams." .... Mission accomplished." --Time Magazine
" Just Listenis a banquet of approaches and ideas that's easy to devour the first time around, and a flavorful feast whenever you use portions as a reference book. It's certainly one of the best how-to books of the year." -- Inland Empire Business Journal
"Just Listenis a banquet of approaches and ideas that's easy to devour the first time around, and a flavorful feast whenever you use portions as a reference book. It's certainly one of the best how-to books of the year." --Inland Empire Business Journal
" Just Listenis an excellent guide for learning how to break down barriers." -- Pittsburgh Post-Gazette
"Just Listenis an excellent guide for learning how to break down barriers." --Pittsburgh Post-Gazette
" Just Listenis not only helpful for any kind of business, it teaches a skill that will aid you outside of the office too." -- Niche Magazine
"Just Listenis not only helpful for any kind of business, it teaches a skill that will aid you outside of the office too." --Niche Magazine
[starred review] "Drawing on his experience as a psychiatrist, business consultant, and FBI hostage-negotiation trainer, Goulston provides brilliant yet doable techniques for getting through to others... This book transcends the self-help category by promoting real communication." -- Library Journal
[starred review] "Drawing on his experience as a psychiatrist, business consultant, and FBI hostage-negotiation trainer, Goulston provides brilliant yet doable techniques for getting through to others... This book transcends the self-help category by promoting real communication." --Library Journal
"The most useful (five-star) book on communicating... Everyone can be a better communicator with the right knowledge, and this book makes learning interesting and easy." --Lindsey Novak, nationally syndicated "At Work" columnist
&"The most useful (five-star) book on communicating... Everyone can be a better communicator with the right knowledge, and this book makes learning interesting and easy.&" --Lindsey Novak, nationally syndicated &"At Work&" columnist
"useful and applicable techniques and strategies for everything from getting teams to work together, to handling narcissistic clients (or is that a redundancy?), and getting your message across to even the most impenetrable people" -- Accounting Today
"useful and applicable techniques and strategies for everything from getting teams to work together, to handling narcissistic clients (or is that a redundancy?), and getting your message across to even the most impenetrable people" --Accounting Today
"'Just Listen' could be the definitive book on communication--today's generation's How to Win Friends and Influence People ." -Marty Nemko, Contributing Editor, U.S. News & World Report
"'Just Listen' could be the definitive book on communication--today's generation's How to Win Friends and Influence People." -Marty Nemko, Contributing Editor, U.S. News & World Report
작가정보
저자(글) Goulston, Mark
MARK GOULSTON (Los Angeles, CA) is a psychiatrist, business consultant, executive coach, and FBI and police hostage negotiation trainer. A bestselling author whose books include Get Out of Your Own Way and Get Out of Your Own Way at Work, he writes a column on leadership for Fast Company and “Solve Anything with Dr. Mark” for Tribune Media Services, and is frequently called upon to share his expertise by the media including the Wall Street Journal, Harvard Business Review, Fortune, Newsweek, Time, Reuters, NPR, CNN, Fox News, and the Oprah and TODAY shows.
목차
Foreword p. xv Acknowledgments p. xvii The Secret to Reaching Anyone Who's Holding YOU Hostage? A Little Science: How the Brain Goes from "No" to "Yes" The Nine Core Rules for Getting Through to Anyone p. 25 Move Yourself from "Oh F#@& to OK" Rewire Yourself to Listen Make the Other Person Feel "Felt" Be More Interested Than Interesting Make People Feel Valuable Help People to Exhale Emotionally and Mentally Check Your Dissonance at the Door When All Seems Lost Bare Your Neck Steer Clear of Toxic People 12 Quick and Easy Ways to Achieve Buy-In and Get Through The Impossibility Question The Magic Paradox The Empathy Jolt The Reverse Play, Empathy Jolt #2 "Do You Really Believe That?" The Power of "Hmmm .. " The Stipulation Gambit From Transaction to Transformation Side by Side Fill in the Blanks Take It All the Way to "No" The Power Thank You and Power Apology Putting It All Together: Fast Fixes for Seven Challenging Situations The Team from Hell Climbing the Ladder The Narcissist at the Table Stranger in Town The Human Explosion Getting Through to Yourself Six Degrees of Separation Afterword Index About the Author Keynotes/Workshops Table of Contents provided by Publisher. All Rights Reserved.
기본정보
ISBN | 9780814414033 ( 0814414036 ) |
---|---|
발행(출시)일자 | 2009년 09월 15일 |
쪽수 | 256쪽 |
크기 |
155 * 229
* 28
mm
/ 499 g
|
총권수 | 1권 |
언어 | 영어 |
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