Summary of Mark Goulston's Just Listen

By IRB Media

Get the Summary of Mark Goulston's Just Listen in 20 minutes. Please note: This is a summary & not the original book. Original book introduction: 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.

• Language: English
• Publisher: IRB Media
• Release date: Dec 3, 2021
• ISBN: 9781669340553

IRB Media

With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

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Insights on Mark Goulston's Just Listen

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 4

Insights from Chapter 1

#1

Most people upshift when trying to persuade others. They argue, encourage, and even push their point across. But what works best is to downshift, pull the other person towards you, and wait for them to respond.

#2

In this scenario, the hostage taker is a man named Frank, who is threatening to kill himself with a gun in a parking lot. He had lost his job six months earlier and had been trying to get another one ever since.

#3

The third step in the persuasion process is buy-in, where the person goes from resisting to listening and then to considering what you are saying.

#4

To persuade someone, you must go through the steps of the Persuasion Cycle - From resisting to listening, from listening to considering, and from considering to willing to do.

#5

The author outlines nine rules and twelve techniques that can help you move through different points on the Persuasion Cycle. Selecting the right techniques for your personality is completely optional.

#6

One CEO used the author’s techniques and was able to turn his career around and save his family at the same time. He went home and talked to his son, who was suffering from being labeled as lazy and stupid by his teachers.

#7

The right words have a tremendous impact on how others perceive us and react to us. These words can change a situation from bad to good or vice versa.

#8

The three concepts that make up the bedrock of understanding how