Just listen discover the secret to getting through to absolutely everyone
The skills you need to get through to anyone-when a job, a sale, a deal, or a relationship hangs in the balance.
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association
2009.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627494506719 |
Tabla de Contenidos:
- CONTENTS; FOREWORD; 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 It10 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 EXPLOSION29 GETTING THROUGH TO YOURSELF; 30 SIX DEGREES OF SEPARATION; Create One-on-One Situations; Make Virtual Allies; Reach the Gatekeepers; AFTERWORD; INDEX; A; B; C; D; E; F; G; H; I; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; ABOUT THE AUTHOR; KEYNOTES/WORKSHOPS
