Just Listen

Mark Goulston draws on his work as a psychiatrist, business consultant and coach, along with scientific research, to argue that the first step in persuading anyone is getting them to listen at all. Whether the other person is a harried colleague, a stressed client or an insecure spouse, emotional barriers make things worse unless they are broken through. Goulston sets out techniques for making a strong first impression, listening well, making a stranger feel understood, and steering an angry or aggressive person from a reflex reaction toward a more rational frame of mind. He treats buy-in as the hinge of persuasion, negotiation and sales. Keith Ferrazzi, author of Never Eat Alone, wrote the foreword.

It appears among the books SOSV general partner Bill Liao named in a book talk.