Mark Goulston is an ex FBI/police hostage negotiator and so if anyone can show us how to change someones mind it’s him.
He was also a UCLA professor of psychiatry for 25 years and so knows the science to back up his advice.
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Video
Audio
(click the time stamp to jump directly to that point in the episode.)
- 2:47 Show intro
- 2:35 Interview starts
- 3:26 The ethics of influence
- 9:41 How to work out how committed a person is to their “no”
- 12:03 Should we move slowly to influence?
- 14:11 What’s going on in their subconscious?
- 27:40 Is a connection worth more than anything else in business?
- 36:41 Is it OK to sometimes go shallow or should we always ask deeper questions?
- 45:06 Wrap up
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Resources mentioned:
BOOK: Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
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