179: How To Move Anyone From “No” To “Yes” With Dr. Mark Goulston

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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(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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