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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