Table of Contents

CONTENTS

Foreword by Keith Ferrazzi xv

Acknowledgments xvii

SECTION I The Secret to Reaching Anyone

1 Who’s Holding YOU Hostage?

2 A Little Science: How the Brain Goes from “No” to “Yes”

SECTION II The Nine Core Rules for Getting Through to Anyone 25

3 Move Yourself from “Oh F#@& to OK”

4 Rewire Yourself to Listen

5 Make the Other Person Feel “Felt”

6 Be More Interested Than Interesting

7 Make People Feel Valuable

8 Help People to Exhale Emotionally and Mentally

9 Check Your Dissonance at the Door

10 When All Seems Lost—Bare Your Neck

11 Steer Clear of Toxic People

SECTION III 12 Quick and Easy Ways to Achieve Buy-In and Get Through

12 The Impossibility Question

13 The Magic Paradox

14 The Empathy Jolt

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

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

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

28 The Human Explosion

29 Getting Through to Yourself

30 Six Degrees of Separation

Afterword

Index

About the Author

Keynotes/Workshops