Author Description

Q&A With The Authors, Lon and Jay. Q: What is this book about? L&J: Whether you are trying to lead, negotiate, persuade, or just get along with people, you need to know what they want, what are their interests? This book trains you to identify those interests. In it, we detail psychological barriers to identifying the core concerns of others. We then tell you how to phrase questions to identify those core concerns. We explain how to listen and discern what people really want, even when it is not what they say they want. Finally, we provide techniques to enable you to establish rapport and constructively engage people who are extremely emotional or physically stressed so that you can identify the interests underlying their emotions and stress. Q: How is this book different? L&J: This book is unique in three ways. First, while other books from the areas of management, negotiation, and conflict state that it is important to understand what people want, they give few details on how to do this. We devote the entire book to explaining how to do this. Second, other authors assume that telling you to do something is sufficient to teach you how to do something. Ask yourself, does that make sense? Can you learn to ride a bicycle by merely reading a description of bicycling? Of course not! You need to practice. Consequently, in addition to the 150 pages of instruction in this book, there is over 2 hours of video and audio segments to help you practice identifying the interests of people. The third unique aspect of this book is its very affordable price. Q: Tell us about the multimedia. L&J: First, the video and audio are imbedded in the pages of the book. There is no switching back and forth between different files, so it is a seamless and enjoyable learning experience for the reader. Second, the content is based on real-life cases of disputes between personal friends, family members, and business associates. We think when you experience them you will o