Is Everything You are Seeing for Real?


By Deb Boelkes
In my first book, The WOW Factor Workplace: How to Create a Best Place to Work Culture, I told the story of how my co-collaborator Mark Goulston, M.D. and I met—all due to my reading his best-selling book, Just Listen: Discover the Secret to Getting Through to Absolutely Anyone.
In Just Listen, Dr. Mark defined “The Persuasion Cycle”—the process by which a successful communicator can get someone’s buy-in to do something they wouldn’t otherwise likely do and make them glad they did it. Heartfelt Leaders are typically quite adept at leveraging the Persuasion Cycle—in a good way—to build empathy and trust and enable team members to achieve their dreams.
That said, I’ve learned first-hand that sociopaths can also be quite adept at using The Persuasion Cycle in not-such-good ways. As Dr. Mark explains, sociopaths “only care about you doing what they want.”