Goulston states that “when you bare your (own) feelings, people will mirror, or better know how you feel. If you hide your true emotions, people just can’t get it”. He feels that honesty is better and is not a fan of the game-playing that sometimes goes on in business.
The foreword to Goulston’s book was written Keith Ferazzi, author of Never Eat Alone, and others. I reviewed that book previously. Both authors are big proponents about being upfront with people and respecting others, even if you don’t necessarily agree with them.
Goulston’s approach of drawing information out of people by using key words such as “tell me more”, and “then what happened?” isn’t a new one, but he presents it in an easy to understand manner. In a sense, he has laid all of his knowledge out on the table in the book, showing he practices what he promotes.
He has some interesting phrases that help move the book along. One of my favourites is encouraging people to have a jerkectomy. In other words, get the toxic people out of your life. That will allow you to move ahead in life as you are meant to. You then won’t be needlessly held back.
I enjoyed this book and would encourage others to read it too. It is still readily available, even though a lot of business books have come and gone since it was first published.