Words That Change Minds: The 14 Patterns for Mastering the Language of Influence
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- Create Date：2021-04-17 11:56:06
- Update Date：2025-09-07
- Status：finish
- Author：Shelle Rose Charvet
- ISBN：1733670300
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Summary
How to master Influencing Language and get what you want， without manipulating。
Do you work and live with people who are hard to convince？ Who dismiss ideas before even thinking about them？
Do you want to know how to influence people， without being manipulative？
Want to find out how people get motivated， make decisions， to be more persuasive with everyone？
Learn how to use the right words with the right people， and get through the “Communication Wall”
Have you ever felt like you were talking to a wall？ Well， that’s a very accurate description of what’s happening when 2 people are communicating！ Everyone has a metaphorical “Communication Wall” around them to protect them from “bad people”。 But in all of our walls， we have left some bricks out， to let the “good people” communicate with us。
The problem in communication is not the wall， because the wall is standard equipment that everyone has。 The problem comes from the holes where the bricks have been left out。
The holes come in specific shapes， unique to each person。
And if you want to communicate with that person， you need to use words，
and behavior that fit exactly with the holes in the other person’s wall。
Shelle Rose Charvet， best-selling author of Words That Change Minds shows you how to match your language to people around you （in your work， with your colleagues， your boss and your clients， and at home， with your partner， family and other relationships）。
Learn the persuasion psychology， spark interest and enthusiasm and get what you want。
In Words That Change Minds you will:
- Learn the influence science and practice。
- Discover the ways people unconsciously get motivated， process information and make decisions。
- Decode any communication problem and solve it。
- Find out how to pry open mental space in even the most closed of minds。
- Create rapport and credibility with anyone。
- Avoid inadvertently saying or doing the wrong thing。
- Get practical applications for sales， marketing， recruiting， negotiation， teaching， training， communication at work， conflict resolution。
- Increase your impact in interpersonal communication， teamwork， and in mass communication。
Words That Change Minds is based on the Language and Behavior Profile， （LAB Profile® for short） – a powerful tool that enables you to understand， predict and influence behavior by de-coding the language people use。
You can directly influence people one-on-one， in groups and even in mass communication by customizing your language to match their subconscious Motivation Patterns。
Increase your impact， improve relationships and reduce conflicts， by using the Words That Change Minds。
The NEW 3rd edition of Words That Change Minds has more than 50% new material; examples， research， advanced applications， with 7 completely new chapters， including:
1。 How to Complete a LAB Profile®
2。 Conversational Coaching with the LAB Profile®
3。 Understanding and Working with Combination Patterns
4。 Solving Communication Problems
5。 Influencing Strategies and Techniques
6。 The LAB Profile® of Conflict
7。 LAB Profile® Inventions and Tools， and more。
Interested？ Just scroll up and get your copy today！
About the author:
Shelle Rose Charvet is a bestselling author and the international expert on Influencing Language。 The earlier editions of， “Words That Change Minds” are international bestsellers， available in 15 languages。 Shelle has been researching and teaching for over 35 years and is known for her advanced techniques used to enhance rapport， trust， credibility， and influence。
Do you work and live with people who are hard to convince？ Who dismiss ideas before even thinking about them？
Do you want to know how to influence people， without being manipulative？
Want to find out how people get motivated， make decisions， to be more persuasive with everyone？
Learn how to use the right words with the right people， and get through the “Communication Wall”
Have you ever felt like you were talking to a wall？ Well， that’s a very accurate description of what’s happening when 2 people are communicating！ Everyone has a metaphorical “Communication Wall” around them to protect them from “bad people”。 But in all of our walls， we have left some bricks out， to let the “good people” communicate with us。
The problem in communication is not the wall， because the wall is standard equipment that everyone has。 The problem comes from the holes where the bricks have been left out。
The holes come in specific shapes， unique to each person。
And if you want to communicate with that person， you need to use words，
and behavior that fit exactly with the holes in the other person’s wall。
Shelle Rose Charvet， best-selling author of Words That Change Minds shows you how to match your language to people around you （in your work， with your colleagues， your boss and your clients， and at home， with your partner， family and other relationships）。
Learn the persuasion psychology， spark interest and enthusiasm and get what you want。
In Words That Change Minds you will:
- Learn the influence science and practice。
- Discover the ways people unconsciously get motivated， process information and make decisions。
- Decode any communication problem and solve it。
- Find out how to pry open mental space in even the most closed of minds。
- Create rapport and credibility with anyone。
- Avoid inadvertently saying or doing the wrong thing。
- Get practical applications for sales， marketing， recruiting， negotiation， teaching， training， communication at work， conflict resolution。
- Increase your impact in interpersonal communication， teamwork， and in mass communication。
Words That Change Minds is based on the Language and Behavior Profile， （LAB Profile® for short） – a powerful tool that enables you to understand， predict and influence behavior by de-coding the language people use。
You can directly influence people one-on-one， in groups and even in mass communication by customizing your language to match their subconscious Motivation Patterns。
Increase your impact， improve relationships and reduce conflicts， by using the Words That Change Minds。
The NEW 3rd edition of Words That Change Minds has more than 50% new material; examples， research， advanced applications， with 7 completely new chapters， including:
1。 How to Complete a LAB Profile®
2。 Conversational Coaching with the LAB Profile®
3。 Understanding and Working with Combination Patterns
4。 Solving Communication Problems
5。 Influencing Strategies and Techniques
6。 The LAB Profile® of Conflict
7。 LAB Profile® Inventions and Tools， and more。
Interested？ Just scroll up and get your copy today！
About the author:
Shelle Rose Charvet is a bestselling author and the international expert on Influencing Language。 The earlier editions of， “Words That Change Minds” are international bestsellers， available in 15 languages。 Shelle has been researching and teaching for over 35 years and is known for her advanced techniques used to enhance rapport， trust， credibility， and influence。
Reviews
Can Mert Aydemir
，
Loved the sound taxonomy and practical examples。
Emil Fichtner
，
A little to much theory for me， would love to read more about how it is been able to be established or used in the field。
Mihkel
，
Damn interesting。 Ways to read， influence， and why not， inspire and help people。 Lots of info and a slow read for me。 But def。 something to jump back into from time to time and remind myself。
Simionca Darius
，
Here you learn the influence language
Taisia Crudu
，
Este o carte bogată în analiză psihologică atât de dragă mie。 Având la bază Profilul LAB， aici veți găsi o multitudine de instrumente menite să vă ajute să înțelegeți mai bine oamenii și să comunicați cu ei într-un mod eficient și pe întelesul lor。 ✍️“Cred că， atunci când cunoști diferitele profile， pot să începi să-l alegi pe cel mai potrivit pentru fiecare situație。”Deși se vrea a fi o abordare universală și deci aplicabilă în toate domeniile vieții， totuși cartea este adaptată în contextul pr Este o carte bogată în analiză psihologică atât de dragă mie。 Având la bază Profilul LAB， aici veți găsi o multitudine de instrumente menite să vă ajute să înțelegeți mai bine oamenii și să comunicați cu ei într-un mod eficient și pe întelesul lor。 ✍️“Cred că， atunci când cunoști diferitele profile， pot să începi să-l alegi pe cel mai potrivit pentru fiecare situație。”Deși se vrea a fi o abordare universală și deci aplicabilă în toate domeniile vieții， totuși cartea este adaptată în contextul profesional。 O consider o carte de căpătâi pentru persoanele a căror profesie presupune interacțiunea cu oamenii。 Le va fi utilă celor din departamentul angajări， resurse umane， nivel managerial， vânzări și nu numai。 Având și eu un serviciu conform celor menționate mai sus， apreciez în mod deosebit învățămintele din această carte。 Aici am găsit răspunsuri la unele dileme pe care le am zi cu zi în cadrul activității mele profesionale。 Am înțeles de ce uneori explicând o sarcină unei echipe， deși toți confirmă că ar fi înțeles-o， finalitatea de multe ori este diferită pentru fiecare。✍️“Când cineva comunică cu noi， trecem mesajul prin propriul nostru sistem de filtrare pentru a-l înțelege。”“Cuvinte care schimbă minți” se ocupă de:❗️Descoperirea tiparelor individuale;❗️Declanșatorii motivaționali;❗️Utilizarea limbajului de influențare potrivit pentru impactul maxim;❗️Alegerea candidatului potrivit pentru postul disponibil;❗️Împărțirea corectă a sarcinilor într-o echipă。。。✍️“Dincolo de a fi conștient de cunoștințele și de abilitățile lor， atunci când le știi și Profilul LAB， te afli într-o poziție mai bună din care să replanifici sau să adaptezi sarcini individuale， （atunci când este realizabil）。”Probabil nu le va fi pe plac turor， ar putea fi prea tehnică pentru unii cititori。“Cuvinte care schimbă minți“， Shelle Rose Charvet 。。。more
Abhishek Shekhar
，
Chaotic unstructured and wont hold for people whose native language is not English。
Anisur Rahman
，
This review has been hidden because it contains spoilers。 To view it， click here。 If I'm being honest， I was left feeling slightly underwhelmed by the book。 I expected a lot from the book title but didn't leave thinking I've gained much value from it。The book covers some good points and author spends a bit too much trying to pursuade the reader to buy services which her company offers。The key takeaway I took was that there are mainly 3 interaction styles at work （independent， proximity and collaborative） which is good to know from a stakeholder management perspective。 If I'm being honest， I was left feeling slightly underwhelmed by the book。 I expected a lot from the book title but didn't leave thinking I've gained much value from it。The book covers some good points and author spends a bit too much trying to pursuade the reader to buy services which her company offers。The key takeaway I took was that there are mainly 3 interaction styles at work （independent， proximity and collaborative） which is good to know from a stakeholder management perspective。 。。。more
Dr Rick
，
A great treatise on relationships especially in the workplace This is a book that requires reading several times due to the amount of material that needs to be assimilated。 Although I have been retired for eight years and this primarily applies to the workplace I have found it to be very valuable in my own relationships。 I believe these principles can apply to all walks of life outside the workplace as well。 Well done and well written。
Wadih Antoun
，
Very interesting book and very insightful！ But also not an easy read， which is expected given the topic。The reason it didn't get a 5 is that it's too broken down and fragmented and better efforts can be made to make it more digestible。It feels like an academic book。 Something you would read in stages， stop and analyze。 You do capture the overall idea and it's brilliant but don't expect to leave this book and become an expert as the method demand a lot of practice I suppose。 Very interesting book and very insightful！ But also not an easy read， which is expected given the topic。The reason it didn't get a 5 is that it's too broken down and fragmented and better efforts can be made to make it more digestible。It feels like an academic book。 Something you would read in stages， stop and analyze。 You do capture the overall idea and it's brilliant but don't expect to leave this book and become an expert as the method demand a lot of practice I suppose。 。。。more
David
，
The book says its concepts are based on Natural Language Programming （and a derivative LAB。） I'm not familiar enough to know how accurately it follows these。The book is short and gives examples。 Most of the discussion is oriented to its application in business / job situations。 If this isn't where you want to apply it， what you get from the book may depend on how well you can adapt what it says about business applications to your area of interest。The idea is that by listening to the format / con The book says its concepts are based on Natural Language Programming （and a derivative LAB。） I'm not familiar enough to know how accurately it follows these。The book is short and gives examples。 Most of the discussion is oriented to its application in business / job situations。 If this isn't where you want to apply it， what you get from the book may depend on how well you can adapt what it says about business applications to your area of interest。The idea is that by listening to the format / context that people talk about relevant topics and/or respond to questions， you can learn about a person's mental frameworks。 These personality elements or way of perceiving things can help you know （for instance， in business） what jobs they world be suited for， or see "where they're coming from。"I think other books will help me more for my goals。 。。。more
bear
，
Great book
Brendan Sears
，
Some decent info and perspective on framing what needs to be said while working with different types of people。
Muzammil
，
End of Week 39: Book 39 Completed: Words That Change Minds – Shelle Rose Charvet #myread4change #read2lead #read4life #booksHave you ever wondered when you are not able to connect with people and it surprises you why others can’t see， understand or agree with what you have to say， convey。Words that changes minds discusses （LAB Profile – Language and behavior Profile）， which comprises of 14 motivation and productivity patterns。Each pattern describes what motivates our decision， behavior and actio End of Week 39: Book 39 Completed: Words That Change Minds – Shelle Rose Charvet #myread4change #read2lead #read4life #booksHave you ever wondered when you are not able to connect with people and it surprises you why others can’t see， understand or agree with what you have to say， convey。Words that changes minds discusses （LAB Profile – Language and behavior Profile）， which comprises of 14 motivation and productivity patterns。Each pattern describes what motivates our decision， behavior and action。 It also clarifies how to identify our own patterns and how to get along with people of different patterns especially on work front。As they say， if you can find out what drives person， what led them to decision， how they decide， you can get win-win for everyone involved。Author claims that doing LAB profiling of self can be of great help in choosing right profession and type of work we choose like being in sales or operations， Work alone or as part of team。 Being in technical work or people management role。Few Patterns –•Toward or Away From – Toward people are inspired by what they are set out to achieve， where in away from people actions are inspired by what they can avoid by accomplishing their goal。 •Internal & external feedback mechanism – When rating out work we either depends on our internal guidance system （like how we feel， what we think about the work）， or we look for external feedback from others like appreciation， criticism， feedback from superior or peers。•Options mode – procedures mode – in sales asking correct questions are important。 It’s important to know if client is ready to buy。 You may ask ‘are you ready to look at next step （procedure mode）。 If client is ready they will go with you。Finding employment – options mindset （creative work like design， software development， product research – procedure mindset （doing routine work， following procedures） 。。。more
William Buist
，
A more challenging read， but stick with it。 The advice and understanding is fab。
Annie
，
I give this book 3。5 stars but rounded it to 4 stars。 The categorization of how people behave （such as proactive/reactive， toward a goal/away from a problem， and internal/external motivation） is a useful lens through which to view people's strengths and weaknesses。 For example， a proactive person would be good for planning a project while a reactive person would be good for troubleshooting。 However， some of the categorizations aren't as intuitive， like an "options" person is motivated by possibi I give this book 3。5 stars but rounded it to 4 stars。 The categorization of how people behave （such as proactive/reactive， toward a goal/away from a problem， and internal/external motivation） is a useful lens through which to view people's strengths and weaknesses。 For example， a proactive person would be good for planning a project while a reactive person would be good for troubleshooting。 However， some of the categorizations aren't as intuitive， like an "options" person is motivated by possibilities to do something different while a "procedures" person likes to follow a step-by-step process。 It would require regular use to remember all the categories and be able to identify those traits in people when conversing with them。 。。。more
Doina Vilceanu
，
Ca sa fim in clar: nu e o lectura， ci un manual。 M-am simtit ca in facultate cand trebuia sa tocesc pentru o materie care stiam ca nu-mi va fi de mare folos。 Aceasta o recomand （in special） managerilor de resurse umane （eu luncrand in marketing）。 O combinatie de NLP （subiect despre care mi-am scris lucrarea de dimploma de 200 de pagini - deci nu-mi era tocmai "strain"） si alte scheme mentale。 "N" tipologii si segmentari。 2 luni mi-a luat sa o termin （din spirit masochist， ca eu am un principiu d Ca sa fim in clar: nu e o lectura， ci un manual。 M-am simtit ca in facultate cand trebuia sa tocesc pentru o materie care stiam ca nu-mi va fi de mare folos。 Aceasta o recomand （in special） managerilor de resurse umane （eu luncrand in marketing）。 O combinatie de NLP （subiect despre care mi-am scris lucrarea de dimploma de 200 de pagini - deci nu-mi era tocmai "strain"） si alte scheme mentale。 "N" tipologii si segmentari。 2 luni mi-a luat sa o termin （din spirit masochist， ca eu am un principiu de trebuie sa termin orice am inceput） si cred ca ar mai trebui sa o citesc de 2 ori， apoi sa o pun in practica cu pixul in mana， apoi sa o mai citesc odata。。。 Transformat in curs online cu exemple practice/studii de caz ar avea mult mai multe sanse。 。。。more
Lisa Snyder
，
Great concept。 A lot of things to remember to actually get into practice。
janvier rugira
，
All about LABThis book is all about LAB profile。 It is practically impossible to find relevance in it without prior knowledge of LAB。。。 🙈
Adrian David
，
Un título engañosoCompraste el libro creyendo en el título， grave error。 Es un libro que me dio Usa la programación neuro lingüística， el problema está en que la técnica que esta mujer vende， aparece más de 300 veces mencionada en su libro。 Parece mas un manual gigante para vender su producto， que es un libro que intente enseñarte cómo usar el lenguaje por favor de tus clientes o pacientes。 Yo no lo recomendaría， pero tampoco pude decir que no me ayudó a recordar algunos conocimientos de PNL
Pavan Kumar Shankara
，
The book has something pretty interesting ideas， but most of them were things you already know about how to judge the behaviorally characters of a person。The book is essentially structured as， find out the personal traits （there are around 14 of them）， and based on they traits you use to words which would persuade the person as you would wish。It is a nice idea， but much more complicated in reality as people are rather complex layered to analyze based on just as few questions and their responses The book has something pretty interesting ideas， but most of them were things you already know about how to judge the behaviorally characters of a person。The book is essentially structured as， find out the personal traits （there are around 14 of them）， and based on they traits you use to words which would persuade the person as you would wish。It is a nice idea， but much more complicated in reality as people are rather complex layered to analyze based on just as few questions and their responses to it。At some point book reads like a instruction manual， to find out LAB profile of the person and suggestions of words to use。A 3。5 to be honest。 I understand it is very hard to write good convincing books on such topics！！ 。。。more
Khan Ashraf Alif
，
I believe the intention was good but sadly the book seemed really dragging。
Diane Law
，
Read this as part of a coaching course。 I will definitely be dipping into this book again when I have the opportunity to use the techniques and approach covered。 Lots of examples， practical advice and resources as well as a way to gain more insight in coaching conversations。
Han
，
Terrific！ Should be required business reading。Have you been frustrated trying to convince a skeptic to accept your idea？ Read this book and find out how to speak and write in the right language to match their needs and convince them！Frustrated with a co-worker or relative who insists on arguing every decision？ Read this book and learn how to match their patterns！
Morag
，
A review elsewhere described it as a literary infomercial。 I agree。 All style and no substance。
Alan Wong
，
The main point of this book is that "there are different personality types and by understanding and communicating to these different personality types with language that is likely to be effective， you are more likely to get results"。 This book offers a model for categorizing people into different personality types。 What I liked about this book is that it is full of practical， concrete examples。What I didn't like about this book is that introduces tons of jargon and is basically an advertisement The main point of this book is that "there are different personality types and by understanding and communicating to these different personality types with language that is likely to be effective， you are more likely to get results"。 This book offers a model for categorizing people into different personality types。 What I liked about this book is that it is full of practical， concrete examples。What I didn't like about this book is that introduces tons of jargon and is basically an advertisement for a given service/model。Perhaps this is an artifact of this genre， rather than a shortcoming of this book。 。。。more
Miruna
，
I feel like this book could have been summarized in one table。 Not that it wasn't helpful， but honestly it felt hardly applicable to me。 Yeah， very useful for coaches and career counselling， but I expected to find its applicability in the daily life as well。 You cannot learn such rules by heart and then have a conversation where you spot over 10 patterns。。。This book helped me prepare for an interview， but that's it。 I feel like this book could have been summarized in one table。 Not that it wasn't helpful， but honestly it felt hardly applicable to me。 Yeah， very useful for coaches and career counselling， but I expected to find its applicability in the daily life as well。 You cannot learn such rules by heart and then have a conversation where you spot over 10 patterns。。。This book helped me prepare for an interview， but that's it。 。。。more
Brook
，
So much learned， now it’s time to implement！Shelle did a fantastic job laying all of this content out in an easy to follow way。 So much repetition and examples given I feel confident with good practice that I can implement this into my business。 Thank you！
Jennifer Connell Sammons
，
Useful Beyond Most business booksAlthough there is a lot of jargon， the core concepts are easy to understand and apply。 It certainly will change the way I interact with others
Jay Tan Wee Wang
，
Informative but hard to read （like a textbook）。SummaryLEVEL: Does the person take the initiative or wait for others？t• Proactive: Acts with little or no consideration。 Motivated by doing。 t• Reactive: Motivated to wait， analyze， consider and react。 CRITERIA: These words are a person's labels for goodness， rightness， and appropriateness in a given context。 They incite a positive physical and emotional reaction。 DIRECTION: Is a person's motivational energy centered on goals or problems to be dealt Informative but hard to read （like a textbook）。SummaryLEVEL: Does the person take the initiative or wait for others？t• Proactive: Acts with little or no consideration。 Motivated by doing。 t• Reactive: Motivated to wait， analyze， consider and react。 CRITERIA: These words are a person's labels for goodness， rightness， and appropriateness in a given context。 They incite a positive physical and emotional reaction。 DIRECTION: Is a person's motivational energy centered on goals or problems to be dealt with or avoided？ t• Toward: They are motivated to achieve or attain goals。 They may have trouble recognizing problems。 They are good at managing priorities。 t• Away From: They focus on what may be and is going wrong。 They are motivated to solve problems and have trouble keeping focused on goals。 SOURCE: Does the person stay motivated by judgments from external sources or by using their own internal standards？ t• Internal: They decide based on their own internal standards。 They like to evaluate outside information by judging it against their own standards。 t• External: They need outside feedback to know how well they are doing。 They are motivated by impact， feedback and results。 REASON: Does the person continually look for alternatives or prefer to follow established procedures？ t• Options: They are compelled to develop and create procedures and systems and like to bend or break rules。 They may have difficulty following set procedures。 t• Procedures: They prefer to follow the right step-by-step process and once started are motivated to complete。 They may get stuck when they have no procedure to follow。 DECISION FACTORS: How does a person react to change， and what frequency of change do they need？ t• Sameness: They are motivated when things stay the same。 They will provoke change about every 15 to 25 years。 t• Sameness with Exception: They prefer situations to evolve slowly over time。 They want major change every 5 to 7 years。 t• Difference: They want change to be constant and drastic。 Major change every 1 to 2 years。 Difference and Sameness with Exception: They like both evolution and revolution。 Major change averages every 3 years。SCOPE: How large a picture is the person able to work with？ t• Specific: Details and sequences。 They tend not to see the overview。 t• General: Overview， big picture。 Can handle details for short periods。 ATTENTION DIRECTION: Does the person pay attention to the nonverbal behavior of others or attend to their own internal experience？ t• Self: Attends to own experience。 Doesn't notice others' behavior or voice tone。 t• Other: Has Automatic reflex responses to nonverbal behavior。 STRESS RESPONSE: How does a person react to the normal stresses of a given Context？ t• Feeling: Emotional responses to normal levels of stress。 Stays in feelings。 Not suited for high-stress work。 t• Choice: Can move in and out of feelings voluntarily。 Good at empathy。 t• Thinking: Does not go into feelings at normal levels of stress。 Less apt to establish rapport or show empathy。 STYLE: What kind of human environment allows the person to be most productive？ t• Independent: Alone with sole responsibility。 t• Proximity: In control of own territory with others around。 t• Cooperative: Together with others in a team， sharing responsibility。 ORGANIZATION: Does the person concentrate more on people， thoughts， feelings and experiences or on tasks， ideas， systems， or tools？ t• Person: Centered on people， relationships， feelings experiences and thoughts。 They become the task。 t• Thing: Centered on tasks， systems， ideas， tools。 Getting the job done is the most important thing。 RULE STRUCTURE: Does a person have rules for themselves and others？ t• My/My: My rules for me。 My rules for you。 Able to tell others what they expect。 t• My/。: My rules for me。 I don't care about you。 t• No/My: Don't know rules for me。 My rules for you。 Typical middle management Pattern。 t• My/Your: My rules for me。 Your rules for you。 Can see both perspectives but hesitant to tell others what to do。 CONVINCER CHANNEL: What type of information does a person need to start the process of getting convinced about something？ t• See: See evidence。 t• Hear: Oral presentation or hear something。 t• Read: Read a report。 t• Do: Do something。 CONVINCER MODE: What has to happen to the information or evidence previously gathered to make a person become "convinced" of something？ tt• Number of Examples: They need to have the data a certain number of times to be convinced。 t• Automatic: They take a small amount of information and get convinced immediately based on what they extrapolate。 They hardly ever change their minds。 t• Consistent: They are never completely convinced。 Every day is a new day and they need to get reconvinced。 t• Period of time: They need to gather information for a certain duration before their conviction is triggered。Motivation Patterns t• LEVEL tt○ Proactive: do it; go for it; jump in; now; get it done; don't wait tt○ Reactive: understand; think about; wait; analyze; consider; might; could; would; the important thing is to…t• DIRECTION tt○ Toward: the benefits are; attain; obtain; have; get; include; this would achieve Away From: avoid; steer clear of; not have; get rid of; exclude; get tt○ Away From， not have to worry about t• SOURCE tt○ External: so-and-so thinks; the impact will be; the feedback you'll get; the approval you'll get; others will notice; give references; results will show you tt○ Internal: only you can decide; you know it's up to you; what do you think; you might want to consider， I wanted to run something by you to get your input t• REASON tt○ Options: break the rules just for them; opportunity; here are the choices; options; alternatives; possibilities， what else tt○ Procedures: speak in procedures: first; then; after which; the right way; here's how to do it; tried and true; tell them about the procedures they will get to use， first step t• DECISION FACTORS tt○ Sameness: same as; in common; as you always do; like before; unchanged; as you know， we've always done this tt○ Sameness with Exception: more; better; less; same except; evolving; progress; gradual improvement; develop tt○ Difference: new; totally different; completely changed; switch; shift; unique; revolutionary; brand new; one of a kind tt○ Sameness with Exception and Difference: it's better and quite new; the new improvements; a unique development; new upgradeProductivity Patterns t• SCOPE tt○ Specific: exactly; precisely; specifically （and give lots of details in sequence） tt○ General: the big picture; essentially; the important thing is; in general; concepts t• ATTENTION DIRECTION tt○ Self: （keep communication focused on the content and use Language for Internals; only you can decide; would you like to see the report， so you can decide; what is important to you; since X is important， I suggest tt○ Other: （influenced by the depth of rapport， so mirror and match their nonverbal behavior; Since X is important。。。。 （check for agreement）， then。。。。; you can be comfortable with this; look over here （point to something） t• STRESS RESPONSE tt○ Feeling: it's a major event; intense experience and you don't forget it; exciting; mind-boggling; wonderful tt○ Choice: empathy; appropriate; makes good sense and feels right Thinking: clear thinking; logical; rational; cold reality; hard facts; statistics t• STYLE tt○ Independent: do it alone; by yourself; you alone; without interruption; total responsibility and control tt○ Proximity: you'll be in charge with others involved; you'll direct; lead; your responsibility is X; theirs is Y; this is your project and coordinate with X Cooperative: us; we; together， all of us; team; group; share responsibility; do it together; let's t• ORGANIZATION tt○ Person: （use people's names）; our relationship will be; what are your thoughts; it will feel good; people like this; our people need this; the folks will be impacted tt○ Thing: things; systems; process; task; the job is; goal; organization; company; accomplishments， results RULE t• STRUCTURE tt○ My/My: you know what you want; when it's clear to you; what goes for the goose goes for the gander; the fruit doesn't fall far from the tree。 tt○ My/。: （use Language for Internals） only you can decide; here's a suggestion; this may be in your best interests。 tt○ No/My: （can use Language for Externals） even if you aren't sure; this is what to do; here is how to handle that; what would someone else do in the situation？ tt○ My/Your: different strokes for different folks; not everyone is the same; each to his own; you will need to work out what is best for each party。 t• CONVINCER CHANNEL tt○ See: see this; take a look; it's pretty clear; the light at the end of the tunnel; writing on the wall tt○ Hear: here's what they are saying; the online chatter; rumor has it; something to cheer about tt○ Read: I read this; I can send you some documentation on this; you can read about it; the report says; review the literature tt○ Do: let's work this out; try it on for size; feel them out; get a grip on this; let's work with it t• CONVINCER MODE tt○ Number of Examples: （use their number）; 3 times is a charm， twice should do it， look this over 2 or 3 times; would you like to see another example tt○ Automatic: assume; benefit of the doubt， you'll right away; as soon as you see it， you'll know tt○ Consistent: try it; each time you use it; daily; every time; consistent; each and every time Period of Time: （match period of time）; it changes over time; in a couple of weeks; you will eventually know; after all this time， it will be alright; 。。。more
James E Moses
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