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Words That Change Minds: The 14 Patterns for Mastering the Language of Influence

Shelle Rose Charvet, 2019

Inhaltsverzeichnis des Buches

Use Words that Change Minds in Speaking & Writing
Acknowledgements
Part 1: Introduction
Chapter 1 - Introduction
Introduction to the 3rd Edition
Exciting and Scary Times
Introduction to the 2nd Edition
The Language and Behavior Profile (LAB Profile®)
History of the LAB Profile®
Creating Our Model of the World
Meta Programs
Language and Behavior Patterns
Reality
How the LAB Profile® Works in Communication
Context
Chapter 2 - LAB Profile® Applications
Part 2: Motivation Patterns
Chapter 3 - Motivation Patterns
Level: Do it Now, or Have a Think About it?
Proactive
Reactive
Identification
Recruitment
Stepping on Toes: People Management
Fate and Destiny
Sales and Marketing
Relationships and Communication
Chapter 4 - Criteria: Hot Buttons
Making Decisions, Hierarchy of Criteria
Can't Make Up Your Mind?
Difficult to Satisfy?
Uses for Criteria
The Brain and Strongly-Held Criteria, Values and Beliefs
Influencing with Criteria
Sales and Marketing
Chapter 5 - Direction: The Carrot or the Stick?
Toward
Away From
Identification
Changes in Context
What Would Make You Set and Attain Goals?
Is It Fear of Success or Motivation Direction?
Motivating Yourself
Positive or Negative Thinking?
Conflicts of Language in Labor Relations
Innovation and Funding Start-Ups: Who Gets the Cash?
Political Divisions - a Matter of Toward and Away From?
Professions Have Patterns
Recruiting
People Management and Task Assignment: The Carrot or the Stick
The Cure to Writers' Block
Sales and Marketing
Online Sales and Marketing
Chapter 6 - Source: Can You Really Get Others to Do What You Want?
Internal
External
Identification
Where Do You Know That?
Knowing Yourself: Recent Brain Studies
Command Language and the Language of Suggestion
Irresistible Language: Managing Your Boss
Self-Awareness: Internal and External
Hyper Internals: The Macho Pattern4
Responding to Feedback and Criticism
What Self-Esteem Is Not
Educational Design
Recruiting
People Management
Selling in a Buyer's Market: Adapting to the Shift in Customers' Patterns
Buying Online: The Sequence of Internal and External Buying Patterns
Intimate Relationships
Doctors and Patients
Selling in Other Contexts
Closet Externals and Closet Internals
Some Things Are Contagious
Chapter 7 - Reason: The Right Way or A Way to Do It?
Options
Procedures
Identification
Sales and Marketing
Recruitment
Clashes at Work
Inter-Team Effectiveness
Technology Providers and Users
Who Controls the TV Remote?
People Management
Reorganizations and Employee Engagement
Learning New Skills (or ...Why Some of Us Can't Understand Computer Nerds)
Delegation and Working with Groups
Coaching
Chapter 8 - Decision Factors: To Change or Not to Change
Sameness
Sameness with Exception
Difference
Sameness with Exception and Difference (the Double Pattern)
Identification
Making Your Change Pattern Work for You
Revolutions and Evolutions: Recruitment
People Management
Taking the Pain Out of Organizational Change
How to De-stress a Workforce Overwhelmed With Too Many Changes
Why New Coke Didn't Make It
Sales and Marketing
Purchasers and Users of Software
Chapter 9 - Using the Profiling Worksheet: Motivation Patterns
Giving Feedback
Part 3: Productivity Patterns
Chapter 10 - Productivity Patterns
Chapter 11 - Scope: The Forest and the Trees
Specific
General
Identification
Combinations
When Bad Communication Happens to Good People
Patent and other Lawyers
Why Do All the Songs I Know End in La, La, La?
Recruitment
Difficult Bosses
The Leadership Challenge
Sales, Marketing, and Submitting Bids
Life, the Universe, and Everything
Too General?
Chapter 12 - Attention Direction: When Hinting Won't Work
Self
Other
One in Fourteen People
Identification
Communication
Recruitment
Once a Self, Always a Self?
If You Have a Self Pattern
Self and the Autism Spectrum
Chapter 13 - Stress Response: Freaked Out or Cool as a Cucumber?
Feeling
Choice
Thinking
Identification
Recruitment
Incompetency Attacks
Career Coaching
Passion
Emotional Outbursts
Managing Stress and People
Post-Traumatic Stress Disorder Can Be Contagious
Language Range and Culture
Chapter 14 - Style: Environment and Productivity
Independent
Proximity
Cooperative
Identification
Recruitment and Management
Pattern Combinations
The Loneliness Epidemic
Chapter 15 - Organization: People and Things
Person
Thing
Identification
Good and Bad People?
Recruitment
Sales and Marketing
Chapter 16 - Rule Structure: Guidelines for Yourself and Others
My/My: My Rules for Me, My Rules for You
My/.: My Rules for Me, I Don't Care
No/My: No Rules or Don't Know Rules for Me, My Rules for You
My/Your: My Rules for Me, Your Rules for You
Identification
Recruitment and People Management
So Why Does Middle Management Get the Squeeze?
Telling Yourself What to Do
Intimate Relationships
Raising Kids
Chapter 17 - Convincer Channel: How People Gather Information
Channel Patterns
Identification
Applications
Chapter 18 - Convincer Mode: Clinching the Deal
Number of Examples
Automatic
Consistent
Period of Time
Identification
Applications
Learning
Tough Customers
Chapter 19 - The LAB Profile® Worksheet: Productivity Patterns
Part 4: Applications
Chapter 20 - How to Complete a LAB Profile®
Chapter 21 - Applications
Chapter 22 - The Next Step: Understanding and Working with Pattern Combinations
How to identify Pattern Combinations
Looking for the Combination Patterns in Someone's Profile
LAB Profile® Combination Patterns for Behaviors
Profile of Cheaters: The Volkswagen Emissions Scandal
Profile of the Radicalization Process
The LAB Profile® Patterns for Changing a Habit
How Self-Help "Gurus" Get You to Buy
Chapter 23 - Influencing Strategies and Techniques
The Bus Stop
Match, Match, Match, Lead
The Language of Suggestion vs. Command Language
The Universal Opener: The 4Mat System
How to Sell to Internals
The 3-2-1 Away From - Toward Sandwich for Highly Away From People
Chapter 24 - The LAB Profile® of Conflict
The NLP Outcome Strategy
The "Stuck" State
More Choice Is Better? Better for Whom?
The "Done" Frame
Chapter 26 - Career Coaching and Personal Profiles
LAB Profile® Report: Bill X
Context: Work Motivation Patterns
Productivity Patterns
Ideal Work Situation
Suggestions
LAB Profile® Report: Claudia Y
Context: Work, present and future Motivation Patterns
Productivity Patterns
Ideal Work Situation
Working Independently
Considering Taking the Plunge to Go Out on Your Own?
Chapter 27 - Corporate Culture Diagnosis and Change Measurement
Culture Diagnosis Process Overview
Organizational Change Process Overview
Chapter 28 - Recruiting Employees Who Perform
The LAB Profile® of Qualities
Job Profiles
Production Manager - Job Description
Manufacturing Production Management:
Production Manager - Job Analysis
Recommendations
Attracting Only the Right People: Career Advertising
Chapter 29 - Building a High-Performance Team
Chapter 30 - Negotiating and Bargaining
Preparation Is the Key
Chapter 31 - Understand and Speak to Your Market
Market Research
Finding Your "Ideal Customer"
Online
Chapter 32 - Education and Learning
Adult Learners
The Solution for Short Attention Spans
Chapter 33 - Default Profiles
Chapter 34 - LAB Profile® Inventions and Tools
Part 5: Appendices
Chapter 35 - Summaries and Useful Bits
Chapter 36 - LAB Profile® Patterns Summary
Motivation Patterns
Productivity Patterns
Chapter 37 - Influencing Language Summary
Motivation Patterns
Productivity Patterns
Chapter 38 - The LAB Profile® Worksheet
Chapter 39 - Research and Research Abstracts
Chapter 40 - Resources
Chapter 41 - What Else?
Chapter 42 - LAB Profile® Specialist Certification