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

Description

Use Words that Change Minds in Speaking & Writing......Page 3 Acknowledgements......Page 11 Part 1: Introduction......Page 21 Exciting and Scary Times......Page 22 Introduction to the 2nd Edition......Page 23 The Language and Behavior Profile (LAB Profile®)......Page 27 History of the LAB Profile®......Page 28 Creating Our Model of the World......Page 29 Meta Programs......Page 30 Language and Behavior Patterns......Page 31 Reality......Page 33 How the LAB Profile® Works in Communication......Page 34 Context......Page 35 Chapter 2 - LAB Profile® Applications......Page 37 Part 2: Motivation Patterns......Page 39 Level: Do it Now, or Have a Think About it?......Page 41 Reactive......Page 42 Identification......Page 43 Recruitment......Page 44 Stepping on Toes: People Management......Page 45 Sales and Marketing......Page 46 Relationships and Communication......Page 48 Chapter 4 - Criteria: Hot Buttons......Page 50 Making Decisions, Hierarchy of Criteria......Page 51 Can't Make Up Your Mind?......Page 53 Uses for Criteria......Page 55 Influencing with Criteria......Page 57 Sales and Marketing......Page 59 Away From......Page 62 Identification......Page 63 Changes in Context......Page 66 Is It Fear of Success or Motivation Direction?......Page 67 Motivating Yourself......Page 69 Positive or Negative Thinking?......Page 70 Conflicts of Language in Labor Relations......Page 71 Political Divisions - a Matter of Toward and Away From?......Page 72 Recruiting......Page 73 People Management and Task Assignment: The Carrot or the Stick......Page 74 The Cure to Writers' Block......Page 76 Sales and Marketing......Page 77 Online Sales and Marketing......Page 79 Internal......Page 81 Identification......Page 82 Knowing Yourself: Recent Brain Studies......Page 85 Command Language and the Language of Suggestion......Page 86 Self-Awareness: Internal and External......Page 87 The Macho Test©......Page 88 Responding to Feedback and Criticism......Page 89 Educational Design......Page 91 Recruiting......Page 92 People Management......Page 93 Selling in a Buyer's Market: Adapting to the Shift in Customers' Patterns......Page 95 Intimate Relationships......Page 97 Doctors and Patients......Page 98 Selling in Other Contexts......Page 99 Closet Externals and Closet Internals......Page 100 Some Things are Contagious......Page 101 Procedures......Page 104 Identification......Page 105 Sales and Marketing......Page 107 Recruitment......Page 109 Clashes at Work......Page 113 Inter-Team Effectiveness......Page 114 Technology Providers and Users......Page 115 People Management......Page 117 Learning New Skills (or ...Why Some of Us Can't Understand Computer Nerds)......Page 118 Delegation and Working with Groups......Page 119 Coaching......Page 120 Difference......Page 122 Identification......Page 123 Making Your Change Pattern Work for You......Page 126 Revolutions and Evolutions: Recruitment......Page 129 People Management......Page 130 Taking the Pain Out of Organizational Change......Page 131 Why New Coke Didn't Make It......Page 132 Sales and Marketing......Page 133 Purchasers and Users of Software......Page 134 Giving Feedback......Page 137 Part 3: Productivity Patterns......Page 140 Chapter 10 - Productivity Patterns......Page 142 General......Page 143 Identification......Page 144 Combinations......Page 145 When Bad Communication Happens to Good People......Page 146 Why Do All the Songs I Know End in La, La, La?......Page 148 Difficult Bosses......Page 149 Sales, Marketing, and Submitting Bids......Page 150 Too General?......Page 151 Other......Page 155 Identification......Page 156 Recruitment......Page 158 If You Have a Self Pattern......Page 159 Self and the Autism Spectrum......Page 160 Thinking......Page 162 Identification......Page 163 Incompetency Attacks......Page 165 Emotional Outbursts......Page 166 Managing Stress and People......Page 167 Post-Traumatic Stress Disorder Can be Contagious......Page 168 Language Range and Culture......Page 170 Proximity......Page 173 Cooperative......Page 174 Identification......Page 175 Recruitment and Management......Page 177 Pattern Combinations......Page 179 The Loneliness Epidemic......Page 180 Thing......Page 183 Identification......Page 184 Good and Bad People?......Page 186 Recruitment......Page 187 Sales and Marketing......Page 189 No/My: No Rules or Don't Know Rules for Me, My Rules for You......Page 191 Identification......Page 192 Recruitment and People Management......Page 194 So Why Does Middle Management Get the Squeeze?......Page 195 Intimate Relationships......Page 196 Raising Kids......Page 197 Channel Patterns......Page 200 Applications......Page 201 Period of Time......Page 205 Identification......Page 206 Applications......Page 208 Learning......Page 209 Tough Customers......Page 210 Chapter 19 - The LAB Profile® Worksheet: Productivity Patterns......Page 214 Part 4: Applications......Page 216 Chapter 20 - How to Complete a LAB Profile®......Page 217 Chapter 21 - Applications......Page 220 Chapter 22 - The Next Step: Understanding and Working with Pattern Combinations......Page 221 How to identify Pattern Combinations......Page 222 Looking for the Combination Patterns in Someone's Profile......Page 223 Profile of Cheaters: The Volkswagen Emissions Scandal......Page 228 Profile of the Radicalization Process......Page 229 The LAB Profile® Patterns for Changing a Habit......Page 230 How Self-Help "Gurus" Get You to Buy......Page 232 The Bus Stop......Page 233 The Suggestion Model©......Page 234 The Universal Opener: The 4Mat System......Page 235 The 4-Step Motivation Method©......Page 236 How to Sell to Internals......Page 237 The Bad News Formula©......Page 239 The 3-2-1 Away From - Toward Sandwich for Highly Away From People......Page 240 Chapter 24 - The LAB Profile® of Conflict......Page 243 Chapter 25 - Conversational Coaching© with the LAB Profile®......Page 245 The NLP Outcome Strategy......Page 250 The "Stuck" State......Page 252 More Choice is Better? Better for Whom?......Page 254 The "Done" Frame......Page 255 Context: Work Motivation Patterns......Page 257 Productivity Patterns......Page 258 Suggestions......Page 260 Context: Work, present and future Motivation Patterns......Page 261 Productivity Patterns......Page 262 Ideal Work Situation......Page 264 Working Independently......Page 265 Considering taking the plunge to go out on your own?......Page 267 Culture Diagnosis Process Overview......Page 268 Organizational Change Process Overview......Page 270 The LAB Profile® of Qualities......Page 271 Job Profiles......Page 272 Manufacturing Production Management:......Page 273 Production Manager - Job Analysis......Page 275 Recommendations......Page 279 Attracting Only the Right People: Career Advertising......Page 280 Chapter 29 - Building a High-Performance Team......Page 282 Chapter 30 - Negotiating and Bargaining......Page 288 Preparation Is the Key......Page 290 Market Research......Page 292 Finding Your "Ideal Customer"......Page 293 Online......Page 296 Chapter 32 - Education and Learning......Page 298 The Solution for Short Attention Spans......Page 300 Chapter 33 - Default Profiles......Page 302 Chapter 34 - LAB Profile® Inventions and Tools......Page 306 Part 5: Appendices......Page 310 Chapter 35 - Summaries and Useful Bits......Page 311 Motivation Patterns......Page 312 Productivity Patterns......Page 313 Motivation Patterns......Page 317 Productivity Patterns......Page 318 Chapter 38 - The LAB Profile® Worksheet......Page 321 Chapter 39 - Research and Research Abstracts......Page 325 Chapter 40 - Resources......Page 329 Chapter 41 - What Else?......Page 332 Chapter 42 - LAB Profile® Specialist Certification......Page 334 Notes......Page 336