03-24-2014, 01:41 PM
Words That Change Minds: Mastering the Language of Influence
This goes great with "Breakthrough Advertising" and should be in your copywriting toolbag. - Non Conformer
![[Image: Snap1.jpg]](http://s10.postimg.org/okd06gbbt/Snap1.jpg)
"As a teacher of business writing, I do not recommend this book to all my
students; I only recommend it to the ones who are serious and want to
take that extra step. I tell them that this is a book that shows you how
to pay close attention to the words you use, whether speaking or
writing, so that you maximize the impact you have on the specific person
you are communicating with.
I applied some of the concepts in the book to a case study in a writing
workshop I teach. Students are fascinated by it. They often say things
like, "I can't believe something so subtle could be that powerful," and, "I
wish I had known about this when I had so much trouble getting my previous
boss to even listen to me."
The theories in the book result from research in neuro-linguistic programming. They
use fancy concepts such as profiles, filters, and meta programs. But the author
translates it all in a way that makes it easy to understand. And she gives hundreds
of examples of how you can apply it to situations at work where you need people to
listen to you, understand you, and even agree with you.
If you work in human resources, this book is especially valuable because the author
provides many examples of assessing how people think. This can be used to match
people to the right jobs and to help them improve their interpersonal communications.
I rated this book 5 stars because I think it is superior in all categories for a specialized
communications textbook: powerful ideas, insightful author, meticulous exposition, and
reasonable price."
"Rather than discuss the technical aspects of this book... Through using the LAB Profile,
I've become a better salesperson, businessman, friend, and father. I thought I was a good
communicator and influencer before reading this; this book saved me years of learning by
my own experiences."
"Get this book. Go order it; this review will wait.
Now, what did you just spend money on....
Oh, either sign up for one of Charvet's classes (I haven't taken any, but I
hear very good things) or get her tapes (the book is better than the
tapes, but she has a very, very great voice :-)
This book is the best published material on metaprograms and it's organized
around Roger Bailey's research that formed the LAB Profile. So, what are
metaprograms, what is the LAB Profile, and why do you care? We finally
have enough terms out there to review the book :-)
Bailey's LAB Profile (LAB = Language And Behavior) is a series of questions and
observations to elicit 13 specific metaprograms from someone. These 13
are chosen to be easy to elicit conversationally (you don't need a white
coat and a clipboard, you just ask natural questions) and to have
useful application in the business world. By no coincidence whatsoever,
they are also invaluable in personal life.
"Metaprogram" is the name NLP uses for common "filters" we all apply in everyday
life. The LAB Profile looks specifically for metaprograms that indicate a person's
motivation style and working style.
The LAB motivation style questions are easy to ask in an interview or in casual
conversation with people and are the sorts of questions you already ask and care about;
the LAB training gives you a way to understand and organize the results.
In the LAB profile, you almost always want to pay attention to the structure of
their answer instead of the content.
For example, if you know a programmer finds "performance" very important in
their code, the question "Why is performance important?" is entirely
natural. The LAB profile gives you a way to organize their answer: are
they motivating towards something ("Because that means the user can get
work done faster") or away from something ("Because otherwise the system
slows down and becomes unusable"). This is an example of the kind of
"filter" the LAB profile elicits.
Knowing (some subset of) the 6 motivation traits for someone help you speak
to them in a way that motivates them. It also lets you understand them when
they talk about why they do, did, or want to do something. These are especially
useful if someone motivates in a way that is very different from you.
The working traits give you an idea of how someone filters their experience
while working. This can help you give someone a task that they will do
well (or hire someone who will fit well with a position), it can help
you instruct someone to do something in way that appeals to them, and it
can help you understand the results someone gets.
An example of a working trait elicitation would be to ask both "What is a good
way for you to increase your success at work?" and "What is a good way for
someone else to increase their success at work?" The structure of the two answers
tells you whose rules they expect someone to follow:
- if they have rules for themselves and rules for other people
- if they have rules for themselves but don't care about where other people get their rules
- if they don't have their own rules for themselves (for example, they
follow rules they got from an expert or the company) but they have rules
they expect others to follow
- if they have rules for themselves and expect other people to have their own rules.
Knowing this helps you understand how that person works in a team, what kind of
instruction they need to receive, and what they expect from their
coworkers. Knowing the rule structure of two people helps mediate
between them and facilitate their working together.
Most of the traits are on a scale. You can motivate a little bit "towards" while
motivating mostly "away," in fact, very few people are all the way in
one direction on any trait. Also, LAB profile traits are contextual;
someone may have a very different motivation style at home with their
spouse and kids than they do at the office. Knowing this is especially
useful when you work with a personal friend (or become friends with a
coworker).
The motivation traits in the book are:
- Level (how proactive or reactive they are when they motivate)
- Criteria (what qualities are most important to them in the context)
- Direction (towards success or away from failure)
- Source (are they motivated by internal pressure or by the response they get from other people)
- Reason (do they prefer to have a process to follow or do they prefer to have many choices)
- Decision Factors (do they tend to see the similarities in things or the differences)
The working traits are:
- Scope (do they focus on details and sequence or do they see the big picture and take things in a random order)
- Attention Direction (is their attention focused on their inner experience while working or on other people)
- Stress Response (when things get very bad, do they instinctively
respond with feelings, with thoughts, or do they have vacillate between
them)
- Style (do they prefer to work alone, on a team of equals, or
with others around who are either not directly involved or are under
their command)
- Organization (in a complex situation, do they focus
on the people, the locations, the information or ideas, the activities
involved, or the physical and metaphorical things)
- Rule Structure (whose rules do they expect to follow and whose rules, if any, do
they expect other people to follow)
- Convincer (what kind of experience do they need to be convinced of
something and how does that experience have to repeat or last to finally
convince)
There are other items sometimes added to the LAB profile (for example, temporal
traits, about how the person handles time) but the basic (and most important) 13
are covered in the book.
If you do anything with people--lead a team, interview, have a family, or
even just walk out your door now and then--this is a good, readable book
that you'll get something out of. You don't need to master the whole
profile for it to be useful. Just one concept that interests you can
make a huge difference in your effectiveness and quality of life."
Password requests will be ignored. Been answered a thousand times already. Search the forum or read the TOP of the freebie section.
Get It:
hit the add reputation link and make mirrors:
This goes great with "Breakthrough Advertising" and should be in your copywriting toolbag. - Non Conformer
"As a teacher of business writing, I do not recommend this book to all my
students; I only recommend it to the ones who are serious and want to
take that extra step. I tell them that this is a book that shows you how
to pay close attention to the words you use, whether speaking or
writing, so that you maximize the impact you have on the specific person
you are communicating with.
I applied some of the concepts in the book to a case study in a writing
workshop I teach. Students are fascinated by it. They often say things
like, "I can't believe something so subtle could be that powerful," and, "I
wish I had known about this when I had so much trouble getting my previous
boss to even listen to me."
The theories in the book result from research in neuro-linguistic programming. They
use fancy concepts such as profiles, filters, and meta programs. But the author
translates it all in a way that makes it easy to understand. And she gives hundreds
of examples of how you can apply it to situations at work where you need people to
listen to you, understand you, and even agree with you.
If you work in human resources, this book is especially valuable because the author
provides many examples of assessing how people think. This can be used to match
people to the right jobs and to help them improve their interpersonal communications.
I rated this book 5 stars because I think it is superior in all categories for a specialized
communications textbook: powerful ideas, insightful author, meticulous exposition, and
reasonable price."
"Rather than discuss the technical aspects of this book... Through using the LAB Profile,
I've become a better salesperson, businessman, friend, and father. I thought I was a good
communicator and influencer before reading this; this book saved me years of learning by
my own experiences."
"Get this book. Go order it; this review will wait.
Now, what did you just spend money on....
Oh, either sign up for one of Charvet's classes (I haven't taken any, but I
hear very good things) or get her tapes (the book is better than the
tapes, but she has a very, very great voice :-)
This book is the best published material on metaprograms and it's organized
around Roger Bailey's research that formed the LAB Profile. So, what are
metaprograms, what is the LAB Profile, and why do you care? We finally
have enough terms out there to review the book :-)
Bailey's LAB Profile (LAB = Language And Behavior) is a series of questions and
observations to elicit 13 specific metaprograms from someone. These 13
are chosen to be easy to elicit conversationally (you don't need a white
coat and a clipboard, you just ask natural questions) and to have
useful application in the business world. By no coincidence whatsoever,
they are also invaluable in personal life.
"Metaprogram" is the name NLP uses for common "filters" we all apply in everyday
life. The LAB Profile looks specifically for metaprograms that indicate a person's
motivation style and working style.
The LAB motivation style questions are easy to ask in an interview or in casual
conversation with people and are the sorts of questions you already ask and care about;
the LAB training gives you a way to understand and organize the results.
In the LAB profile, you almost always want to pay attention to the structure of
their answer instead of the content.
For example, if you know a programmer finds "performance" very important in
their code, the question "Why is performance important?" is entirely
natural. The LAB profile gives you a way to organize their answer: are
they motivating towards something ("Because that means the user can get
work done faster") or away from something ("Because otherwise the system
slows down and becomes unusable"). This is an example of the kind of
"filter" the LAB profile elicits.
Knowing (some subset of) the 6 motivation traits for someone help you speak
to them in a way that motivates them. It also lets you understand them when
they talk about why they do, did, or want to do something. These are especially
useful if someone motivates in a way that is very different from you.
The working traits give you an idea of how someone filters their experience
while working. This can help you give someone a task that they will do
well (or hire someone who will fit well with a position), it can help
you instruct someone to do something in way that appeals to them, and it
can help you understand the results someone gets.
An example of a working trait elicitation would be to ask both "What is a good
way for you to increase your success at work?" and "What is a good way for
someone else to increase their success at work?" The structure of the two answers
tells you whose rules they expect someone to follow:
- if they have rules for themselves and rules for other people
- if they have rules for themselves but don't care about where other people get their rules
- if they don't have their own rules for themselves (for example, they
follow rules they got from an expert or the company) but they have rules
they expect others to follow
- if they have rules for themselves and expect other people to have their own rules.
Knowing this helps you understand how that person works in a team, what kind of
instruction they need to receive, and what they expect from their
coworkers. Knowing the rule structure of two people helps mediate
between them and facilitate their working together.
Most of the traits are on a scale. You can motivate a little bit "towards" while
motivating mostly "away," in fact, very few people are all the way in
one direction on any trait. Also, LAB profile traits are contextual;
someone may have a very different motivation style at home with their
spouse and kids than they do at the office. Knowing this is especially
useful when you work with a personal friend (or become friends with a
coworker).
The motivation traits in the book are:
- Level (how proactive or reactive they are when they motivate)
- Criteria (what qualities are most important to them in the context)
- Direction (towards success or away from failure)
- Source (are they motivated by internal pressure or by the response they get from other people)
- Reason (do they prefer to have a process to follow or do they prefer to have many choices)
- Decision Factors (do they tend to see the similarities in things or the differences)
The working traits are:
- Scope (do they focus on details and sequence or do they see the big picture and take things in a random order)
- Attention Direction (is their attention focused on their inner experience while working or on other people)
- Stress Response (when things get very bad, do they instinctively
respond with feelings, with thoughts, or do they have vacillate between
them)
- Style (do they prefer to work alone, on a team of equals, or
with others around who are either not directly involved or are under
their command)
- Organization (in a complex situation, do they focus
on the people, the locations, the information or ideas, the activities
involved, or the physical and metaphorical things)
- Rule Structure (whose rules do they expect to follow and whose rules, if any, do
they expect other people to follow)
- Convincer (what kind of experience do they need to be convinced of
something and how does that experience have to repeat or last to finally
convince)
There are other items sometimes added to the LAB profile (for example, temporal
traits, about how the person handles time) but the basic (and most important) 13
are covered in the book.
If you do anything with people--lead a team, interview, have a family, or
even just walk out your door now and then--this is a good, readable book
that you'll get something out of. You don't need to master the whole
profile for it to be useful. Just one concept that interests you can
make a huge difference in your effectiveness and quality of life."
Password requests will be ignored. Been answered a thousand times already. Search the forum or read the TOP of the freebie section.
Get It:
Magic Button :
hit the add reputation link and make mirrors: