Words That Change Minds by Shelle Rose

Words That Change Minds 3rd Edition The 14 Patterns for Mastering the Language of Influence by Shelle Rose Charvet

Contents of Words That Change Minds Book

• 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
• The Macho Test©
• 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 Suggestion Model©
• The Universal Opener: The 4Mat System
• The 4-Step Motivation Method©
• How to Sell to Internals
• The Macho Test©
• The Bad News Formula©
• The 3-2-1 Away From – Toward Sandwich for Highly Away From People
• Chapter 24 – The LAB Profile® of Conflict
• Chapter 25 – Conversational Coaching© with the LAB Profile®
• 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