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