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

by Shelle Rose Charvet

predict and influence

well-known that people communicate through a set of filters shaped by history, sense of identity, beliefs about what is true, and values about what is right, as well as perceptions and interpretations of what is going on.

hallucinating.

Two examples of distortion are hallucination and creativity.

take a few examples and then create a general principle.

Generalization about how to open doors.

Generalization is about how we unconsciously generate rules, beliefs, and principles about what is true, untrue, possible, and impossible.

three filters, Deletion, Distortion and Generalization, we each create our own model of the world.

Leslie Cameron-Bandler

each person makes specific kinds of Deletions, Distortions and Generalizations, which then show up in a person's behavior.

Meta Programs.

specific filters we use to interact with the world.

edit and shape what we allow to come in from th...

Meta Programs are like a door through which we interact with the world.

Rodger Bailey,

created the LAB Profile®

tool to help people understand what is motivating others whe...

behavior is different when we are with different people, at work, or at home with our family.

not, therefore, descriptions of our personality, but rather a picture of how we are interacting with different environments or contexts.

describes the form of our door, what specifically we let in and out in a give...

reduce the number of patterns from sixty to fourteen.

developed a small set of specific questions by which, regardless of what people answer, their unconscious patterns are revealed in the structure of the language they use.

pay attention to how people answer, instead of w...

first set

called Motivation Patterns or Triggers.

indicate what a person needs to get and stay motivated in a given Context, or conversely wh...

Motivation T...

make a person do something or prevent a person from actin...

second set Workin...

Productivity P...

describe the internal mental processing that a person uses in a...

Once you know a person's Patterns, you can then tailor your language so that it has maximum impact for that person.

When you use the appropriate Influencing Language, the impact is powerful precisely because you are speaking in someone's own personal style.

we know that people do not actually live in Reality.

By deleting, distorting and generalizing, we inhabit our perceptions and interpretations of Reality.

People transform their actual experience, their opinions, and so on, in ways that correspond to their own particular Deletions, Distortions, and Generalizations.

same language patterns in their speech have the same behaviors.

from the connections between a person's language and how they behave.

will enable you to understand, predict and inf...

shifts people make as they move from situation

is the frame of reference a person puts around a situation.

Simply because a person has a certain pattern (or habit) in a given place and time does not indicate that they will have that same pattern in another Context.

To help you identify when someone is talking about or has switched Contexts, listen for: When? Where? With whom? and a verb.

When people use these cues, they are telling you what a Context is for them:

create multifaceted communication strategies.

Understanding and speaking to your clients' unconscious Motivation Patterns.

The process enables the client to experience their desired state and develop their own solutions.

choose activities which will create the desired behavior changes for any target group, first by decoding the Motivation Patterns for the group and then understanding which LAB Profile® Patterns are addressed by any given activity.

managers to identify the LAB Profile® Patterns

adjust assignments to suit what team members naturall...