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

Use Words that Change Minds in Speaking & Writing
Acknowledgements
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
	Notes