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32 Cards in this Set
- Front
- Back
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Scope - Specific - how they speak |
• speak in sequences, step-by-step • lots of modifiers, adverbs, adjectives • proper nouns for people, places, and things • if they lose the sequence, they will start over again or continue from where they left off • only seem to be aware of the step before and after the one they are on; not much perception of the overview |
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Scope - General - how they talk |
• may present things in random order • overview, summaries • concepts, abstracts • simple sentences, few modifiers or details |
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Scope - Influential Language - Specific |
• exactly; precisely; specifically; details; use sequences and lots of qualifiers |
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Scope - Influential Language - General |
• the big picture; the main idea; essentially; the important thing is; in general; concepts • leave out the details and multiple qualifiers |
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Attention - Self - Characteristics |
Self people do not show many emotions, although they do have feelings. There is sometimes a time gap between when they receive a stimulus and when they respond to it. They respond based on what they consider to be appropriate. These people are convinced only by the content of what people say, rather than the accompanying tone, body language, or level of rapport. They have difficulty establishing rapport because they do not notice other people’s body language, and therefore they miss many clues. People with this pattern simply do not pick up hints. |
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Attention - Other Type Characteristics |
Other people have automatic reflex reactions to people’s behaviours. They are animated (for their culture) and respond to others with facial expressions, body movements, and shifts in voice tone. They know how the communication is going based on the responses they consciously or unconsciously observe from the other person. These people are good at creating and maintaining rapport, provided they also have the other appropriate patterns. |
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Attention - Self - responses |
• Absence of culturally appropriate behavioural responses such as head nodding, saying “uh-huh,” etc. • reacts only to the content of what you say • doesn’t “pick up the pencil” • doesn’t notice or respond to your voice tone • little or no facial expression or voice variation |
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Attention - Other - responses |
• responds to both content and nonverbal aspects of the communication • will nod head, move body, say “uh-huh”, etc., as a response • animated (for their culture) |
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Attention - Influential Language - Self |
• keep the communication focused on the content • match their Criteria and Convincer Channel and Mode |
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Attention - Influential Language - Other |
• they are influenced by the depth of rapport |
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Emotional Response - Feeling |
People with a Feeling pattern have emotional responses to the normal levels of stress at work. They go into their emotions and stay there. High-stress jobs can therefore be difficult for them to handle over the long term. To many other people, they seem to overreact to situations or be hypersensitive. They are well suited for artistic or creative work, where emotion provides the juice. As salespeople, they find it difficult to handle rejection and may not, as a result, prospect for new customers as often as they should. |
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Emotional Response - Choice |
Choice people first have an emotional response to the normal stresses at work and then either return to an unemotional state or not as they desire, in a given situation. They have choice. Because they feel emotions themselves, they can empathize with others, or choose not to. They tend to perform well as people-managers, as they can combine the personal side of the job and distance themselves when necessary. |
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Emotional Response - Thinking |
People with a Thinking pattern do not have emotional responses to the normal stressful situations for a given Context. They have trouble empathizing with others, as they themselves do not go into emotional states. They will not panic in most emergencies, but keep a cool head. They are reliable performers in high-stress jobs. |
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Emotional - Feeling - observed behaviour |
• they visibly and vocally have an emotional response while describing a difficult situation • changes in 3 or more of the following are indicators of a change in emotional state: • body posture, • gestures facial muscle tension • eyes drop • voice will change in timbre, tone, speed and volume • will stay in their emotional state throughout their recital |
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Emotional - Choice - observed behaviour |
• will go into their emotions initially and return at least once |
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Emotional - Thinking - observable behaviour |
• will not go into their emotions |
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Working Organization - Person - Characteristic |
Individuals with a Person pattern pay attention to the feelings and thoughts of either themselves or others. Feelings take on such an importance that they become the task itself. They will organize their work so that they can focus on people and their feelings. They are good at establishing rapport. |
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Working Organization - Thing - Characteristic |
Thing people concentrate on products, ideas, tools, tasks, and systems (things). They treat people and ideas as objects, and believe that emotions have no place in the world of work. They want to get things done, and have a task orientation. |
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Working Organization - Person - speak about |
• speak about people, emotions, feelings • will name people, use personal pronouns • people are the object of their sentences |
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Working Organization - Thing - talks about |
• talk about processes, systems, tools, ideas, tasks, goals, results • will not mention people often except as impersonal pronouns i.e. “they”, or “you” • people become objects, parts of a process |
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Working Organization - Person - Influential Language |
• use personal pronouns; people’s names; feelings; thoughts; experiencing; this will feel good; for you; for others; the people; our team; our group |
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Working Organization - Thing - Influential Language |
• use impersonal pronouns; things; systems; objects; tasks; objectives; process; get the job done; focus on the task at hand; the goal; the results |
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Working Rule Structure - My/My - Characteristics |
My/My people have rules for themselves and for others. They are willing to communicate their rules to others. Because they believe that people are similar, they think that what is good for themselves will also suit other people. They will say things such as: “If I were you, I would. . . . ” A large majority of people at work have this pattern and probably in other Contexts as well. |
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Working Rule Structure - My/. - Characteristics |
The My/. (period) people have rules for themselves and do not care about others. They do not necessarily harbour malicious intent toward others; it is simply not their problem or concern. These people often get on with what they need to do without thinking about others. Sometimes they are called selfish by others because they simply did not consider anyone else. |
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Working Rule Structure - No/My - Characteristics |
No/My people do not know or do not have guidelines for themselves, but once given the rules, are quite willing to pass them on to others. As a result, they may have difficulty providing direction for themselves or making decisions. Instead, they may get stuck and not know what to do. |
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Working Rule Structure - My/Your - Characteristics |
People with a My/Your pattern know the rules and policies to follow at work but are reluctant or unable to communicate them to others. They operate from a “different strokes for different folks” perspective. Because they believe everyone is different, they consider it arrogant to tell others what to do. As a result, other people are often unclear as to their expectations. |
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Convincer Mode - Number of Examples - Characteristics |
Number of Examples people need to have the data a certain number of times to be convinced, or to learn something. |
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Convincer Mode - Automatic - Characteristics |
People with an Automatic pattern take a small amount of information and decide immediately based on what they imagine the rest to be. They jump to conclusions and, once decided, do not easily change their minds. They will often give the benefit of the doubt. |
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Convincer Mode - Consistent - Characteristics |
Believe it or not, Consistent people are never completely convinced. Every day is a new day and they need to re-evaluate every time. I call this pattern the Scarlett O’Hara pattern, because “Tomorrow is another day.” |
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Convincer Mode - Period of Time - Characteristics |
Period of Time people need to gather information for a certain duration before their conviction is triggered. |
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Convincer Mode - Consistent - Influential Language |
try it; each time you use it; every time; consistent performance; don’t take my word |
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Convincer Mode - Automatic - Influential Language |
You can assume; benefit of the doubt; decide fast; right now |
