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Language and Behavior (LAB) model
We create our model of the world through deletions, distorsions and generalizations. Those create patterns that the LAB (Language and Behavior) model classifies in:
- Motivation traits that indicate what a person needs to get and stay motivated in a given context
- Working traits that describe the internal mental processing that a person uses in a specific situation
They show up in how a person talks.
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Motivation traits
The following 6 categories relate to how people trigger their motivation and what language will capture their interest.
- Level (Proactive or Reactive)
- Criteria (open ended)
- Direction (Towards or Away From)
- Source (Internal or External)
- Reason (Options or Procedures)
- Decision factors (Sameness, Sameness with Exception, Difference, Sameness with Exception and Difference)
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Level
Does the person take the initiative or wait for others?
People in the Proactive category act with little or no consideration; they are motivated by doing.Â
Language: do it, jump in, get it done, now.
People in the Reactive category are motivated to wait, analyze, consider and react.Â
Language: understand, think about, analyze, consider, wait, might, could, would.Â
In the work context, most people have a balanced Proactive and Reactive pattern.
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Criteria
What are the words that will elicit a physical and emotional response?
A person's labels for things are important to them. They are hot buttons because they are attached to emotions and memories.
Questions: What do you want in a ...? What is important to you?
Language: use the person's own words (do not paraphrase).
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IDEAS CURATED BY
Thomas Veulemans's ideas are part of this journey:
Learn more about books with this collection
How to find inspiration in everyday life
How to stay motivated
How to cultivate a positive mindset
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