Words that Change Minds - Deepstash
Words that Change Minds

Words that Change Minds

Shelle Rose Charvet

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7 Days of Inspiration

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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. 

Language: do it, jump in, get it done, now.

People in the Reactive category are motivated to wait, analyze, consider and react. 

Language: understand, think about, analyze, consider, wait, might, could, would

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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