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.
MORE IDEAS FROM THE BOOK
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).
We create our model of the world through deletions, distorsions and generalizations. Those create patterns that the LAB (Language and Behavior) model classifies in:
They show up in how a person talks.
The following 6 categories relate to how people trigger their motivation and what language will capture their interest.
It directly influences how you experience things in life.
Our words play an important part in shaping our existence, so if your internal self-talk is negative, your external experiences will most likely be negative as well.
While most of us generally agree on the fact that individuals do not really change their mind, or at least not that easily, recent research has shown that this is quite inaccurate.
People seem to be willing to change their mind in order to adjust to a situation they did not want at all in the first place: that is to say, they try to find something good in what seemed extremely dark, so they can stand what they are going through at certain moments in their life.
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