We create our model of the world through deletions, distorsions and generalizations. Those create patterns that the LAB (Language and Behavior) model classifies in:<ul><li>Motivation traits that indicate what a person needs to get and stay motivated in a given context</li><li>Working traits that describe the internal mental processing that a person uses in a specific situation</li></ul>They show up in how a person talks.

Language and Behavior (LAB) model

The following 6 categories relate to how people trigger their motivation and what language will capture their interest.<ul><li>Level (Proactive or Reactive)</li><li>Criteria (open ended)</li><li>Direction (Towards or Away From)</li><li>Source (Internal or External)</li><li>Reason (Options or Procedures)</li><li>Decision factors (Sameness, Sameness with Exception, Difference, Sameness with Exception and Difference)</li></ul>

Motivation traits

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.

Level

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).

Words that Change Minds

Thomas Veulemans