Words That Change Minds

Content Structure

Motivation Patterns

• Level: Proactive vs Reactive
• Criteria: Hot Buttons
• Direction: Toward vs Away From
• Source: Internal vs External
• Reason: Options vs Procedures
• Decision Factors: Sameness vs Sameness with  Exception vs Difference

Productivity Patterns

• Scope: Specific vs General
• Attention Direction: Self vs Other
• Stress Response: Feeling vs Choice vs Thinking
• Style: Independent vs Proximity vs Cooperative
• Organisation Person vs Thing
• Rule Structure: My/My vs My/. vs No/My vs My/Your
• Convincer Channel
• Convincer Mode: Number of Examples vs Automatic vs Consistent

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