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Words That Change Minds: Mastering the Language of Influence Paperback – Nov 13 2012

4.3 out of 5 stars 13 customer reviews

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Product Details

  • Paperback: 236 pages
  • Publisher: Hushion House; 2nd Revised edition edition (Nov. 13 2012)
  • Language: English
  • ISBN-10: 0787234796
  • ISBN-13: 978-0787234799
  • Product Dimensions: 23.2 x 15.3 x 1.6 cm
  • Shipping Weight: 386 g
  • Average Customer Review: 4.3 out of 5 stars 13 customer reviews
  • Amazon Bestsellers Rank: #159,321 in Books (See Top 100 in Books)
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Customer Reviews

4.3 out of 5 stars
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Top Customer Reviews

As a teacher of business writing, I do not recommend this book to all my students; I only recommend it to the ones who are serious and want to take that extra step. I tell them that this is a book that shows you how to pay close attention to the words you use, whether speaking or writing, so that you maximize the impact you have on the specific person you are communicating with.
I applied some of the concepts in the book to a case study in a writing workshop I teach. Students are fascinated by it. They often say things like, "I can't believe something so subtle could be that powerful," and, "I wish I had known about this when I had so much trouble getting my previous boss to even listen to me."
The theories in the book result from research in neuro-linguistic programming. They use fancy concepts such as profiles, filters, and meta programs. But the author translates it all in a way that makes it easy to understand. And she gives hundreds of examples of how you can apply it to situations at work where you need people to listen to you, understand you, and even agree with you.
If you work in human resources, this book is especially valuable because the author provides many examples of assessing how people think. This can be used to match people to the right jobs and to help them improve their interpersonal communications.
I rated this book 5 stars because I think it is superior in all categories for a specialized communications textbook: powerful ideas, insightful author, meticulous exposition, and reasonable price.
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Charvet's concept warrants more than just a read-through of her book. I intend to study the material until I get the hang of her very sound principles. Hopefully in subsequent printings, this worthy book will receive the attention of a good editor (to catch some typos and awkward phrasing), and the trained eye of a seasoned typographer (to visually present the text and charts in an easier-to-grasp format). It deserves the best presentation.
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Only last year (2001), two members of the Harvard University Graduate School of Education brought out a book snappily entitled "How the Way We Talk can Change the Way we Work". It's an excellent book but it was a little strange to see it referred to by some critics as "new", and an example of "breakthrough thinking".
Because although the two books are not addressing *exactly* the same area, Ms Charvet's "Words that Change Minds", first published in 1996, can readily be seen as a precursor to the later book.
Although it is usually referred to in connection with Rodger Bailey's LAB Profile work, this book is in fact based on a subset of the "meta programs", or mental filters, first identified by Leslie Lebeau (formerly Leslie Cameron-Bandler).
What makes this book so valuable is that instead of simply describing the meta programs on a purely theoretical level (as many previous authors had done), Ms Charvet places each one in a very practical context. She tells us not only the basics of each meta program but also such practical details as:
- what questions to use to elicit a person's position on any of the meta programs discussed
- how to identify what meta program positions are best suited to a given job
- and how to frame a job or product advert so that it "speaks to" the optimum audience
There is also a wealth of anecdotes from real life that illustrate the meta programs at work - like why the US was never comfortable as members of UNESCO, why a single word undermined one of IBM's big advertising campaigns, and why a Jewish mother may recommend chicken soup because "it couldn't hurt".
And on top of all that, the book is written in an enthusiastic, flowing style that makes reading it both easy and enjoyable.
Highly recommended for *anyone* who wants to understand the practicalities of how language works.
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Using the technology described in this book you will recognize how a person is motivated (or motivates himself), and how a person would like to organize their work. It is clear that once you have that information, it becomes "easy" to organize work in such a way that they get the kind of job that will fit (on other words: this is how you hire for attitude and manage to retain people!). When I saw the first version of this book in 1995, little did I know that 5 years later 50% of my income would be linked to applying the lessons from this book. At jobEQ, our customers are astonished when they see the precision and the accuracy we achieve through applying metaprograms as a recruiting and management tool.
The only constraint this book doesn't solve is how to apply this technology when you have to "profile" 1200 persons (as I have done over the last 8 months) - hint: at that point you need to automate the process, as we have done at jobEQ with the iWAM test.
But until today (2001), no other books on meta-programs is so practical. In fact, we recommend this book to our iWAM users, because in this book they will need the interview techniques whioch are useful to complement an electronic test.
This is really powerful stuf that helps companies to get a competitive edge. The technology of this book has been used at copanies such as Southwest Airlines, Johnson & Johnson, Hewlett Packard and the Marriot Hotels. If you didn't know about it, feel free to consider it one of the best kept secrets!
Patrick E.C. Merlevede, MSc. -- author of "7 Steps to Emotional Intelligence"
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