Words That Change Minds: Mastering the Language of Influence Paperback – Nov 13 2012
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Top Customer Reviews
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.
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.
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"
Most recent customer reviews
Great book lots of actual scenarios to draw from. The book is done in a basic format so anybody can draw from the advantages this book has to offer.Published 6 months ago by Mike Worden
Very informative. Easy to understand and use. Would love to have an index. In the Kindle version the cartoons are almost impossible to read and the tables are a bit annoying.Published 19 months ago by The Reader
I too thought I was a good communicator. Without direction, which this book provides, I probably would have continued to underperform in this critical area. Read morePublished on Jan. 7 2003 by Eugene Allan Brewer
Rather than discuss the technical aspects of this book...
Through using the LAB Profile, I've become a better salesperson, businessman, friend, and father. Read more
Book was so badly organized that I couldn't get through the first 4 chapters. The information contained therein was so painfully obvious that I actually started laughing. Read morePublished on Aug. 12 2002 by Prosumer21
Not everyone is influenced in the same way. To know the difference is all the difference. If you want to be successful in influence, this is the book. Read morePublished on Aug. 11 2001 by Amazon Customer
Shelle presents the LAB Profile (developed by Rodger Bailey) and its applications with a friendly style as she does during her trainings. Read morePublished on Sept. 12 1999 by Fabrizio Pirovano
This book presents meta-programs (the content-free filters we use to make up our model of the world) in a simple, understandable and highly readable way. Read morePublished on July 30 1999 by Amazon Customer
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