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Words That Change Minds: Mastering the Language of Influence
 
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Words That Change Minds: Mastering the Language of Influence (Paperback)

by Shelle Rose Charvet (Author)
4.4 out of 5 stars  See all reviews (13 customer reviews)
RRP: £17.99
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Product details

  • Paperback: 221 pages
  • Publisher: Kendall/Hunt Publishing Co ,U.S.; 2nd Revised edition edition (1 April 1997)
  • Language English
  • ISBN-10: 0787234796
  • ISBN-13: 978-0787234799
  • Product Dimensions: 22.6 x 15.2 x 1.5 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon.co.uk Sales Rank: 5,423 in Books (See Bestsellers in Books)

    Popular in these categories:

    #7 in  Books > Reference > Language > Communication
    #38 in  Books > Business, Finance & Law > Careers > Job Hunting
    #46 in  Books > Society, Politics & Philosophy > Psychology Textbooks

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Customer Reviews

13 Reviews
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 (9)
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 (2)
3 star:
 (1)
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Average Customer Review
4.4 out of 5 stars (13 customer reviews)
 
 
 
 
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62 of 63 people found the following review helpful:
5.0 out of 5 stars It doesn't get much better, 7 Nov 2000
By A. J. Bradbury "Andy B." (England) - See all my reviews
(REAL NAME)   

There is a well-known statistc going around which says that only 7% of a message is in the verbal content, 38% is in the vocalisation (tone, tempo, etc.) and 55% is in the body language. This might seem to imply that it doesn't really matter what words you use as long as they are more or less appropriate.
No such luck.
These statistics only apply when there is conflict between what you say and the way you say it (like saying "yes" whilst shaking your head to signal "no"). In the rest of your face-to-face communications - when you *aren't* mismatching your signals - it is actually very important that you choose your words with as much precision as possible - and this book shows you how to do just that.

In the early days of NLP, Leslie Cameron-Bandler developed what are known as the Meta Programs - Proactive/Reactive, Towards/Away From, etc. From a high of around 60, the number of active meta programs has now been halved. Rodger Bailey has identified just 13 of these which are particularly relevant to business communications, and these have become the basis for his 'LAB Profile' and what he calls 'Influencing Language'.
In this book Shelle Rose Charvet does an excellent job of describing the basic features of the LAB Profile (i.e. how to determine a person's current status in each of the 13 meta programs) and how to communicate more effectively by using the corresponding language patterns.

When I reviewed the first edition of this book I was greatly impressed, with only one significant reservation. That qualification has been cleared up in the 2nd edition, and new material has been added. The result is a book that every student of human communications needs to have on their shelf, not just to read it the once, but as a valuable reference work you'll go back to time and time again.

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108 of 113 people found the following review helpful:
5.0 out of 5 stars Ahead of the "experts", 18 Sep 2003
By Karl (England, Great Britain) - See all my reviews
(TOP 1000 REVIEWER)   
Only a couple of years ago (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".

Why?

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 might 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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54 of 57 people found the following review helpful:
5.0 out of 5 stars Funny, accessible, practical, 14 Sep 2004
By Andy Smith "NLP trainer - practicaleq.com" (Manchester, United Kingdom) - See all my reviews
  
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. It's based on the Language and Behaviour (LAB) Profile developed by Rodger Bailey - a simplification of the original 60 (!) meta-programs down to 14, along with the questions you can use to elicit them. This is a kind of psychometric test, although as people may have different meta-programs in different contexts, and they may change over time, it's not about pigeonholing people.

Shelle also tells you the kind of language to use to reach particular kinds of people - useful in sales, negotiation, motivation and deciding who to hire for a particular job. The book is chatty with a good sense of humour.

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Most Recent Customer Reviews

4.0 out of 5 stars Highly valuable but...
I've only given this book four stars as although it is a really valuable and really useful book that is packed with practical techniques and knowledge, it is not, unfortunately,... Read more
Published 21 months ago by K. Alexander

5.0 out of 5 stars Brilliant!! needs 10 stars
I would recommend this book to anyone who has studied nlp or interested in the art of influence and wishes to further expand their knowledge. Read more
Published on 27 Aug 2007 by J. George

5.0 out of 5 stars Great book
I recommend anybody in sales to read this book, it will open your mind and eyes to a fascinating world of NLP
Published on 3 Oct 2006 by Mr. A. J. Rudd

5.0 out of 5 stars A worthwhile read
Great for anyone who has studied NLP and wants to explore meta-programs a littile deeper. Very well put together and includes some great insights into human behaviour... Read more
Published on 8 May 2006 by Mr. A. PRESTON

5.0 out of 5 stars A useful guide on Language and Behaviour Profile
This book can be useful for a range of professionals; from sales representatives, to clinical therapists. Read more
Published on 26 Nov 2003 by M. Adamou

1.0 out of 5 stars not what i wanted
as a hypnotherapist i was misguided into thinking that this book had something to do with hypnosis! Having removed the shrink wrap and skimmed it i discover it is not about... Read more
Published on 10 Nov 2003

5.0 out of 5 stars Sales Process
Much of the content has direct application to Sales Process Engineering: the development of the key stages and actions necessary to progress new business, from account planning to... Read more
Published on 14 Aug 2002 by patpr

5.0 out of 5 stars tools for effective management & recruiting
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. Read more
Published on 30 Jun 2001

4.0 out of 5 stars Best guide to meta-programs available
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 more
Published on 30 Jul 1999

3.0 out of 5 stars Great concept -- needs a good editor.
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. Read more
Published on 27 May 1999

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