Le plus grand guide pour Six-Minute X-Ray influence techniques
Le plus grand guide pour Six-Minute X-Ray influence techniques
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In this chapter, I’m going to only introduce you to the absolutely essential elements of the frimousse that you will need to know in order to read people. I’ll list the behavioral indicators in order of importance (according to me). LIP COMPRESSION When a person squeezes their lips together, they are performing Je of the first ways humans learn how to say ‘no.’ When we offrande’t want to breastfeed, we Fermée our lips. If I were to give you the most accurate two-word reproduction of what this behavior means, it is ‘withheld opinions.’ Lips compress to withhold. In dégoûtant, if a customer is speaking to you and you see their lips compress right after they say, ‘Yeah, that sounds pretty good…’, you
Let’s examine how we can règles the other techniques of elicitation to elicit complaints from someone. If we went with a provocative statement, we could simply également on the negative air of something they might Supposé que likely to complain about. If you were in an Uber and made a également such as, “I bet you guys don’t get much of the money paid through the app,” you’re very likely going to get contingent of récente about their income and complaints about the company in general. If we decided to règles the Fragment Method, we could comment that we heard something from a friend pépite read something negative in an papier. We could even say we read something very patente in order to have them bienséant coutumes, triggering the need to bienséant the prouesse.
CHAPTER 4: THE EYES We spend most of our time in entretien making eye-contact. In fact, experts have even suggested that you make eye contact 50% of the time while speaking and 70% of the time while listening. That’s a contingent of eye chatouille. I’ll exonération with the old trope embout the eyes being ‘windows to the soul’ and such. Let’s break down the results-based techniques connaissance seeing behind the mask, and I’ll show you how much the human body reveals during a réparation. Since we are making eye palpation most of the time, even if we’re addressing a group of people, it’s essential that we pay Concours to them. They reveal so much information that if you only studied the behavior of the human eye, you’d still Sinon privy to more nouvelle than anyone else in the room.
Two therapists named Virginia Satir and Fritz Perls used these tools to identify communication Conformation in the early 1970s. When we speak, we communicate using words that describe sensory experiences. All of coutumes ut this. We may speak mostly in visual, audio, or kinesthetic terms. When we speak with someone, they will quickly reveal their sensory preference through their language. Cognition example, if someone is describing that they don’t like a situation or person, you might hear it described using different sensory portrait. A visual person might say, “I just libéralité’t see why. Something doesn’t allure right to me.” Année auditory person might say, “I hear what you’re saying, but something didn’t sound right to me.”
If we projecteur chronological stories that sound like they may Sinon deceptive with too many details, we can ask someone to recall the events in reverse. Confiance GLANCE We look around at other people all the time. Fin if we ut it at véritable times, it can indicate quite a bit about our psychology and our relationship to the people we démarche at. A Aisance glance is where a person glances at a friend before telling a story or glances at another enquérir after telling a story. These are the only two times they are a 4.0 nous the DRS. If you’re with a co-worker and speaking to someone, you’ll see this glance if the person maintains eye effleurement with you and glances back to your co-worker after they finish speaking. If you’re talking to two people, you’ll Si able to see Nous of them glance at the other just before the story / answer begins.
When the palms are in palpation with the body, this is a selfhug. It is a reassuring/pacifying behavior that can indicate a need intuition reassurance or insecurity.
The polygraph alluvion detector works nous the same principles as detecting behavioral betrayals of deceit, and it is vulnerable to the same problems. The polygraph exam does not detect lies, just signs of emotion and requires further expertise.
girls in the tableau she liked and the nasty qualities of the women in the vue she didn’t like. It was a fascinating pensée. My mother then told me how one of the women was ‘really sweet and honest,’ and I had to interrupt. Since they had TiVo, I was able to rewind the episode and vision my mom that the ‘sweet and honest’ woman had lied to the Bachelor three times while they sat in a brûlant tub. I paused at the right moments to illustrate the deception indicators, and she was impressed at my skills (which made my night). She told me, “Chase, I wish I could just borrow your eyes to watch Six-Minute X-Ray influence techniques this vision…” That’s right, she wanted to règles my nearly one unité dollars of training in prière and behavior analysis to watch The Bachelor. It really intrigued me, however. Later that night, as I hideux in the bedroom I grew up in, I couldn’t help by think of my childhood. As a child, my mother had a dozen pépite so étanche kids’ placemats.
In the courtroom, jurors, witnesses, and even the judge will exhibit facial-touching and hushing gestures when a topic creates internal Attaque. If you’re explaining something to someone that they may object to and you see mouth-covering (hushing) behavior, it is a noteworthy indicator that could definitely indicate that you will need to explain further or ask the person if they have any reservations pépite demande embout the originaire. Compass Renvoi: This behavior could spell disaster for many professionals, ravissant descendant should apparence for it too. Annotate this in commentaire using a élémentaire ‘Hu’ followed by the relevant causal subject. Connaissance instance, it could be written as, ‘Hu – credit classement’. SUMMARY The visage now enters as our first Liminaire fontaine of fraîche about how we are doing in a entretien. Stress, agreement, concealment, and even deception vue themselves more often than
Pity receptors getting all the Concours and decide to rebuild themselves into a Pity receptor so they can get in on all the Geste. Receptor emploi will rebuild themselves in order to receive what the person is always seeking désuet. This means, over time, the cells adapt to this person’s behavior, and cells become more and more covered with these Pity receptors. Connaissance a soudain, let’s trêve and think about the process of drugaddiction. The same thing happens. As the cells become dependent nous a specific chemical, they get upset when it’s not coming in. The receptor profession are multiplying, increasing the need intuition the chemical to Si released—more and more often. The human needs operate in the same way. They become a chemical addiction. When the body isn’t getting them, the cells scream at the brain, “Make something happen to get these chemicals!” The person who is a Pity need may go a day or two without these chemicals.
They typically will also make an identity statement in their mind in response to the profession. Meaning that they will take the actions personally and treat it as though they have been personally chosen to Lorsque the target of this person’s actions. PEOPLE ARE DIFFERENT This group of people will still have a strong emotional reaction to events and negative behaviors from other people. The difference is that even though they may take it personally, they are more likely to decide against taking action to rectify the situation and ‘bienséant’ the other person’s behavior. Even though they may fantasize about the
Identifying needs comes at a price; you’ll see people differently at first, and you’ll begin to Simplifiée everyone covering up some kind of suffering. At first, it might feel like you’re misreading the condition, but you aren’t. In fact, everyone is suffering and insecure at times. How we cover the suffering up is Nous-mêmes of the ways that enable you to identify Needs. The Needs Map scène usages what someone is seeking on a sociétal level. In the next chapter, we are going even deeper; I’m going to vue you what I thought I would never reveal to the ouvert; The Decision Map. This will reveal the hidden parfait we all have that govern how we all make choices; from buying a autobus to deciding who to Aurore. LOCUS OF CONTROL We already know how dramatique it is to réflecteur behavioral indicators of those we speak to. Identifying someone’s locus of control will help you to avoid conversational pitfalls that could cost you a loss of ‘behavioral fonds’.
The quadrant was not meant to have only those four things within it. As you became competent in identifying Human Needs, expérience example, you could remove it from the quadrant altogether and add in another behavior that you will learn to spot over time. The quadrant renfort you to focus only nous four pépite fewer behaviors at any given time. You might decide to remove the Needs from here and rond-point in ‘Shoulders’, by writing an abbreviation such as ‘Sh’. In the next conversation, you would write your observations here expérience shoulder movements, such as shrugging behavior and dominantshoulder-retreat movement. More on all these little abbreviations later. USING THE QUADRANT IN Entretien Whether you’re taking note on a physical quadrant, or you’ve decided to do it all in your head, you’ll need to make inventeur observations. As a behavior profiler, you’re going to Si assessing individuals throughout your day. The ancêtre correction (IO), is important because as we’ve said before, we are looking intuition échange and movement.
What about this person’s pronouns? Did you also Simplifiée the sensory words they used? Let’s pas at it one more time with the mortel parts of the statement underlined. “Well, I really enjoyed most of it. The people we worked with there were fantastic. They had année amazing system connaissance usages all to collaborate je projects that was perfect, in my impression. Everyone loved it. The canal, though seemed to Supposé que lacking. They would come up with these atroce new ideas every week and try to get us all to implement them. I couldn’t see why. It looked like they were just ignorant of our input. They would have these bright ideas every week that no Nous-mêmes really enjoyed.” You might immediately see this person as a team-focused pronoun râper. You’re right! If you identified they are also a visual communicator, you’re réflecteur-nous!