How we change what others think, feel, believe and do

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Listen to the inner person

Techniques > Listening > Listen to the inner person

Needs | Beliefs | Values | Goals | Emotional intelligence | Preferences | See also

Listening to the inner person means listening for specific signals within what they say and do that indicate their deeper motivations.

Needs

Listen to their needs, including statements they make about themselves, about safety, about belonging, etc. Listen to needs, wants and likes.

For example, if they say 'I like working here' then this is a statement about belonging.

Beliefs and models

Listen for beliefs, assumptions and other leaps. Listen for assertions of truth that the make. Watch for their reactions to the ideas of others.

For example, if they say 'This will make it work' then they are making assumptions about how things work.

Values

Listen for ‘musts’, ‘shoulds’ etc. that indicate their values. Listen for judgment, especially of others.

For example, if they say 'That is wrong' then this indicates that they have a right-wrong value about this domain.

Goals

Listen to what is being done and seek to find the stated goal that is driving action. Distinguish goals from needs: goals are set to achieve needs.

For example, if they say 'I am going to visit RHR tomorrow' then ask what purpose that visit will achieve and what objective or goal will be achieved by the visit.

Emotional intelligence

Listen for their level of emotional intelligence, for example in whether they just react or are aware of and control their own emotions. Their level or emotional control may be evident in speech, whether it is lack of control, over-control or comfortable acceptance.

For example, if they say in a reasonably level tone 'I feel annoyed by that' they are demonstrating awareness of their emotions and also control.

Preferences

Look for the preferences and biases that they show. For example, if they say 'Let's look at the big picture' then this may indicate a preference for ideas and large-chunk viewpoint rather than diving into the tactical detail.

See also

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Principles

Explanations

* Behaviors
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* Brain stuff
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* Critical Theory
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* Gender
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© Changing Works 2002-
Massive Content — Maximum Speed

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

Please help and share:

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

– About
– Guest Articles
– Blog!
– Books
– Changes
– Contact
– Guestbook
– Quotes
– Students
– Webmasters

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed