Mar
2
2009
by admin on March 2, 2009
The term Eye Accessing Cues refers to the positioning of the eye balls in certain areas when “accessing” information internally. They are based on certain criteria that generally revolve around the VAK predicate system with the addition of a category for raw information. It has been a strong buzz term for years at this point and carries with it quite a bit of controversy. The picture to the left represents a right handed person and illustrates the layout of the cues. There are six access points and they include: Visual Construct – (Vc) Upper Left Visual Remembered – (Vr) Upper [...]
Mar
1
2009
by admin on March 1, 2009
Today we are going to finish our series by putting this knowledge into action for us. There are 2 active and 1 passive ways to implement values during the course of your effective communication. Passively: 1. Surveillance – You can simply keep an eye and ear out for values based content in someone’s speech. If you are talking to someone and they continue to talk about all of their wild adventures… It is safe to say that they value stimulation. Also, based on the Basic Human Values theory it is safe to say that they probably also value hedonistic and [...]
Mar
1
2009
by admin on March 1, 2009
OK, from the preceding post’s you are crystal clear on what values are and how to classify them. So no let’s talk a bit about what they do and how you can use them. Values have 3 major functions or roles that they play in the course of a person’s life: Motivators – induce valences or the linking of actions that a person will take in response to situations or scenarios. In other words they are a major factor in determining what someone will do in a given scenario… Fight, flight, talk, sit, plan, etc… Values will play a major [...]
Mar
1
2009
by admin on March 1, 2009
Today we are going to talk about Shalom Schwartz ‘s The Theory of Basic Human Values. Shalom Schwartz is a Social Psychologist and cross-cultural researcher in the fields of inter-group conflict and basic human values. What the theory states is that there are 10 basic human values that are displayed in all societies and that these values interact with each other to form a circular structure based on the inherent conflict or compatibility of the underlying motivations that we discussed in our earlier post. The picture to the right illustrates the structure we are talking about… The reason that they [...]
Mar
1
2009
by admin on March 1, 2009
In the recent past values were considered one of the key ingredients to a successful attempt at persuasion. If you knew and understood what someone’s values were, you could simply package your communication around them and presto… you had their button pushed. It would be great if that were so, but unfortunately (or maybe fortunately depending on how you look at it) the human brain is not so simple. The reality of the matter is that it takes quite a bit more to successfully persuade someone. That being said, values are an important, powerful and integral part to being able [...]
Feb
28
2009
by admin on February 28, 2009
Today we finish our 5 part post on questioning strategy and how it integrates into effective communication, so let’s get right into it… Leading – I would have to say that the Socratic style of questions is the most well known and famous style of questioning in existence today. Prosecutors, negotiators, politicians and business people will use this form extensively during the course of their careers. As a standalone, a leading question can be [amprotect=2, 3] any TYPE of question and you are free to use whatever type is necessary to lead the person along the predetermined path you have [...]
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