Meeting Procedures PEGASUS 1i 1 Present Outcomes 117 Explain Evidence 117 Gain Agreement on Outcomes 118 Activate Sensory A cuity 118 Sum m arize Each Major Decision 119 Use the Relevancy Challenge 12 0 Sum m arize the Next Step 122 How to Take Over a Meeting 124įlexibility Meaning is Response/ Behavior 13 1 Uncomplicating Flexibility 132 Disadvantages of Flexibility 135 Advantages of Flexibility 136 Pointer l: Nouns 92 Pointer 2: Verbs 97 Pointer 3: Rules 98 Pointer 4: Generalizations 1o l Pointer 5: Comparators 105 6 The Five Finger Pointers Syntonic Learning 91 Step I : Recognition 92 Step 2: Response 94 Step 3: Recognition- Response 94 Vili G Low er L ip Changes 80 Photographs 76H E ye Accessing Cues- Representational System Cues Photographs 76 A Rapport 76A Breathing Changes 8 1 Benefits o f Sensory Acuity 87 E, F Minute Muscle Changes 80 Photographs 76B.
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Communication Perceptual Doors 51 Representational systems 53 Conscious thought Processes 56 Representational systems andĮye Movem ents 58 Visuals 60 Auditories 62 Kinesthetics 64 Cerebrals 65 The context 67 Matching Representational System s 68 4ħ5 Sensory Acuity Unconscious Visible Responses 78 Skin Color Changes 79 Photographs 76C, D. Matching Voice Tone or Tempo 30 Matching Breathing 33 Matching Movement Rhythms 34 Matching Body Postures 35 3 1987: Spellbinding: H o w to Attract and Maintain a RelationshipĪim for a Specific Result 8 Be Positive 11 See/Hear/Feel sensory Data Dovetail Desires 20 Entertain Short- and Long-Term Objectives 23 2 L a b o r d eįine Time Your Brain: H o w to Sell Your Idea to Someone Else 90 D ays to Com m unication Excellence: A Skill-Building Workbook Available Fall. This book is dedicated to my husband, George, and my children: Tracy, Cliffe, Gary, Peter, Adrienne, and Kathryn, all of whom have taught me new ways to communicate and negotiate. Influencing with integrity: management skills for written communica tion and negotiation / written and illustrated by Genie Z.
T h e Library of Congress has cataloged the first printing of this title as follows: Laborde, Genie Z. This book or parts thereof m a y not be reproduced in any form without permission in writing from Syntony Publishing. S Y N TO N Y PUBLISHING 1450 Byron Street PalO AltO, C A 94301 (415) 324-4450 First clothbound edition published 1984 Syntony paperbound edition published 1987Ĭopyright 1983, 1987 by Genie Z. SYNTO NY PUBLISHING Palo Alto, California Influencing with Integrity Management Skills For Communicallon and Negotiation Influencing with Integrity Management Skills For Communication and Negotiation MASTER COMMUNICATION SKILLS executives at Chase Manhattan, Coca-Cola, ITT, IBM, Pacific Bell, American Express, AT & T, & other major corporations learn at private seminars. INFLUENCING 'INTEGRITY MANAGEMENT SKILLS FOR COMMUNICATION & NEGOTIATION Now you can learn the
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