Chapter 7
Definition: Perfectionist, idealistic, rational, principled, nitpicking, exact, neat, well organized, likes details, often uses the word should and must, maintains tight control over emotions, values information over relationships, very disciplined, tends to notice what’s wrong or what could be better, generally prone to black and white thinking with few gray areas.
What is Type 1?
pg. 146
”_____ is never one sided. It is interactive.”
What is Communication?
pg. 294
When two or more parties know they want or need something from the other party and now they have to agree upon a criterion for an exchange.
What is Negotiation?
pg. 297
Motivates our behavior and this is the underlying reason why we do something.
What is Criteria?
pg.323
Being overtly and if necessary covertly open to understanding or at least accepting someone as is, without qualification.
What is Being Nonjudgemental?
Pg. 335
Definition: strong-willed, aggressive about getting one‘s own way, powerful, extremely self-confident, combative, likes intensity, needs to be or feel in-charge, likes straight talk, respects stregth in others, very bottom-line oriented, quick to anger and lose one’s temper, can’t stand being told what to do, and can project a harsh image while simultaneously having a heart of gold.
What is Type 8?
pg. 147
___ are extremely important to success, since they allow you to visualize and focus your actions to achieve your desire within a predetermined period of time.
What are Goals?
pg. 282
“One of the most fundamental aspects of preparing for a negotiation is the _____ gathering”
What is Negotiation?
pg. 302
Your ____ is who you are perceived to be.
What is Reputation?
pg. 326
What is Backtracking?
pg.335
Creative, unique in some ways such as in clothing, style or manner, possess artistic tendencies such as painting, music, acting or writing. This type is romantic, sensitive, envious, typically focus on the worst in what’s present and the est in what’s absent. He can be moody, self-absorbed, withdrawn and depressive, loves beauty and intensity, and is prone to dramatization.
What is Type 4?
pg. 146
A(n) ___ is something within your control, while a goal is not.
What is Outcome?
pg. 282
Finding out what the other party wants and what else they could want or need in exchange for what you want or need.
What is Information Gathering?
pg. 303
What is Failure?
pg. 324
When everything from your words, sounds, behavior, posture, hand gestures and facial expressions are sending the same message.
What is Congruency?
pg. 339
Pleasant, optimistic, complacent, agreeable, possesses a gentle manner and almost soothing quality, is very easy to talk to and very difficult to dislike, can have difficulty getting angry and asserting oneself or addressing one’s own needs, tends to idealize those around one-self, speaks with a relatively slow tempo. These are usually background people, and they tend to slow down under pressure.
What is Type 9?
pg. 147
____ _____ in selling is based on the assumptions that different people respond differently to the same thing and the same thing can cause different responses in different peopple.
What is Behavioral Flexibility?
pg. 284
Name the 3 main tactics discussed in the book.
What is Perceptual, Discounting and General?
pg.305-309
Has the ability to create an imaginary reality.
What is Language?
pg. 325
Using a similar tempo, VAK, representational system, intensity, chunk size, and physiology.
What is Matching?
Pg. 335
Security-oriented, ambivalent in decision making, paranoid in that they tend to consider worst case scenarios, nervous, value loyalty in their relationships, usually belong to something stable or bigger than themselves like the military or large organizations. Here too they tend to align their beliefs with something bigger, such as political parties, community organizations and religious groups.
What is Type 6?
pg. 147
When it comes to selling or influencing, the “___ ____” as well as having well formed outcomes, is part of your set of master keys for success.
What is Success Formula?
pg. 284
“Your _____ can cloud your better judgement.“
What are Emotions?
pg. 314
When people are in a ____ mood, they tend to be agreeable.
What’s Good? :)
pg. 328
This Is used when you’ve gathered enough information that you can start talking about things from someone else’s perspective without being prompted. This rapport step can create a deep feeling of understanding and comfort.
pg. 335