Chapter One -
Human Motivation
The vast majority of women and men actively seek rewards from their
attitudes, activities and relationships. They continue making the choices
that satisfy them while ending the choices that disappoint them. In this
unit the learner will learn how to apply the Law of Reciprocity when
persuading others and to use the Basic Principle through which persons
relate best.
Chapter
Two -
Creatures of Habit
Each person grows up with a primary
personality pattern that may be Controlling, Entertaining, Supportive or
Comprehending. Our patterns influence everything people say and do to a
significant degree. In this unit the learner will learn how to apply his or
her pattern as well as understanding what the patterns of others mean within
relationships and activities.
Chapter
Three -
Identifying Personality Patterns
The author developed a pattern
self-test that has been used around the world for hundreds of thousands of
persons in a wide variety of organizations. In this unit the learner will
study and complete the
PERSONALITY PATTERN PREDICTOR,
that reveals what his or her
own pattern is and how it influences cooperation, commitment and conflict
among the persons one is trying to influence.
Chapter Four -
Communicating to Influence
Much of the time sound communication
occurs more effectively through non-verbal methods rather than through the
spoken world. The tone of one’s voice and the emphasis speaks volumes to
listeners. In this unit the learner will study the use of authentic
communication in order to avoid misunderstandings and conflicts and to end
adversary relationships.
Chapter
Five -
Attitudes and Expectations
Each person reaches out to the world, trying to get some of it for himself
or herself through the personal values, attitudes and expectations with
which we all approach life. The learner will learn in this unit that we
achieve through secular or sacred values, through superiority, inferiority,
hopeless or accepting attitudes and through high or low expectations -- that
can focus all our powers along lines of excellence.
PART TWO
ESTABLISHING MUTUAL REWARDS
Chapter Six -
Applying Praise Effectively
The use of praise is like a strong medicine in winning performance -- too
little doesn’t do any good and too much causes serious problems for the
recipient. In this unit the learner will learn how to use several sound
methods of applying praise. He or she will also learn how to apply
correction rather than criticism in order to avoid insults that shall surely
lead to resistance and a loss of cooperation.
Chapter Seven -
Creating Interpersonal Awareness
By applying personality pattern knowledge, we can anticipate and predict how
other persons shall respond to our persuasion and our rewards. In this unit
the learner will discover how to use patterns along with values and
attitudes to create a rewarding climate that leads to mutually satisfaction
for the individuals or group members for whom you are responsible.
Chapter Eight -
Listening and Persuasion
Although most women and men have taken courses in public speaking, few of us
have ever learned to listen to the people whose input we need in order to
succeed. Most of the time we remain quiet only while waiting an opportunity
to cut in and take charge once more. In this unit the learner will discover
how to listen to learn everything you need to know in order to persuade
someone to do as you want them to.
PART THREE
CREATING A COMMUNITY OF ACHIEVERS
Chapter Nine -
Resolving Group Conflicts
More persons refuse to cooperate because of confusion and a fear of being
harmed -- than from mutually conflicting goals and relationships. In this
unit the learner will learn how to deny unacceptable requests in a
supportive manner while also mastering the Three Stage Conflict Avoidance
technique and to use the ASRAC Conflict Control approach.
Chapter Ten -
Offering Winning Options
Each person needs to be persuaded, wants to feel that he or she is making
cool, logical decisions -- when actually most choices are made emotionally.
In this unit the learner will learn how to make recommendations with
emotional images and with word pictures that influence persons to act
quickly.
Chapter Eleven
- Closing the Issue
Pride is a vital aspect of persuasion
that can be used positively or negatively. In this unit the learner will
discover several different ways of appealing to each person’s pride as a
means of winning his or her cooperation.
