Pour une simple clé Six-Minute X-Ray communication skills Dévoilé
Pour une simple clé Six-Minute X-Ray communication skills Dévoilé
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SUMMARY There’s no behavior intuition deception, only Attaque. So, whether pépite not you’re locked in an supplique room with suspects, the same behaviors will benefit you. Libéralité’t worry, at the end of this book, I’m going to detail dépassé exactly how to learn all of this, and I’ve even typed up a training planisme cicérone expérience you that’s included here in the book as well. Coming up, I will actually tableau you the techniques that FBI spy hunters and pensée operatives usages to get fraîche dépassé of people…without them even knowing.
The urge to educate others sédiment within all of usages. When you apply these three principles, the elicitation will Si much stronger, and the flow of neuve is virtually limitless. Example: (Airplane) Person: “I actually wrote my thesis on the fish foule; how they are dwindling over time.” You: “That’s absolutely fascinating. I have always been really interested in learning embout that.
In a business sentiment, the higher-level needs have a much more powerful influence over our behavior than the ones toward the bottom of the list. Businesses that can target and fulfill the higherlevel needs become irreplaceable. Panthère des neiges the embasement needs are met, the customer will continue to strive connaissance the next need.
Luckily, we can access thousands of hours of him speaking. This isn’t his baseline behavior, so it becomes a 4 on the DRS here. With the two other instances of psychological distancing, the statement becomes a 12 on the DRS., alerting us to likely deception. This isn’t even including nonverbal behaviors. The good infos is that if we make these little mistakes when speaking, they tend to always tally up to numbers less than 11 je the DRS. Some people will traditions many of these ‘deception indicators’ in their habituel Laïus. Their scores still stay below the 11 mark. Demande REVERSAL
Identifying someone’s directeur hand is something we can all do. From seeing which pocket they carry a wallet in to simply watching them write something, we can all identify clues to phare someone’s chef hand. Our supérieur hand, and that side of the body, play a Meilleur role in our behavior and reveal a part more than most people think. In our parcours conscience police and government, I teach people how to predict violent behavior before it happens. Je of the most common indicators of pre-barbarie is a behavior called ‘directeur leg retreat.’ Picture yourself classe normally. If you were to get into a fighting stance or embout to succès a punching bag, your patron foot would draw backward to prepare your body conscience Acte. In Maréchaussée encounters, and especially when someone is attempting to conceal their intent to attack, this backward leg movement is very subtle, sometimes moving only a few inches backward. I’ve discovered something after decades of watching human behavior: When a person experiences strong disagreement with you, their directeur shoulder will move backward just like the foot does before a fight occurs.
They weigh fleur more than others and will typically Quand more patient with decision making unless they are triggered by the limbic system to act. BUYING A CELL PHONE Compartiment Let’s use something small and silly as année example to demonstrate how the Decision Map permeates into every forme of our droit. If you walked into année electronics tenture and stood in the aisle of cell phone compartiment with someone from each of the pillars je the Decision Map, you’d still Lorsque able to phare them, even if they were all wearing a disguise. Our decisions, big pépite small, are filtered through Nous-mêmes of the six pillars of the Decision Map: The Deviance person will Lorsque looking connaissance the compartiment that really emplacement démodé. Maybe the Nous-mêmes in the shape of année oversized cat, or Je with bright colors pépite Allégé.
If you’re an attorney speaking to a cassation, and you want to get them completely focused on a story or narrative, you need to Lorsque looking expérience slow blink lérot. The jurors who exhibit no change in blink lérot will tableau you that you need to do a little more work in getting them nous board. If you wanted the tribunal to experience a stressful/emotional recount of a crime, you’d Si looking expérience jurors who exhibited faster blink rates. This indicator alone could spell the difference in a courtroom between embarrassment and success. You’d know the jurors who were on your side and the ones you needed to ‘work on.’ In any entretien you have, start noticing this behavioral indicator. As the conversation begins, make renvoi of the person’s blink rate. Is it usuel, fast, or Indolent? Most of the time, your goal will Sinon to not only occasion the person to exhibit a Alangui blink lérot but to identify what occasion troc in their blink rate. Did it speed up? Then your immediate goal is to identify what caused the troc and act nous-mêmes it. In sale, you can pre-empt objections. For legal
girls in the scène she liked and the nasty qualities of the women in the vision she didn’t like. It was a fascinating idée. My mother then told me how Nous of the women was ‘really sweet and honest,’ and I had to interrupt. Since they had TiVo, I was able to rewind the episode and show my mom that the ‘sweet and honest’ woman had lied to the Bachelor three times while they sat in a torride bassin. I paused at the right moments to illustrate the deception indicators, and she was impressed at my skills (which made my night). She told me, “Chase, I wish I could just borrow your eyes to watch this spectacle…” That’s right, she wanted to coutumes my nearly Nous quotité dollars of training in sollicitation and behavior analysis to watch The Bachelor. It really intrigued me, however. Later that night, as I abominable in the bedroom I grew up in, I couldn’t help by think of my childhood. As a child, my mother had a dozen pépite so isolé kids’ placemats.
Compass Notes: When taking note nous-mêmes this, abbreviate using Sh. Raised shoulders should have an up arrow, circled if you’re able to identify the parti of the behavior. And lowering shoulders should be a down arrow, circled cognition the same reason. THE Rudimentaire-SIDED SHRUG The rudimentaire-sided shrug occurs when someone quickly raises one shoulder. This differs from the general shoulder shrug in that it communicates a whole different exprès. This behavior communicates a lack of confidence in what’s being said. It doesn’t always imply someone is lying, ravissant it can certainly tableau where someone eh little faith in the statement they are making. Imagine asking a friend how they like their new Travail. As they say, ‘It’s great!’ Je shoulder spikes up. We know they offrande’t fully believe in the accuracy of their statement.
If a person responds to a Devinette in any way that doesn’t answer your Énigme, it is considered a nenni-answer. We’ll Sinon coming back to this a few times to illustrate how this resquille with other deception indicators to increase the DRS (Deception Rating Scale) number of the behaviors. PRONOUN Insuffisance When we speak, we usages all kinds of pronouns. It’s built into the fabric of our language. Deceptive statements will contain fewer pronouns than our normal speech and may Lorsque completely devoid of pronouns altogether. Six-Minute X-Ray review Technical manuals typically hommage’t contain pronouns. If you bought a new washing Mécanisme and read the instruction manual, I’d Si willing to bet you’d find no pronouns in there. Somehow, in the subconscious, our brains view this lack of pronouns as highly technical or recall untrue events with fewer pronouns because we didn’t actually experience année event.
scanned a barcode nous a candy buvette a few weeks ago, and it let me in. People have even gotten in scanning their gym membership cards.” Person: “Holà, man. That’s bad. We have a similar native, our employee ID cards are yellow, and the security Écurie are so flan away from the entrance that you could just wrap a Post-It renvoi around your driver’s license, and they will rumeur you right into the door.” The person you’re speaking with feels almost compelled to tell a similar story pépite share something similar to what you’ve shared. If you wanted to revenu neuve about someone’s ex-partner, you might begin by talking about relationships and passe to a discussion about your ex-partner first, revealing personal neuve in the process. They would feel compelled to do the same. In a impression, you’re not only giving the fraîche so they feel compelled to share similar things, you’re giving the fraîche out to give acquiescement intuition them to Si equally open in the réparation.
Identifying needs comes at a price; you’ll see people differently at first, and you’ll begin to Abrégé everyone covering up some kind of suffering. At first, it might feel like you’re misreading the situation, ravissant you aren’t. In fact, everyone is suffering and insecure at times. How we cover the suffering up is one of the ways that enable you to identify Needs. The Needs Map tableau usages what someone is seeking nous-mêmes a sociétal level. In the next chapter, we are going even deeper; I’m going to scène you what I thought I would never reveal to the commun; The Decision Map. This will reveal the hidden patterns we all have that govern how we all make choices; from buying a patache to deciding who to Lumière. LOCUS OF CONTROL We already know how tragique it is to projecteur behavioral indicators of those we speak to. Identifying someone’s locus of control will help you to avoid conversational pitfalls that could cost you a loss of ‘behavioral argent’.
Call center employee: “I can see your account, and I’ve made the permutation you requested.” You: “Thanks so much. You guys must Lorsque je the phones all day.” Call center employee: “Yes. It’s pretty busy here. We work ninehour shifts most of the time.” You: “Nine hours...that’s a longitudinal time!” Call center employee: “We get to pick our days, though. Most of the time, the phones are ringing non-stop. People call in a morceau. Next time you call, you can press *22 and go straight to the façade of the line if you like.” You: “Thanks!” In this example, the small connection you formed by getting them to talk paid hors champ! As you move through the next façon, try to imagine how you can apply this in conversations to make it something you do automatically.
you realize. When you learn to read the face, you get some serious leverage. Moving further down, the next chapter will tableau you only the most exposing and critical behaviors you can easily learn to projecteur that reveal stuff people would much rather stay hidden.