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SECTION I: The Dynamics of Human Interaction
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SECTION I: The Dynamics of Human Interaction
by Maryann Karinch, Gregory Hartley
Get People To Do What You Want
Cover Page
Title Page
Copyright
Dedications
Acknowledgments
Contents
Introduction
SECTION I: The Dynamics of Human Interaction
CHAPTER 1: Shared Needs: Belonging and Differentiating
The Drivers: Belonging and Differentiating
Defining a Group—on the Outside Looking In
Putting the Dynamic to Work
Human Nature—the Trump Card
The Interrogation Link
CHAPTER 2: The Dynamics in a Group
Marketers: Masters of Belonging and Differentiating Others
Differentiating by Choice
Mechanics of Manipulation
Voluntary and Involuntary Bonding
Natural Versus Imposed Leaders
Styles of Influence
Isolation as a Tactic of Leadership
CHAPTER 3: Mechanics of Charisma
Step 1: Demonstrate Value
Step 2: Recognize Opportunity
Step 3: Grant an Audience
Step 4: Create Belonging
Step 5: Differentiate Your Target
Charisma from a Distance
The Opposite of Charisma
SECTION II: Tools of the Trade
CHAPTER 4: Tools to Get What You Want
Questioning
Questioning Strategy
Psychological Levers or Approaches
Body Language/Baselining
Eyes Are Windows to the Soul
The Body Speaks the Mind's Thoughts
The Big Four
Face and Mood
Body and Mood
Strong Messages
Undecided . . . or Hit by the Tarantallegra Spell
Probing
Active Listening
CHAPTER 5: Human Modeling
The Personal Operating System
What Makes Johnny Run?
The Old Bell Curve: How Typical Are You?
The New Bell Curve: How Unique Are You?
Why the 3-D Bell?
Creating the Bell
Enter the Prototypical
The Who and How of Your Target
SECTION III: Applying the Tools
CHAPTER 6: Bonding and Fracturing
Talk with Intent
Engage with Intent
Act with Intent
The Dynamic of Bonding
Peer-Group Manipulation
The Dynamic of Fracturing
CHAPTER 7: Mechanics of Bonding and Fracturing
Making the 3-D Bell Work for You
Paring Options
Matrix of Fulfillment (How to Satisfy Maslow)
The Landrum Factor
Paring Options: How You Do It
Take Him Down
CHAPTER 8: Strategies to Move Your Human
Bonding and Homogenizing
CHAPTER 9: The Final Factor
Action Plan
Making Maslow Personal
Distilling the Process
Cashing In
Conclusion
Glossary
Notes
Index
About the Authors
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Introduction
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CHAPTER 1: Shared Needs: Belonging and Differentiating
S
ECTION
I
The Dynamics of Human Interaction
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