Using a personality inventory she helped develop, LAB Profile ®,
Ms. Charvet has consulted worldwide on how to influence people who have
different personal styles. She has her own set of helpful category labels, not all of
which are self-explanatory:
LEVEL:
Proactive
people act with little consideration.
Reactive
people first analyze, then act.
CRITERIA:
The words that reflect the listeners goals.
The words that reflect the listeners goals.
DIRECTION:
Toward:
oriented
to achieve goals.
Away From:
oriented to avoid loss.
SOURCE:
Internal: they
are guided by their own standards.
External: they
are guided by the standards of others and seek feedback..
REASON:
Options are
continually sought and used to update plans
Procedures are relied
upon to assure completion.
DECISION FACTORS:
Sameness preferred.
Sameness
with
rare Exceptions wanted.
Difference:
change preferred.
Difference
and Sameness with Exception: like both evolution and revolution.
SCOPE:
Specifics
emphasized.
General
overview preferred.
ATTENTION DIRECTION:
Self:
barely notices others’ behavior.
Other:
highly attuned to others’ reactions.
STRESS RESPONSE:
Feeling:
emotional.
Thinking:
rational, analytical.
Choice: mixes
the two styles.
STYLE:
Independent wants
to work alone.
Proximity likes
a few others nearby, but he controls his space.
Cooperative wants
and needs others, team player.
ORGANIZATION:
Person: what
counts is how people feel, relate.
Thing: the outcome,
getting the job done, is paramount.
RULE STRUCTURE:
Four possible combinations of having rules or not that
apply to self or others: My/My, My/No, No/My, My/Your.
CONVINCER CHANNEL:
See,
Hear, Read, Do
CONVINCER MODE:
Number
of Examples: How many needed.
Automatic: gives
benefit of the doubt.
Consistent:
almost impossible to change.
Period
of time: “time will tell,” a critical duration needed for
confirmation.
Charvet gives many examples of the application of this
analysis to convincing others, forming teams, hiring, etc. and offers examples
of the wording most appropriate to convincing people of the various types she analyzes.
She presents estimates of the distribution (frequency) of the various types.
She has had a successful career using this method for consulting and there are
some studies that support it.
The book is available from amazon.com at
I expect to use some of her ideas in my own enterprise, helping writers to write and publish their books, WriteYourBookWithMe.com
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