Get People to Do What You Want by Gregory Hartley
Author:Gregory Hartley
Language: eng
Format: epub
ISBN: 9781632657749
Publisher: Red Wheel Weiser
CHAPTER 5
Human Modeling
YOU ARE ABOUT to study animals in their natural habitats. Think of yourself as a keen observer similar to primatologist Jane Goodall, only with the ability to speak chimp.
The process of human modeling that you learn in this chapter will help you understand both strangers and people close to you in a way that gives you the information you need to influence their behavior. It will help you create a holistic view of the person that highlights needs and motivations.
We cannot emphasize enough how important this modeling ability is. By pinpointing a person's key points and seeing whether they are strengths or weaknesses, ordinary or extraordinary abilities, you get a clear picture of the person you are going to manipulate. Bypassing this step means you might get lucky and hit his hot buttons or find something relevant while you are in the process of trying to manipulate him, but your outcome will be unpredictable. You're just shooting in the dark. Every interrogation starts with as much knowledge of the individual prisoner as possible, which includes information gleaned from those who captured him and those who feed him and manage his daily life. We then go into the interrogation and ask questions to add more detail to the picture of who he is. This picture presents the peaks and hollows in his personality, so we know what he has in common with us, and what his advantages and fears are. Without this knowledge, our efforts to manage his sense of belonging or need to differentiate could have disastrous results. Greg has been away from the military for many years and has been working within global corporations. The similarities to the military are powerful. People attend meetings every day and discuss everything under the sun without a single thought for the person they are talking to. They drive agendas without thought for the human glue that makes business work. Greg spends much of his time teaching, coaching, and mentoring people to pay attention to others in the shared time and space of a meeting. He drives the use of the same tools used in the world of military interrogation to deliver better meeting results and stronger teams. The reason this works is simple: by understanding what people are and are not saying, you can better target what makes them tick. Once you have that information you can build stronger bonds—or you can weaken them. Sound familiar?
The tools in this chapter are designed to give you another sense of sight into a human being—an understanding of the person as he sees himself, as well as how others see him. It is a worthy investment. Only if you are capable of reading someone's mind can you forego this step.
You will use the tools you just learned in Chapter 4 to learn information relevant to drawing a detailed map of the person you have targeted. If you're good with the tools, then you will have a pencil sharp enough to draw the details.
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