How to Coach Yourself and Others How to Influence, Persuade and Motivate

if they had headaches "frequently" or "occasionally" and how many per week. Those who were interviewed with the word "frequently" reported 2.2 headaches per week, while those interviewed with the word "occasionally" reported only 0.7 per week.[2] In another study, one group of individuals was asked if they thought the United States should allow public speeches against democracy, while another group was asked if they thought the United States should forbid public speeches against democracy. Although they bear similar implications, notice the word choice makes them contrary to each other. Still, one might think the answers would be similar, since they drive at the same point. Because of the word forbid, which caused them to want to hear the speeches, there was a much higher response to the second question. Have you ever noticed those pharmaceutical commercials currently on the air? They portray all these wonderful benefits and use a soothing, sophisticated voice to highlight these benefits. Then, at the end of the commercial, when they have to run through all the negative side effects: vomiting, headache, diarrhea, etc., they read through these negatives quickly using the same pleasant voice! The effect is that negatives are deemphasized, and we, as viewers, are still left with an overall positive impression. Double-Speak: Tame the Sting The term double-speak means replacing an offensive word with a less offensive word to create less sting. Here are some examples of how double-speak has made its way into our society. Offensive Repackaged Fired Let go Downsizing Right-sizing Used car Pre-owned vehicle Sex change surgery Gender reassignment 267

How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 267