How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 48

Contents
Preface
1.

Introduction

1.1
1.2
1.3

Influence and Persuasion Are Forms of Communication
Manipulation vs. Influence and Persuasion
Establishing Rapport as a Means to Influence and Persuasion

2.

Review of Communication Basics

2.1
2.2

Introduction
The Communication Process

3.
Using Another's Communication Preferences to
Influence and Persuade
3.1
Introduction
3.2
Types of Input
3.3
Filters
3.4
The Internal Map, Internal State, and Behaviour or
Response
3.5
Verbal Clues
3.6
Visual Representation System
3.7
Auditory Representational System
3.8
Kinaesthetic Representational System
3.9
Auditory Digital Representational System
3.10
Eye Movements as an Indication
3.11
Phrases for Use in Response to Each
Representational System
4.
4.1
4.2
4.3

Techniques for Building Rapport
Introduction
Six Steps to Building Rapport
Calibration
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