Why People Behave
1. TO AVOID PAIN.
What will happen if I don’t do it?
2. FOR RESPECT OR REWARD FROM OTHERS.
What do I get if I do it?
3. FOR RESPECT OF SELF.
Who will I be if I do it?
Message
Research
10% Words
35% Tone
55% Non-Verbal
How you say it is more important than what you say.
WEAVING BETWEEN MONITOR AND MANAGER, consequences or fixing it.
Which do you choose?
If you don’t ________ I have to _________.
(Give you a consequence -discomfort)
I would rather _______________
(Fix it. We both get what we need)
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