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Chapter 10. Like Likes Like

The best way to effect change is first to understand how someone is influenced—which means being attentive to the style of influence the other person is using. Your level of flexibility is seen in your ability to adapt your style to match the other person’s communication. Others will feel more comfortable and less defensive if you speak their “language.” The other person’s “language” means literally the key words they use. These are the verbal clues you have to learn to recognize.

Think back to the list of words that influence you which you were asked to make in the first group of exercises. What words did you list? What style is represented by the words you wrote?


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