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TRY.................................................................................................................................................................32
IF ....................................................................................................................................................................32
MIGHT.............................................................................................................................................................32
WOULD HAVE, COULD HAVE, SHOULD HAVE...................................................................................................33
CAN T .............................................................................................................................................................33
VERBAL PACING AND LEADING.........................................................................................................34
PACING ...........................................................................................................................................................35
LEADING.........................................................................................................................................................36
HIDDEN DIRECTIVES .............................................................................................................................40
ANALOGICAL MARKING ..................................................................................................................................42
How to Mark Off Commands...........................................................................................................42
Page 67 Copyright © 1995-2000 by Kenrick E. Cleveland. All rights reserved.
Maximum Persuasion 2000 Home Study Course
POSTURING FOR SUCCESS ...................................................................................................................46
CONVERSATIONAL POSTULATES ................................................................................................................................................ 46
HIDDEN QUESTIONS ........................................................................................................................................46
BINDS...........................................................................................................................................................47
SINGLE BINDS .................................................................................................................................................47
ADVANCED USES OF BINDS .......................................................................................................................................................... 48
CONTROLLING EMOTIONS..................................................................................................................50
USEFUL STATES TO ELICIT...............................................................................................................................51
ANCHORING....................................................................................................................................................51
THE ILLUSION OF CHOICE...................................................................................................................53
HOW TO MAKE DOUBLE BINDS EFFECTIVE .............................................................................................................................. 53
THE STRUCTURE OF BINDS ..............................................................................................................................53
HOW TO HIDE A DOUBLE BIND.........................................................................................................................55
The Structure of a Double Bind.......................................................................................................55
CONDITIONAL BINDS.............................................................................................................................57
SPECIFIC QUESTIONING TACTICS ....................................................................................................59
DISTORTION....................................................................................................................................................59
Lost Performative............................................................................................................................59
Mind Reading ..................................................................................................................................60
Cause and Effect..............................................................................................................................60
GENERALIZATION............................................................................................................................................................................ 61
Modal Operators.............................................................................................................................61
How Modal Operators Remove Choice...........................................................................................61
Universal Quantifiers ......................................................................................................................62
DELETION .......................................................................................................................................................62
Nominalization ................................................................................................................................62
The Test for Nominalizations ..........................................................................................................63 [ Pobierz całość w formacie PDF ]