Source | www.forbes.com | Tom Taulli
For over 35 years, Shelle Rose Charvet has researched the power of words and language. At the heart of this is the Language and Behavior Profile (LAB) system, which you can learn from her best-selling book, Words That Change Minds: The 14 Patterns for Mastering the Language of Influence (I included this in my Forbes.com post regarding the best management books for entrepreneurs and executives). It has proven quite effective for just about any context, whether for business or personal relationships. Keep in mind that Charvet’s focus is about finding hidden triggers that motivate people at the unconscious level.
Sounds kind of heady, right? Actually, Charvet has a way of making her concepts easy and understandable.
For me, I was particularly interested in how they could help entrepreneurs, who are usually new to management. Yet if they get things wrong the consequences can be devastating.
So in an interview with Charvet, she provided the following helpful advice:
Mistake #1: Many managers think if you give someone the correct information, it will change their behavior. If you tell someone what to do, they will do it.
Yet research has repeatedly shown that when given the correct information, people double-down on erroneous beliefs. Most people dislike being told what to think, what to do or what to believe, especially by their boss (or spouse!). Even a simple statement of facts can be perceived as “Command Language” and raise hackles.