TABLE OF CONTENT
Epigraph
Introduction
CHAPTER 1
Mastery
Knowledge Vs. Skill
“The 2/3 Rule”
The Human Brain
You’re Competing With Social Media
The ‘Wait Till The End’ Fallacy
The Word ‘Decision’
Summary
CHAPTER 2
Law 1: Everyone Is Suffering And Insecure
Law 2: Everyone Is Wearing A Mask
Law 3: Everyone Pretends Not To Wear A Mask
Law 4: Everyone Is A Product Of Childhood Suffering And Reward
The Four Lenses To Seeing People
People Are Broken
People Are Different
People Are Facts
People Are Reasons
Summary
CHAPTER 3
The Behavioral Table Of Elements
The Cell Key
Architecture
Colors:
Deception:
Summary
Knowledge Check
CHAPTER 4:
Blink Rate
Gestural Hemispheric Tendency (Ght)
Eye Home
Shutter Speed
Pupil Dilation
Confirmation Glances
The Eyebrow Flash
Summary
CHAPTER 5:
Lip Compression
Object Insertion
TRUE VS. FALSE FACIAL EXPRESSIONS
The Stop Vs. Fade Of Expressions
The Asymmetry Of False Expressions
The Artificial Smile
Nostril Flaring
Hushing
Summary
Knowledge Check
CHAPTER 6:
Crossed Arms
Genital Protection
The Fig Leaf
The Single-Arm Wrap
Digital Extention
Scenario:
Scenario:
Digital Flexion
Scenario:
Scenario:
Fidgeting
Feet Honesty
Arms Behind Back
Handedness
Breathing Location
Scenario:
Scenario:
The Shoulder Shrug
The Single-Sided Shrug
Scenario:
Scenario:
Barrier Behavior
Hand To Chest
Hygienic Behavior
Summary
Chapter 7:
About Lying
Hesitancy
Psychological Distancing
Rising Pitch
Scenario:
Increased Speed
Scenario:
Non-Answers
Pronoun Absence
Scenario:
Resume Statements
Scenario:
Non-Contractions
Question Reversal
Ambiguity
Politeness
Over Apologies
Mini- Confessions
Scenario:
Scenario:
Exclusions
Chronology
Confirmation Glance
Scenario:
Pre-Swallow Movement
Scenario:
Single-Sided Shrug
Throat Clasping
Hushing
The Fig Leaf
Scenario:
Single-Arm Wrap
Scenario:
Elbow-Closure
Scenario:
Downward Palms
Scenario:
Summary
Chapter 8:
How Elicitation Works
Elicitation Skills: Part One
The Hourglass Method
The Human Factors That Make Elicitation Possible
The Need To Be Recognized
Diffidence
Correcting The Record
We Want To Be Heard
We Want To Offer Advice
We Will Offer Information To Those That Disagree
Elicitation Techniques For Conversations
Provocative Statements
Informational Altruism
Flattery
Eliciting Complaints
Citations
Naïveté
Criticism
Bracketing
Disbelief
Summary
Knowledge Check
Chapter 9:
The Primary Social Needs
Significance
Approval / Recognition
Acceptance
The Secondary Social Needs
Intelligence
Pity
Strength/ Power
Identifying Human Needs In Conversation
Revealing Hidden Fears
What The Needs Actually Mean - The Scary Part
Neuropeptides
Summary
Locus Of Control
Knowledge Check
Chapter 10:
The Decision Map Unpacked
Deviance
Novelty
Social
Conformity
Investment
Necessity
Buying A Cell Phone Case
Summary
Chapter 11:
Visual:
Auditory:
Kinesthetic:
Summary
Chapter 12:
Self Pronouns
Team Pronouns
Others Pronouns
Knowledge Checkpoint
Summary
Chapter 13:
Summary
Chapter 14:
Chapter 15:
How The Quadrant Makes Your Training Easy
Using The Quadrant In Conversations
Quadrant Elements
Chapter 16:
Summary
Chapter 17:
Scenario 1: Clinician (Emily)
Scenario 2: Sales (David)
Chapter 18:
The Visual Phase
The Audio Phase
The Response Phase
The Mental Phase
The Training Plan
Final Thoughts
About The Author
Acknowledgements
Desiderata
Also By Chase Hughes
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