21. ✓Goal: Command respect
✓Strategy:
1. Hold your ground.
2. Interrupt the assault.
3. Immediately go back to the
core.
4. Aim for the outcome and fire.
5. Peace with honor.
22. ✓Goal: Uncover the Sniper
✓Strategy:
1. Stop, look, track back.
2. Use search light questions.
3. Use Tank Strategy if needed.
4. Go on a blame patrol.
5. Propose a civil future.
23. ✓Goal: Control the situation
✓Strategy:
1. Grab attention.
2. Aim for the heart.
3. Reduce intensity.
4. Allow time for good behavior.
0. Grenade prevention.
24. ✓Goal: Open for new ideas
✓Strategy:
1. Be prepared and know your case.
2. Track back respectfully.
3. Mix with their doubts and desires.
4. Present indirectly.
5. Make the Professor a mentor.
25. ✓Goal: Disarm the bad ideas
✓Strategy:
1. Give some personal attention.
2. Clear up the details.
3. Tell how it (really) is.
4. Be soft on the person.
5. Interrupt the pattern.
26. ✓Goal: Get real commitment
✓Strategy:
1. Make honest through safety.
2. Be honest.
3. Help the person (learn to) plan.
4. Create commitment.
5. Improve the relationship.
27. ✓Goal: Help (learning) to chose
✓Strategy:
1. Create a comfort zone.
2. Clarify conflicts and options.
3. Use decision making proces.
4. Put at ease.. and then move on.
5. Improve the relationship.
28. ✓Goal: Seduction to talk.
✓Strategy:
1. Plan for enough time.
2. Pose expecting questions.
3. Make/keep it light.
4. Guess.
5. Show the future.
29. ✓Goal: Move to problemsolving
✓Strategy:
1. ‘Go with the flow’.
2. Use the person as resource.
3. Leave the door open.
4. Polarize and flip it around.
5. Recognize and note the good
intentions.
30. ✓Goal: Problem solving alliance
✓Strategy:
1. Listen for main themes and core.
2. Interrupt and make specific.
3. Shift focus to solutions.
4. Show the future.
5. Draw a line.