YOU ARE ABOUT to study animals in their natural habitats. Think of yourself as a keen observer similar to primatologist Jane Goodall, only with the ability to speak chimp.
The process of human modeling that you learn in this chapter will help you understand both strangers and people close to you in a way that gives you the information you need to influence their behavior. It will help you create a holistic view of the person that highlights needs and motivations.
We cannot emphasize enough how important this modeling ability is. By pinpointing a person's key points and seeing whether they are strengths or weaknesses, ordinary or extraordinary abilities, you get a clear picture of the person you are going to manipulate. ...