CHAPTER 8
Strategies to Move Your Human
A BRIEF RECAP: KNOWING what drives a person will give you the foundational information for getting what you want. Your first task is to find out where he is in terms of belonging and differentiating; that is, where he fits in the hierarchy. You have the tools to understand what the possibilities are for him moving up in the hierarchy—in most cases better than he can.
Your range of options takes shape as you decide whether to help him differentiate in the group, perhaps raising him to supertypical status or downgrade him to plain old Joe. From the moment you make that decision, your entire plan to get what you want reflects whether you will move him up or move him down. By up or down, we do not mean only ...
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