Chapter 9. Metaprogrammes

Metaprogrammes are deletion filters. They cause us to put our attention in certain places and not in others, resulting in habitual patterns of thinking, decision making, and behaving. Metaprogrammes work at a deep, unconscious level, having a strong influence on our behaviour, motivation, and personality.

Metaprogrammes form a part of the unconscious communication message. They predict the ‘how’ of behaviour and, therefore, provide more information to facilitate pacing and leading. Mismatching a metaprogramme is one of the easiest ways to break rapport and create misunderstanding. A good knowledge of metaprogramme patterns will not only enhance your influencing ability, it will help fit people to the jobs they are more ...

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