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NLP: The Essential Handbook for Business by Jeremy Lazarus

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14Values

The key to motivating and influencing

Motivation is the art of getting people to do what you want them to do because they want to do it.

—Dwight D. Eisenhower, former U.S. President

We referred to values in the Communication Model (Chapter 2) and in the Neurological Levels model (Chapter 8). Values can be defined as the things that we want, look for, or which are important to us in any given context. They are one of the most important filters and an awareness of values will be useful for you personally in your own working life as well as for enhancing your ability to influence other people at work.

Why is a knowledge of values so important?

Values will help you to:

• Sell more.

• Manage so effectively that you will have staff clamoring ...

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