Why Don’t You Want What I Want? - A Download from the 2004 Pfeiffer Annual: Consulting

At times, knowing how to increase support and minimize resistance can be extremely challenging. In this targeted 6-item assessment, participants will begin to understand that when they attempt to influence others, they need support at three levels:

Level 1 focuses on understanding. Do people ?get? it or don’t they? Level 2 focuses on the emotional reaction people have to the idea itself. Do they like it or dislike it? Level 3 focuses on the participants relationship with the other person or group. Do they have trust and confidence or don’t they?

Includes scoring instructions and follow-up instructions. Contributed by Rick Mauer.

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