Unlimited power

part is the establishment of the key." 
 
-George Bernard Shaw 
 
 
Why do people react so differently to identical messages? Why does one 
person see the glass as half-empty and another see it as half-full? Shaw s quote is 
precisely right. If you address someone in the right key, you can do anything. If 
you address someone in the wrong key, you can do nothing. If you want to be a 
master communicator or a master persuader, you have to know how to find the 
right key. 
 
The path is through metaprograms. Metaprograms are powerful internal 
patterns that help determine how people form internal representations and direct 
their behavior. Metaprograms are the internal programs (or sorts) we use in 
deciding what to pay attention to. We distort, delete, and generalize information 
because the conscious mind can only pay attention to so many pieces of 
information at any given time. To communicate effectively with a person, you have 
to understand his/her metaprograms. 
 
The FIRST METAPROGRAM involves MOVING TOWARD something or