UNLIMITED POWER
BY ANTHONY ROBBINS
Copyright © 1991 by Robbins Research International. AM rights reserved. Reproduction in any form without the express written convent of Robbins Research International is prohibited.
P.117
The
THIRD METAPROGRAM involves
SORTING BY SELF or
SORTING BY
OTHERS. Some people look at human interactions primarily in terms of what's in
it
for them personally, some in terms of what they can do for themselves and
others. Of course, people don't always fall into one extreme or other. If you sort
only by self, you become a self-absorbed egotist.
If you sort only by others, you
become a martyr.
In a service business, you obviously need people who sort by others. If
you're hiring an auditor, you might want someone who would sort by self. It's like
a doctor who sorts strongly by self. He may be a brilliant diagnostician, but unless
you feel (s)he
cares about you, (s)he won't be totally effective. In fact, someone like
that would probably be better off as a researcher than as a clinician. Putting the
right person in the right job remains one of the biggest problems in American
business. But it's a problem that could be dealt
with if people knew how to
evaluate the ways that job applicants processed information.
The key is to observe people as carefully as possible, listen to what they say,
what sort of metaphors they use,
what their physiology reveals, when they're
attentive and when they're bored.
People reveal their metaprograms on a consistent, ongoing basis. To
determine if people sort by self or others, see how much attention they pay to
other people. Do they lean toward people and have facial
expressions that reflect
concern for what others are saying, or do they lean back and remain bored and
unresponsive?
The
FOURTH SORTING PROGRAM involves
MATCHERS and
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