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Vogelhuber, Scheelen - What people really want

strategy to open the door to his world of motivation and emotion. For
the Lolli-Olli it was true: If I had found the key to this gate, the
cooperation in the training succeeded so excellently that everyone
involved was happy and satisfied.

Learning from profilers: the Bonding

You now know that profiling3 is based on building trust and
answering the three core questions "Who am I?", "How do
others act?" and "What do I make of it?" The term "profiling" is
derived from the methods used by professionals in the FBI
and the Criminal Investigation Division (CID). This may come
as a surprise at first, but: Isn't building up a relationship of trust,
for example in the interrogation of a suspect, one of the
supreme disciplines of communication? Anyone who
succeeds in establishing a relationship of trust in an extremely
difficult and complex communication situation can be called an
excellent relationship manager.

The Behavior Change Stairway Model used by the FBI is
composed of three stages: Bonding, Mission, and Influence. This
fixed sequence is the basis for successful conversations. Let's
take the example of "Negotiations": Every negotiation begins with
bonding, which is followed by the naming of one's own mission.
Only then does the "Influence" stage take place. Pro- filing³ takes
bonding in particular out of this model: In the bonding process,
the aim is to gain the trust of the interlocutor so that he or she
communicates information that allows you to assess what this
person really wants, what his or her goals and wishes are, his or
her expectations and needs. Building trust leads to the fact that
to you

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