Page 185 - Effective Communication Skills Mastery Bible 4 Books in 1 Boxset by Tuhovsky, Ian

People oriented to external authority need the support of

others to make a decision. They usually lean on the authority

in a particular field. When they have to make a decision, they

ask other people for their opinion and based on their feedback,

they make their final decision. Those oriented to the internal

authority rely only and exclusively on their own beliefs on
the subject. They reject the opinion of others, taking mainly

their own priorities and judgements into consideration.

Generally, they are guided by their own guts.

People with a metaprogram of “external authority” need
someone who is going to support them and show them the

right way. Those on the opposite side can rarely accept

someone else’s leadership.

How can you specify this metaprogram in another person?

The most helpful question might be, “How do you know

you’ve done your job well?” People with the internal authority
will say they rated it themselves, while those with an external

authority will indicate the confirmation from other people.

In an attempt to convince someone into something, you can

tell them about how they will have your support or the support
of other people along the way and they will always be able to

ask for any advice and help. You can also convince internal-

authority people by telling them about how much

independence and impact they will have on the decision-

making process by selecting the most suitable options for
them, et cetera.

Me/Others

The last metaprogram I’m going to describe refers to the

particular view of benefits. People with the “me”