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Dr. Robert A. Tracz





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How to Predict Someone's Response

The other day I confronted a colleague about an incorrect shipment of products. She first blamed me then apologized and then asked a number of questions as if she was unsure what to do.

This was typical behavior for someone who is confused.

Typically a person who is confused or unsure of themselves will behave in what is known as the classic distracter mode where she switches from one mode of communication to another.

When someone is in doubt or is uncomfortable with intense emotions – yours or hers - goes into the classic computer mode and looks for data input or information.

When someone tells you what he wants in a direct, straightforward manner he is the classic leveler mode and is looking for information or results.

When someone feels helpless and a victim of her circumstances goes into the classic blamer mode and blames others.

When someone feels rejected she typically goes into the placater mode and agrees with you at least temporarily to win you back.

Which is the correct mode for you to use? It depends on how the other person is responding to you and what you want to achieve.

Here's what you do:

1. When you don't know what to do or how to proceed go into computer mode and ask questions to buy time and assess the situation.
2. If your partner is in leveler mode match it.
3. If your partner is in blamer, placating, distracting or computer mode… placate first by agreeing in principle or with the truth in what he is saying and then gradually switch into leveler mode.
4. Use the distracter mode when and if you want to stall and buy time to make a decision.

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Robert A. Tracz, DVM, MBA, MSc.,
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