CHAPTER 16: Meta-Programs

Introduction and Overview

Meta-programs are perception filters specific to individuals. They are structures and patterns of our mind that determine our thinking and behavior. They influence how we distort, delete, and generalize information.

Meta-programs are usually not conscious to us, but they can become so when we direct our attention to them. This unit is about becoming aware of your meta-programs, recognizing them, and expanding them.

Meta-programs are especially important for:

Building rapport
Changing one's perception of the world
Flexibility in communication
Modeling top-level behavior patterns
Considering attitudes and evaluating responses
Team building

For the different meta-programs, some of the following information is provided: the name of the meta-program and the names of the types it consists of; a description of the characteristics of each type and how to recognize them.

Some classification questions also help with recognition. These questions make it possible to gather information about the corresponding type. Under "recognizing and identifying," you will find what responses help us distinguish the different types.

For many types, a statistical distribution is also provided. However, this should be considered very rough. More precise research studies are still pending. Some language patterns are also provided, which are particularly useful when communicating with the respective type.

Overview of Motivational Characteristics

Questions	Categories	Pattern Indicators
	Level	proactive: Active, short, clear sentences reactive: Try, think about, might, wait and see
What is important to you in your (work)?	Criteria
Why is (criterion) important? (Ask yourself this question three times.)	Direction	towards: achieve, get, include away from: avoid, exclude, identify problems
How do you know you’ve done a good job?	Source	internal: just know it yourself external: others, facts, figures
For what reasons did you choose (your current job)?	Reason	optional: criteria, choices, opportunities procedural: stories, how and why, no choice, necessity
What is the relationship between (your work this year and last year)?	Decision Factors	sameness: the same, no changes sameness with exceptions: more, better, comparisons difference: difference and sameness with exceptions

Overview and Characteristics of Information Processing

Questions	Categories	Pattern Indicators
	Information Size	Detailed: Details, sequences, exact Global: Overview, big picture, arbitrary order
	Direction of Attention	Self: shallow, short, monotone responses Other: lively, expressive, automatic responses
Describe a project you had difficulties with.	Reaction to Stress	Emotional: reacts with a feeling and stays in the feeling Flexible: reacts with a feeling and then decides whether to stay or not Cognitive: does not react with feelings
Describe a work situation that (criterion of the person) was. What did you like about it?	Style Organization	Independent: alone, I, sole responsibility Involvement: leading role, others are present Cooperative: we, team, shared responsibility People-oriented: focuses on feelings and thoughts, these become part of the task Object-oriented: focuses on tasks, systems, ideas, tools
How can you improve your prospects for professional success? How can someone else improve their prospects for professional success?	Rule Structure	My/My: My rules apply to me / My rules apply to you My/-: My rules apply to me / Doesn't matter None/My: I don't know / My rules apply to you My/Your: My rules apply to me / Your rules apply to you
How do you recognize that a colleague is doing a good job? How often must someone demonstrate this before you are convinced?	Convincer Channel and Mode	See, Hear, Read, Do Multiple Examples: specify number Automatic: yes in doubt Consistent: constantly new, never convinced Time: specify duration

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