This meta programme is all about people's perceptions of likeness and differences.

There are 4 main categories with this:

Sameness People will notice those things that are the same or match their previous experiences. They dislike change.

Sameness with exception people will first notice the similarities and will then notice the differences. They prefer slow or gradual change.

Difference with exception people will notice the differences and then the similarities. They like change and variety.

Difference people will notice those things that are different. They love change and want it all of the time.

Question? How do you know what type of person they are?
Answer - Ask them this type of question:

What is the relationship between these three objects? What is the relationship between this X and a previous Y?

What their response will tell you:

Sameness People will tell you how things are the same.
Sameness with exception people will tell you first how things are similar, then tell you what differences may be.
Difference with exception people will tell you first how things are different and then the similarities.
Difference people will tell you what the differences are.

Using this in the real world:

In Negotiations with these people:

Sameness

Stress areas of agreement. Do not discuss differences. Discuss areas of similarities, how you both want the same thing.

Sameness with exception

First stress similarities and then point out the differences. Talk about change as a gradual slow process.

Difference with exception

First stress how things are different and only then talk about similarities. Focus on change and new solutions

Difference

Stress how things are totally different. Do not mention similarities. Talk in terms of massive change and revolutionary.

In Managing these people:

Sameness

Don't talk about variety. Talk about continuity. Have them do things the same way.

Sameness with exception

Talk about gradual improvements. Make change a gradual process. Have them do the same things but with gradual improvements and changes

Difference with exception

Emphasis improvements and changes and downplay commonality. Stress different ways to do the job and make changes frequently.

Difference

Talk about the differences. Have them do something new all the time. These people will get bored at repetitive tasks.

Influencing language

Sameness

Same, same as, maintain, keep doing, in common, keep the same, usual

Sameness with exception

Better, more, less, gradual, although, but, same except.

Difference with exception

Different, new, changed, change, unusual,

Difference

Different, new, radical, unique, revolutionary,