interpersonal compatibility. Factors contributing to establishing good contact with the client What contributes to the establishment of interpersonal relationships
"Biological evolution of man" - Anthropogenesis - the theory of the origin of man. A skilled man. Two sides of the issue. Upright man. The meaning and purpose of human life in the views of philosophers. Task: fill in the table based on the textbook p. 30. Stages of anthropogenesis. Objective. Ramapitek. Human nature. Subjective. What is a sense of life?
"Human Development" - Advanced technologies are being created in industry; agriculture. Hypothesis. 1 Search 2 Analytical 3 Research popular science literature. Ancient people represented a more progressive type of man. Modern people. Ancient people. Man goes into space. Conclusion. The oldest people. Speech. Work plan.
"Human Evolution" - New People (Cro-Magnon). Genetic - the similarity of the number of chromosomes in humans and great apes. Sechenov I.M., Pavlov I.P. - developed the doctrine of reflex. Man is a biosocial being. Biochemical - similarity chemical composition intracellular environment of humans and animals. Learn to pronounce thematic terms correctly.
"Races on Earth" - Mixed races. Mongoloid race. Negroid race. Sambo-descendants from marriages of the Mongoloid and Negroid races. Mestizos are descendants from marriages of the Caucasian and Mongoloid races. Straight or wavy hair Live in: Europe America Australia. Mulatto. The ratio of races on Earth. Character traits race. Bright skin.
"The Origin of Races" - Proof of the evolutionary origin of man. The evolution of primates. Each major race is subdivided into minor races, or anthropological types. Factors of anthropogenesis. Races of man. Many racial traits have an adaptive value. Human Origins. The use of fire led to a decrease in the mass of the jaw apparatus and a shortening of the intestines.
"The place of man in life" - Suborder Apes. Branch of natural science. Class Mammals. Subtype Vertebrates. Research. Squad of Primates. Suborder Apes. Subclass Placental. The place of man in the system of the organic world. Child of the Earth. Type Chordates.
In total there are 19 presentations in the topic
Please help me with a solution. I give everything I have. Are the following statements about interpersonal relationships correct?A. The New Year's address of the President to the citizens of the country is an example of informal interpersonal relationships.
B. The meeting of the members of the organizing committee of the competition is an example of a formal interpersonal relationship.
1)
only A is correct
2)
only B is correct
3)
both statements are correct
4)
both statements are wrong
As a result of the elections, the candidates for deputies who received the majority of votes entered the parliament. This example illustrates the fact
1)
social stratification
3)
social mobility
4)
social differentiation
Art and religion play a huge role in the spiritual life of society. The list below shows the similarities between religion and art and their differences. Select and write down in the first column of the table the serial numbers of the similarities, and in the second column - the serial numbers of the differences.
1)
contributes to the preservation and restoration of the mental balance of the individual, the harmony of the spirit
2)
represents knowledge of the world based on belief in the supernatural
3)
preserves, transmits and replicates the system of universal human values
4)
reflects reality in the form of artistic images
similarities traits differences
You know that interpersonal relationships are reciprocal. 1) Try to restore the logic of the development of interpersonal relationships.Mutually____________________________________
Mutually____________________________________
2) Explain the connection between these stages of building interpersonal relationships.
You know that interpersonal relationships are reciprocal. 1) Try to restore the logic of the development of interpersonal relationships. 3 wordsstarting with mutual.......
2) Explain the connection between these stages of building interpersonal relationships.
Solve the crossword. If all answers are correct, then you will be able to find in it all levels of interpersonal relationships. Vertical: 1. Relationship between people,which are mutual. 2. Something that helps a person cope with a difficult task. 3. And the level of interpersonal relationships, and processed cheese. 4. Deception, lies. 5. Empathy for another person. 6. A word with the same root as the word "society", something that people cannot do without. 7. The level of interpersonal relationships based on a common cause. A hint in the verses of A. S. Pushkin “(...), believe: she will rise, the star of captivating happiness,<...>and our names will be written on the ruins of autocracy!” Horizontally: 8. The most common interpersonal relationship involving all the people we recognize. 9. Location, feeling of affection, warm feeling for someone. 10. A close, relatively long relationship between two or more people based on mutual sympathy and free choice and trust. 11. Feeling opposite of sympathy. 12. An attitude built on the belief that you will not be let down or offended.5. Below is a list of terms. All of them, with the exception of one, relate to interpersonal relationships. Underline the term that "falls out" of this list. Mutuality, camaraderie, mutual assistance, friendship, acquaintance, language of communication.
Make a plan for the text. To do this, highlight the main semantic fragments of the text and name each of them. The nature of interpersonal relationshipsessentially differs from the nature of social relations: their most important specific feature is the emotional basis. Therefore, interpersonal relationships can be considered as a factor in the psychological "climate" of the group. The emotional basis of interpersonal relationships means that they arise and develop on the basis of certain feelings that people have in relation to each other ...
Naturally, the "set" of these feelings is unlimited, but all of them can be reduced to two large groups: 1) bringing people together, uniting their feelings. In each case of such an attitude, the other side acts as a desired object, in relation to which a readiness for cooperation, joint actions, etc. is demonstrated; 2) feelings that separate people, when the other side appears as unacceptable ... in relation to which there is no desire to cooperate, etc. The intensity of both kinds of feelings can be very different. The specific level of their development, of course, cannot be indifferent to the activities of the group.
(Adapted from the materials of the textbook: Andreeva G.M. Social Psychology. M., 1988. S. 85.).
So, all the preparatory stages for personal communication have been completed. We discussed the basics , received , talked . Now is the time to learn interpersonal contacts.
Consider in detail the basic principles of interpersonal relationships.
Psychology of interpersonal relations. First
We are trying to understand in order to understand you later. For example, you sell coffee and say to your interlocutor: Here is black coffee for you, I drink it myself every day. It is very tasty and invigorates me in the morning.
Your client tries it and says, "No, I can't drink it." You begin to actively convince him that this is excellent coffee, it is very healthy. I myself and my wife drink it, but you don’t like it, is it possible.
You are indignant without listening to the end and without trying to understand what is the reason that your product did not fit, but if you listened to the end, you would find out that your client prefers not black coffee, but coffee with milk or cocoa, and they are also in your arsenal and, by offering them, you would have received a grateful buyer.
Second
We listen not to let the interlocutor talk, but to determine how he feels.
Sincerity is your main weapon in establishing interpersonal contacts! We look at the problem, taking into account the views and feelings of the client. It is very important that the client feel that you sincerely want to help him make the right choice.
Here is a case from the experience of a colleague. A colleague had just started working at , was full of enthusiasm and assertive. He spoke with one of the clients he wanted to see in his partners, who was valuable to him.
He spoke emotionally about the prospects that await him in business, and how, it seemed to him, he did everything he could, but he still could not hear him and he felt that the arguments were ending.
He no longer had anything to say to him and he began to listen to him, and he was very impressed with this person and sincerely did not understand why he was resisting, and when he started listening, he got to the bottom of the truth and as a result they became partners.
Psychology of interpersonal relations. Third
We get to the real problem, bring the interlocutor to frankness, because not always, what they say corresponds to what the interlocutor really feels.
Interpersonal relationships. Examples of building contacts between people
Interpersonal contact must be built with each client. Let's give an example of building a contact with a client.
Let's say a customer says that your product doesn't suit him. Answer: “Do you think that my product does not suit you?” Or rephrase the content: “So you don’t want to buy my product?”
Having learned how to show your interest in the above ways, learn to use the most effective one. The one where the emotional sphere of the interlocutor is affected, so that interpersonal contact is stronger and communication is more sincere.
That is, you build your answer like this: “Do you feel doubt that my offer is beneficial for you?” Try to start communicating in this way first with your loved ones and you will see a positive result.
Now, knowing the true problem of your interlocutor, you can turn to your experience and provide him with your information to solve it.
Having figured out what the interlocutor wants from you, understanding his principles and doubts and showing your true interest in this, the interlocutor is ready to listen to what you want to offer him, already through the prism of his views and desires.
When establishing interpersonal contacts, do not put pressure on the interlocutor, be patient and tactful.
Treat the human factor with the same interest as the financial and technical. By learning to listen and hear your customers and subordinates, you will be effective in your business.
I wish you success!
How to become a leader
Appearance
| What agents, sellers, sales representatives are not wearing,
Commercial representatives, sales managers!!! robes,
I'll tell you, extremely amazing: here is a sweater with jeans, and
I ironed trousers, and dirty shirts, and uncleaned shoes, but
It is not for nothing that people say: "They meet by clothes, see off by mind."
| Here's what I'll tell you: if you're a man, then until you walk
In a good suit, your sales will be less than they could be.
| By the way, don't forget to wear a tie with your suit. Once I was leading a
ning "Active sales" in one company. Most of the men in this company did not wear suits. The training lasted 6 days, and under
| Well, I decided to arrange such a form of influence on the participants as
sermon. I told the whole group. “Look how respectable people, company leaders, representatives of Western
104? Chapter 5. Approach to the client. Making a First Impression
companies - they are dressed in business suits, from this point of view, they are impeccable. Believe it or not, I know that a suit increases the likelihood of a sale. Why? Many factors. For a long time I listed these factors, whether briefly, but a miracle happened: sales representatives began to pay more attention to their clothes, and sales really increased!
1. Non-verbal behavior (gestures, facial expressions, postures, movements).
4. Meaning of words.
There is such a simple and uncomplicated rule of three pluses, which is that you need to make three favorable impressions on the client about yourself at the beginning of the meeting. (Place three pluses in the client’s head, let them lie, maybe they will come in handy.)
The rule of three
Creating an optimal contact is possible only if you evoke positive emotions in the client at least three times. You can evoke positive emotions with the help of:
Non-verbal behavior (including smiling);
Compliment;
but a question like "tell me yes".
Separately, it is worth mentioning the psychological distance. The topic is important and painful. Why? Because by providing the necessary distance, you create an aura of comfort for the client, which is not bad in itself. In such an aura, you can already more freely push through those thoughts and proposals that you need to push through, and on the other hand, you have the opportunity to smooth out sharp moments, if they, of course, arise. Psychological distance is not only and not so much the physical space of negotiations. By distance, I mean the whole range of manifestations of a person who is able to bring one person closer or further away from another. Say "you" or "you" - distance, address by name or by name and patronymic - distance, use scientific or colloquial language - distance, say "paper" or "paper" - distance, stand a meter apart or half a meter - also distance
Factors contributing to establishing good contact with the client? 105
tion. You can continue the list yourself. One thing is important: establish what distance is most effective with this client, and follow the intended course. And in more detail we will now focus on the spatial-psychological distance.
Spatial-psychological distance
It is necessary to create a psychological distance comfortable for the client. For each person there is a certain physical distance at which it is most comfortable for him to negotiate.
The psychological space can be divided into the following components:
1) intimate area;
2) friendly zone;
3) business communication zone;
4) zone of social communication;
5) zone of indifference.
It is impossible to put down specific numbers that could indicate the limits of these zones. However, in direct communication with the client, by observing the non-verbal behavior of the partner, you can determine which zone you are currently in.
Our main task is to create that degree of comfort for the client, which will allow him to relate to our ideas in the most favorable way.
Psychological distance is influenced by factors such as:
human culture;
The environment in which he was brought up;
The degree of our acquaintance with him;
The presence of physical and psychological barriers;
The specifics of the situation.
There is only one way to determine the spatial-psychological distance that is comfortable for the client.
What? (Maybe you can ask him something like this: “Do you feel comfortable with me?” How do you like this option? No way, and rightly so.) There is only one means - covert observation of the client’s non-verbal manifestations, everything related to his movements, postures, rhythm, tone of voice and so on, or rather, everything related to changes in these parameters of human behavior
106? Chapter 5. Approach to the client. Making a First Impression
Denia. Again, we need to scan for any changes in facial expressions, gestures, tone of voice and ask ourselves the same question: “Why is my dear client changing like this?” By the way, these changes may be subtle, and so much the better for us. The sooner we notice a change, the more smoothly we will respond to it. A sudden smile, a stony face, a lean back - anything, any change! Follow them!!!
Favorable contact is facilitated by joining the client. Here I use the term "attachment", which I think conveys the meaning very aptly. This term is often used by fans and/or followers of NLP. I declare that I am NOT a fan or follower of NLP. Although this does not prevent me from adopting certain ways of working, however, it does not prevent me from adopting ways of working from other directions.
Connection to the client is carried out due to:
A semblance of a pose;
Similarity of speech rhythm;
Like a rhythm of movement.
This similarity in no way means identity. You don't have to "get along". The client never forgives. Here we are really talking about similarity, about some kind of synchronicity.
If you act like a professional communicator, so that the client does not understand that you are intentionally making the likeness, your efforts will have a good result.
But be careful if your partner suspects you of manipulation; You can cross out his coordinates from your diary. The client will never let you in again.
There are three modes of human postures:
open mode;
Medium mode;
closed mode.
I have nothing more to say, you yourself know everything! I!
Factors contributing to establishing good contact with the client
Eye contact
As is known from the physiology of higher nervous activity of a person, the eyes are the part of the brain that remained outside in the process of development. Through vision, we absorb about 80% of the perceived information.
A person attaches great importance to the eyes of the interlocutor. A person who does not make eye contact with us arouses suspicion (secretive, insecure, afraid of something, etc.). Excessive eye contact provokes the interlocutor to aggressive emotions. Eye contact should be moderate. It is necessary to focus your gaze either on the eyes of the interlocutor, or on the subject of discussion, or on the environment.
It's great if you start a conversation not with the subject of negotiations, but with an extraneous, free topic. Develop the art of leading small talk. Let's think together. The client is a little tense, and so are you. Why? You are going to talk about money. This is important, money is what any business exists for, money is the focus of thoughts and emotions. And right now, "disappoint" the client, do not talk about the case. Say a few words about something else, such as something that will please both you and your client. Smol-current relaxes, relieves primary stress, establishes primary contact. And during the talk, you can see what mood, state the client is in, how he reacts to you, in what style it is better to talk to him. You can see a lot by saying and hearing a couple of phrases in response. Topics that most often do not relate to the subject of negotiations: ? weather; and nature; ? sport; ? location of the client; and the client's office; ? policy; about other topics. Small-talk allows: a to relieve the initial tension, which is inevitably present both for you and for the client; 103? Chapter 5. Approach to the client. Making a First Impression
