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1、有效说服与有效倾听有效说服与有效倾听?怎样说服怎样说服?有效倾听障碍有效倾听障碍?有效倾听技巧有效倾听技巧怎样才能说服对方怎样才能说服对方用共同兴趣说服用共同兴趣说服用共同价值观说服用共同价值观说服用相同背景说服用相同背景说服用故事说服用故事说服用利益说服用利益说服用情感说服用情感说服利用从众心理说服利用从众心理说服用逻辑或事实说服用逻辑或事实说服用伦理和法律说服用伦理和法律说服用正向法说服（从对沟通对象的奖励角度）用正向法说服（从对沟通对象的奖励角度）用负向法说服（从对沟通对象的惩罚角度）用负向法说服（从对沟通对象的惩罚角度）用个人可信度说服用个人可信度说服用组织可信度说服用组织可信度说服
2、有效说服实例有效说服实例“12怒汉12怒汉”?讨论电影中用到了哪些说服方法？请举例说明。讨论电影中用到了哪些说服方法？请举例说明。有效倾听障碍有效倾听障碍Being preoccupied with talking, not listeningBeing preoccupied with talking, not listeningCalling the subject uninterestingCalling the subject uninteresting （this may not be fascinating, but theres something in here thats i
3、mportant for me to know.）（this may not be fascinating, but theres something in here thats important for me to know.）Letting bias or prejudice distort the messages you hearLetting bias or prejudice distort the messages you hear(the best advice is not to rid yourself of your preferences, but simply to
4、 know what they are.)(the best advice is not to rid yourself of your preferences, but simply to know what they are.)Oversimplifying answers or explanationsOversimplifying answers or explanationsYielding to external distractionsYielding to external distractions（外部干扰）: learning to focus on the task at
5、 hand.（外部干扰）: learning to focus on the task at hand.Yielding to internal distractionsYielding to internal distractions（内部干扰）（内部干扰）Rationalizing poor listeningRationalizing poor listeningNo one taught me how to do this.No one taught me how to do this.This office is filled with noise and distractions;
6、This office is filled with noise and distractions; Criticizing the speakers deliveryConcentrate on Concentrate on whatwhats s being saidbeing said, rather than , rather than how its said.how its said.Jumping to conclusionsRelax and let him or her talk for a little while.Relax and let him or her talk
7、 for a little while. Getting over-stimulatedThere is the old joke: There is the old joke: the opposite of talking isnt listening. Its waiting to talk. Thats what a lot of people do. -take it all in, think about it, then formulate a response. Go one step at a time.the opposite of talking isnt listeni
8、ng. Its waiting to talk. Thats what a lot of people do. -take it all in, think about it, then formulate a response. Go one step at a time.Assigning the wrong meaning to wordsListening only for the factsTrying to make an outline of everything we hear Faking attention to the speakerNot Seem impolite,
9、smile, nod, not only understand, but agree.Not Seem impolite, smile, nod, not only understand, but agree.Resisting the temptation to interruptWasting the differential between the rate at which we speak and the rate at which we think有效倾听技巧有效倾听技巧Stop talkingOne conversation at a timeEmpathize(移情移情)wit
10、h the person speakingAsk questionsDont interruptShow interestGive your undivided attention（一心一意）（一心一意）Evaluate facts and evidenceListen carefully. Ask yourself how you know this is true. Whats the source of your confidence in the data? Ask whether the evidence is recent, reliable, accurate, and rele
11、vant to the subject.Listen carefully. Ask yourself how you know this is true. Whats the source of your confidence in the data? Ask whether the evidence is recent, reliable, accurate, and relevant to the subject.React to ideas, not to the speakerWishing doesnt make it soListen for what is not saidLis
12、ten to how something is saidConsider listening, for emotional content, for hints of sarcasm(挖苦), cynicism, or irony in what you hear. Tone, voice, mood, content and intentionConsider listening, for emotional content, for hints of sarcasm(挖苦), cynicism, or irony in what you hear. Tone, voice, mood, c
13、ontent and intentionShare the responsibility for communication专心专心 通过非语言行为，如眼睛接触、某个放松的姿势、某种友好的脸部表通过非语言行为，如眼睛接触、某个放松的姿势、某种友好的脸部表 情和宜人的语调，你将建立一种积极的氛围。如果你表现的留意、专情和宜人的语调，你将建立一种积极的氛围。如果你表现的留意、专 心和放松，对方会感到重用和更安全。心和放松，对方会感到重用和更安全。对方的需要表示出兴趣对方的需要表示出兴趣 记住，第一层次上的倾听意味着你带着理解和相互尊重进行倾听。记住，第一层次上的倾听意味着你带着理解和相互尊重进行倾
14、听。以关心的态度倾听以关心的态度倾听像是一块共鸣板，让说话者能够试探你的意见和情感同时觉得你是以 一种非裁决的、非评判的姿态出现的。不要马上就问许多问题。不停 的提问给人的印象往往是听者在受像是一块共鸣板，让说话者能够试探你的意见和情感同时觉得你是以 一种非裁决的、非评判的姿态出现的。不要马上就问许多问题。不停 的提问给人的印象往往是听者在受“炙烤炙烤”。 。 表现得像一面镜子表现得像一面镜子反馈你认为对方当时正在考虑的内容。总结说话者的内容以确认你完反馈你认为对方当时正在考虑的内容。总结说话者的内容以确认你完 全理解了他所说的话。全理解了他所说的话。避免先入为主避免先入为主这发生在你以个人态
15、度投入时。以个人态度投入一个问题时往往导这发生在你以个人态度投入时。以个人态度投入一个问题时往往导 致愤怒和受伤的情感，或者使你过早地下结论，显得武断 致愤怒和受伤的情感，或者使你过早地下结论，显得武断 使用口语使用口语 使用简单的语句，如使用简单的语句，如“呃呃”、“噢噢”、“我明白我明白”、“是的是的”或者或者“有意思有意思”等，来认同对方的陈述。通过说等，来认同对方的陈述。通过说“说来听听说来听听”、“我们讨论讨论我们讨论讨论”、“我想听我想听听你的想法听你的想法”或者或者“我对你所说的很感兴趣我对你所说的很感兴趣”等，来鼓励说话者谈论更多内等，来鼓励说话者谈论更多内容。 容。 遵循这些
16、原则将帮助你成为一名成功的倾听者。养成每天运用这些原则遵循这些原则将帮助你成为一名成功的倾听者。养成每天运用这些原则 的习惯，将它内化为你的倾听能力，你会对由此带来的结果感到惊讶的。的习惯，将它内化为你的倾听能力，你会对由此带来的结果感到惊讶的。5、FIVE ESSENTIAL SKILLS OF ACTIVE LISTENING5、FIVE ESSENTIAL SKILLS OF ACTIVE LISTENINGParaphrase(解释解释)others as they speak“If I understand you correctly, what youre saying is”, “ In other words, youre telling me that”“If I understand you correctly, what
