Representation of people about good and evil table. An example of people's ideas about good and evil in different historical eras. Problems of the struggle between good and evil. The ethics of non-violence. The specificity of value judgments of police officers

Ilya Kusakin, the author of the manual “The main skill of a sales manager,” believes that there are no situations where the art of negotiation cannot be applied, because we always deal with people. “Your success, family well-being and happiness depend on the ability to sell ideas or convince people.”

Powerful and effective techniques will help you become a specialist in this matter.

We all know that in order to succeed in any negotiation it is necessary to be self-confident person, sociable, persistent and purposeful. But why among those who have all these qualities, someone can regularly fail, while others really achieve the goal? What secrets or skills do they have?

Persuade emotionally

Any conversation is first of all emotions. Yours and the side you want to captivate with your idea. Moreover, it is important to take into account the emotions of both parties. In a conversation, observe what the interlocutor is experiencing: is he disappointed, scared, doubtful, interested, but not enough to agree? Working with the emotions of the interlocutor, you find a real way to his heart, and do not push your idea despite the obstacles.

Persuading and arguing for the sake of arguing are two different things. What are the consequences of scandals and how to fix the matter? Let's watch the video!

“A person who, in negotiations, is able to exert on his interlocutors emotional impact really has a much better chance of closing a deal than the most knowledgeable salesperson."

Exceed expectations

One of the techniques that helps to effectively persuade. You can convince your mother-in-law to move from a private house to the city center, but will she be satisfied with the result if you do not offer her something that will compensate for the loss of the cherry orchard in which she spent her childhood? Hardly. But if you, even if you get forced consent, send her a team of assistants to pack and transport things, you will give her real family support.

« In one auto repair shop, each woman who turned in her car for repair was given the repaired car back with a front seat fresh rose"

Eliminate objections

The author is convinced that any objection should be considered as an objective reason, and not as a way to dismiss you. If a person refuses, it is important to let him know that you take this into account. “An objection is important to consider, but it is not necessary to unconditionally agree (and certainly not worth arguing).”

Author's note: “Sit across from each other. Make lists of typical objections and logical arguments that can change your mind. Let your partner read out the objections, and you, first peeking at the list of arguments, and then from memory, answer. Practice until you can easily, on the go, find the right and appropriate logical arguments.

Do not leave the interlocutor alone

If you have already taken up the matter, it is hardly worth leaving it halfway. A conversation in which you want to convince someone of something must be brought to an end without leaving the opponent a chance to doubt. Allow enough time for the conversation so that your opponent has no doubt that this is important to you and do not interrupt for phone calls and absences as needed. Concentrate only on the topic that the conversation is about.

“Trust is very important. Not everyone manages to earn it, but to lose it is easier than easy.

Act as if consent has already been obtained

The effect when belief becomes a fait accompli. Thus, you give a bonus to a person, make him believe in what is obvious to you (he has money, he deserves the best, he is kind and positive person and will follow you).

“I used this technique from the very first day. Even before she was even my girlfriend (I was then 19 years old), I acted with her as if we were already dating, and nothing else. I did this regardless of how she felt about me, even when things were not going well (and this period lasted about two years). And now, when my wife is angry with me, I still act like she admires me. And it works!

In addition to these important rules still worth learning some useful points:

- to admit one's wrong;

- pay attention to all the details mentioned by the interlocutor, even if they seem small to you;

- always try to find a way out;

- speak clearly;

- use humor.

“Your self-confidence will increase, and this will affect your income level. These are not just words, but my personal promise to each of those who study the book from cover to cover and will apply the information received. Tips and exercises for business and life in the book by Ilya Kusakin "The main skill of a sales manager" ("Alpina Publisher").

How to convince a person

So, you can arrange the interlocutor to yourself almost without words and certainly without foam at the mouth. Moreover, you can not only arrange, but also convince him that he is right I use several completely simple methods, which I will discuss later.

1) Don't rush.

Always give the person the right to express their opinion or their thought. Do not try to interrupt him or stop him in mid-sentence, no matter what he says. Also, don't push him or finish his statement in your own words. If you ask a question, be sure to wait for an answer, and don't put forward your own versions before the person has spoken.

2) Show interest.

When talking, look at your counterpart. Because, even if you listen to him very carefully, but only look at something else, your interlocutor will by and large regard this as a lack of any interest in him. To demonstrate elementary understanding, nod your head from time to time and insert short remarks like these: "yes, yes, I agree", "that's right!", "nice to hear that", "how interesting", "always thought about it." Just don't interrupt the conversation with long digressions like: "Do you know, this just reminded me of one interesting case from my childhood..."

3) Specify.

In our society, many conflicts arise only because of a banal misunderstanding. To prevent these misunderstandings, use simple clarifications using, for example, these initial phrases: "You must definitely correct me if I'm wrong...", "If I understand correctly, it turns out...", "As I understand now you...", "In other words...".

4) Think.

When you, during a conversation, take a short pause, supposedly thinking about the information you heard, you can find out how confident your counterpart is in his words or in himself. This technique very often causes people to change their assumptions and wishes for more beneficial ones for you. And you don't even say a word.

5) Speak not loudly and calmly.

6) Do not overdo it with smiles.

A smile is, of course, an important element of confidential communication, but it must be sincere and not intrusive. That is, it is very important not to overdo it with it. Three-quarters of our population is wary of people smiling excessively. If it turns out that your mouth is constantly stretched to the ears, then there will certainly be a feeling that you are either playing out friendliness, or you are not serious about the words of the interlocutor and the issue under discussion.

7) Don't be afraid to make mistakes.

You shouldn't be very crucified proving to people how much they can be mistaken all the same. By doing this, you will only hint in an opaque way that you are smarter than them. And who will like it? I definitely don't =))) I think you do the same. The best way avoiding this is always allowing for the possibility of one's own error. I will show you with an example: "Of course, I think differently, but it is quite possible that I may be mistaken. Be sure to correct me if I am saying something wrong or in something wrong."

8) Use the "yes, but..." form

When people directly hear the word "no", then norepinephrine enters the bloodstream. This immediately, on a subconscious level, sets us up for the fight. And, conversely, when we hear the word "yes", it leads to the release of pleasure hormones into the body - endorphins. To all of the above, the conclusion is very simple: instead of saying a sharp “no” directly, it’s better to effectively answer: “Yes, but I wanted to ...” and now you can already express your terms of the transaction or whatever you have =) )). This way you maintain a friendly atmosphere and force the interlocutor to seek compromises.

We often wonder how to convince a person? How to convince him that you are right? How to convince him that it will be better this way. Often positive result any business directly depends on the ability to convince a person that he is right.

It is unfortunate that we get the ability to convince people in the process of life, and not from the cradle. Pretty hard convince a person in what he does not believe. Therefore, for a greater likelihood of persuasion, you need to practice more. Before answering the question “How to convince a person?” you need to justify this or that situation.

How to convince a person?

As they like to say: "You can't force a person to do what he doesn't want to." Actually it is possible. It just takes a lot of effort to do so.

The skill of persuading a person is useful in all spheres of life: at work, at home, in leisure.

A great way to convince is to speak the truth, look into the eyes and not gesticulate. Calling a person by name will help convince a person. This will put the interlocutor to you and your requests. After all, everyone likes when you are called by name. Pet names can be used. This skill has a much stronger person to you. The person becomes like open book” and it is much easier for you to arrange it to yourself.

How to convince a person that you are right to quit smoking

The best way to convince is explanations. There are rare cases when the interlocutor agrees with your solution to the problem only after question asked. When convincing a person that he is right, that he is wrong, or in quitting drinking - you must explain everything to him positive points decision, negative moments and only after that give him a choice.

You must understand that before the conversation you do not need to dwell on the question: how to convince a person . You need to quickly talk calmly and help him make right choice. After all, you must also understand that your point of view will not necessarily be correct and better for another.

How to convince a person that he is wrong over the phone

It is more difficult to convince over the phone, because you cannot look at the person (which allows you to better position the person to yourself), the interlocutor cannot understand whether you are lying to him or not. The phone changes a little voice. Therefore, even if you are telling the truth, it may seem to your interlocutor, on the other side of the phone, that he is lying, and will not listen further. But if you are trusted, then it will not be difficult to convince a person of anything.

Everyone should have the skill of persuasion. After all, how else to persuade the boss to raise wages how to get your husband to quit smoking. This opportunity will help you in all your endeavors.

How to convince a person, of something, not to drink

No matter how much a person would be interested in studying this skill, this science will probably never be fully studied. Each time, in response, new blockers of this art are being studied. That is, no matter how much you can convince a person, there will be situations when either you fail, or someone counterattacks, and you simply accept his point of view of some situation.

How to convince a person in 30 seconds

In order to be a master of this business, you need to practice more, study literature aimed at this topic and try to lie to others as little as possible. And before insisting on your point of view, answer yourself: “Is my position correct?”

In life, situations often arise when it is required to get a partner to perform certain actions and at the same time create the illusion that he came to the decision to perform certain actions on his own. In these cases, applied psychology, an extremely important and useful science, can come to the rescue. Almost everyone is amenable to suggestion, it's just that each person has his own "buttons", by pressing which specialists and connoisseurs of souls are able to achieve their goals.

These strategies also have a downside. People who have the skills of suggestion, even if they do not use them, can themselves successfully avoid attempts to manipulate them. In general, as the ancient Romans said, forewarned is forearmed.

Below are some tricks with which you can achieve a lot. How to use this knowledge, each reader is free to decide for himself - this is a situational and ethical question.

1. Use of "baits"

You can call this personal quality frugality or greed, it all depends on the circumstances and motivation, but the desire to save money is inherent in almost all sane people. Any buyer is “led” to the words “promotion”, “discount” and “hot sale”, even if the product is sold at the most regular price. In addition, this method is applicable in cases where there are problems with the sale of expensive products. In a set with them, you can offer a cheap product with a big discount, and in some cases even for free (including its cost in the total price).

2. Creation of the necessary surroundings

People most often think stereotypically, preparing to fight back attempts to impose something on them. Things go much more successfully when the environment in which the manipulation of consciousness is carried out does not correspond to the image that the potential “victim” managed to form in her imagination. For example, difficult negotiations can be conducted in an official place (conference room), but in an ordinary cafeteria they will give the best result.

3. Favors

Psychologists often point to this method of influence, despite its obvious lack of originality and even hackneyedness. In principle, you just need to help in solving some issue to the person on whom the adoption depends favorable decision. In response to words of gratitude, you should answer something like “Of course, we are friends! (or partners). In no case need not be said that this favor is trifling. It will be quite natural to want to do something pleasant in return for such a pleasant “friend”.

4. Imitate the object

This is where observation is needed. Posture, intonation, facial expressions and favorite words of the object of manipulation should be carefully studied and mirrored. The more carefully this is done, the more successful the conversation will be. No wonder the English say that "like loves like." Scientists call this the "chameleon effect."

5. Controlling the pace of speech

Rhythm is very important when dealing with "difficult clients". If the manipulator himself is not fully convinced of the strength of his own argument, he should state his position quickly so as not to give the interlocutor time to look for weak points. But when the arguments are weighty, then you need to lay them out calmly and with an arrangement, offering to evaluate their impeccability.

6. Entanglement

This method is often used by scammers, psychologists consider it rather vile, however, in the life of quite decent people, there are situations when all means are good. The method consists in masking the real essence behind a veil of secondary distracting details.

7. Asking for a favor

Other partners show resistance to flattery, easily expose cunning, are indifferent to benefits, but cannot resist when they are simply asked for something. So, this is how it should be done, timidly expressing the hope of sympathy.

8. State your awareness

The best way to convince people of the need to behave civilly and legally is to let them know that their actions are being monitored. For this, a dummy surveillance camera will do (if it is not possible to install a real one), a simple reminder of the deadline for returning the book (that is, that no one has forgotten about it), and so on. In general, "big brother sees everything."

9. Using nouns rather than verbs

This rule is effective because most people feel more comfortable as part of a group. A simple example of comparing two questions:

Do you want to serve in the army?

Do you want to become an officer?

It is clear that in the second case there will be much more applicants.

10. Intimidation

People tend to constantly assess the degree of potential danger. If it is emphasized in time that the adoption of a decision favorable for the manipulator reduces the risks, the issue can be considered resolved.

11. Focusing on the benefits of the right solution

There are two ways to sell a car. If a person says that he wants ten thousand for him, he expresses not the desire of the buyer, but his will. But the phrase “I will give this Ford for 10,000” is much more convincing, since it formally takes into account the interests of both parties.

Sometimes the success of our endeavors depends largely on the ability to convince a person to accept our point of view.

But, unfortunately, it is not so easy to do this, even if truth and common sense are on our side. The ability to persuade is a rare but very useful gift. How to convince a person? Persuasion is a way of influencing the consciousness of people, addressed to their own critical perception.

The essence of persuasion is to first achieve internal agreement with certain conclusions from the interlocutor by means of logical argument, and then, on this basis, create and consolidate new or transform old attitudes that correspond to a worthwhile goal.

Persuasive communication skills can be learned both at various trainings and on your own. The principles and methods of persuasive speech below will teach you the ability to persuade, they are equally effective for persuading one person or an entire audience.

Clear understanding of your own intentions

In order to change or form the opinion of people, or in order to induce them to any action, it is necessary to clearly understand your intentions yourself and be deeply confident in the truth of your ideas, concepts and ideas.

Confidence helps to make unambiguous decisions and implement them without hesitation, taking an unshakable position in assessing certain phenomena and facts.

Structured speech

The persuasiveness of speech depends on its structuredness - thoughtfulness, consistency and logic. The structured speech allows you to explain the main provisions more accessible and understandable, helps you clearly follow the planned plan, such speech is better perceived and remembered by the listener.

Introduction

An effective introduction will help to interest and attract the attention of a person, establish trust and create an atmosphere of goodwill. The introduction should be short and consist of three or four sentences denoting the subject of speech and telling about the reason why you should know what will be discussed.

The introduction sets the mood and tone of the speech. A serious beginning gives speech a restrained and thoughtful tone. Humorous beginning lays positive mood, but here you should understand that starting with a joke, setting the audience in a playful way, it will be difficult to talk about serious things.

It should be understandable, clear and meaningful - a persuasive speech cannot be incomprehensible and chaotic. Break the main provisions, thoughts and ideas into several parts. think over smooth transitions showing the connection of one part of the speech with another.

• statement of facts that can be verified;
• opinions of experts, judgments of people with authority in this field;
• , enlivening and explaining the material;
• concrete cases and examples capable of explaining and illustrating the facts;
• description own experience and his theory
• statistics that can be verified;
• reflections and predictions about future events;
• funny stories and anecdotes (in a small dose), in terms of meaning reinforcing or revealing the provisions in question;
• literal or figurative comparisons and contrasts that illustrate statements by demonstrating differences and similarities.

Conclusion

The conclusion is the most difficult and important point persuasive speech. It should repeat what was said and enhance the effect of the whole speech. What is said in the conclusion, a person will remember longer. As a rule, it is at the end, along with summing up what has been said, that a call to action sounds, which describes the actions and behavior of people necessary for the speaker.

Evidence to support your idea

For the most part, people are rational and rarely do things that are not profitable for them. Therefore, in order to convince a person, it is necessary to find good arguments explaining the justification and expediency of the proposal.

Arguments are thoughts, statements and arguments used to support a particular point of view. They provide an answer to the question of why we should believe in something or act in a certain way. The persuasiveness of speech largely depends on the correctness of the selected arguments and evidence.

What should be the criteria for evaluating and choosing arguments:

1. A good argument is one that is supported by solid evidence. It happens that the speech sounds convincing, but it is not supported by facts. When preparing your speech, make sure that your arguments are not without merit.
2. Good arguments should be competently and concisely built into the proposal. They shouldn't sound out of place.
3. Even if your argument is well supported and substantiated, it may not be perceived by a person. People react differently. For some, your facts and arguments will sound convincing, while others will not consider the arguments you used to be the main ones for assessing the situation. Of course, you cannot know for sure what effect your argument will have on the person being convinced, but you can at least approximately guess and evaluate what the result will be based on the analysis of the person (audience).

In order to make sure that you will provide really strong evidence, you should ask yourself at least three questions:

1. Where did the information come from, from what source? If the evidence comes from a biased or unreliable source, it is best to either exclude that evidence from your speech or seek confirmation from other sources. Just as the words of one person are more reliable than those of another, so are some printed sources more reliable than others.
2. Is the information up to date? Ideas and statistics should not be out of date. What was three years ago may not be true today. Your generally persuasive speech may be called into question due to one inaccuracy. This cannot be allowed!
3. What does this information have to do with the case? Make sure that the evidence provides a clear justification for your arguments.

Presenting information and formulating goals with a focus on attitudes and audiences

An attitude is a persistent or dominant feeling, negative or positive associated with a specific issue, object, or person. Usually, in words, people express such attitudes in the form of opinions.

For example, the phrase: “I think that the development of memory is very important both for Everyday life, and for professional activity” is an opinion expressing a person’s positive attitude towards the development and maintenance of a good memory.

In order to convince a person to believe, first of all, it is necessary to find out what positions he takes. The more information you collect about him, the more likely you will be to make a correct assessment. The more experienced you are in the field of audience analysis, the easier it will be to make your speech persuasive.

The attitudes of a person or a group of people (audience) can be categorized on a scale from openly hostile to extremely supportive.

Describe your audience as: having a negative attitude (people have a completely opposite point of view); not having a clear opinion on this matter (listeners are neutral, they have no information); positive attitude (listeners share given point vision).

Differences of opinion can be represented thus: hostility, disagreement, restrained disagreement, neither for nor against, discreet favor, favor, exclusive favor.

1. If the listeners fully share your opinion, understand what you are talking about and agree with you on everything, then you need to adjust your goal and focus on a specific plan of action.

2. If you think your audience lacks a definite opinion on your topic, set a goal to persuade them to act by forming an opinion:

• If you believe that the audience does not have a point of view because they are not informed, then your primary task is to give them enough information to help them understand the essence of the matter, and only then make compelling calls to action.
• If the audience is neutral in relation to the subject, then it is capable of objective reasoning and can perceive reasonable arguments. Your strategy, then, is to present the best arguments available and back them up with the best information.
• If you think that those listening to you do not have a clear position, because they are deeply indifferent to the subject, you need to direct all efforts to move them from this indifferent position. Speaking to such an audience, you should not focus their attention on information and use material that confirms the logical chain of your evidence, it is better to focus on motivation and address the needs of the audience.

3. If you assume that you disagree, then the strategy should depend on whether the attitude is completely hostile or moderately negative:

• If you assume that a person is aggressive in relation to your goal, it’s definitely better to go from afar or set yourself a not-so-global goal. It is pointless to count on the persuasiveness of speech and a complete revolution in attitude and behavior after the first conversation. First, you need to change your attitude a little, “plant a seed”, make you think that your words have some kind of importance. And later, when the idea settles in a person’s head and “takes root”, you can move on.
• If the person has a position of moderate disagreement, just give him your reasons, hoping that their weight will make him take your side. When talking to people who are negative, try to present the material clearly and objectively, so that slightly disagreeing people want to think about your proposal, and completely disagreeing, at least understand your point of view.

The power of motivation

Motivation, initiating and directing behavior, often arises as a result of the use of incentives that have a certain value and significance.

The impact of an incentive is strongest when it is part of a meaningful goal and indicates a favorable reward-to-cost ratio. Imagine that you are asking people to donate a few hours to some charitable program.

Most likely, the time you convince them to spend will be perceived not as an incentive reward, but as a cost. How to convince people? you can present this charitable work as a significant reward giving incentive.

For example, you can make the public feel the importance of the cause, feel themselves socially responsible, people with a sense of civic duty, feel like noble helpers. Always show that incentives and rewards outweigh the costs.

Use incentives that match people's basic needs, they work better. According to one of popular theories in the area of ​​needs, people express a greater propensity to act when the stimulus offered by the speaker can satisfy one of the important unmet needs of the listeners.

Correct manner and intonation of speech

The persuasiveness of speech and the ability to convince presupposes a rhythmic-melodic structure of speech. The intonation of speech is made up of: sound strength, pitch, tempo, pauses and stress.

Disadvantages of intonation:

• Monotony has a depressing effect even on a person with the ability to listen and does not allow to perceive even very interesting and useful information.
• Too high a tone is annoying and unpleasant to the ear.
• Too low of a tone can cast doubt on what you are saying and give away your disinterest.

Try to make your speech beautiful, expressive and emotionally rich with your voice. Fill your voice with optimistic notes. At the same time, a slightly slow, measured and calm pace of speech is preferable. Between semantic segments and at the end of the sentence, pause clearly. And pronounce the words inside the segment and small sentences as one long word, together.

It's never too late to start developing your voice and diction, but if you want to convince someone who knows you well, sometimes it's better to speak in your usual tone without experimenting. Otherwise, your environment may consider that you are telling a lie, since you speak in an uncharacteristic tone for you.