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The article is subjective and expresses the personal opinion of the author.
Phase I. Start of Conversation
Tasks:
· establishing contact with the interlocutor;
· creating a pleasant atmosphere for conversation;
· to attract attention;
· stimulation of interest in the conversation;
· "Interception" of the initiative.
Receptions for starting the conversation:
1. Method of stress relief - allows you to establish close contact with the interlocutor.
2. The “hook” method - allows you to summarize a situation or problem, linking it to the content of the conversation, and use this “hook” as a starting point for holding a planned conversation.
3. The method of stimulating the game of imagination - involves posing at the beginning of the conversation many questions on a number of problems that should be considered in it.
4. The method of direct approach - means a direct transition to business, without speaking.
The right start to a conversation involves:
· an accurate description of the purpose of the conversation;
· mutual representation of the interlocutors;
· topic name;
· introducing the person conducting the conversation;
Announcement of the sequence of questions.
What you need to pay attention to when establishing personal contact with the interlocutor:
· clear, concise and informative introductory phrases and explanations;
· appeal to interlocutors by name and patronymic;
· appropriate appearance (clothing, fit, facial expression);
· showing respect for the person of the interlocutor, attention to his opinions and interests;
· requesting an answer, etc.
Phase II Information transfer
The purpose of this part of the conversation is to solve the following problems:
· collection of special information on the problems, requests and wishes of the interlocutor;
· identification of motives and goals of the interlocutor;
· transmission of planned information;
· analysis and verification of the position of the interlocutor.
5 main groups of questions:
1. Closed questions are questions that are expected to be answered “yes” or “no”. What is the purpose of this type of question? Get reasonable arguments from the interlocutor for the expected answer from him.
2. Open-ended questions are questions that cannot be answered “yes” or “no”, they require some kind of explanation (“What is your opinion on this issue?”, “Why do you think the measures taken are insufficient?”).
3. Rhetorical questions - these questions are not directly answered, because their goal is to raise new questions and point out unresolved issues and provide support for our position on the part of the participants in the conversation through tacit approval (“Are we unanimous on this issue?”).
4. Tipping issues - keep the conversation in a strictly established direction or raise a whole range of new problems. ("How do you imagine the structure and distribution ...?").
5. Questions for reflection - they compel the interlocutor to reflect, carefully think and comment on what was said (“Did I understand your message correctly that ...?,“ Do you think that ...?).
Phase III Argumentation
Trivia, sometimes crucial:
1. To operate with simple, clear, accurate and convincing concepts.
2. The method and pace of argumentation should correspond to the characteristics of the temperament of the interlocutor.
3. Conduct the argument correctly in relation to the interlocutor, because this, especially with long contacts, will turn out to be much more profitable for you:
· always openly admit the interlocutor is right when he is right, even if it may have
· adverse consequences for you;
· you can continue to operate only with those arguments that are accepted by the interlocutors;
Avoid empty phrases.
4. To adapt the arguments to the personality of your interlocutor:
* direct arguments to the goals and motives of the interlocutor;
* Avoid a simple listing of facts;
* use terminology that is understandable to your interlocutor.
5. Avoid non-business language and language that make argumentation and understanding difficult.
6. Try to present as clearly as possible to the interlocutor his evidence, ideas and considerations.
There are 12 rhetorical methods of argumentation in our arsenal of the day of constructing argumentation:
1. The fundamental method. It is a direct appeal to the interlocutor.
2. The method of contradiction. Based on the identification of contradictions in the argument against.
3. The method of "drawing conclusions." It is based on accurate argumentation, which gradually, through frequent conclusions, will lead you to the desired conclusion.
4. The method of comparison.
5. The method of "yes ... but."
6. The method of "pieces". It consists in breaking up the speech in such a way that the individual parts are clearly distinguishable: “that's for sure”, “there are different points of view about this”.
7. The "boomerang" method.
8. The method of ignoring.
9. The method of potentiation. The interlocutor, in accordance with his interests, shifts the emphasis, highlights what suits him.
10. The method of "derivation". Based on a gradual subjective change in the merits.
11. The survey method. Based on questions asked in advance.
12. The method of visible support.
TO BE CONTINUED…
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