商务沟通技巧 charpter 6.ppt

Business Communication Fundamentals Chapter Six Persuasive Skills (2) i. Asking the Right Questions ii. Applying the Power of Personality iii. Choosing the Right Approach Definition Essence Definition: 性格即人的心理特征，体现一种较稳固的对现实的态度和已成习惯的活动方式。 Essence: 目的性 自制力 果敢性 坚韧性 古代中国对性格的认识 一、我国始于商代的“性习论” 二、《灵柩》 金：人面方形，肤白，肩、腹、足小，脚跟坚实厚大，骨轻；秉性廉洁，性情急躁，行动刚猛，办事严肃认真、果断利索、坚定不移。 木：肤色苍白，头小面长，肩阔背直，身弱体小，忧虑，勤劳；善用心机，多忧多劳。 水：皮肤较黑，面部不光，头大清瘦，肩膀狭小，好动，走路时身子摇晃；秉性不惧不卑，不够廉洁，善于欺诈。 火：皮肤发红，背宽肌厚，脸型尖瘦，头手足小；性急，性格多虑，缺少信心；轻财物，少信用。 土：肤呈黄色，头大面圆，肩背丰厚，腹大腿壮，身体匀称；心定忠厚，取信于人，极善相处。 西方对性格的理解 古希腊哲学家赫拉克里特（人分两类）： 一类以“逻各斯”（理智）为指示并能支配自己的欲望和需求的人。 另一类是屈从于愿望和需要的支配。 美国心理学家桑代克： 人性“80%取决于基因，17%在于训练，3%来自偶然。” 霍尔：“一两遗传胜过一吨的教育。” 社会学家达克迪尔的“吉克家庭研究”： 某家族700多人中，131人酒精中毒，174人成为妓女，64人患精神病，77人曾经犯罪。 Applying the Power of Personality l? What you are sounds so loudly in my ears that I cannot hear what you say. --- R.W. Emerson l Never allow yourself to become over emotional. This will weaken your position. Dominant/Extrovert (Proactive-leader) Wants to be in charge all the time Positive / Negative Characteristics + Planner goal setter; disciplined organized; open to new ideas; enjoys open power; appears confident; authoritative; task oriented; makes quick decision; can be kind and helpful - Insensitive; impatient easily bored; aggressive bullies people; ruthless Dominant/Introvert (Analytical-listener) Wants to feel in charge Positive / Negative Characteristics + Thorough thoughtful deliberate; calm rational; relishes hidden power; persistent; objective logical; analytical loves figures demands evidence - Perfectionism slows down decisions; aloof; closed to new ideas; hates open persuasion; outwardly unemotional; cruel sense of humor; slow to trust; bureaucratic ?Submissive/Extrovert (creative-talker) Wants a social relationship Positive / Negative Characteristics + Responsive; talkative; very sociable; friendly; informal; warm; approachable; creative; relishes new ideas; enthusiastic - Undisciplined; poor tim