Negotiations are often similar to fights. Their result depends on the professional competencies of the participants. Win the round and make a profitable deal for many companies - this is a matter of price in dozens, and even hundreds of thousands of dollars.

If you wish others to believe in you, convince them at the beginning that you believe in them. Harvey McCay

How to learn to convey to those surrounding your ideas? How to prevent your products, services or company? How to achieve the desired result when negotiating and conclusted transactions? We will try to answer these and other questions in this article. Negotiations are often similar to fights. Their result depends on the professional competencies of the participants. Win the round and make a profitable deal for many companies - this is a matter of price in dozens, and even hundreds of thousands of dollars. And the higher the rates, the better the skills of negotiating their participants should possess.

There is a story about a frog, which lay on a log in the river. Because of the fact that the crocodiles were around the logs, the frog did not know how she was moved across the river the unharmed. Suddenly she looked at the tree and saw the owls sitting on the branch. She said: "Wise Owl, help me, please. How can I move across the river so that the crocodiles do not eat me? " Owl replied: "It is very simple. Throw off your paws as stronger as possible. This should work. You will fly and you can cross the river, and the crocodiles will not get to you. " The frog did the way I advised Owl, and before falling into the water, where the crocodile grabbed her, she asked his owl: "Why, well, why did you give me this advice?! I now eaten me. " What kind of owl answered her: "Sorry. I only think. I am not strong in the embodiment of ideas in life. "

As follows from history, only part of strategies that are developing today numerous authors for verbal communications are used effectively. Many people and companies do not particularly succeed in mastering the technologies of belief, relying more on their own experience in negotiating and intuition. Anyone who works in business should take into account the ability of people to embody the company's ideas into reality, promote goods and services and make profit. On the other hand, the knowledge of the laws of persuasion without practical application also does not lead to the desired results. To succeed, speakers must develop all available funds to study the negotiation practices and constantly improve them.

Scientists believe that the ability to convince does not depend not so much from linguistic abilities and developed logic and thinking how much from highly developed emotional intelligence. For research at Harvard University, the emotional intelligence coefficient (EQ) is much more important to achieve human success than logical - IQ. One of the leading experts in the management of Manfred Ket de Vryce allocates the three most important auxiliary skills that form emotional potential - the ability to actively listen to, understand the non-verbal communication and adapt to a wide range of emotions. The ability to hear and recognize the true intentions of the interlocutor, to understand the general context, empathize and share the mood not only according to said words, but also read the language of gestures and bodies will allow you to be more effective when negotiating and solving various life and business situations. Therefore, it is so important to learn how to understand yourself and develop in themselves the qualities that are associated with emotional intelligence.

Understanding the interests of the target audience

In the center of your attention should always be the interests of those on whose opinion you want to influence. If you do not take into account the interests of people, your ability to convince will quickly come down. If you are aiming to manipulate the opinion of people, then the people you convince and you yourself can suffer from it. The secret of the success of belief is that it is not worth using manipulation in negotiations. People do not like it when they manipulate them. The conviction process involves cooperation and involvement of interlocutors into it. If we consider our customers as potential partners, we want to build long-term relationships with them and it is beneficial to interact, it is necessary to carefully prepare a list of proposals, based on the needs and interests of partners. This will help learn to easily and accurately determine what tactical scheme of beliefs and when it is better to apply.

Visualization and adoption by customers of an independent decision

Create an image, a picture of what you offer. Visualization of the desired results can be an effective tool for conviction if they use it skillfully. Steve Jobs, telling the story, tried to always cause bright visual images from the listeners. Thus, he helped clearly imagine the desired picture of what was happening, showed all the advantages of a possible solution, helped approach the adoption of such a decision. It is important that the decision takes the person independently, and you only created the atmosphere of comfort and trust. You do not hide the difficulties that may arise, do not affect the decision of the decision, you only show the choice. Knowing how emotional buyers reactions work, sellers can effectively affect human senses organs, applying positive stimuli in the form of smells, music, colors, deposits of goods. For example, fruits, beautifully laid down at the entrance to supermarkets, and smells of baking significantly affect the increase in sales level. Thus, the recipe for retail trade is precisely the quality of visual perception and the skillful use of this component for the belief of customers.

Within the framework of one article, it is difficult to stay at all aspects of the belief technology, but should be called the main points that should be followed in presentations and negotiations. Speaking to potential customers is important to understand: What do you say, as you say and for what purpose you do it. As already emphasized, knowledge of the target audience is a basic condition for belief.

The purpose of the negotiations

Start preparation for negotiations is necessary with defining the goal: what you want to achieve as a result of this meeting. It is possible to achieve a planned result only when you clearly understand what you are striving for. The study of the principles of negotiations and best sales practices will help to understand that for a number of reasons the transaction cannot be completed at the first meeting, and to learn how to bring them to a successful completion sometimes takes over the years.

Preparation of content

Knowledge of the subject of negotiations is one of the key conditions. It implies to take into account the company's specifics, information containing not only the technical characteristics, and the objectives and values \u200b\u200bof the company, the benefits and advantages that the prisoner can bring. Many transactions are broken back long before the negotiations start, because there is not enough attention to the preparation. Preparation is a guarantee of success. It is a carefully thought out preliminary prior articulation of the main components of the upcoming meeting, formulating arguments and finding answers possible for them, will allow you to look like more confident and have spare options for solving problems. If you trade with furniture or elite accessories, you should clearly understand what exactly your customer is interested, what details you can ask and what your company is different from other similar on the market. Therefore, preparing for negotiations, it is important to be able to make 30 second presentations in which the whole essence of your activity will be concentrated. Very often there are situations in our lives when we have only 10-20 seconds to speak our offer, and the second chance is usually not provided. So, those who develop the ability to improvise and quickly navigate in unforeseen situations are always more convincing.

In addition, there are still a number of factors for which it is important to pay attention to the preparation stage: the construction of convincing arguments, thinking of client reactions and the formulation of objections, drawing up a list of issues. It is clearly formulated arguments, supported by facts, bright examples, statistics, opinions of reputable people, allow you to achieve the highest indicators.

Submission technology

As I say, this is use in the negotiations of the Mimici, gestures, voice energy, speech structures. The structure of speech allows you to understand the listeners and the speaking age, what he speaks about, and at what stage of negotiations is it. Therefore, the "golden rule of three" can be used for clarity and conciseness: first, secondly, and thirdly ... In particular, Steve Jobs always used this rule, and his presentations were understandable to everyone. Easy in the presentation allows you to find the best way to the interlocutor, be heard and understandable. And the preparation of the negotiation plan and writing keywords will help not forget the essence at the critical moment. Not every one of us knows that the art of voice management helps us achieve much more impressive results. The ability to inform the basic idea and determine keywords that carry the semantic load, to allocate them with intonation, make our speech understandable and easy to perceive. And for this it is necessary not only to learn how to work with intonation: to apply in speech pauses, the energy of the voice and use logical stress, but also well own the content of the subject. You will be heard only if you do not think about every word.

The voice is a key tool for many professionals. I can create everything from nothing. By its sound, you can easily determine the mood, emotional state of a person, and even its character. The melodiousness, expressiveness and beauty of speech is achieved by the ability to use various intonations: make logical pauses and strokes, increase the tone of speech or reduce it to whisper, strengthen the pace and rhythm of the sound, betraying the told energy and confidence. Many researchers of non-verbal technologies note that up to 70-80% of the information is perceived through facial expressions and gestures. According to Leonardo da Vinci "and good speakers when they want to convince their listeners in anything, always accompany their words with their hands, although some fools do not care about such a decoration and seem on their podium with wooden statues ...". An expressive view or made by the television sometimes stand much more than all uttered words. Therefore, it is important to study facial expressions and gesticulation, as this will significantly better understand the true intentions of partners and customers, see the inconsistency of their words and gestures, take into account the information received when making a final decision.

Art questions

The ability to ask important questions is both art and science, and skill. There are strategies for building open questions that can actually support the results of the client. To be able to ask the right questions - the necessary condition for successful negotiations. Jim Camp in the book "First, say no": the secrets of professional negotiators "draws attention to the fact that when working with questions, it is necessary to be attentive and careful with each word we pronounce - but the closed questions, in his opinion, are almost always unsuccessful . Questions with a question word at the beginning, or, in other words, open questions, a key research tool. They detect details, guarantee entry into account. Good questions always begin with a questioning word, and not from the verb. "Who", "What", "When", "Where," "Why", "How" is all the well-known question words. In the negotiations, they help to ask secure, effective questions. They help develop negotiations without any traps of closed questions. The use of open issues in the negotiations helps to visualize the situation, makes it possible to "include" the own inner vision of the interlocutor and see the clear picture of what is happening. It is clearly defined questions that make it possible to find solutions in the most difficult situations. Here are some of them: What do you learn in the process of working on this project / problem? What else do you need? What are your considerations? What price are you ready to offer? How do you see it? How could you use it? What do you want to get from this situation? How will your ability strengthen when you perform this task? What will inspire you in the process of execution? Thus, negotiating requires the ability to correct issues and ownership of the responses algorithm, which gives significant competitive advantages in direct communication and allows you to conclude beneficial transactions, helps to resist manipulations and pressure.

Shainov V. P. In his work, "the art of managing people" leads advice that allows you to improve the skills of the conviction day from day and seek significant success in this direction.

Practical techniques belief

1. Homer rule. The order of the arguments given affects their conviction. The following order of arguments are most convincing: strong - medium - one is the strongest.

2. Reduction rule. To obtain a positive solution on a very important issue for you, put it in the third place, premaculate him two short, simple to the interlocutor of the question, for which it will not be difficult for you. "Yes."

3. Pascal rule. Do not drive the interlocutor into the angle. Give him the opportunity to "save face".

4. The persuasive arguments largely depends on the image and the status of convincing

5. Do not drive into the angle yourself, do not detract your status.

6. Do not accommodate the status and image of the interlocutor.

7. We treat the arguments of a pleasant interlocutor condescendingly, and the arguments are unpleasant - critically.

8. Wanting to convince the interlocutor, start not with the moments that shared you, but with what you agree with him.

9. Show Empathy to the interlocutor.

10. Be a good listener.

11. Avoid conflict genenes.

12. Check whether you understand each other correctly.

13. Follow the facial expressions, gestures and poses - with their own interlocutor.

14. Show what you suggests any of the needs of the interlocutor.

Formula belief

A worldwide recognized business counseling specialist Dave Lahani believes that "conviction is a process aimed at taking your interlocutor of many ordinary ideas, as a result of which the main idea should be tangible." He even offers a belief formula:

Positioning + Presentation × Influence \u003d belief

Dave Lahani notes that the belief formula helps to use all the tools for making your position. Moreover, effectiveness in the negotiations increases when you use them in combination with other, more complex tactical schemes that make up the basis of your strategy. Thus, when preparing for negotiations with potential customers, do not comprehend time to identify what your point of view matches what you can be useful to each other. Treat negotiations Seriously - offer various scenarios, difficult questions or unexpected points of view. Show that non-standard thinking many times helped to find the most effective solutions, and let people take an active part in its formation, asking them more and more detailed questions. Spare answers and ask questions that make them more accurate in responses. Forcing partners to review their views and awakening the desire to form new ones, you will significantly increase your efficiency. Long-term relationships with them built on mutual trust, strengthen and develop these relationships.

The main task of the school of speaking skills from "Success Technology":

• give the opportunity to participants to acquire or improve the skills of verbal communication;
• gain experience of building effective business presentations;
• send the belief technologies.

The work of our coaches is aimed at creating such conditions for training that will allow you to use all our resources available, including the experience and qualifications of teachers, programs, methods and teaching technologies, and also, to take into account aspects affecting the motivation of the participants themselves and quality learning. http://www.uspehtreng.com.ua/ New groups in Dnepropetrovsk - from September 10. And we look forward to new meetings!

Conviction, As a way of social action, is associated with logic. The laws of logic are intuitively well known, they are based on the thinking of any person. it definition, classification, proof, refutation, generalization. The beginning of logic is communication, for logic begins when there is no complete understanding between people, although they approximately identify the objects of the surrounding world. The meaning of the said is caught only in general terms. The need for logic is that it provides an understanding by people with each other and acts as a basis for the impact on the consciousness of the person through the appeal to its own critical judgment. Selection and logical ordering of facts and conclusions according to a single functional task - to convince another person in something forms the basis beliefsas a method of social action.

Many researchers, poets, writers, writers said about the conviction process. K. Lorenz, for example, wrote: "To say - does not mean to hear, hear - does not mean to understand, understand - does not mean to agree, agree - does not mean to apply, apply - does not mean to hold." It is unlikely possible to more accurately describe the conviction process.

We usually think that everything that we say always comes to others, and comes right. But if each of you remembers how often in the course of the conversation we turn off or stuck in some words or suggestions, and we miss all subsequent information, it will become apparent that it is not so easy to keep the conversation line. It does not work convincingly because there is too many distractions.

The conviction as a method of action is both science and art. Science can be trained, art is given to a person from nature and develops in the process of communication. Let us turn to the scientific side, which is about beliefing the following: conviction - This is a way to influence the consciousness of a person through appeal to his mind, reason, the ability of judgment. It is based on the evidence system and implies a conscious attitude of who these evidence perceives. The purpose of the conviction is the adoption by a person what is proved by him.

At the same time, the conviction includes both emotional and behavioral components. First, without emotions there can be no search for truth. In addition, in some cases, the most powerful conviction may be the manifestation of feelings. For example, a husband, referring to his wife, speaks in the dispute: "Well, how else can you convince you?" What she answered: "Kiss me." The behavioral component of the belief manifests itself in practical action: "Do as I, if you see that it leads to the desired result."

The main tool of belief is the word. "The Word," said an ancient Greek speaker Socrates, "not only released us from the shackles of an animal life, thanks to him we built cities, established laws, invented art. His power is such that nothing reasonable happens without the help of words. The word is the leader of all forces and all the ideas. "

If you want someone to convince someone, then before talking, ask yourself four questions (Formula four "K"):

1. What goals I want to achieve?

2. how should I argue?

3. What objections to expect?

4. Like me Can I refute them?

The use of this formula will help more precisely understand what the main thing you want to convince someone. At the same time, it is important to be able to manage your emotions. , which may be different (anger, irritation, disappointment , fright, rage, etc.). If a convincing person allowed himself to manifest itself with his emotions, then the mechanisms of imitation will come into effect, which we talked about in the first part of our lecture.

Unfortunately, nor in school, nor in high school today is not studied by logic, which has its own principles, laws and methods of application. This makes a special difficulty in understanding the belief as a way of social action. But any person, not even studied logic, is able to understand the basic provisions of a message and agree with him if he mentally traces the entire chain of logical reasoning: simple concepts expressed by words, judgments that are simple conclusions and the conclusion itself. In this case, the ultimate goal of the message is perceived as a logically reasonable and non-doubtful thought of the type "twice two - four". But if we are in sociology say that twice two are five, and maybe more, then it should be proved when communicating with each other

Proof They call the logical operation of the rationale for the truth of any position with the help of other true judgments related to it. The logical operation of proof is made up of three interrelated elements:

- Thesis,

- arguments,

- Proof method (demonstration).

Thesis answers the question: what Proved. In our example, the thesis will be a position: the collective force collected to achieve a certain goal of people will be greater than the amount of individual productive forces. Arguments Evidence of this thesis can be actual or theoretical provisions. People in practice were convinced that "one in the field is not a warrior." The strength of the organization rates the energy of people. The law of self-organization of society operates at the level of society, and at the level of its individual members.

In practice, people have long learned to carry out the so-called "brainstorms", which are now a special decision-making method. And in folk wisdom, this is expressed in the saying "One head is good, and two is better," which speaks of the increment of collective intelligence in groups where the organization's power is quite high. Mathematics with a lot of probability calculates the moment when the collective intelligence increases, and when, on the contrary, it decreases, which is theoretical proof of the given thesis.

Methodthe evidence is a certain demonstration of links between arguments, a demonstration of how the foregoing of the above thesis is being found. Consider the technology of substantiation of each of the three elements of logical proof. Let's start with the thesis, which is the central point of the message in which we are convincing a partner. The justification of the thesis (or denial of the antithesis) is introduced a partner to the main problem of conversation, focus his attention on the main thing. Therefore, when formulating the thesis, there are two main rules:

- logical certainty, clarity and accuracy;

- Impossibility to change the thesis in the process of reasoning.

The requirement of logical accuracy, certainty and invariance of the thesis is quite simple, but for their implementation it is necessary to work out the skills of a logical culture of thinking. The constant parts of the proof of the thesis are deductive fragments - conclusions that bind proven with references to experience. This connection denotes the transition from private parcels to general conclusions, which is called induction, which is performed in an implicit form by the rules of inductive logic. Thus, the logical culture is the fulfillment of two kinds of rules: deduction (the transition from common to particular, from assumptions-parcels to their consequences, conclusions) and induction as a type of generalization related to anticipation of observation results and experiments based on the experimental data (t. e. from private to general). Psychology, which is based on pedagogy, studies deduction in terms of its implementation in the process of individual thinking of a particular person.

Logical culture has its borders. It determines the meaning of the sphere of intellectual intuition and understanding and identifies only formal conditions for successful communication. The way out of understanding is equivalent to the interpretation of communication, which happens if:

- Something will be simultaneously aligned, and denied;

- if some approval is made, its logical investigation is also adopted;

- Understanding assumes that the impossible is not possible, the obligatory - forbidden, known - doubtful. It should be borne in mind that the logical reasoning is built according to the rules of logic;

- It is always coercion. Reflecting, we constantly feel pressure and non-vitality. It can be assumed that therefore in Russia there are few logic. For example, in the 19th century. It was noticed that if the Russian schoolman give a star sky card, he will return it corrected. This is evidence that we, Russians, do not carry out the discipline in their own time, are afraid to reach the logical end and look truth. Therefore, "I do not understand the mind of Russia": We change the rules of the game, the topic of conversation, kings, presidents. Against any logic, we choose the liberty instead of freedom, and with it and evil, anarchy.

Large connoisseur Russian soul L.N. Tolstoy in the story "Death of Ivan Ilyich" showed the attitude of Russian to logic. So, Ivan Ilyich at one time taught classic logic and remembered the conclusion with such a parcel: "Kai - man, people are mortal, so Kai - Madden." He believed that Kai is a man in general, and the fact that he is mortal, completely fair, to die correctly. "But here I, Ivan Ilyich, with all my feelings, thoughts, I am another thing. And it can not be that I should die. It would be too terrible. " Logic left it. In his mind, covered by horror, it remains hope that if he does not do nonsense, then everything will cost. But logical laws are objective. And if we accepted the parcel, then the investigation should be taken. Logical laws make us take some statements after others. With all the burden of logic, a person cannot discard her, although in practice in Russia we see completely different.

You can rather talk about the chain of logical errors in relation to the thesis of the proof. The first such error may be the loss of the thesis or its substitution. For example, in the transfer of A. Lyubimov "one to one" on the topic "Family Planning", Dialogue Lyakhova with his opponent is shown. In the process of the conversation, the specified thesis was completely lost, and the conversation went about anything that did not lead to any result, and for the audience, it was generally incomprehensible, as we were talking about: about AIDS or other venereal diseases, about the dangers of early sexual life or children, Abandoned by parents on the mercy of fate. This is an involuntary possession loss error.

But the substitution of the thesis has a deliberate character. It is used in controversy as an intentional reception, when a person cannot prove the extended position and artificially seeks to switch attention to another question, externally similar to the discussed. For example, Dean put forward the thesis on the need to comply with the discipline when passing various tasks, i.e. In the curriculum indicated time. Every student knows that and when he needs to take. When discussing this issue, opponents appeared, which took part from the thesis under discussion, depicting some teachers as trains, etc.

Partial change of thesis also turns out to substitute the overall rule (norm) of the exception from this norm. An illustration of such a substitution can serve the conversation of Chichikov with Manilov about the dangers of smoking and its consequences. When Chichikov said that he did not smoke, Manilov noticed him that the harm of smoking tube is prejudice: smoking a tube healthier than sniffing tobacco. Next, Manilov led an example of a person who, smoking a pipe of forty years old, was alive and well. Here is a vivid example of the substitution of one thesis to others.

The next error in the proof of the thesis is appeal toman or "Argument to Man." The error consists in replacing the proof of the thesis with references to the personal qualities of the author of the thesis, its moral or business qualities, a positive or negative assessment of the personality qualities of a person.

Another error is "Argument to the public." The essence of the mistakes in the desire to influence the feelings of people so that they believe in the truth or the falsity of the thesis without his evidence, essentially believed in the unoccupied thesis. There are plenty of such examples in modern life. For example, the media leads the results of public opinion polls. Muscovites are interviewed, and the results are issued for the opinion of all Russians. Say, look, as the majority thinks.

Knowledge of listed errors allows you to closely relate to logical evidence to which we often resort. The technique of belief in the correctness of the advanced thesis may be a double:

The first way. Direct proof of the thesis with the appropriate arguments, for example, "I did not prepare for the lesson, because I did not have time." This is an acquittal argument expressed thesis. Or more: "I was late for classes, because all night worked" or "Trolleybuses badly went bad." Here we are not about the truth of the arguments, but about direct arguments that prove the thesis in order to ensure understanding.

The second way of evidence of the thesis is indirect proof, i.e. Proof of nasty.

The next step of logic is to bring the arguments "for" and "against". Arguments, first of all, must be true and sufficient for evidence. Moreover, their truth must be independent of the thesis. Example: story A.P. Chekhov "Letter to the scientist neighbor" with arguments why people do not live on the moon.

Argument errors are:

1. As arguments are taken out of the true false judgments (as in the example above, the example of direct proof of the thesis). An error may be unintentional (paralogene) and intentional (sofis).

2. Error "anticipation of grounds". This error is performed when the thesis relies on unproved arguments. Example: a medieval way to determine the fact of the instill in a person of an unclean spirit.

3. Error « too hasty proof. "

4. Error "Excessive Proof" - who proves too much, he proves nothing.

5. The error "Circle in the proof" or "vicious circle" is that the thesis is justified by the arguments that they themselves are justified by an example to serve as a statement that the cost of labor is determined by the value of goods.

Finally, the third element of evidence is methodevidence, which is based on the rules of formulating conclusions. Unfortunately, it should be more about errors, rather than on positive examples following the correct conclusion, when the thesis, and the arguments are not only interrelated, but also true.

Error 1: - "Imaginary following". If the thesis does not follow from the above arguments, then the error does not arise. To cover the shortness of the thesis, usually use words: "So", "so", "therefore," "in the end," which create the appearance of evidence.

Error 2:"From what has been said with the condition for what has been said without condition" argument, true in a certain attitude, place, time cannot be given as unconditional, faithful in all respects.

Error 3:"Dame argument" - minimize the absurd of the extended position.

Error 4:"Double morality » (Double accounting is a dual assessment of the same position in order to use the one of them, which is most beneficial at the moment to achieve victory in the dispute).

Error 5.: "Pocket arguments » The essence is in the substitution of the issue of the truth of judgment on their harm and danger.

Error 6:"After that, because of this" - Simple sequence of events are taken for their causal relationship.

Error 7:"Shopping argument » – Threats, intimidation of the opponent.

For the belief technology, the principles that a person must follow are particularly important to those who believe others. All their diversity can be reduced to the following:

1. The principle of psychological directionwhich is associated with the need to establish psychological contact with another person or audience. It is important from the first words to "hook" the interlocutor. Psychological contact is achieved by various means: an intriguing start, humorous comments. In addition, it is important to establish in the interlocutor of his doubt, fluctuations.

2. Principle of confidencewhich is associated with the previous one. If there is no confidence in the source of the belief, it is unlikely that the purpose of the belief will be achieved. Example: A young doctor began to read a lecture on the dangers of superstition and prejudice and tightened the local sign. But it turned out that in the village half the inhabitants wears the name of the sign.

3. The principle of unity of the word and case.

4. Principle of personal confidence.

5. Principle of anticipation.

6. Principle of accessibility.

7. The principle of expressiveness.

Let us dwell on the latter, i.e. on expressiveness of convincing impact.

Means of expressiveness - countless. These include:

1. Estylistic means: speech risk, the structure of proposals - short and simple; Regulatory means, i.e. correctness of speech; The ability to use synonymous language resources.

2. Artistic: analogy, epithets, proverbs and sayings, citation of poems, witty statements;

4. Emotional means: Mimic, passion.

In conclusion, we will list the methods of the belief that we have already spoken while the characterization of the belief technology as a method of action: logical argumentation; Direct observation argument; argument of personal participation; comparison argument; argument to tradition; argument to most; argument to authority; argument to the personality of convinced; Argument to the public.

Summing up the arguments, we come to the following in s about d and m :

1. All types of exposure to people on each other - infection, imitation, suggestion, coercion, conviction are pedagogical effects. They are interrelated and none of them exists in its pure form. By affecting others, we raise yourself.

2. Impact on the other in order to achieve its interests, each person makes a moral choice, which can be the basis of life success or failure.

Follow the following training tasks:

Task number 1.Exercise "Argument". Think of each of the statements below before arguing the following position: "As a result of perestroika, Russia has entered a deadlock, from which it is impossible to go out, relying on the standards of Western culture"

What actions do you follow before expressing arguments? What order of argument will you choose? But first respond to the questions set.

- Are your information accurate;

- whether the conclusions are true;

- there is no contradictions in your argument;

- Do you give suitable examples for comparison;

- Do you take into account what objections and arguments may arise from the source.

What action do you exercise before the statement of counterarguments:

- Do you follow the manifestation of contradictions in the statements of the interlocutor;

- Can you challenge the facts or assumptions of your interlocutor;

- Whether you notice the unsuccessful example;

- do you pay attention to the erroneous conclusion of the interlocutor;

- Not too much simply introduced the interlocutor's problem, and whether you show him the other side of the problem;

- did not give the interlocutor of the wrong evaluation;

- if you can not challenge the performance of the interlocutor as a whole, do you set a question in parts; Did you drive the interlocutor to a dead end with your questions;

- Do you use the weapon of the interlocutor for your victory in the dispute;

- does not use your interlocutor speculative argument technique;

Think about each of these provisions before proceeding with argument.

Task number 2.Exercise "The little things of the argument." Decisive for the practice of argumentation has operating simple, clear and accurate concepts. The method and pace of arguments must comply with the characteristics of the interlocutor temperament. Correctness in relation to the interlocutor must be maximum. Called arguments must correspond to the personality of the interlocutor. Avoid non-flash expressions and wording that makes it difficult to argue and understand. Contact the personality of the convinced and surrounding (argument to the public). Explain why instead of words and wording it makes sense to use other words and wording.

T a k, in m and t about with l about in:	Used:
conversation	conversation
Work project	Project solution
Elimination of obstacles	Improving reliability
Work	cooperation
subordinate	employee
Instead of wording complicating conversations	It makes sense to think if the following words are not better sounded:
We will help you	You can achieve
Yet you have to admit ...	Do you think that ...
Someday you will understand ...	Do you agree with what ...
I believe…	You do not find that ...
You, of course, did not think about it ...	It is certainly known to you that ...

Task number 3.. Exercise "Argumentation methods". Exist rhetorical and speculative Argumentation methods.

The first group includes: the boomeranga method, the contradiction method, the ignoring method, the method of extracting the conclusions, the potential method, the comparison method, the method of removal from patience, the method "Yes, but ...", the survey method, the "pieces" method, the "visible support" method .

The second group includes: technique of exaggeration, technique of displacement, technique of anecdot, self-enlightenment technique, technology of use of authority, technician delay, discredit technique, appeal technique, technique of isolation, technique of distortion, referral technique, technique of capping issues.

Turning to the dictionaries and training benefits, describe the listed methods.

Task number 4.What do you think, in order to activate the cognitive activity of students, you need to reduce the formative impact of the teacher, give a student more freedom for initiative and creativity or, on the contrary, to strengthen the motivational impact of management, actively affecting a variety of incentives to the level and direction of cognitive interest?

Task number 5.As you think, which of the listed factors most of all affect the intensification of cognitive processes during training in oblasting systems. Examine their importance in descending:

Training mode and extracurricular activities;

Students' power mode;

Quality and scope of students;

Sanitary and hygienic conditions of educational activities;

The presence of NG LANDED training;

Availability of modern technical training;

The nature of pedagogical contempt;

Expression in the presentation of lecture material;

Attraction of scientific research to the educational process;

The use of the capabilities of the paralying and extrallinguistic communicative system (volume, timbre, pace and intonation of speech, pauses):

Material volume;

Repeated and consolidate the matsria:

Novelty material;

Increased complexity of the material under study;

Normal communication of teachers and students.

Allow the following life situations:

BUT. Check out the situation. The production necessity claimed an operational decision in new unusual activities. The uncertainty of the information made it difficult to make a decision of the decision and leadership for help to employees, proposing to groups of specificists and structural divisions to make their own issues on the draft decision. In a short time, the necessary-lasting materials were represented by a group of leading specialists with great experience and experience of collaboration, and a little later, an option was presented from the initiative group of young workers of the newly created department.

What do you think, how will the proposed options for re-sung and which choice do you like more? Argument your answer.

B. In the famous fairy tale. Andersen All, starting with the king and ending the crowd on the square, believed in the existence of an invisible dress. What methods of sly tailors acting on the king, on his ministers, on the crowd?

IN.Once in one of the newspaper publications, it was described as the author of the article called on the phone to some guiding comrade not very high rank. In any case, the secretary was not supposed to be in state. I scored the right number, and in the tube it rang out: "Further!"

He still did not hear my voice, he does not know who he will talk to - with a man or a woman, with a young man or deserved veteran, and nevertheless: "Further!" - with indignation writes a correspondent. - Void? No, I can not agree. A person has a brought up, strict to himself and not only his reprehensory person, cannot be in everyday life of the habit so start talking. If a similar form of communication has become the norm, then if neither to penetrate the alarm for the authority of positions, and for the authority of the whole organization, where this person serves.

Give your comment.

Questions for self-control:

1. What is social action?

2. What is infection?

3. What rules need to be observed that "infection" have passed effectively?

4. What is the essence of this method of action as a suggestion?

5. What is charisma?

6. What is the essence of this method of action as a conviction?

7. What are the basic principles of using the proof method?

8. What evidence errors can you call and where could you face them in everyday life?

9. Name the basic principles of belief.

10. Is the coercion of a mandatory element of management of social systems?

11. What acts as a limit of coercion?

Themes of abstracts:

1. Policy: belief and suggestion.

2. Art of controversy.

3. The behavioral aspect of the belief.

4. The belief and argument in daily practice.

5. suggestion as a way of social action.

6. Means and methods of pedagogical impact on personality.

7. Conversation, lecture, dispute as a means of exposure.

8. Training and methods of stimulation.

9. Reproductive and productive teaching methods and their relationship.

Practical task:

1. Write an essay on one of the suggested topics.

Literature:

1. Andreeva G.M. Social Psychology. - M., 1988.

2. Huseynov A. A. 198 methods of non-violent actions // Philosophical sciences. - 1991. - № 12. - P. 28 - 30.

3. Twenty-six basic concepts of political analysis // Polis. - 1993.-№1.- P. 84 - 86.

4. Jarikov E., Ladanov N. Head and the ability to convince. - M., 1988.

5. Carnegie D. How to conquer friends and influence people. How to produce confidence in yourself, speaking publicly. - M., 1991.

6. Kulikov V.M. Psychology suggestion. - Ivanovo, 1978.

7. Ladanov N. Practical management. - M., 1992.

8. Rogov E.A. Human psychology. - M.: Vlados, 2001.

9. Krushchenin A.L., Krohina I.M. Effective teacher. - Rostov / Don, 1995.

10. Eliseev O.P. Workshop on personality psychology. - SPb.: Peter, 2003.

12. Krystko V.G. Social psychology in schemes and comments. - SPb.: Peter, 2003.

13. Andrienko E.V. Social Psychology. - M.: Academy, 2001.

14. Workbook of a practical psychologist. - M.: 2001.

How to save success. The art of communication. Technologies, illusions, the possibilities of flowers Evgeny Gennadievna

Technology belief

Technology belief

The technology of belief consists of six consecutive steps.

1st step. Identify the problem, the interest of the partner.

This is the most important step. While it is not done, it makes no sense to move to further conversations. It consists of their 3 stages.

1. Detection of a problem, the interest of a person for themselves.

Try to understand what your partner wants. The personally interesting is your offer. It is him, and not you.

2. Verbalization (investment in words, uttering out loud) problems, interest.

The problem, the interest of the interlocutor must be expressed by words. Better, if this is done by the interlocutor himself. For example: "I need to somehow solve this problem." But you can express his interest and you: "As far as I understand, you need (you want)."

3. Confirmation of the problem, interest.

If you called the problem, wait from the confirmation interlocutor, for example: "Yes, you understood me correctly", or clarifying his problem. If the problem called the interlocutor, confirm: "Yes, I understand you."

Until you revealed the problem, interest and did not receive confirmation from the interlocutor, it is impossible to move to a further conversation.

If the first step does not work, interrupt the conversation, otherwise you will waste the strength. Think. Listen to what the partner says. Observe. The problem or interest of the partner is the door through which you can enter the conversation, contact, achieve mutual understanding. While you did not find this door, break into the deaf wall - it is useless.

Sometimes seconds go to the passage of the first step. Sometimes - days, weeks, months. (Hopeless option, when a partner in principle cannot be of interest to your suggestion, we do not consider.) But if this step is successfully completed, you get support for all further conversations. And if in the future conversation you will feel difficulties, discomfort, if the partner starts to fall asleep you with inconvenient questions, to lead away from the topic, then it is the support for the first step will help you to regain your initiative.

For meeting with a group, the audience needs to learn in advance about the problems of this audience in order to act for sure. "Supreme pilotation" - skillfully identify the problem of the audience at the beginning of the meeting and can be able to build a subsequent conversation based on this information. But it requires greater experience and flexibility of the speaker.

2nd step. Offer solution solution.

It must be done briefly, compressed, understandable.

The proposal must be constructive, logical reasonable. It should sound evident. Do not be lazy to think it over in advance. And maybe even to propose, speak, pick up words. Especially if the problem is complex and painful. And carelessly spelled word can destroy all your efforts.

For example, if the conversation concerns conflict relationships or you have to touch some "corn patients" or stereotypes of your interlocutor, the audience.

3rd step. Proposal options.

Here are two options here.

Optimally - offer options positive decision. That is, as if implying that the partner agrees with your offer, you give him the choice of options. For example, where we will go to rest: Turkey, Europe, Canaras.? Or how we run away with your parents: Take a mortgage, rent an apartment, we are changing the housing.? Such a move is psychologically more comfortable and has more chances for success than the choice between "yes" and "no".

But it happens that the solution solving the problem you offer absolutely concrete, unequivocal. For example, vote for a particular batch, create a family or divorce, sell a business. There are simply no options for choosing a positive solution. Then offer a partner choosing between your option and other, knowingly unacceptable. The unacceptability of these other options should be proved by the interlocutor. And he let him make himself.

But the choice, one or another, should be suggested. People do not like when someone solves something for them. Therefore, it is necessary to leave a person the opportunity to say his last word, to make a decision on your offer. Even if this solution is prepared by you.

This is also important for your further relationships. If you make a decision for another person, afterwards it will reproach you for the fact that you forced it to do against his will and interests. Even if actually the solution was good. This is a way of weak personalities to break on other self-dissatisfaction with life and by me.

The strengths of the same people always make a decision themselves and answer them. If your partner is such a person, then the discussion of choices is a natural way of a constructive approach to the problem. And for you - the way to show that you have seriously worked on my part and thought about something to offer.

4th step. Work with questions and objections.

After you outlined your offer, the interlocutor is unlikely to immediately agree with you. He will ask questions and object to you.

It is very important to take all objections as questions. Moreover, it is necessary to rephrase these objections to formulate them as questions.

For example, the husband exclaims: "You just don't want a normal woman, leave a job and take care of the family. You do not care about us. " Wife must be rephrased: "Do you want to understand why I rushed with my work?"

Or one business partner to another: "This is a completely meaningless sentence!" Rephrase: "Do you want to know what your benefit from this project is?"

Or policies: "All of you are the same, say the same thing." Rephrase: "I understand, you want to understand what my party is different from our opponents?"

It is better if the answer options you thought out in advance. After all, knowing its topic and partner, the intended interlocutor, the audience, having some experience of trial and mistakes, you probably predict most of the questions and objections.

When working with questions there is such a danger. Your interlocutor can stand at the examiner's position. This is due to psychology. The conversation initiative belongs to the one who questions questions. Therefore, the asking questions usually feels more confident than the one who answers them.

If you felt that drowning under the city of uncomfortable questions, go back to the 1st step. Remind the interlocutor that this conversation is needed above all to him, not you. Or at least not only to you. After all, this applies to solving his problem, satisfying his interest. For example: "You yourself said that this problem is worried. Do you need it, "or" So do you want to solve this problem, or not? " If the first step was completed by you successfully, then the return to it will help you return the initiative in the dialogue. A reminder of his interest is messturing the interlocutor, cools his excitement and the desire (often unconscious) fall asleep you with inconvenient issues. And it helps to return the discussion into the constructive channel. After that, you can continue the conversation.

However, the described psychological phenomenon when asking questions intercepts the initiative can be used. Ask the partner themselves questions and controls that submit it to the conversation line you need. Make it think, draw conclusions based on the facts known to him.

The best result of the conversation is when you only bring the interlocutor to the conclusion that he does himself.

5th step. Implementation of choice.

This is your partner a specific action that implements your choice. For example, a trip to the store for the necessary thing, the conclusion of the contract, a vote in elections, negotiations with other people who concern your decision, and so on.

This step can be made immediately after making a decision. So, the spouses immediately drove into the boutique at the fur coat. Or they brought the old TV to the garbage, to immediately go after the new plasma panel. Or they called the insurance campaign and called the agent. Partners signed an agreement. These are ideal options.

But often the implementation of the choice is immediately impossible. It is necessary for this time, some additional intermediate steps. Then try at least negotiate with the interlocutor about further actions to implement the selection. On the further development of issues related to this topic. About the next meeting. And be sure to leave the opportunity to remind about the arrangement, to ask further steps, thoughts and conclusions of a partner regarding your offer.

However, it happens that it is difficult or even impossible. An example is a vote in the elections that occurs after days or even a week after meeting a policy or an agitator with a voter. And influence the choice of man after a certain point is prohibited by law. Then the implementation of the choice will be at the very end, and you cannot control it. But the conversation with the interlocutor should in any case end the 6th step.

6th step. "Graft".

Its essence is to prepare a partner to dissuade him in the correctness of the choice made by him.

You can divide anyone: parents, friends, colleagues, casual passers-by, rumors, Internet interlocutors. You cannot fully insure the fact that other people will try to influence the solution of your interlocutor. However, you can warn it that it will most likely be. Tell him that different people have different opinions, a different situation. Different interests, far from always coinciding with His and your interests. That many love to give advice, not being competent in the essence of the case. Of course, he can hear everyone. But let it decide for himself.

This, of course, does not guarantee completely the protection of the decision of your partner from the influence of third parties. But prepares it to communicate with them and significantly reduces the risk.

The above technology helps the most effectively bring your information to a partner and convince it. Do not be lazy to think about the conversation in advance. Your arguments. Listen to yourself possible conversations, his objections and your answers. And tune in to success.

In the event of difficulties or failures, you should not despair. If you meet a negative reaction - do not insist, interrupt the conversation, do not waste time. Do not perceive the refusal as a personal insult. These only refuse to your offer, not you. Better analyze the conversation.

Very often the most interesting ideas and arguments come to mind after conversation. Remember these ideas and arguments. They will help you next time. So your ability to convince will be improved. After all, this is an art that can be studied infinitely.

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When we hear about such a phenomenon, as a conviction, we understand that we are talking about the next "psychological stuff." It seems that the person against the will will impose thoughts, installations or feelings. In fact, it is not. The conviction and suggestion is not the same thing.

What is the difference between belief and suggestion

The belief is a term with two psychological interpretations. This is the element of the worldview of the personality, which encourages it in a certain way (an example is not to enter into an intimate relationship with a guy on the first date, because it behaves so much), and the process of transferring an element of the worldview to another person (an example is to convince the girlfriend that - no sex, And solely it is right).

Such a transfer of information or a life setup address of the addressee occurs in the process of education, when parents or teachers teach children to act honestly, come to help those who need this and be useful members of society. In scientific disputes, the truth is also born due to the conviction of the opponent in the truthfulness of the theory of the theory. As a rule, its own point of view at the same time speaking is argued, and the listener comprehends it and decides, agree with the said or disagree. That is, this is a conscious process of perceiving information and adopting it as its own installation. In the process of conviction, thus, a person is born a new one's own belief.

A suggestion is a different process. This is aggressive. Coming by consciousness and critical thinking of a person, he imposes the installation that he must perform. The suggestion occurs through the subconsciousness, and the inspired remains only "blindly" to absorb the information. The suggestion occurs with hypnosis, pressure or emotional-willed exposure. It is believed that it is possible to mentally.

The conclusions from the above: conviction is a conscious perception by a person's information implied to its comprehension, and the suggestion is bypassing critical thinking and the impact on the subconscious. The conviction requires from wanting to convey the thoughts and setting the high spending time and strength, the suggestion is more and easier. Of course, you need to possess the skills and abilities to the psychological effects of this kind.

Types of belief

So, we decided to influence the person, without bypassing his consciousness. How to convince? Relieve yourself from the types of conviction. This "base", examining which, can be applied and methods for the speedy achievement.

Informing. The addressee provides complete information about the object or phenomenon. If there are advantages, they are talking about them first. So the seller in the home appliance store tells the buyer about the possibilities of the interest of the vacuum cleaner or a hair dryer.
Clarification. This kind of belief is used when some points should be clarified. The same seller will decipher the buyer technical characteristics of the power of the selected model, translates the numbers to the advantages that this vacuum cleaner has in front of other similar.
Evidence. It appeals to it when the data is asked to accompany the visual representation or real facts. So the chemistry teacher shows the children "Yodine Watch", demonstrating reversible reactions. The fluid in the flask becomes black, and when it is stamped, a transparent "driver" is obtained.
Refutation. If the opinion of a convinced difference differs from the one that he has to be accomplished as a result of the impact, this type of belief is used. In other cases, people themselves wish to receive refutation of information. So fans of the "Games of the Thrones" are waiting for refutation in the favorite TV series. Only here are neither actors nor the creators of the project give it.

This "frame" of convincing impact is the base on which situational conditions are extended. With the ideal coincidence of the skill of the convincing and environmental situation and the readiness of the addressee, the impact is doomed to success. Relaxed people and personalities that feel the similarity of their own and convincing are easier to process.

Receptions and methods of belief

Select the method of belief in each specific situation in circumstances. But knowing the main techniques of convictions in psychology, you are centered when you contact them.

Instruction. If a convinced (or their group) is configured to convincingly, if he, he instructs listeners, convincing them to behave in a certain way. In the form of instruction, the head gives instructions to the Working Group: "Make it so ... We will achieve what ...". So the teacher, moving away from the subject of classes, tells students about the moral side of some phenomenon. He does it, relying on his experience and authority.
Commands and orders. They also resort to them, having an authority before the audience. It is important that the orders are executed, and for this convinced should not be critically treated. So, at the request to collect toys emanating from the dad or from the grandmother, the baby reacts in different ways, if the father is strict, and the grandmother indulges and shows soft.
Council. If there is proximity, confidence, this form of belief is applied. You need to be able to. Do it sparkle, benevolently.
Hint. It is referred to methods of indirect belief, because Information is reported not directly, but in the form of a semi-suite, making a comparison. The hint is not addressed to the thinking of a person, but to emotions. Resort to this receipt of belief when the interlocutor is in a playful mood.
Indirect approval. If a person acts in general in the right direction, this technique is used. His mission is not to give to minimize the plan. Why approval only indirect? If you express it directly, it sounds like flattery, which scares a person. It is not always appropriate to the head, looks closely in the eyes of the interlocutor, say: "You are so well done! So you will achieve your! ". Morning phrase: "Such an approach usually gives a good result."

"Placebo." Placebo effect is known in medicine. The patient doctor gives a harmless agent like ascorbins and says that this is an effective medicine that will relieve the disease. The person believes in the favorable outcome of treatment and is really healed. Using this technique, you can convince the interlocutor that he will achieve the desired. Give the child a talisman who can be with him at the control work or an important sports competition. Tell me: "While this thing is with you, you can achieve what you dream if you attach efforts." You will see, your baby will have everything.

These techniques and methods are familiar to everyone, there is nothing "like" in them, slapper. But in the art of beliefs there are secrets associated with the names of the three known in the history of personalities.

Three rules of conviction

They are named by the names of the wise men and scientists who used their many centuries ago. These rules are now used in the art of belief.

Homer rule. Carefully get ready for the upcoming conviction and select arguments in your favor. Arguments are conventionally divided into strong, medium and weak. The Homer rule implies that it is necessary to start a conviction with strong, then you need to add two or three medium, and complete everything better than the strongest argument. Weak do not use at all, because they will not help achieve results. Do not start with what you want from a person, do not say that he should do. This will cause reaction reaction. Therefore, give arguments and precisely in the specified sequence.

Reduction rule, or the rule of three "yes." Socrates was a sage, who perfectly owned the art of conviction. His secret was to, asking questions, do not give the interlocutor to answer none of them negatively. At the same time, convinced skillfully sums up to independently accept alien point of view. This technician today is taught by network consultants. So if a person declares you who will offer the products of a little-known company, starting as if to publish, do not give in. You may ask about health: "Agree, everyone dreams of being healthy?". Create obvious facts: "Do you know that the human body is mainly from the water?", "Clean water is very important for health, is not it?". And then go to the offensive: "You want to drink clean water? And so that your loved ones and children drank only clean water? ". If you still have answered the affirmative, you will be offered a "miracle filter" for waters for mad money.
Pascal rule. Save the face of the interlocutor, do not drive it into the angle. Do not humiliate in convincing the dignity of a person, do not encroach on liberty or the authority of his personality. A person does not agree with the facts that are disliked, and the belief in the negative key does not work. As Pascal himself said: "Nothing disarms as the conditions for the surveillance." Example - US tax legislation. In America, it is forbidden to keep information from tax services. This is borne by society. However, in the instructions for taxpayers there is an item: "You can also declare about illegal income by paying from them deductions." And the citizens of the United States do that, knowing that they will not be called criminals and will not impose fines on them.

The art of conviction is interesting and fascinating science. But practice is much more exciting and useful. The theoretical base is assimilated, so go to action!

March 2, 2014, 17:27

Introduction

During a sufficiently long period, many people know the phenomenon of belief. The psychologists of the whole world are increasingly convinced that the idea of \u200b\u200bpsychological impact (including conviction) - one person affects the other - is basic for all psychology. V.N. Kulikov writes that in the problems of psychological impact, interaction and self-formations, the requests of public practice and the needs of the psychological science itself are organically connected. Their development will have an exit both in psychological theory and in broad public practice.

It should be noted that it is impossible to challenge the relevance and importance of the technologies of belief in the modern world. Modern society is irrebated seeking success, achieving its own goals, position in society, an increase in social status. It should also be noted that many people seeking not only to expand the circle of their knowledge, but also to get some practical skills, pay attention to the field of psychology, in particular on urgent effects and influence technology.

Unsuburning the importance of technologies of belief and in the field of education. Using conviction, it is possible to achieve various pedagogical purposes, tasks, installations. Moreover, with the competent use of the technologies of belief, the authority of the teacher increases, which greatly simplifies the process of education, upbringing and interpersonal interaction.

Nowadays, training technologies belief enjoys great attention and demand among representatives of various professions. Thus, there is a need for further more thorough study of this phenomenon.

The study of this problem was engaged in Pratopanis E., Aronson E., Dotsenko E.L., Chaldini R., Kabacchenko TS other.

Object of study - conviction as a method of targeted impact on man.

Subject of study - Technologies, belief methods and their use in business communication.

Purpose of the study - Determine, explore the basic technologies of belief.

To achieve the goal, it is necessary to solve the following tasks:

1. To analyze various literary sources reflecting this topic.

2. Remove the role, importance, the general value of the belief in the process of interaction of people.

3. Determine the main types of persuasion directions.

4. Enjoy the practical application of belief technologies.

5. Examine the content of some belief technologies, belief methods.

The method is an analysis of theoretical and experimental literature on psychology; The study of the methods of practical application of the phenomenon of belief.

Theoretical definition of belief technologies. Definition of the concept of "conviction", "conviction"

Society is a single organism that components are closely interrelated. In other words, a person is an inseparable particle of society, while the thread, binding all people, is communication. In the process of communication, there is a close relationship between people, contacts are established, information is transmitted, the identity is developed. Communicating, people express their emotions, impressions, reasoning. Moreover, in the process of communication, the mutual attitude of the interlocutors to each other is formed. Nowadays, it is also no secret to anyone that with the help of communication, built in a certain way, can be influenced by the interlocutor, including to convince him of the correctness of your inherent glances. I would like to carefully consider the phenomenon of belief, methods and technologies of belief.

Belief -this is the method of impact on people addressed to their own critical perception. The conviction is primarily an explanation and proof of the correctness and necessity of a certain behavior or inadmissibility of any misdeed.

Using the method of belief, psychologists proceed from the fact that it is focused on the intellectual-educational sphere of the human psyche. Its essence is that with the help of logical arguments to first achieve internal consent from a person with certain conclusions, and then on this basis to form and consolidate new installations (or transform the old) corresponding to the goal.

Understanding, it is necessary to follow certain rules:

The belief logic must be an accessible intelligence of the object of exposure;

It is necessary to convincely, relying on the facts known to the object;

In addition to specific facts and examples (without them, those who lack the latitude of the horizons, developed abstract thinking), the information should contain generalized positions, ideas, principles);

Urgent information should look like the most plausible;

Reported facts and general provisions should be such as to cause an emotional reaction of the object of exposure.

The conviction process is the most difficult among other ways of exposure. The leading place in this process takes the argument of its position and activity. Therefore, we will carefully consider the argument as the most important basis of the belief.

There are many argument methods. Here is some of them:

1. Receipt of tension. Requires the establishment of emotional contact with the interlocutor. For this, just a few words.

2. Reception "hooks" allows you to summarize the situation and, having riding it with the content of the conversation, use as a starting point to discuss the problem. To this end, you can successfully use some events, comparisons, personal impressions, annecdotal case or an unusual question.

3. Receiving imagination stimulation involves the setting at the beginning of the conversation a variety of questions on the content of the problems that should be considered. This method gives good results when the performer is distinguished by a sober look at the solved problem.

4. Reception of direct approach implies a direct transition to business without any entry or preamble.

The criterion for the effectiveness of persuasive impact is conviction. This is a deep confidence in the truth of the learned ideas, ideas, concepts, images. It allows you to take unambiguous solutions and implement them without hesitation, to occupy a solid position in the estimates of certain facts and phenomena. Thanks to the conviction, the installations of people who determine their behavior in specific situations are formed.

An important characteristic of conviction is its depth. It is directly related to the previous upbringing of people, their awareness, life experience, the ability to analyze the phenomena of surrounding reality. Deep confidence is characterized by great stability. In order to shake it, not enough logical conclusions. Urgent impact is appropriate to apply in the following cases:

When an object of impact is able to perceive the information obtained;

If the object is psychologically able to agree with his opinion imposed on him. Therefore, the right choice of the object of psychological impact and the content of convincing impact is equally important;

If the object is able to compare different points of view, analyze the argument system. In other words, the convincing effect is effective only with the condition that its object is able to understand and evaluate what is presented to him;

If the logic of thinking of the subject of the impact, the argument used to them is close to the features of the object thinking. Hence the importance of taking into account the national psychological characteristics of the object, the whole complex of social, national-religious, cultural factors that influence the perception of the content of the message;

If you have time to convince. In order to convince people in something, especially the fact that the opposite side is favorable, as a rule, it takes time. Changes in the sphere of rational thinking of people occur only after comparing and thinking of facts, which involves significant time costs. In addition, the diverse content of convincing impact requires multiple confirmation by various arguments and facts, which also makes the process more long-term.

The conviction usually includes:

Impact of source of information

Impact of information content

The impact of the situation of inform.

Impact source of information. The effectiveness of belief in a certain extent depends on how people who perceive it belong to the source of information.

Impact of information content. Largely depends on how evident and convincingly.

The proof is based on the logicality, the likelihood and consistency of the stated material. In other words, it is important not only what is reported, but also how it is done.

Persuasive depends to a large extent on accounting inherent in the object of the impact of installations, beliefs, interests, needs, his image of thinking, national psychological characteristics and originality of the language. Thus, to achieve persuasiveness, it is required to take into account a significant number of factors.

To obtain the maximum effect, a convincing impact must comply with certain requirements:

1. Being properly oriented and planned.

2. To be directed to a specific object.

3. To be focused mainly on the intellectual and educational sphere of the psyche of the object.

4. To be aimed at initiating a certain behavior.

The basic principles of implementing convincing impact should be:

The principle of repetition. Multiple repetition of the message gives such an effect that cannot be obtained in one-time;

Principle of achieving primary impact. If the object received some important message, then in his mind there is a readiness to perceive the subsequent, more detailed information confirming the first impression.

Principle of providing confidence in the source of information. The receptions of achieving confidence in the source of information at present, in addition, include the creation of the image of "special awareness" about the events that, by virtue of some reasons, are silent by official sources (this is achieved by the transmission of facts, the accuracy of which is known or can be easily verified ); Creating an image of "objectivity, independence and alternativeness", which is achieved by citing documents, estimates of experts, opinions of eyewitnesses of events, etc.

The principle of enhancing the mental processes of perception by the object of information content.

The conviction implies a soft impact on an individual who causes the goal to radically adjust its views to affect subsequent behavior. This option is the most ethical way of influence, for there are no rough violence or introduction to the subconscious object.

The conviction is activated for a long-term change in the ideas and installations of a person in the desired direction, bringing to cooperation to encourage the object to the desired act.

According to the technical execution, the belief is a clear, sometimes hidden discussion, complemented by some stimulating effect.

Each person has his own attitude towards something or anyone. There are three gradations of this mood: explicit sympathy (a tendency to accept anything); indifference (with a slight offset in one direction or another); denial (rejection).

Any attempt to rudely impose the desired opinion will only lead to a negative result, since a person always resists restriction of freedom of choice.

To change the attitude of the individual to something you need to reorient its mood. It should be borne in mind that:

In the duel of the mind and installation often wins the installation;

During the change of installations, a person needs to show the direction and content of the necessary changes; All this should be understood and perceived;

Changes will occur as successful than consonant with the needs and motivations of the facility;

The easiest are rebuilt installations that do not have a fundamental (vital) value for humans;

In the case of a fully negative installation, its reorientation usually requires special complicated methods for reprogramming a person's psyche.

Depending on the conditions of the situation and the specific features of the object, it can be tried to convince directly (during the conversation) or indirectly (through the inspired shares), acting accently, logical, imperatively (categorically), excitatively (with the involvement of emotions), alternatively ( Problems to choose "or or").

It is also known that it is much easier to convince those who have a bright live imagination, the orientation is more like others than on themselves, somewhat understated self-esteem (timid and weakly trusting their own opinions).

On the other hand, it is difficult to believe in the persistence of a person with an explicit hostility towards others (the desired resistance, by the way, can often arise as a consequence of the desire to dominate others), with a strong spirit of criticism, unchanged willingness to reinstate their views (more simply, the desire to always have Another position about the reserve).