{"id":1779,"date":"1995-08-01T08:40:53","date_gmt":"1995-08-01T08:40:53","guid":{"rendered":"https:\/\/www.brunomedicina.com\/1995\/08\/01\/cum-sa-devii-convingator\/"},"modified":"2026-05-15T15:58:36","modified_gmt":"2026-05-15T15:58:36","slug":"cum-sa-devii-convingator","status":"publish","type":"post","link":"https:\/\/www.brunomedicina.com\/ro\/1995\/08\/01\/cum-sa-devii-convingator\/","title":{"rendered":"Cum s\u0103 devii conving\u0103tor"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-mogya0fr-6f102ab5f36f66d0a556052c157cef30\">\n#top .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30{\npadding-bottom:10px;\nfont-size:3vw;\n}\nbody .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n#top #wrap_all .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-special-heading-tag{\nfont-size:3vw;\n}\n.av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-subheading{\nfont-size:15px;\n}\n\n@media only screen and (min-width: 990px){ \n#top #wrap_all .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n\n@media only screen and (min-width: 768px) and (max-width: 989px){ \n#top #wrap_all .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n\n@media only screen and (min-width: 480px) and (max-width: 767px){ \n#top #wrap_all .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n\n@media only screen and (max-width: 479px){ \n#top #wrap_all .av-special-heading.av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n<\/style>\n<div  class='av-special-heading av-mogya0fr-6f102ab5f36f66d0a556052c157cef30 av-special-heading-h2 blockquote modern-quote  avia-builder-el-0  el_before_av_textblock  avia-builder-el-first  av-inherit-size'><h2 class='av-special-heading-tag '  itemprop=\"headline\"  >Cum s\u0103 devii conving\u0103tor<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-mogydpy3-14c939ab7760ab84b1a22d520f889622\">\n#top .av_textblock_section.av-mogydpy3-14c939ab7760ab84b1a22d520f889622 .avia_textblock{\nfont-size:17px;\n}\n<\/style>\n<section  class='av_textblock_section av-mogydpy3-14c939ab7760ab84b1a22d520f889622 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><img loading=\"lazy\" decoding=\"async\" class=\" wp-image-305 alignright\" src=\"https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/persuasion.jpg\" alt=\"\" width=\"440\" height=\"311\" srcset=\"https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/persuasion.jpg 640w, https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/persuasion-300x212.jpg 300w, https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/persuasion-260x185.jpg 260w\" sizes=\"auto, (max-width: 440px) 100vw, 440px\" \/><\/p>\n<p><em>Domnul Bruno Medicina, italian \u2013 dup\u0103 cum sugereaz\u0103 \u0219i numele s\u0103u \u2013 este unul dintre pu\u021binii speciali\u0219ti europeni \u00een domeniul Program\u0103rii Neuro-Lingvistice. De ce at\u00e2t de pu\u021bini? Pur \u0219i simplu pentru c\u0103 aceast\u0103 disciplin\u0103 a ap\u0103rut abia foarte recent \u00een locul \u00een care, prin tradi\u021bie \u0219i realitate, plas\u0103m t\u0103r\u00e2mul tuturor posibilit\u0103\u021bilor \u2013 Statele Unite ale Americii. Cunosc\u0103tor al Rom\u00e2niei \u0219i al&#8230; rom\u00e2nilor, Bruno vorbe\u0219te \u0219i limba noastr\u0103; primul s\u0103u articol a fost chiar scris direct \u00een rom\u00e2n\u0103 (acesta este tradus din italian\u0103). Cum a luat na\u0219tere aceast\u0103 colaborare? Foarte simplu! \u00centr-o bun\u0103 zi, ne-am trezit \u00een redac\u021bie cu un t\u00e2n\u0103r \u00eenalt \u0219i prietenos care, f\u0103r\u0103 prea multe introduceri, ne-a povestit despre Programarea Neuro-Lingvistic\u0103 \u0219i dorin\u021ba sa de a promova aceast\u0103 nou\u0103 disciplin\u0103 \u00een Rom\u00e2nia. De ce \u201eIdei de Afaceri\u201d? Pentru c\u0103, dup\u0103 ce a analizat gama destul de extins\u0103 de publica\u021bii economice, a considerat c\u0103 \u201eIdei de Afaceri\u201d se potrive\u0219te cel mai bine scopului s\u0103u. De ce dore\u0219te s\u0103 promoveze aceast\u0103 disciplin\u0103? Pentru c\u0103 sper\u0103 ca, \u00een viitorul apropiat, interesul pentru Programarea Neuro-Lingvistic\u0103 s\u0103 fie suficient de mare \u00eenc\u00e2t, \u00eempreun\u0103 cu noi, s\u0103 poat\u0103 organiza seminarii \u0219i cursuri de scurt\u0103 durat\u0103 pentru cei care simt c\u0103 mai au \u00eenc\u0103 multe de \u00eenv\u0103\u021bat. Deoarece, la momentul trimiterii materialelor pentru revist\u0103, Bruno se afla la Genova, cu sim\u021bul echit\u0103\u021bii caracteristic unei civiliza\u021bii modelate de o economie de pia\u021b\u0103 autentic\u0103, ne-a trimis articolul prin fax, \u00een italian\u0103, f\u0103r\u0103 a uita s\u0103 men\u021bioneze c\u0103 \u00eel poate traduce \u0219i el, dar\u2026 s\u0103-i acord\u0103m o zi \u00een plus. Nu a fost necesar, deoarece avem propriii no\u0219tri \u201eitalieni\u201d aici. A\u0219tept\u0103m cu interes opiniile dumneavoastr\u0103 despre Programarea Neuro-Lingvistic\u0103. (Acesta a fost, desigur, comentariul redactorului)<\/em><\/p>\n<p>\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013\u2013<\/p>\n<p>Oricine a citit cu aten\u021bie articolul anterior \u00ee\u0219i va aminti c\u0103 am bazat fiecare tranzac\u021bie uman\u0103 pe conceptul de schimb.<br \/>\nDe asemenea, \u00ee\u0219i va aminti afirma\u021bia c\u0103 un schimb poate avea loc numai atunci c\u00e2nd persoana care \u00eel propune este capabil\u0103 s\u0103 \u00eel fac\u0103 atractiv pentru cealalt\u0103 parte \u0219i s\u0103 satisfac\u0103 una dintre nevoile acesteia.<br \/>\n\u00cen cele din urm\u0103, totul s-a redus la acest adev\u0103r simplu \u0219i fundamental: descoperi\u021bi ce dore\u0219te cealalt\u0103 persoan\u0103 \u0219i prezenta\u021bi-i acest lucru \u00eentr-o manier\u0103 conving\u0103toare.<br \/>\nToate acestea au adus conceptul de comunicare \u00een centrul discu\u021biei.<\/p>\n<h2>Adev\u0103rul fundamental al interac\u021biunii umane<\/h2>\n<p>Cu toate acestea, pentru a discuta eficient despre comunicare, trebuie mai \u00eent\u00e2i s\u0103 oferim o scurt\u0103 introducere teoretic\u0103, care va servi drept punct de referin\u021b\u0103 pentru toate discu\u021biile viitoare.<br \/>\nS\u0103 examin\u0103m, a\u0219adar, \u00een termeni foarte simplifica\u021bi, cum func\u021bioneaz\u0103 creierul uman \u0219i cum prime\u0219te \u0219i proceseaz\u0103 informa\u021biile.<\/p>\n<h2>Cum proceseaz\u0103 creierul uman informa\u021biile<\/h2>\n<p>Materia noastr\u0103 cenu\u0219ie prime\u0219te constant din mediul \u00eenconjur\u0103tor o serie de stimuli vizuali, auditivi \u0219i tactili (sau, mai degrab\u0103, kinestezici) care sunt percepu\u021bi de sim\u021buri; dintre ace\u0219tia, doar o por\u021biune foarte mic\u0103 intr\u0103 \u00een con\u0219tiin\u021ba noastr\u0103, pentru a fi stocat\u0103 ulterior \u00een memoria noastr\u0103.<br \/>\nMemoria func\u021bioneaz\u0103 \u00eentr-un mod asociativ, adic\u0103 prin conectarea fiec\u0103rui \u201einput\u201d nou la ceva ce exist\u0103 deja, de\u0219i nu neap\u0103rat \u00eentr-un mod ra\u021bional sau logic.<br \/>\n\u00cen acela\u0219i timp, informa\u021biile despre fiziologia noastr\u0103 intern\u0103 ajung la creierul nostru.<\/p>\n<h2>Harta subiectiv\u0103 a lumii<\/h2>\n<p>Iat\u0103 c\u00e2teva principii deosebit de importante:<\/p>\n<ul>\n<li>Orice experien\u021b\u0103 uman\u0103 poate fi descris\u0103 \u00een termeni fiziologici.<\/li>\n<li>Fiecare persoan\u0103 a avut experien\u021be diferite, astfel \u00eenc\u00e2t asocierile prezente \u00een memoria sa vor fi subiective.<\/li>\n<li>Con\u021binutul memoriei unei persoane \u00eei ofer\u0103 o viziune personal\u0103 asupra lumii \u00eenconjur\u0103toare, care va fi \u00een mod necesar unic\u0103 \u0219i personal\u0103.<\/li>\n<li>Fiecare informa\u021bie nou\u0103 va stimula asocierile preexistente \u0219i, pe baza acestora, se va determina un anumit comportament.<\/li>\n<li>Cuvintele sunt doar simboluri auditive (vorbite) sau vizuale (scrise) c\u0103rora o comunitate etnic\u0103 le-a atribuit un \u00een\u021beles care se presupune a fi \u00eemp\u0103rt\u0103\u0219it de to\u021bi membrii acelei comunit\u0103\u021bi.<\/li>\n<\/ul>\n<p>De fapt, toate acestea pot fi reprezentate schematic dup\u0103 cum urmeaz\u0103:<\/p>\n<p><strong>Stimulus &gt; Procesare intern\u0103 &gt; R\u0103spuns<\/strong><\/p>\n<p>S\u0103 lu\u0103m un exemplu simplu: dou\u0103 persoane se afl\u0103 \u00eentr-o camer\u0103 \u0219i vorbesc.<br \/>\nLa un moment dat, intr\u0103 un c\u00e2ine, d\u00e2nd din coad\u0103.<br \/>\nUna dintre persoane \u00eencepe s\u0103-l m\u00e2ng\u00e2ie, \u00een timp ce cealalt\u0103, \u00eengrozit\u0103, se refugiaz\u0103 la mas\u0103.<br \/>\nCe s-a \u00eent\u00e2mplat?<br \/>\nAmbele persoane au primit aceia\u0219i stimuli senzoriali (stimul vizual \u2013 imaginea c\u00e2inelui; stimul auditiv \u2013 sunetul pa\u0219ilor acestuia, m\u00e2r\u00e2itul etc.; stimul kinestezic \u2013 mirosul), dar \u00een timp ce prima persoan\u0103 i-a asociat cu amintiri de afec\u021biune \u0219i pl\u0103cere, pentru a doua persoan\u0103 ace\u0219tia au declan\u0219at amintiri de fric\u0103 \u0219i dorin\u021b\u0103 de fug\u0103 (probabil fusese mu\u0219cat\u0103 \u00een trecut).<br \/>\nCuvintele sunt stimuli ca oricare al\u021bii \u0219i pot produce acelea\u0219i rezultate imprevizibile, deoarece ascult\u0103torul le poate atribui o valoare simbolic\u0103 diferit\u0103 de cea pe care am inten\u021bionat-o noi.<\/p>\n<p>Vreau s\u0103 subliniez c\u0103, indiferent despre ce vorbesc, cuvintele pot oferi doar o aproximare modest\u0103, niciodat\u0103 o descriere perfect\u0103. (Dac\u0103 spun \u201ecas\u0103\u201d, toat\u0103 lumea \u0219tie la ce m\u0103 refer, dar fiecare persoan\u0103 \u00ee\u0219i va forma o imagine mental\u0103 diferit\u0103. Dac\u0103 vorbesc apoi despre valori \u0219i sentimente, ne vom afla \u00eentr-o confuzie total\u0103. La ce v\u0103 g\u00e2ndi\u021bi c\u00e2nd spun \u201edragoste\u201d? \u0218i \u201esucces\u201d sau \u201ecorectitudine\u201d?)<br \/>\nVoi profita de aceast\u0103 ocazie pentru a v\u0103 prezenta o tehnic\u0103 de baz\u0103: c\u00e2nd dori\u021bi s\u0103 convinge\u021bi pe cineva s\u0103 fac\u0103 ceva, nu ezita\u021bi s\u0103 folosi\u021bi aceste cuvinte, pe care toat\u0103 lumea le recunoa\u0219te ca fiind pozitive \u0219i care garanteaz\u0103 acordul imediat al ascult\u0103torului.<br \/>\nAsculta\u021bi discursurile politicienilor din \u00eentreaga lume \u0219i ve\u021bi vedea clar c\u0103 acestea sunt alc\u0103tuite din acest tip de limbaj.<br \/>\nTo\u021bi v\u0103 vorbesc despre \u201elibertate\u201d, \u201edezvoltare\u201d, \u201epace\u201d, \u201eprosperitate\u201d, evit\u00e2nd cu grij\u0103 detaliile concrete \u00eenc\u0103 de la \u00eenceput&#8230;<\/p>\n<p>Revenind la argumente mai tehnice, s\u0103 ad\u0103ug\u0103m c\u0103 fiecare persoan\u0103, pe l\u00e2ng\u0103 faptul c\u0103 are o \u201ehart\u0103 a lumii\u201d subiectiv\u0103, are \u0219i un mod personal de a procesa informa\u021biile.<br \/>\nPentru a comunica eficient, trebuie, a\u0219adar, s\u0103 descoperim acest mod, astfel \u00eenc\u00e2t s\u0103 ne putem sincroniza (s\u0103 ne punem pe aceea\u0219i lungime de und\u0103) cu tonul partenerului nostru de conversa\u021bie sau s\u0103 ajungem la un acord cu acesta. (Acesta este un concept complex pe care \u00eel vom dezvolta pas cu pas.)<\/p>\n<h2>Modelul VAK: canalele vizual, auditiv \u0219i kinestezic<\/h2>\n<p>O diferen\u021b\u0103 esen\u021bial\u0103 este c\u0103 fiecare dintre noi se bazeaz\u0103 pe un canal senzorial specific ca fundament al propriei experien\u021be \u0219i, \u00een consecin\u021b\u0103, al propriei comunic\u0103ri.<br \/>\nUnii oameni vor acorda cea mai mare importan\u021b\u0103 informa\u021biilor <strong>vizuale<\/strong>, al\u021bii informa\u021biilor <strong>auditive<\/strong>, iar al\u021bii informa\u021biilor <strong>kinestezice<\/strong>, \u0219i vor comunica \u00een consecin\u021b\u0103.<br \/>\nAcestea pot fi u\u0219or percepute ascult\u00e2nd cuvintele pe care le folose\u0219te o persoan\u0103: expresii precum \u201esitua\u021bia este clar\u0103\u201d, \u201east\u0103zi v\u0103d totul \u00een negru\u201d, \u201eeste un adev\u0103r clar (luminos)\u201d ne spun c\u0103 persoana care le folose\u0219te are un mod predominant vizual de a percepe realitatea.<br \/>\n\u00cen schimb, fraze precum: \u201eNu mi se pare corect\u201d, \u201eEste un contrast deranjant\u201d, \u201eExist\u0103 o disonan\u021b\u0103\u201d vor indica o preferin\u021b\u0103 auditiv\u0103. \u00cen mod similar, cei care folosesc expresii precum: \u201e\u00cen\u021beleg ideea\u201d, \u201eSimt greutatea lumii pe umerii mei\u201d, \u201etotul se \u00eendreapt\u0103 spre perfec\u021biune\u201d folosesc un mod de percep\u021bie predominant kinestezic.<\/p>\n<p>Folosirea aceluia\u0219i mod dominant de percep\u021bie ca \u0219i partenerul de conversa\u021bie este primul pas c\u0103tre realizarea \u201ealiniamentului\u201d \u0219i a unei comunic\u0103ri eficiente. (Dac\u0103 trebuie s\u0103 vinde\u021bi o ma\u0219in\u0103 unui client \u201evizual\u201d, este absolut inutil s\u0103 vorbi\u021bi cu el despre zumzetul motorului sau despre c\u00e2t de confortabile sunt scaunele, dar este foarte eficient s\u0103 v\u0103 concentra\u021bi pe culoare \u0219i design.)<\/p>\n<p>\u00cen concluzie, ca un pas c\u0103tre o comunicare mai bun\u0103, \u00eencerca\u021bi s\u0103 face\u021bi c\u00e2teva exerci\u021bii simple \u00een aceast\u0103 lun\u0103: Asculta\u021bi-l pe cel\u0103lalt pentru a \u00een\u021belege ce mod de percep\u021bie folose\u0219te. \u00cencerca\u021bi s\u0103 \u00eei r\u0103spunde\u021bi \u0219i s\u0103 \u00eel convinge\u021bi de ceva folosind modul s\u0103u (dac\u0103 folose\u0219te termeni vizuali, face\u021bi la fel \u0219i a\u0219a mai departe).<br \/>\nApoi, \u00eencerca\u021bi s\u0103 schimba\u021bi \u00een mod deliberat modalit\u0103\u021bile \u0219i vede\u021bi ce se \u00eent\u00e2mpl\u0103.<\/p>\n<p>V\u0103 garantez c\u0103, pe l\u00e2ng\u0103 o bun\u0103 doz\u0103 de distrac\u021bie, ve\u021bi descoperi o mul\u021bime de lucruri la care probabil nu v-a\u021bi g\u00e2ndit niciodat\u0103. Dar, mai presus de toate, v\u0103 ve\u021bi obi\u0219nui s\u0103 comunica\u021bi \u00een termeni de \u201erezultate\u201d \u0219i \u201eeficien\u021b\u0103\u201d, iar acest lucru va marca primul vostru progres real \u00een comunicarea cu ceilal\u021bi.<\/p>\n<p>Mult succes!<\/p>\n<\/div><\/section>\n","protected":false},"excerpt":{"rendered":"<p>Descoper\u0103 secretele persuasiunii prin \u00een\u021belegerea modului \u00een care creierul uman proceseaz\u0103 informa\u021biile. \u00cenva\u021b\u0103 s\u0103 folose\u0219ti canalele vizuale, auditive \u0219i kinestezice (VAK) pentru a crea o leg\u0103tur\u0103 profund\u0103 \u0219i a te alinia la viziunea asupra lumii a interlocutorului t\u0103u.<\/p>\n","protected":false},"author":1,"featured_media":516,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[35,8],"tags":[],"class_list":["post-1779","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","category-uncategorized-ro"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.6 (Yoast SEO v27.7) - 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