{"id":1900,"date":"1996-01-01T10:52:31","date_gmt":"1996-01-01T10:52:31","guid":{"rendered":"https:\/\/www.brunomedicina.com\/1996\/01\/01\/arta-de-a-deveni-simpatic\/"},"modified":"2026-05-19T15:19:02","modified_gmt":"2026-05-19T15:19:02","slug":"arta-de-a-deveni-simpatic","status":"publish","type":"post","link":"https:\/\/www.brunomedicina.com\/ro\/1996\/01\/01\/arta-de-a-deveni-simpatic\/","title":{"rendered":"Arta de a deveni\u2026 simpatic"},"content":{"rendered":"<section  class='av_textblock_section av-av_textblock-04ce062f0f531db95fa373377a6da7d4 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><\/div><\/section>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-moh2w5f6-9c9f69b354196612bae289a241194e35\">\n#top .av-special-heading.av-moh2w5f6-9c9f69b354196612bae289a241194e35{\npadding-bottom:10px;\nfont-size:3vw;\n}\nbody .av-special-heading.av-moh2w5f6-9c9f69b354196612bae289a241194e35 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n#top #wrap_all .av-special-heading.av-moh2w5f6-9c9f69b354196612bae289a241194e35 .av-special-heading-tag{\nfont-size:3vw;\n}\n.av-special-heading.av-moh2w5f6-9c9f69b354196612bae289a241194e35 .av-subheading{\nfont-size:15px;\n}\n\n@media only screen and (min-width: 990px){ \n#top #wrap_all .av-special-heading.av-moh2w5f6-9c9f69b354196612bae289a241194e35 .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-moh2w5f6-9c9f69b354196612bae289a241194e35 .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-moh2w5f6-9c9f69b354196612bae289a241194e35 .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-moh2w5f6-9c9f69b354196612bae289a241194e35 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n<\/style>\n<div  class='av-special-heading av-moh2w5f6-9c9f69b354196612bae289a241194e35 av-special-heading-h2 blockquote modern-quote  avia-builder-el-1  el_after_av_textblock  el_before_av_textblock  av-inherit-size'><h2 class='av-special-heading-tag '  itemprop=\"headline\"  >Arta de a deveni\u2026 simpatic<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div>\n<section  class='av_textblock_section av-av_textblock-04ce062f0f531db95fa373377a6da7d4 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><\/div><\/section>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-9bah1-34a6b5429eea75703572aa13fc99cbdf\">\n#top .av_textblock_section.av-9bah1-34a6b5429eea75703572aa13fc99cbdf .avia_textblock{\nfont-size:17px;\n}\n<\/style>\n<section  class='av_textblock_section av-9bah1-34a6b5429eea75703572aa13fc99cbdf '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><img loading=\"lazy\" decoding=\"async\" class=\" wp-image-336 alignright\" src=\"https:\/\/www.brunomedicina.com\/wp-content\/uploads\/1996\/01\/rapport.png\" alt=\"\" width=\"440\" height=\"311\" srcset=\"https:\/\/www.brunomedicina.com\/wp-content\/uploads\/1996\/01\/rapport.png 640w, https:\/\/www.brunomedicina.com\/wp-content\/uploads\/1996\/01\/rapport-300x212.png 300w, https:\/\/www.brunomedicina.com\/wp-content\/uploads\/1996\/01\/rapport-260x185.png 260w\" sizes=\"auto, (max-width: 440px) 100vw, 440px\" \/><\/p>\n<p>Dac\u0103 v-a\u0219 spune c\u0103 \u00een acest articol a\u0219 dori s\u0103 v\u0103 explic tehnica compunerii unei simfonii, a\u021bi crede c\u0103 am \u00eennebunit brusc sau c\u0103 \u00eencerc s\u0103 r\u00e2d de voi: presupun\u00e2nd c\u0103 o crea\u021bie artistic\u0103 complex\u0103 \u2013 cum ar fi o simfonie \u2013 poate fi redus\u0103 la un set de reguli fixe (ceea ce, \u00een orice caz, nu este adev\u0103rat\u2026), oricine \u0219tie c\u0103 \u00eenv\u0103\u021barea lor necesit\u0103 ani de studiu la un conservator, \u00eendrumarea unui specialist, munc\u0103 asidu\u0103 \u0219i, mai presus de toate, experien\u021b\u0103 personal\u0103 dob\u00e2ndit\u0103 \u00een principal prin \u00eencerc\u0103ri \u0219i gre\u0219eli.<\/p>\n<p>Spun acest lucru deoarece preten\u021bia de a explica tehnica (sau, mai degrab\u0103, tehnicile) \u201erapportului\u201d \u00eentr-un articol de c\u00e2teva pagini nu este doar absurd\u0103, ci, av\u00e2nd \u00een vedere c\u0103 avem de-a face cu rapportul personal, devine \u0219i periculoas\u0103 (tehnicile mai avansate deriv\u0103 direct din cele utilizate \u00een hipnoza terapeutic\u0103 \u0219i vizeaz\u0103 influen\u021barea p\u0103r\u021bii incon\u0219tiente a interlocutorului, implic\u00e2nd toate mijloacele de comunicare, at\u00e2t verbale, c\u00e2t \u0219i nonverbale; aplicarea lor incorect\u0103 ar duce la rezultate catastrofale).<\/p>\n<h2>Simfonia conexiunii umane<\/h2>\n<p>S\u0103 nu uit\u0103m: comunicarea \u2013 \u00een special comunicarea paraverbal\u0103 \u0219i nonverbal\u0103 (care, s\u0103 ne amintim, reprezint\u0103 \u00eempreun\u0103 93% din mesajul perceput) \u2013 este o abilitate a c\u0103rei st\u0103p\u00e2nire necesit\u0103 verificarea direct\u0103 a modului \u00een care ceea ce s-a \u00eenv\u0103\u021bat \u00een teorie este aplicat \u00een practic\u0103. Este la fel ca \u0219i cum ai prelua comanda unui avion dup\u0103 ce ai citit o carte intitulat\u0103 \u201eCum s\u0103 devii pilot \u00een 24 de ore\u201d.<\/p>\n<p>Prin urmare, m\u0103 voi limita la prezentarea conceptelor de baz\u0103, f\u0103r\u0103 a intra \u00een detaliile tehnicilor care ar putea fi u\u0219or \u00een\u021belese gre\u0219it, \u0219i voi propune un exerci\u021biu simplu pe care \u00eel pute\u021bi folosi pentru a v\u0103 crea propria experien\u021b\u0103.<\/p>\n<p>\u00cenc\u0103 un lucru! Pentru a evita repeti\u021biile inutile, m\u0103 bazez pe faptul c\u0103 a\u021bi citit articolele anterioare, la care voi face adesea referire.<\/p>\n<h2><span data-path-to-node=\"8,1,0,0\">Ce este Rapportul? <\/span><span data-path-to-node=\"8,1,0,2\"><span class=\"citation-286\">Un exerci\u021biu de flexibilitate<\/span><\/span><\/h2>\n<p>Iat\u0103 un exerci\u021biu pentru voi. G\u00e2ndi\u021bi-v\u0103 la ultima dat\u0103 c\u00e2nd v-a\u021bi \u00eent\u00e2lnit cu un prieten. Acum \u00eencerca\u021bi s\u0103 v\u0103 aminti\u021bi postura corpului, gesturile pe care le-a\u021bi f\u0103cut, tonul vocii \u0219i cuvintele pe care le-a\u021bi folosit, precum \u0219i sentimentele pe care le-a\u021bi tr\u0103it. Aminti\u021bi-v\u0103 situa\u021bia timp de c\u00e2teva minute cu c\u00e2t mai multe detalii posibil.<\/p>\n<p>Bine. Acum face\u021bi acela\u0219i lucru, dar imagina\u021bi-v\u0103 c\u0103 vorbi\u021bi cu un preot, apoi cu un ofi\u021ber de armat\u0103, apoi cu un copil de cinci ani \u0219i \u2013 de ce nu \u2013 cu o fat\u0103 frumoas\u0103 (pute\u021bi continua c\u00e2t dori\u021bi, imagin\u00e2ndu-v\u0103 alte situa\u021bii: \u00eent\u00e2lnirea cu pre\u0219edintele Statelor Unite, cu o vedet\u0103 rock, cu un extraterestru\u2026).<\/p>\n<p>Cu doar pu\u021bin\u0103 aten\u021bie, ai observat cu siguran\u021b\u0103 capacitatea ta de a-\u021bi adapta nu doar limbajul, ci \u0219i tonul, privirea \u0219i postura corpului \u00een func\u021bie de persoana cu care te afli. V-a\u021bi dat seama, de asemenea, c\u0103 aceste schimb\u0103ri nu se datoreaz\u0103 ipocriziei sau nesincerit\u0103\u021bii, ci nevoii de a stabili un dialog cu cealalt\u0103 persoan\u0103, c\u0103ut\u00e2nd un teren comun unde un astfel de dialog este posibil (de exemplu, sper c\u0103 nim\u0103nui nu i-ar trece prin cap s\u0103 vorbeasc\u0103 cu un copil ca \u0219i cum ar vorbi cu Bill Clinton, sau invers\u2026).<\/p>\n<p>Merg\u00e2nd mai departe cu aceast\u0103 linie de ra\u021bionament, ajungem la concluzia c\u0103, \u00een aceste cazuri, sarcina noastr\u0103 este relativ simpl\u0103, \u00een m\u0103sura \u00een care rolul public pe care \u00eel joac\u0103 o persoan\u0103 ne ofer\u0103 suficiente informa\u021bii despre sistemul s\u0103u de credin\u021be, valorile sale \u0219i modul \u00een care este probabil s\u0103 reac\u021bioneze la comportamentul nostru.<\/p>\n<p>O prim\u0103 defini\u021bie a \u201eraportului\u201d ar fi, prin urmare: capacitatea de a ne adapta la cealalt\u0103 persoan\u0103, astfel \u00eenc\u00e2t s\u0103 \u00eei respect\u0103m sistemul de credin\u021be \u0219i valorile \u0219i s\u0103 folosim comunicarea verbal\u0103 \u0219i nonverbal\u0103 care ne permite s\u0103 fim \u00een\u021bele\u0219i.<\/p>\n<p>Ceea ce este important de \u00een\u021beles acum este c\u0103 de\u021binem deja, instinctiv, capacitatea de a stabili \u201eraportul\u201d \u0219i de a ne modifica comportamentul \u00een acest scop, f\u0103r\u0103 a ne sim\u021bi \u00eens\u0103 ipocri\u021bi sau lipsi\u021bi de individualitate.<br \/>\nF\u0103r\u0103 \u201eraport\u201d, nu exist\u0103 comunicare eficient\u0103<\/p>\n<p>S\u0103 continu\u0103m. F\u0103r\u0103 \u00eendoial\u0103 c\u0103 v-a\u021bi dat seama c\u0103, \u00een func\u021bie de propriile experien\u021be, \u00een unele situa\u021bii este mai u\u0219or dec\u00e2t \u00een altele: poate v\u0103 sim\u021bi\u021bi \u00een largul vostru cu un preot, dar nu \u0219i cu un copil; poate \u0219ti\u021bi cum s\u0103 v\u0103 adresa\u021bi unui general, dar v\u0103 sim\u021bi\u021bi st\u00e2njeni\u021bi c\u00e2nd ave\u021bi de-a face cu o t\u00e2n\u0103r\u0103. Consecin\u021ba a ceea ce am spus \u2013 care poate fi evident\u0103, dar care, din p\u0103cate, este motivul pentru care majoritatea testelor de v\u00e2nz\u0103ri \u0219i comunicare e\u0219ueaz\u0103 \u2013 este c\u0103 nu exist\u0103 o singur\u0103 modalitate corect\u0103 sau o tehnic\u0103 perfect\u0103 de a vorbi cu cineva, dar exist\u0103 o modalitate mai eficient\u0103 dec\u00e2t altele de a vorbi cu acea persoan\u0103 anume.<\/p>\n<p>Implica\u021bia defini\u021biei \u201eraportului\u201d este, prin urmare, capacitatea de a alege, din gama de comportamente pe care le avem la dispozi\u021bie, cel care ne permite s\u0103 g\u0103sim cel mai repede un teren comun. Consecin\u021ba este urm\u0103toarea: cu c\u00e2t este mai mare flexibilitatea noastr\u0103 (capacitatea de a ne adapta comportamentul), cu at\u00e2t este mai mare capacitatea noastr\u0103 de a stabili un \u201eraport\u201d cu cealalt\u0103 persoan\u0103.<\/p>\n<p>A\u0219adar, \u00eenainte de a examina diverse tehnici, permite\u021bi-mi s\u0103 fac o observa\u021bie: orice am pl\u0103nui s\u0103 facem, orice obiectiv am decide s\u0103 urm\u0103rim, exist\u0103 cineva capabil s\u0103 ne ajute s\u0103 \u00eel atingem mai repede \u0219i mai bine (v\u0103 aminti\u021bi? Convingerea nr. 6: Oamenii sunt cea mai mare resurs\u0103 a noastr\u0103).<\/p>\n<h2>De ce raportul interpersonal este esen\u021bial pentru o comunicare eficient\u0103<\/h2>\n<p>\u00cen plus, raportul este considerat esen\u021bial pentru capacitatea de a motiva pe ceilal\u021bi. Odat\u0103 ce s-a stabilit un teren comun de \u00een\u021belegere, \u00eemi va fi infinit mai u\u0219or s\u0103 ghidez cealalt\u0103 persoan\u0103 \u00een direc\u021bia dorit\u0103.<\/p>\n<p>Capacitatea de a stabili o rela\u021bie productiv\u0103 cu ceilal\u021bi este fundamentul tuturor lucrurilor \u0219i al tuturor realiz\u0103rilor \u0219i m\u0103 ajut\u0103 s\u0103 \u00een\u021beleg imediat dac\u0103 o persoan\u0103 va reu\u0219i sau va e\u0219ua \u00een ceea ce \u00ee\u0219i propune s\u0103 fac\u0103 . C\u0103ci figura lupului singuratic este o inven\u021bie literar\u0103 fascinant\u0103, dar nu are echivalent \u00een realitate (\u0219i, chiar dac\u0103 presupunem c\u0103 va avea succes, cu cine va \u00eemp\u0103rt\u0103\u0219i acel succes?).<\/p>\n<h2>Cum s\u0103 stabile\u0219ti o rela\u021bie: metoda \u201eoglind\u0103 \u0219i conducere\u201d<\/h2>\n<p>Av\u00e2nd \u00een vedere importan\u021ba sa, s\u0103 vedem cum este posibil s\u0103 stabilim o rela\u021bie cu cealalt\u0103 persoan\u0103.<\/p>\n<p>Primul pas este s\u0103 identifica\u021bi ce ave\u021bi \u00een comun sau s\u0103 crea\u021bi un sentiment de conexiune, astfel \u00eenc\u00e2t cealalt\u0103 persoan\u0103 s\u0103 simt\u0103 o anumit\u0103 afinitate cu dvs. G\u00e2ndi\u021bi-v\u0103 la o \u00eent\u00e2lnire \u00eent\u00e2mpl\u0103toare \u0219i ve\u021bi realiza c\u0103 primii pa\u0219i au avut un punct comun: un interes \u00eemp\u0103rt\u0103\u0219it, o cuno\u0219tin\u021b\u0103 comun\u0103 sau chiar doar faptul c\u0103 ave\u021bi acela\u0219i semn zodiacal.<br \/>\nG\u00e2ndi\u021bi-v\u0103 la \u201eraportul\u201d care se formeaz\u0103 imediat c\u00e2nd doi fani ai fotbalului care poart\u0103 culorile aceleia\u0219i echipe se \u00eent\u00e2lnesc: doi str\u0103ini care, dup\u0103 c\u00e2teva minute, stau de vorb\u0103 ca ni\u0219te prieteni vechi!<\/p>\n<p>A\u0219adar, dac\u0103 vrem s\u0103 stabilim un dialog cu cineva, este esen\u021bial s\u0103 ne concentr\u0103m pe punctele comune, l\u0103s\u00e2nd deoparte diferen\u021bele pentru moment. Dar acest lucru este evident, iar noi suntem interesa\u021bi de ceva mult mai subtil \u0219i mai eficient. Procesul de percepere a punctelor comune cu o alt\u0103 persoan\u0103 func\u021bioneaz\u0103 \u00een primul r\u00e2nd la nivel subcon\u0219tient \u0219i este determinat de o serie \u00eentreag\u0103 de micro-comportamente (s\u0103 ne amintim c\u0103 fiecare comportament este o form\u0103 de comunicare) care, de\u0219i sunt percepute chiar sub pragul con\u0219tiin\u021bei, determin\u0103 rezultatul final.<\/p>\n<p>\u00cen acest caz, mecanismul const\u0103 \u00een decodarea elementelor care caracterizeaz\u0103 interlocutorul nostru, folosindu-le pentru a stabili contactul \u0219i, ulterior, ghid\u00e2ndu-l acolo unde consider\u0103m c\u0103 este potrivit. (Metoda \u201ereflect\u0103 \u0219i ghideaz\u0103\u201d).<\/p>\n<h2>Niveluri cheie de sincronizare interuman\u0103<\/h2>\n<p>\u00cen toate cursurile de formare \u00een domeniul v\u00e2nz\u0103rilor, ni se spune s\u0103 ne punem \u00een locul clientului sau s\u0103 vedem lucrurile din perspectiva lui, dar nu ni se spune niciodat\u0103&#8230; cum. S\u0103 analiz\u0103m punctele \u201echeie\u201d pe care trebuie s\u0103 ne concentr\u0103m pentru a ob\u021bine rezultatul dorit. Fiecare dintre aceste puncte are un mecanism specific de \u201ereflec\u021bie \u0219i ghidare\u201d, despre care avem acum o idee general\u0103, dar pe care \u00eel vom analiza \u00eentr-unul dintre articolele noastre viitoare.<\/p>\n<h3>Fizic<\/h3>\n<p>\u2013 Respectarea spa\u021biului personal. \u00centr-o conversa\u021bie privat\u0103, fiecare persoan\u0103 are propria zon\u0103 de distan\u021b\u0103 optim\u0103, care trebuie identificat\u0103 \u0219i respectat\u0103. Aceast\u0103 zon\u0103 este u\u0219or de identificat deoarece, atunci c\u00e2nd este \u00eenc\u0103lcat\u0103, persoana se apleac\u0103 u\u0219or \u00eenapoi sau face un (mic) pas \u00eenapoi.<br \/>\n\u2013 Postura corpului \u0219i gesturile. Imitarea (sau, mai degrab\u0103, oglindirea) posturii corpului celeilalte persoane, atunci c\u00e2nd este f\u0103cut\u0103 corect, creeaz\u0103 imediat un sentiment de raport pe care persoana \u00eel percepe, dar nu \u00eel poate explica pe deplin.<br \/>\n\u2013 Ritmul respira\u021biei. Sincronizarea cu ritmul respira\u021biei celeilalte persoane, chiar dac\u0103 pare ciudat\u0103 \u0219i nenatural\u0103, este unul dintre cele mai puternice instrumente pe care le avem la dispozi\u021bie pentru a stabili o leg\u0103tur\u0103.<\/p>\n<h3>Verbal \u0219i paraverbal<\/h3>\n<p>\u2013 Reflectarea canalului senzorial dominant al celeilalte persoane. Am discutat acest lucru \u00een num\u0103rul din august. Fiecare persoan\u0103 are un canal senzorial preferat (vizual, auditiv, kinestezic) \u0219i \u00eel exprim\u0103 prin preferin\u021ba pentru anumite cuvinte \u201echeie\u201d. \u00cen acela\u0219i mod, va atribui o semnifica\u021bie special\u0103 anumitor cuvinte, iar noi trebuie s\u0103 le descoperim \u0219i s\u0103 le folosim. \u00cen ceea ce prive\u0219te ceea ce am spus \u00een num\u0103rul din octombrie despre \u00eentreb\u0103rile pe care trebuie s\u0103 le punem, acestea ne vor fi de mare folos.<br \/>\n\u2013 Tonul vocii \u0219i viteza. Aici, la fel ca \u00een cazul gesturilor, imita\u021bia trebuie f\u0103cut\u0103 cu extrem\u0103 aten\u021bie pentru a evita dep\u0103\u0219irea limitei con\u0219tientului; importan\u021ba lor este, \u00een orice caz, fundamental\u0103.<\/p>\n<h3>Mental<\/h3>\n<p>\u00cen acest caz, este necesar\u0103 o carte (la care, de fapt, lucrez \u00een prezent!), deoarece sfera limitat\u0103 a unui singur articol \u2013 sau chiar a mai multor articole \u2013 este pur \u0219i simplu insuficient\u0103. Permite\u021bi-mi, totu\u0219i, s\u0103 v\u0103 ofer o scurt\u0103 prezentare general\u0103.<\/p>\n<p>Metaprogramele sunt structuri de uz general, independente de con\u021binut, care determin\u0103 modul \u00een care abord\u0103m experien\u021ba.<\/p>\n<p>Principalele metaprogramele sunt:<\/p>\n<p>\u2013 <strong>C\u0103tre\/Departe:<\/strong> o persoan\u0103 poate fi motivat\u0103 s\u0103 ob\u021bin\u0103 ceva pl\u0103cut sau s\u0103 evite ceva nepl\u0103cut.<br \/>\n\u2013 <strong>Referin\u021b\u0103 intern\u0103\/Referin\u021b\u0103 extern\u0103:<\/strong> o persoan\u0103 ia decizii pe baza propriilor sentimente sau a ceea ce spun al\u021bii.<br \/>\n\u2013<strong> Adecvat\/Inadecvat:<\/strong> o persoan\u0103 se poate concentra puternic pe asem\u0103n\u0103ri sau diferen\u021be.<br \/>\n\u2013 <strong>Posibilit\u0103\u021bi\/Nevoile\/Motivele:<\/strong> aceasta depinde de justificarea pe care o g\u0103se\u0219te o persoan\u0103 pentru propriile ac\u021biuni.<\/p>\n<p>Metaprogramele trebuie identificate folosind tehnici adecvate \u0219i apoi replicate \u0219i aplicate \u00een timpul conversa\u021biei.<\/p>\n<h3>Valori<\/h3>\n<p>Acestea sunt adev\u0103rate filtre de evaluare. Ele se refer\u0103 la modul \u00een care decidem ce este bun sau r\u0103u, corect sau gre\u0219it.<br \/>\nPentru a le identifica, trebuie s\u0103 r\u0103spund la \u00eentrebarea <strong>\u201eCe este important pentru mine?\u201d<br \/>\n<\/strong>Valorile sunt aranjate ierarhic, de la cele mai importante la cele mai pu\u021bin importante, \u0219i pot fi identificate cu u\u0219urin\u021b\u0103 cu ajutorul c\u00e2torva \u00eentreb\u0103ri cheie.<\/p>\n<h3>Criterii echivalente<\/h3>\n<p>Acestea reprezint\u0103 modul \u00een care valorile sunt \u00een\u021belese \u00een practic\u0103. Deoarece aceea\u0219i valoare (libertatea, de exemplu) este \u00een\u021beleas\u0103 \u00een moduri foarte diferite.<\/p>\n<h3>Convingeri<\/h3>\n<p>Convingerile se refer\u0103 la convingerea c\u0103 anumite lucruri sunt adev\u0103rate, iar altele nu (vezi articolul din noiembrie) \u0219i la secven\u021be de cauz\u0103-efect (dac\u0103\u2026, atunci\u2026).<\/p>\n<p>Acestea se formeaz\u0103 pe parcursul \u00eentregii noastre existen\u021be pe baza:<\/p>\n<p>\u2013 mediul social<br \/>\n\u2013 evenimentelor<br \/>\n\u2013 cuno\u0219tin\u021belor<br \/>\n\u2013 rezultatelor anterioare<\/p>\n<p>\u00cen mod normal, nimeni nu poate reac\u021biona \u00een afara propriilor convingeri, a\u0219a c\u0103 acestea trebuie, de asemenea, identificate cu aten\u021bie \u0219i luate \u00een considerare.<br \/>\nNerespectarea convingerilor \u0219i valorilor unei alte persoane este cauza principal\u0103 a ne\u00een\u021belegerilor.<\/p>\n<h3>Anexe<\/h3>\n<p>Acestea \u00eenso\u021besc valorile \u0219i convingerile \u0219i se refer\u0103 la un element specific (sunt fundamentale \u00een timpul unei \u00eent\u00e2lniri de v\u00e2nz\u0103ri).<\/p>\n<h3>Amintirile<\/h3>\n<p>Amintirile influen\u021beaz\u0103 profund percep\u021biile \u0219i reac\u021biile comportamentale ale oamenilor.<br \/>\nEvident, nu po\u021bi \u0219ti tot ce \u00ee\u0219i aminte\u0219te cineva, dar informa\u021biile pe care o persoan\u0103 le re\u021bine din anumite experien\u021be pot fi, de asemenea, utile \u00een ghidarea unei conversa\u021bii \u2014 dac\u0103&#8230; suntem con\u0219tien\u021bi de ele.<\/p>\n<h3>Decizii<\/h3>\n<p>Deciziile ne privesc pe noi \u0219i mediul nostru \u0219i sunt luate incon\u0219tient \u00een primii ani de via\u021b\u0103 \u0219i, \u00een principal, con\u0219tient dup\u0103 aceea (ra\u021bional sau emo\u021bional). Ele exprim\u0103 convingeri, valori \u0219i ata\u0219amente.<\/p>\n<p>Poate c\u0103 unii dintre voi v\u0103 \u00eentreba\u021bi chiar acum dac\u0103 merit\u0103 cu adev\u0103rat s\u0103 \u0219ti\u021bi toate aceste lucruri despre o persoan\u0103, \u00een timp ce al\u021bii sunt uimi\u021bi de c\u00e2t de multe lucruri sunt de descoperit. Ceea ce pot spune, pe baza experien\u021bei mele, este c\u0103, dup\u0103 pu\u021bin\u0103 practic\u0103, identificarea acestor \u201epuncte-cheie\u201d devine o a doua natur\u0103. Dep\u0103\u0219irea rezisten\u021bei la aceste \u201epuncte-cheie\u201d \u2014 \u00een special \u00een negocierile de afaceri \u2014 \u00eenseamn\u0103 utilizarea lor pentru a orienta conversa\u021bia \u00eentr-un mod c ul vostru, f\u0103r\u0103 ca cealalt\u0103 persoan\u0103 s\u0103-\u0219i dea seama. \u00cen acest moment, cealalt\u0103 persoan\u0103 te va percepe ca pe o persoan\u0103 deosebit de simpatic\u0103, c\u0103reia, din anumite motive, este dispus\u0103 s\u0103-i fac\u0103 anumite favoruri pe care nu le-ar face pentru nimeni altcineva.<\/p>\n<h2>O mic\u0103 tem\u0103 pentru acas\u0103<\/h2>\n<p>\u00cen orice caz, deoarece cred c\u0103 rezultatele personale sunt cele care conteaz\u0103 \u00een cele din urm\u0103, propun un experiment preliminar \u00een timp ce a\u0219tept\u0103m rezultatele majore.<\/p>\n<p>La urm\u0103toarea \u00eent\u00e2lnire cu cineva, \u00eencearc\u0103 s\u0103 imi\u021bi postura \u0219i mi\u0219c\u0103rile sale (\u00een mod discret, desigur, \u0219i f\u0103r\u0103 a c\u0103dea \u00een vulgaritate) \u0219i vezi ce se \u00eent\u00e2mpl\u0103. \u00cencerca\u021bi, de asemenea, s\u0103 imita\u021bi canalul senzorial predominant al interlocutorului, a\u0219a cum am discutat \u00een num\u0103rul din august; apoi \u00eentrerupe\u021bi contactul vizual. \u00cenc\u0103 o dat\u0103, observa\u021biile personale vor fi cea mai bun\u0103 experien\u021b\u0103 de \u00eenv\u0103\u021bare pentru dumneavoastr\u0103. Ca exerci\u021biu de flexibilitate, distra\u021bi-v\u0103 imit\u00e2nd anumite convingeri specifice ale unei persoane pe care o cunoa\u0219te\u021bi \u0219i \u00eencerca\u021bi s\u0103 v\u0103 imagina\u021bi cum s-ar schimba propriul comportament dac\u0103 a\u021bi adopta pentru scurt timp acele convingeri. Este un exerci\u021biu obositor, dar extrem de instructiv.<\/p>\n<p>Un ultim lucru: c\u00e2nd adopta\u021bi manierismele, valorile \u0219i convingerile cuiva, \u00eencepe\u021bi cu adev\u0103rat s\u0103 vede\u021bi lucrurile din perspectiva acelei persoane \u0219i deveni\u021bi mult mai \u00een\u021beleg\u0103tori \u0219i empatici. Vi se pare c\u0103 acest rezultat merit\u0103 ignorat?<\/p>\n<\/div><\/section>\n","protected":false},"excerpt":{"rendered":"<p>Comunicarea eficient\u0103 este imposibil\u0103 f\u0103r\u0103 stabilirea unei leg\u0103turi. Descoper\u0103 tehnicile NLP pentru a te sincroniza cu interlocutorul t\u0103u, de la oglindirea limbajului corporal p\u00e2n\u0103 la alinierea valorilor \u0219i convingerilor, pentru a deveni cu adev\u0103rat pl\u0103cut \u0219i influent.<\/p>\n","protected":false},"author":1,"featured_media":541,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[35,8],"tags":[],"class_list":["post-1900","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) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Arta rela\u021biei: Cum s\u0103 devii pl\u0103cut \u0219i conving\u0103tor | Bruno Medicina<\/title>\n<meta name=\"description\" content=\"St\u0103p\u00e2ne\u0219te arta rela\u021biei pentru a construi \u00eencredere \u0219i influen\u021b\u0103 instantanee. \u00cenva\u021b\u0103 tehnici NLP pentru a oglindi limbajul corporal, canalele senzoriale \u0219i valorile pentru o comunicare eficient\u0103.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.brunomedicina.com\/ro\/1996\/01\/01\/arta-de-a-deveni-simpatic\/\" \/>\n<meta property=\"og:locale\" content=\"ro_RO\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Arta rela\u021biei: Cum s\u0103 devii pl\u0103cut \u0219i conving\u0103tor | Bruno Medicina\" \/>\n<meta property=\"og:description\" content=\"St\u0103p\u00e2ne\u0219te arta rela\u021biei pentru a construi \u00eencredere \u0219i influen\u021b\u0103 instantanee. \u00cenva\u021b\u0103 tehnici NLP pentru a oglindi limbajul corporal, canalele senzoriale \u0219i valorile pentru o comunicare eficient\u0103.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.brunomedicina.com\/ro\/1996\/01\/01\/arta-de-a-deveni-simpatic\/\" \/>\n<meta property=\"og:site_name\" content=\"Bruno Medicina - 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