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    《4A同頻道溝通》

    《4A同頻道溝通》
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    《4A同頻道溝通》

     

    一、課程背景

        我們認為:

        良好的溝通習慣,比溝通的技巧更重要;

        溝通是需要成本的,溝通不良成本更高;

        單靠“加強”溝通不能真正改善溝通,必須改變溝通的方式,改善溝通的目的是為了降低溝通成本;

        增加對人際關系的投入,可以有效降低溝通成本;

        “溝通頻道”可以幫助我們隨時發現自己的不良溝通習慣,并有效改善;

        ……

     

    二、課程收益

       掌握評估溝通有效性的方法,減少無效的溝通,提升溝通效率;

       掌握保障溝通質量的程序和方法,減少誤解的發生;

       學會如何與人高效地達成共識,甚至說服固執的人;

       學會如何影響情緒化、不講理的人。

     

    三、課程對象

       高、中、基層管理人員以及一線員工中想要改善溝通效果的人群

     

    四、課程時長

       2天(12小時)

     

    五、課程大綱

    一、   溝通的主要問題與障礙

    1.    溝通的目的和挑戰;

    2.    溝通效果評估:要取決于接受者;

    ?   說話看場合、看時機提高對方的接受度;

    ?   信任和尊重,更容易讓對方接受我的意見;

    3.    溝通思考循環(Thinking Circle)

    4.    優秀團隊的溝通特征;

    ?   溝通過程中有豐富的創意,能夠接納不同意見;

    ?   有良好的溝通秩序和方法,能有效控制情緒沖突的負面影響;

    ?   最終能達成高度共識,并形成言行一致的高度執行力。

    二、   同頻道溝通與4A溝通循環

    1.    導致溝通問題的根本原因(個體差異)與關鍵原因(溝通頻道差異)。

    2.    溝通頻道差異的類型;

            A.     關閉頻道對傾聽、表達習慣的影響;

            B.     爭奪頻道引發的沖突與情緒對立;

            C.     頻道分叉引發的誤解與分歧;

    (看視頻分析溝通:《虎口脫險》片段)

    3.    調整溝通頻道,讓溝通更有效

    4.    溝通執行循環(Executing Circle)

    5.    4A溝通循環

    6.    溝通習慣比溝通技巧更重要。

    三、   有效的信息溝通

    (一)準確理解——4A傾聽

    1.    傾聽的自發4A循環

    2.    “信息開關”和“情緒道口”問題;

    3.    傾聽的自覺4A循環

    ?   Aim:知道和理解的差別;

    ?   Assess:我“空杯”了嗎?

    ?   Adjust:進入對方的頻道;

    ?   Attempt:聽懂“弦外之音”;

    ?   Assess:保證聽的質量;

    (二)清晰說明——4A表達

    1)    Aim:表達的影響力和作用;

    2)    Assess:聽者的接受度;

    3)    Adjust:抓住聽眾頻道的開場;

    4)    Attempt:

    ?   表達的KISS原則;

    ?   通過打比方、舉例子增強表達力和影響力;

    (互動練習:專業術語解釋)

    5)    Assess:關注聽者的反饋,減少被誤解的可能性。

    四、   有效說服和影響——4A共識溝通

    1.    Aim:要說服還是要共識?

    2.    Assess:雙方的差距有多大?

    3.    Adjust:如何把注意力聚焦在同一個問題上?

    4.    提問引導技術:

    ?   明知故問;

    ?   借力打力;

    (互動討論:如何有效說服對方)

    5.    Attempt:因勢利導的表達與引導;

    ?   對事不對人;

    ?   聚焦差異而不是擴大差異;

    ?   “太極”溝通哲學——善用溝通中的推力和拉力;

    6.    Assess:階段性共識評估;

    ?   鞏固已有共識;

    ?   共識后目標調整:留時間和空間給對方。

    五、   沖突化解——4A情緒溝通

    (分組討論:老狼與狐貍)

    1.    Assess:處理沖突,首先是意識到情緒信號!

    2.    Aim:一旦遭遇情緒化的對象,要改變目標,先處理情緒。

    3.    Adjust:

    ?   先處理自己的情緒;

    ?   進入對方的頻道感受對方的情緒,了解對方的不滿;

    ?   尋找共同的話題,縮小分歧;

    4.    Attempt:回應技術的應用:

    ?   情緒化的心理根源;

    ?   回應的方法;

    ?   溝通中的小智慧與大智慧。

    5.    Assess:去情緒化的特征;

    (看視頻分析溝通:《亮劍》片段)

    6.    激烈言行溝通現象分析。

    (視頻賞析:關于“范跑跑”的辯論)

    六、   團隊溝通中的4A循環

    1.    情商與人際關系;

    2.    影響信任的關鍵因素;

    3.    長期關系的建立與維系。

    4.    跨部門溝通的問題與對策

    5.    上下溝通的問題與對策

    七、   Q&A

                                                                                                                           


    TAG: 銷售溝通技巧培訓賞識教育案例

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