Lecture
Это окончание невероятной информации про деловая беседа.
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(decision-making).
The most important practical recommendations that can substantially increase the effectiveness of conducting a business conversation:
— listen attentively to the interlocutor to the end. Listening with due attention to what your interlocutor wants to tell you is not only a mark of attention to him, but also a professional necessity;
— never disregard your interlocutor's prejudices. It is hard to imagine how often one encounters people who are under the pressure of prejudices;
— avoid misunderstandings and misinterpretations. Many business conversations and discussions have «veered off course» or turned out to be entirely fruitless because of an unclear, unsystematic, and drawn-out presentation. Therefore attention should be paid to preparing the text of the report, identifying and decoding special terms that are unclear to a broad audience of listeners. Whenever anything is unclear, immediately, without any embarrassment, ask your interlocutor what is unclear to him;
— respect your interlocutor, be polite, friendly, tactful, and diplomatic. Let us recall that politeness does not diminish the definiteness of a request or an order, but it greatly hinders the emergence of internal resistance in the interlocutor;
— if necessary, be firm, but keep your cool when the "temperature" of the conversation rises. Do not dramatize the situation if the interlocutor gives free rein to their anger. A person experienced and seasoned in discussions will always maintain composure and not take offense;
— by every means try to make it easier for the interlocutor to accept your theses and proposals, taking into account their inner struggle between desires and real possibilities, so that they can save face.
Having achieved your goal, say goodbye to the interlocutor. As soon as the decision has been made, thank them, congratulate them on a sensible decision, tell them they will be pleased with their choice, and leave.
For more detail on each of these stages, as well as on their psychological foundations, see: Mičić P. How to Conduct Business Conversations: Trans. from Serbian.— M.: Ekonomika, 1983; Vesnin V.R. Management for Entrepreneurs. Parts 1-2.— M.: Antikva, 1993.
For more detail on questions and the technique of answering them, see the section "Formulating questions and the technique of answering them" in this book.
Часть 1 Techniques and Methods of Conducting Business Conversations
Часть 2 See also - Techniques and Methods of Conducting Business Conversations
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