Getting Through To People.

Intro -- TABLE OF CONTENTS -- Dedication -- 1 - The Problem of Getting Through to People -- Five Human Characteristics That Work Against A Meeting Of Minds -- Three Signs of Wandering Attention -- You Can Overcome Communication Blocks -- 2 - Encouraging Cooperativeness -- Emotions Are Interwoven With Ideas In Conversation -- Courtesy Encourages Communication -- Three Ways Of Encouraging Responsiveness -- 3 - Drawing Out People's Thoughts -- Drawing Out Information Requires The Making of Demands -- Make the Giving of Information Enjoyable to the Other Person -- Begin with Questions That Are Easy to Answer -- Structuring Questions -- Techniques for Drawing Out Information -- Four Ways of Asking Unstructured Questions -- 4 - Dealing with People's Emotions -- Emotions Move Us Toward Self-Expression -- Emotional Reactions Depend on What's Happening Within the Individual -- Emotions Are Displaceable -- Why Logic Won't Dispel Unwanted Emotions -- How to Deal with People's Emotions -- 5 - Listening Between the Lines of Conversation -- Explicit and Implicit Messages -- Expressing Unacceptable Desires -- Implicit Communicating In The Five Major Interpersonal Operations -- Practice Listening Between the Lines -- 6 - Giving and Getting Feedback of Thinking -- The Same Words Stimulate Different Mental Images -- Words Convey Only Parts Of Mental Images -- Feed Back To Separate Observation From Interpretation -- As the Conversation Proceeds Compare Your Mental Image With The Other Person's -- Feed Back Your Interpretation Rather Than The Other Person's Words -- Feeding Back To Give Insight -- Feeding Back To Influence -- Keep These Ideas In Mind -- 7 - Holding People's Attention -- Don't Take More Time Than A Subject Is Worth -- Stick To The Point -- Irrelevancy Is Caused By Personality Needs -- Keep Your Speeches Short -- Obviousness Causes Tuning Out.

Bring In Fresh Information -- When Repeating Give More Information -- Use Concrete Words -- Practice These Methods For Holding Attention -- 8 - Activating Thinking -- There Are No Right Words -- The Three Levels Of Listening -- Your Listener Won't Want To Bother Thinking -- After Presenting Ideas You Have To Stimulate The Other Person To Think -- Stimulate Thinking By Asking Questions -- To Change a Person's Mind, You Must Make Him Discard His Idea And Try Yours -- Get the Other Person to Talk About Your Ideas -- Your Questions Should Have A Purpose -- Asking Questions Is a Way Of Holding The Initiative -- Make Questioning a Habit -- 9 - Dealing with Resistance -- Opposition is a Sign of Involvement -- When Agreement Is Given Without Thought Press For A Commitment To Action -- Inner Conflict Can Intensify Opposition -- When Opposition Is Vehement, Become Neutral -- Rational And Irrational Opposition -- Signs Of Irrational Opposition -- Five Signs Of Irrational Opposition -- Handling Irrational Opposition -- Three Ways Of Dealing With Irrational Opposition -- The Key Points In Dealing With Opposition -- 10 - Measuring the Value of An Idea -- Our Words Describe Our Reactions Rather Than The Objective Reality -- Five Ways Of Keeping Your Thinking Straight -- 11 - Giving and Taking in Conversation -- The Flow of Giving and Taking -- Giving Through Talking -- Giving Through Listening -- Taking Through Talking -- Taking Through Listening -- Share The Talking Time -- Giving And Taking Are Habits Characteristic Of The Individual -- Giving Is Necessary To Communicate Persuasively -- 12 - Getting Through to Groups -- Six Obstacles To Getting Ideas Through To Groups -- Three Techniques For Getting Your Ideas Through To Groups -- Three Ways To Provide For Feedback -- Three ways to encourage questions from the group -- Allow For A Certain Amount Of Irrelevancy.

Repeat As You Go Along And Summarize At the End -- 13 - Persuading -- Persuading Means Implanting A New Way of Reacting -- Much of Purposeful Conversation Is Persuasion -- Four Rules For Persuading -- Giving Unsolicited Advice -- Giving Reassurance -- Key Points In Persuading.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.