How to estimate the interlocutor?
Are unimportant whom you are - the employer, the clerk in some office or the head of an average link and what here to tell, even we constantly should estimate the interlocutor at the companies of friends. Let`s try to learn to do it.
It is absolutely clear that on the basis of one question and the answer received on it it is impossible to make objective opinion on the person, it is equal as it is impossible to receive really truthful answer to a question: “ You honest? “.
For certain you heard that there are people with an internal and external reference. What is it? Both types of a reference, anyway, are connected with “ I “. On a question: “ You are a good employee? “ the person with an internal reference will answer:
- Of course, I think (is sure) that yes.
- Yes, because to me likes this work.
- Yes, because at me everything turns out (however, in this case it is subjective result).
At the same time the person with an external reference will lean on “ ONI “ that is, on foreign opinion and its answers will be such:
- Yes, because I follow all requirements and rules.
- At me bigger, than at others, experience and so forth People with an internal reference are more closed, closed by
, the word “ are closed “ here does not approach. People with an external reference are easily inspired and give in to effect of crowd, it is easy to take them under the influence and patronage therefore, having defined type of a reference of your interlocutor, you can learn about a possibility of management of People meet the mixed type of a reference most often, these people are capable both to the same actions, and to a creative when it is necessary.
Creative person or not? How to define it? Ask a question of approximately following maintenance: “ How you consider, the success of negotiations is in that to provide everything and to register, or in competent improvisation? “. The creative person will answer that in improvisation. whether
On the place of people in life, in work? If the person sees all the time bad, sees in all a negative - this person is ideal for work in supervisory authorities (internal and external), but creative, responsible work on occupation of the new markets, a conclusion to the market of new products, training of new employees are taboo subjects for its work.
A what relation at the person to life? Ask a question of its failures. Pessimists, as a rule, on a question: “ Whether you Had failures? “ answer: “ Yes, were “ also begin to tell about them. Optimists, self-assured people answer: “ Yes, were, but progress was much more “.
What the person avoids, is afraid, does not love? It is defined by thoughtfulness at answers to questions, frequent use of particles “ not “ and words “ is not present “.
How to check the relation of the person to thefts, kickbacks and so forth? It is possible to ask a question with a request to analyse work of the secretary. To the secretary charged to choose suppliers of stationery. It found the supplier A and the supplier B. Absolyutno identical conditions. The B - offered kickback. How to be? If the employee tells what needs to be bought in And or in B - to ask the comment. Any answer will be normal, finally, the company lost nothing. But it in this case, and in others is rather disputable, the employee how exactly will arrive. The most right answer will be: to buy from B and to give kickback to cash desk is the fulfilled bonus scheme which many companies use. whether
Is ready the person potentially to any work or cooperation? The usual question on a subject is set, for example: “ You WELL are able to work in Microsoft Project? “. If in the answer sounds “ In principle and “ that is some uncertainty. The person is potentially not ready.
How to estimate tempo of speech of the person? It is especially important in negotiations. Catch usual tempo of speech of the interlocutor. As soon as it is slowed down - the person, most likely, lies as soon as he increases - the person gives house preparations.
Everything that I described, will help you to define - WHO is HE, your interlocutor, and it is not important, this is your client or the partner, the friend or the acquaintance. Knowing character and a possibility of behavior of the person in various situations, you can predict his actual steps in relation to you which you - where will be able to press, and to recede somewhere in the future to receive what you try to obtain.