Bine ai venitla seminarul Process Communication Management

O strategie de comunicare

Trainer: Alexandra Sava

PCM scurt istoricPCM a avut la origine un model clinic numit Miniscript, dezvoltat de Dr.Taibi Kahler, psiholog de talie internaional.

1977 Taibi primete The Eric Berne Memorial Scientific Award pentru cea mai important descoperire tiinific n domeniul psihologiei.

1978 Taibi este invitat la NASA s participe la procesul de selecie a astronauilor. Cu ajutorul NASA, conceptele sale sunt traduse n termeni comportamentali.

1981 ca urmare a solicitrilor primite de la CEOs, Taibi traduce modelul n termeni de management i dezvolt modelul comercial cu aplicaii n management, vnzri, selecia i motivarea personalului, team building, .a.

Astzi Kahler Communications

Sediul n Little Rock, ArkansasPeste 1000 traineri n lumeReprezentane n Europa (KCE), Canada, Asia & South America

*Process Communication originated from a clinical model developed by Dr. Taibi Kahler called the Miniscript. Dr. Kahler is a world renowned and internationally recognized clinical psychologist. His company is headquartered in Little Rock, Arkansas. His work is focused on the how of communication between people. In 1972, Taibi researched and published his work regarding this means for rapid diagnosis and treatment. As a result, in 1977 he received the Eric Berne Memorial Scientific Award for the most important scientific discovery that year in his field of psychology.This award was given by the International Transactional Association and was conferred by 10,000 of his colleagues in 52 countries. Psychologists and psychiatrists using Dr. Kahlers concepts were able to significantly reduce treatment time.In 1978 Dr. Terry McGuire, the consulting psychiatrist at NASA for the space program, asked Taibi to sit in on the astronaut selection interviews. With NASAs involvement, Dr. Kahler translated the concepts into behavioral terms. As a result of his work with NASA and the Berne Award he was invited to speak all over the world.CEOs saw the value in the concepts as a management tool and asked him to translate the concepts into management terms. He did and went commercial in 1981. The various forms now range from selection to placement, from motivation to improved personal relations, from sales to service, and much more. Today Kahler Communications has certified more than 1000 trainers in the Americas, Europe, and Asia. There are affiliate offices throughout the world including Europe, Canada, Asia, South America and the Caribbean.

AgendaZiua 1

IntroducereThe OK CorralPercepii de bazStructura personalitiiPunctele forte ale caracteruluiZiua 2

Tipuri de interaciuniPri ale personalitiiCanale de comunicarePreferine de mediuNevoi psihologiceFaza personalitiiZiua 3

Comportamente de distressDrivere / mecanisme de aprareMti i Mecanisme de eecStrategii de intervenieRezolvarea conflictelorConectare, motivareEvaluare finalProfile personale

IntroducerePrezentare general a modeluluiPrincipii fundamentaleObiectiv generalCu putem mbunti comunicarea?

PCM doi piloni de bazFiecare persoan are caracteristicile a ase Tipuri de Personalitate iar acestea sunt ntr-o anumit ordine preferat.Felul CUM spunem ceva influeneaz probabilitatea ca oamenii s aud CE le spunem.

De ce suntem aici?Obiectiv general:

S mbuntim calitatea comunicrii.

Puncte cheie n PCMn PCM ne concentrm pe comunicarea unu la unuFiecare participant la comunicare este responsabil pentru 50% din procesToi sntem diferiiPunei n balan obiectivul personal i nr. de jokeri

Cum putem mbunti calitatea comunicrii?Pentru a mbunti procesul in ansamblu, putem:

Aciona asupra noastrInvita cealalt persoan n comunicare fcnd procesul confortabil

Cum putem mbunti calitatea comunicrii?Pasul 1 - EUCare e percepia mea asupra lumii?Ce m motiveaz?Cum m manifest n condiii de stress?

> Trebuie s neleg ce efect are asupra celuilalt stilul meu personal, natural de comunicare

Cum putem mbunti calitatea comunicrii?Pasul 2 EL / EACare este percepia sa asupra lumii?Ce l / o motiveaz?Cum se comport n condiii de stres?

> Trebuie s neleg comportamentul lui / ei, i stilul su natural de comunicare

Cum putem mbunti calitatea comunicrii?Pasul 3

Dac tiu cum comunic eu, dac neleg i identific cum comunic cellalt, pot s-mi individualizez comunicarea.

Modalitate de lucruDescriere general a modeluluiFiecare component a modelului este un instrument pentru mbuntirea comunicrii

Descoperim modelulObservaii asupra propriei persoaneObservaii asupra celorlaliCum obinem rezultate - combinnd instrumentele cu propriile observaii i rezultatele PPI

Obiectivul meuS v prezint informaiile ntr-un format clar, logic, structurat, astfel nct s nelegei modelul i valoarea instrumentelor pe care vi le oferS v ajut s v nelegei pe voi i pe ceilaliS v ajut s integrai modelul n comportamentul vostru i s-l folosii

Process Communication Model - SumarObiectiv general: s mbuntim calitatea comunicriiCum pot comunica mai bine? Invitnd cealalt persoan n comunicarePai:

Trebuie s m neleg pe mineTrebuie s-l neleg pe cellaltIndividualizez comunicarea

Exerciiu de bun venit

The OK Corral - Basic Life Positions

Percepii

PercepiiFelul n care oamenii primesc i proceseaz informaiaDr. Paul WareDr. Taibi KahlerEmoiiEmoiiGnduriGnduriOpiniiAciuniAciuneReacie (mi place sau nu )Inaciune sau reflecie

*Taibi and a psychiatrist named Dr. Paul Ware we conducting a marathon therapy session (24 hrs of continuous group therapy) in the early 70s. During one of the breaks, Dr. Ware told Taibi that he noticed people showed him one of three things feelings, thoughts or actions. Dr. Eric Berne firs postulated this, but Dr. Ware saw the importance of their order in treating a person. He found that if he responded to them with the same perception they showed him he was able to reduce treatment time and speed up their recovery.Taibi watched Dr. Ware during the rest of the session and saw that it really did work. He then went back to his own practice and started doing the same thing. He noticed that people showed one of six things. Some people showed feelings or emotions first. Then he noted that those who perceived the world through thoughts broke into two categories: thoughts and opinions.He found that Actions broke into 3 categories: inaction or reflection, reaction (likes and dislikes) and action.Subsequent research showed that there were six, mutually exclusive perceptions.

The basis of the six Personality types came from Taibis discovery of Drivers defense like mechanisms in late 1969, and his subsequent research of 1970-1972 which resulted in the identifying of 6 discrete patterns of personality behaviors.This is the basis of the six perceptions how people take in and process information. Taibi called these six ways of seeing the world Perceptions.

Percepiile de contactFiecare dintre noi vede lumea nconjurtoare n cel puin ase moduri diferite prin intermediul:Acestea nu snt doar filtre prin care cunoatem lumea, ele devin modul n care intrm n contact cu ceilali i preferm ca ceilali s intre n contact cu noi. Fiecare dintre noi are o percepie sau preferin de baz care se refer la CUM ar trebui s transmitem coninutul a ceea CE spunem. GndurilorEmoiilor OpiniilorRefleciilor AciunilorReaciilor (ce ne place i ce nu)

*Aceasta este baza celor ase percepii felul n care oamenii primesc (take in) i interpreteaz (proceseaz) informaia.Taibi anumit aceste ase feluri de a vedea lumea Percepii.

Cheia succesului i a prosperitii este...

... s munceti din greu, s gndeti limpede, s fii logic i s-i structurezi timpul. (Gnduri)... s fii contiincios, s respeci regulile, s ai standarde morale nalte i s faci bine omenirii. (Opinii)... s ii la oameni, s ii cont de sentimentele lor i s ncerci s nu superi pe nimeni. (Emoii) ... s reflectezi i s nu te entuziasmezi pentru nimic. Este important s petreci ceva timp singur n fiecare zi reflectnd asupra vieii i a existenei noastre . (Inaciune) ... s fii tu nsui, s faci ceea ce vrei, s te distrezi i s fii creativ. (Reacii)... s faci lucruri incitante, s fii fermector i convingtor i s ai grij n primul rnd de propriile interese. (Aciune)

*

Percepie de baz - GNDURIValorizeaz faptele.

Vd lumea prin identificarea i categorizarea oamenilor i a lucrurilor.

Preuiesc datele i informaiile.Moneda lor este logica.Limbaj perceptual GNDURI:

M gndesc... Ce opiuni... Asta nseamn c... Cine Ce Cnd Unde Fapte Informaii Date Orar / termene

Percepie de baz - OPINII Valorizeaz ncrederea.

Vd lumea prin evaluarea oamenilor i situaiilor raportat la un sistem de valori.

Preuiesc loialitatea i druirea.Moneda lor este reprezentat de valori.Limbaj perceptual OPINII (valori):

Dup prerea mea Ar trebui Eu cred ...respect ...valori admiraie angajament dedicaie ncredere

Valorizeaz relaiile.

Privesc lumea prin ceea ce simt fa de oameni i situaii.

Preuiesc familia i prietenia.Moneda lor este compasiunea.Limbaj perceptual EMOII (compasiune)

Eu simt M simt comfortabil cu... Eu in la... mi pas...fericit ...trist iubesc... ...apropiatPercepie de baz - EMOII

Moneda lor este imaginaia. Percepie de baz - INACIUNE

Valorizeaz direcia.

Privesc lumea prin reflecii asupra a ceea ce se ntmpl.

Preuiesc solitudinea i spaiul privat.Limbaj perceptual INACIUNE (imaginaie)

Am nevoie de timp s reflectez... Atept mai multe indicaii Stau deoparte Cu pai mruni Spaiu privat Nu vreau s fac valuri

Umorul este moneda lor. Valorizeaz distracia.

Privesc lumea prin reacia lor fa de oameni i situaii: ce le place sau le displace.

Preuiesc spontaneitatea i creativitatea.Limbaj perceptual REACII (mi place / mi displace)

Wow mi place Nu-mi place Ursc Nu vreau [expresii haioase, argou]Percepie de baz - REACII

Moneda lor este farmecul personal.Valorizeaz iniiativa.

Vd lumea prin trirea situaiilor i provocarea Aciunii.

Preuiesc adaptabilitatea i auto-suficiena.Limbaj perceptual ACIUNI (farmec personal)

F lucrurile s mearg Hai la treab Destul cu vorba F tot ce poi Ceea ce conteaz (the bottom line...) Percepie de baz - ACIUNE

Cum s identificm tipul de personalitate prin percepiiDe cte ori vobim, ne exprimm printr-un limbaj perceptual.

Noi toi avem aceste 6 tipuri de limbaj perceptual la dispoziie, ca i cum am avea un imobil cu ase apartamente la 6 etaje diferite.

Sunt 6 etaje, fiecare cu o percepie despre lume. Liftul ne poate duce la oricare etaj. Cu ct subiectul e mai important, cu att e mai probabil s foloseti una din percepiile de baz.

Exerciiu Identificarea percepiei de bazScopul acestui exerciiu este de a asculta indiciile modului n care o persoan privete lumea. Astfel vei afla care e percepia de baz, i prin urmare Tipul de Personalitate.

Formai grupe de 4 persoane.Alegei 2 Actori i 2 Observatori.Alegei un subiect fierbinte sau controversat.Cei doi Actori dezbat subiectul ales aproximativ 5 minute.Fiecare Observator i alege un Actor. Folosii pagina 6 din manual pentru a ine evidena expresiilor, secund cu secund, care semnaleaz o anume percepie de baz. Dup cinci minute, Observatorii dau feedback Actorilor. Identificai percepia personal. Schimbai rolurile.

Atenie! Observatori nu v lsai sedui de coninut. Sarcina voastr este s urmrii CUM spun Actorii (procesul) ceea CE spun (coninutul).

*When discussing an important topic or presented with a challenging stimulus, we are more likely to move to our base personality and filter the situation through our favorite or strongest perception.Voi observatorii aveti propriile voastre opinii, sentimente, ganduri, etc. Sa transmiteti actorilor dar nua asta e sarcina voastra. Voi trebuie sa monitorizai doar procesul.Observatori daca nu notati ceva la fiecare cateva secunde, ati fost sedusi de cntinut.

Percepii de contactCunoscnd percepia de baz a unei persoane ai oportunitatea de a cunoate acea persoan

Percepiile ne ofer o modalitate de a-i contacta pe ceilali artndu-ne CUM s spunem ceea Ce spunem

Dac vrei ca ceilali s neleag ce spui, vorbete pe limba lor. Taibi Kahler

*

Exerciiu de contact prin percepiiFormai grupe de 6 persoane.

Fiecare grup alege un star care ncepe exerciiul.

Fiecare membru al grupului afieaz un ecuson cu un tip de personalitate.

STAR-ul spune o poveste (basm, reet, lecie) adresndu-se pe rnd fiecrei persoane din grup, n limbajul perceptual de pe ecusonul acelei persoane. Dup 30 sec. se adreseaz altei persoane, in limbajul perceptual afiat.

Dup ce STAR-ul s-a adresat tuturor persoanelor din grup, primete feedback de la acestea.

Se alege alt STAR, i se schimb ecusoanele. Exerciiul continu pn cnd fiecare persoan a fost STAR.

*Dac m duc in China, ar fi util sa invat limba chinez.Odat ce nvai s ascultai cu atenie pentru a identifica limbajul perceptual pe care-l prefer interlocutorul, vei fi mai eficace in comunicare daca foloseti acelai limbaj.Dac vrei ca oamenii s te neleag mai bine. TREBUIE S NVEI S VORBESTI PE LIMBA LOR (switch to their language).Iata un exemplu de so gnditor cu o soie simitoare:Soia: M simt att de ru...Soul: de ct timp mai exact te simi ru? (mesajul psihologic este: analizeaz, pregtete planul, evalueaz planul, etc.

Soia: Nu stiu...Soul: Era ora unu sau ora doua?

Soia: Nu stiu...Soul: Draga, limba mica ear la cifra unu sau la cifra doi? (2nd degree distress)

Percepiile personalePag.16 din Key To MeComponenta 6 n Personality Pattern Inventory

Folosete limbajul perceptual al interlocutoruluiCum s devin un comunicator eficace?

*

*Process Communication originated from a clinical model developed by Dr. Taibi Kahler called the Miniscript. Dr. Kahler is a world renowned and internationally recognized clinical psychologist. His company is headquartered in Little Rock, Arkansas. His work is focused on the how of communication between people. In 1972, Taibi researched and published his work regarding this means for rapid diagnosis and treatment. As a result, in 1977 he received the Eric Berne Memorial Scientific Award for the most important scientific discovery that year in his field of psychology.This award was given by the International Transactional Association and was conferred by 10,000 of his colleagues in 52 countries. Psychologists and psychiatrists using Dr. Kahlers concepts were able to significantly reduce treatment time.In 1978 Dr. Terry McGuire, the consulting psychiatrist at NASA for the space program, asked Taibi to sit in on the astronaut selection interviews. With NASAs involvement, Dr. Kahler translated the concepts into behavioral terms. As a result of his work with NASA and the Berne Award he was invited to speak all over the world.CEOs saw the value in the concepts as a management tool and asked him to translate the concepts into management terms. He did and went commercial in 1981. The various forms now range from selection to placement, from motivation to improved personal relations, from sales to service, and much more. Today Kahler Communications has certified more than 1000 trainers in the Americas, Europe, and Asia. There are affiliate offices throughout the world including Europe, Canada, Asia, South America and the Caribbean.*Taibi and a psychiatrist named Dr. Paul Ware we conducting a marathon therapy session (24 hrs of continuous group therapy) in the early 70s. During one of the breaks, Dr. Ware told Taibi that he noticed people showed him one of three things feelings, thoughts or actions. Dr. Eric Berne firs postulated this, but Dr. Ware saw the importance of their order in treating a person. He found that if he responded to them with the same perception they showed him he was able to reduce treatment time and speed up their recovery.Taibi watched Dr. Ware during the rest of the session and saw that it really did work. He then went back to his own practice and started doing the same thing. He noticed that people showed one of six things. Some people showed feelings or emotions first. Then he noted that those who perceived the world through thoughts broke into two categories: thoughts and opinions.He found that Actions broke into 3 categories: inaction or reflection, reaction (likes and dislikes) and action.Subsequent research showed that there were six, mutually exclusive perceptions.

The basis of the six Personality types came from Taibis discovery of Drivers defense like mechanisms in late 1969, and his subsequent research of 1970-1972 which resulted in the identifying of 6 discrete patterns of personality behaviors.This is the basis of the six perceptions how people take in and process information. Taibi called these six ways of seeing the world Perceptions.*Aceasta este baza celor ase percepii felul n care oamenii primesc (take in) i interpreteaz (proceseaz) informaia.Taibi anumit aceste ase feluri de a vedea lumea Percepii.*

*When discussing an important topic or presented with a challenging stimulus, we are more likely to move to our base personality and filter the situation through our favorite or strongest perception.Voi observatorii aveti propriile voastre opinii, sentimente, ganduri, etc. Sa transmiteti actorilor dar nua asta e sarcina voastra. Voi trebuie sa monitorizai doar procesul.Observatori daca nu notati ceva la fiecare cateva secunde, ati fost sedusi de cntinut.*

*Dac m duc in China, ar fi util sa invat limba chinez.Odat ce nvai s ascultai cu atenie pentru a identifica limbajul perceptual pe care-l prefer interlocutorul, vei fi mai eficace in comunicare daca foloseti acelai limbaj.Dac vrei ca oamenii s te neleag mai bine. TREBUIE S NVEI S VORBESTI PE LIMBA LOR (switch to their language).Iata un exemplu de so gnditor cu o soie simitoare:Soia: M simt att de ru...Soul: de ct timp mai exact te simi ru? (mesajul psihologic este: analizeaz, pregtete planul, evalueaz planul, etc.

Soia: Nu stiu...Soul: Era ora unu sau ora doua?

Soia: Nu stiu...Soul: Draga, limba mica ear la cifra unu sau la cifra doi? (2nd degree distress)*