3. Distance Separately, it is worth mentioning the psychological distance. The topic is important and painful. Why is this? Because by providing the necessary distance, you create an aura of comfort for the client, which is not bad in itself. In such an aura, you can already push more freely

Chapter 6 Management in Russian: the distance of power How good: THE POWER IS FAR FROM US! We are closer to the kitchen and away from the authorities. How great! We do not go to power and do not take part in our destiny. It's been that way for a long time. At first, we were ruled by the "Rus" - that is, the Vikings. Then

Chapter 2 Another "Russian way". Power Distance as a Basis for Our Development Chuck, Yoho, Steve, Zet and Russian are sitting and talking. drive! That's

Distance Distance (or difference) is the opposite of common values ​​and reliability. The greater the distance between two people, the less they trust each other. The main types of distance: the difference between our words and thoughts; the difference between our words and

Lesson 2. Organization of the spatial environment

A person always tries to subjugate the small space surrounding him and perceives everything in this space as part of himself or his property.

There are four proximity zones in speech communication:

· 350 cm or more – public (open) area (distance preferred when interacting with big group people, with a mass audience);

· 120 cm - 350 cm – social zone (the distance at which we keep from people we do not know very well or are completely unfamiliar, as well as when interacting with small group– 15+ – 7 people);

· 45 cm - 120 cm - private area (normal communication processes between business partners);

· 45 cm or less - intimate area (in business interaction, it is not customary to invade someone else's intimate zone).

If a person does not feel the communicative space, he is almost certainly mentally ill. Very often people enter into a state of nervous stress because their territorial claims are violated.

The physiological aspects of the space include such components as the presence of chairs, lighting, equipment, sources of electricity, etc. Seating places should be so equipped and so installed that the light does not fall into the eyes and that everyone can see all visual aids clearly.

But a person not only transfers himself in space along with his field, he also, as it were, leaves this field in those places where he often visits. It is very important for the person himself that he understands where his place is in the house or office, but it is equally important to understand where the places of other family members or colleagues are.

In business communication, it is of great importance to use the opportunities to sit at the table exactly where it is important for achieving goals or convenient. What kind of information can be "read" by watching how they sit down business people?

1. The corner position is most suitable for a friendly, relaxed conversation, although it is also possible for a business conversation, for example: a doctor - a patient, a leader - a subordinate. The position promotes constant eye contact and creates conditions for gesticulation that does not interfere with the partner, allows you to watch each other. The corner of the table serves as a partial barrier: in the event of a confrontation, you can move further away; in a situation of mutual understanding, you can get closer; there is no territorial division of the table.

2. This position is suitable for direct business interaction. When a task or problem is being solved together, people need to sit side by side in order to better understand each other's actions and intentions, see the materials being analyzed, discuss and develop common solutions.

3. The position of business partners against each other creates an atmosphere of rivalry, in which each of the participants takes a tough line, defends his position, tries to beat the business partner. The table between them becomes a kind of barrier. It is extremely difficult to reach an agreement with such a position at the table, even a compromise is difficult, but a conflict is quite possible.

On the other hand, such a position may indicate subordination. The conversation should then be short and specific. This is how they sit down at the negotiating table: then it means an equal position and can contribute to constructive communication.

4. In certain situations of business communication, it is advisable to take an independent position, that is, diagonally across the table. This position is typical for people who do not want to interact. It indicates a lack of interest or a desire to go unnoticed, for example, at a business meeting, seminar, etc.

The shape of the table also matters:

· square table promotes relations of competition and rivalry between people of equal status;

· behind rectangular table at a meeting of partners of the same social status, the place where a person sits facing the door is considered dominant;

· round table creates an atmosphere of informality and ease.

Questions for self-control

1. How do you understand the expression "program space"?

2. What does the organization of the spatial environment mean?

3. How are the goals of business interaction reflected in the organization of the spatial environment?

4. What are the positions at the table, what can they indicate?

Test 1 "What do facial expressions and gestures tell you"?

1. Do you think that facial expressions and gestures are:

a) spontaneous expression of the state of a person at a given moment;

b) addition to speech;

c) "treacherous" manifestation of our subconscious.

2. Do you think that in women the language of facial expressions and gestures is more expressive than in men?

c) I don't know

3. How do you greet good friends?

a) you joyfully shout "Hello!";

b) a hearty handshake;

c) lightly hug each other;

d) greet them with a restrained hand movement;

d) Kiss each other on the cheek.

4. What facial expressions and what gestures, in your opinion, mean the same thing all over the world? Give three answers:

a) when they shake their heads

b) when they nod their heads;

c) when they wrinkle their nose;

d) when they wrinkle their forehead;

e) when they wink;

e) when they smile.

5. What part of the body is the most expressive?

a) feet

d) shoulders.

6. Which part of your face is the most expressive in your opinion? Give two answers:

e) corners of the mouth.

7. When you walk past a shop window that shows your reflection, what do you notice about yourself first?

a) how your clothes fit;

b) a hairstyle;

c) walking

d) posture;

d) nothing.

8. If someone, while talking or laughing, often covers his mouth with his hand, in your mind this means that:

a) he has something to hide;

b) he has ugly teeth;

c) he is ashamed of something.

9. What do you first of all pay attention to in your interlocutor?

a) on the eyes

b) on the mouth;

c) on the hands;

d) posture.

10. If your interlocutor, talking to you, looks away, this is a sign for you:

a) dishonesty;

b) self-doubt;

c) gathering.

11. Is it possible to recognize a typical criminal by appearance?

c) I don't know.

12. A man speaks to a woman. He does this because:

a) the first step is always taken by men;

b) a woman unconsciously makes it clear that she would like to be spoken to;

c) he is courageous enough to risk getting a turn from the gate.

13. You have the impression that the person's words do not correspond to the "signals" that can be caught from his facial expressions and gestures. What do you believe more?

a) words

b) "signals";

c) he will generally arouse suspicion in you.

14. Pop stars present to the public "gestures" that are clearly erotic in nature. What do you think is behind this?

a) just a hoax

b) they “turn on” the audience;

c) it is an expression of their own mood.

15. You watch a scary detective film alone. What is happening to you?

a) I look completely calm;

b) I react to what is happening with every cell of my being;

c) I close my eyes during particularly scary scenes.

16. Can you control your facial expressions?

c) only some of its elements.

17. In intense flirting, you "explain" mainly:

a) eyes

b) hands;

c) words.

18. Do you think that most of our gestures ...

a) “peeped” from someone and memorized;

b) are passed down from generation to generation;

c) are inherent in us by nature.

19. If a person has a beard, this is a sign for you:

a) masculinity;

b) the fact that a person wants to hide the features of his face;

c) that this guy is too lazy to shave.

20. Many people claim that the right and left sides of their faces are different from each other. Do you agree with this?

c) only in the elderly.

Answers

1. a - 2, b - 4, c - 3

1. a -1, b - 3, c - 0

2. a - 4, b - 4, c - 3, d - 2, e - 4

3. a - 0, b - 0, c - 1, d - 1, e - 0, f - 1

4. a – 1, b – 2, c – 3, d – 4, e – 2

5. a - 2, b - 1, c - 3, d - 2, e - 3, f - 2

6. a – 1, b – 3, c – 3, d – 2, e – 0

7. a - 3, b - 1, c - 1

8. a - 3, b - 2, c - 2, d - 1

9. a - 3, b - 2, c - 1

10. a - 0, b - 3, c - 1

11. a - 1, b - 4, c - 2

12. a - 0, b - 4, c - 3

13. a - 4, b - 2, c - 0

14. a - 4, b - 0, c - 1

15. a - 0, b - 2, c - 1

16. a - 3, b - 4, c - 1

17. a - 2, b - 4, c - 0

18. a - 3, b - 2, c - 1

19. a - 4, b - 0, c - 2

77–56 points- you have excellent intuition, you have the ability to understand other people, you have observation and flair. But you rely too heavily on these qualities in your judgments, words are of secondary importance to you. Your "sentences" are too hasty, and therein lies the danger. Correct for this, and you have every chance of learning to perfectly understand people. But this is important both at work and in personal life, do you agree?

55–34 points- you give a certain pleasure to watch other people, and you interpret their facial expressions and gestures well. But you still do not know how to use this information in real life, for example, in order to properly build their relationships with others. You tend to take literally the words spoken to you and be guided by them.

Test 2

1. Physiognomy is:

a) the science of the structure of the human face;

b) the science of the relationship of facial features with the human psyche;

c) the science of the relationship between physique and psyche

(Choose one answer).

2. F. M. Dostoevsky said: "Beauty will save the world." What are the grounds for such an assertion?

a) beautiful things are pleasant to look at, and the feeling of pleasantness is positive emotions that prolong life;

b) because what is beautiful in a person is that which contributes to his better adaptation to the world around him;

c) this statement is just a metaphor, in fact the existence of the world is not connected with whether a person is handsome or ugly;

d) it would be better to say not “beauty will save the world”, but “beauty in man will save humanity from extinction”

(Choose two answers).

3. Classically beautiful in a woman are:

a) thick hair

b) thin fingers;

c) long legs;

d) strong arms

(Remove the wrong answer).

4. Classically beautiful in a man are:

a) long eyelashes;

b) muscular arms;

c) slightly arched back of the nose;

d) muscular neck;

e) powerful chin

(Remove the wrong answer).

5. Classically beautiful in any person is that:

a) pleasing to the eye

b) expedient (was or is);

c) attracts to a person;

d) is considered beautiful;

e) everyone has their own understanding of "beautiful"

(Choose one answer).

6. Why do women wear red (or close to red) lipstick?

a) to be beautiful;

b) to attract men;

c) lips are the most sensitive part of the face;

d) to show their health;

e) to please others;

e) because it is so

7. Why is it that what was once considered expedient (for example, thick eyelashes), but now has lost this expediency, still belongs to the concept of “classically beautiful”?

a) this shows the inertia of people's thinking;

b) the usual result of a long fixation in the subconscious of a reflex connection;

c) this is how the human psyche works;

d) because of the conservatism of people

(Choose the most accurate answer).

Answers 1 - in; 2 – b, d; 3 - d; 4 - in; 5 B; 6 - d; 7 - b

Test 3

1. Which of the two actors would the film director most likely take on the role of a dynamic, active, agile, “nimble” hero?

a) an actor of very high stature;

b) the actor is below average height.

2. Why do viewers (the majority) have an attitude to the connection of a person's height with such a feature of his psyche as mobility?

a) because this connection reflects reality;

b) this connection has no real basis, but is transmitted from generation to generation as some kind of myth;

c) because they feel this connection from their own experience

(Choose one answer).

3. Why, when guests come, do small children “get in front of your eyes”?

a) the installation for self-affirmation is realized;

b) because the children are not yet sufficiently educated;

c) in order to receive some gift from the guests;

d) because all children love noisy companies, although they are always aware of this;

e) because they are small and afraid that they will not be noticed (without realizing it)

(Choose two answers).

4. Why are tall people less mobile than short people?

a) fear of hurting someone;

b) they do not have enough space in the room, which is always less for them than for other people;

c) they have a weaker need for self-affirmation;

d) to establish themselves it is necessary to be noticed, but they have no problem with the latter

(Choose one answer).

5. How is the concept “ small man» conscious and subconscious?

a) in the mind “little man” means: only of small stature;

b) in the subconscious "little man" means: only small in stature;

c) in the mind "little man" means: only socially low status;

d) in the subconscious "little man" means: only socially low status;

e) in the mind "small person" means: this person is both small in stature and "small" in socially(consciousness does not separate these concepts);

f) in the subconscious mind, “little person” means: this person is both small in stature and “small” in social terms (the subconscious mind does not separate these concepts)

(Choose one answer).

6. What is most likely to be expected from a visitor of small stature?

a) that he will speak very quickly;

b) that he is most likely not very smart;

c) that he may seek dominance;

d) that, most likely, he will have to be stimulated to activity;

f) that he is more likely to speak expressively and louder than most people

(Remove two incorrect answers).

7. There is no connection between a person's height and his social status. This thought:

a) rather their own, in the minds of people, and not in their subconscious;

b) most likely, in the subconscious of people, and not in their minds;

c) is equally represented both in the minds of people and in their subconscious.

8. Why does the expression "thin person" have two meanings: "thin" and "bad"?

a) a very "thin person" in the literal sense - more often sick than healthy. Hence the second meaning - "bad" ("sick");

b) such is the psychology of people;

c) so it is accepted in Russian;

d) sluggish chronic diseases are usually accompanied by weight loss and irritability;

e) one of the meanings of “thin” is “leaky”.

9. You have a visitor at the reception - a very thin person (they say about this: “One skin and bones”). What is your tactic for talking to him?

a) active, energetic;

b) caring, gentle;

c) as with ordinary people;

d) cautious;

e) funny (more humor, jokes)

(Choose two answers).

10. Is it possible to change something in the constitution (physique) of a person with just words (suggestion)?

b) no.

11. Is it possible to change something in the human psyche (some of his attitudes, etc.) by physical exercises alone?

b) no.

12. Why does a soldier need drill training, because fighting (the main task of a soldier) and marching beautifully are not the same thing?

a) combat training in the modern army is the result of a thoughtless transfer to modern conditions drills from past centuries;

b) combat training strengthens the spirit of a warrior, a sense of self-confidence, etc.;

c) combat training changes the psyche, forming an attitude towards invincibility;

d) combat training strengthens the muscles of the body, which makes the warrior hardy

(Choose two answers).

13. You had to talk to a "hunched back". What is your tactic?

a) be patient, because aggression can often be expected from such a person;

b) show your attention to this visitor;

c) behave like ordinary people;

d) be the most energetic, active;

e) tactics of compassion, goodwill;

f) dominance tactics

(Choose two answers).

14. The body of your interlocutor is turned towards you. For you, this is most likely:

a) "plus-reaction";

b) "minus-reaction";

(Choose one answer).

15. The body of your interlocutor is somewhat turned away from you. For you, this is most likely:

a) "plus-reaction";

b) "minus-reaction";

c) either "plus" or "minus" - depending on other signs

(Choose one answer).

Answers

Test 4

1. "The eyes are the organ of vision." Does this statement fully reflect the function of this sense organ?

b) no.

2. When do we squint our eyes to make them small?

a) only when we want to consider something;

b) only when we look at a person with contempt;

c) when we look with contempt or want to consider something;

d) whenever we declare our love;

e) whenever we look at something with interest

(Choose one answer).

3. Why are deep-set eyes perceived negatively?

a) because deep eye sockets are characteristic of emaciated people, that is, for patients;

b) because such people are always negative towards others;

c) the same explanation as the explanation of the connection "thin - bad";

d) because at the same time the look goes, as it were, from under the eyebrows

(Remove the wrong answer).

4. If your interlocutor, when talking with you, almost constantly looks at you, this means:

a) you like him;

b) he has a negative attitude towards you;

c) he is indifferent to you;

d) you are interested in him

(Remove the wrong answer).

5. If, in a normal conversation that does not require much intellectual effort, you rarely catch the eye of your interlocutor, then there is reason to regard this as:

a) "plus-reaction";

b) "minus-reaction";

(Choose one answer).

6. If your interlocutor, during a normal conversation that does not require much intellectual effort, looks at you almost continuously all the time, there is reason to regard this as:

a) "plus-reaction";

b) "minus-reaction";

c) either "plus" or "minus" - depending on other signs

(Choose one answer).

7. During a business conversation, you noticed that your interlocutor for some reason stopped looking at you. This is because:

a) he solves some difficult problem;

b) he has difficulty processing your information;

c) he lost interest in you (in your idea);

d) he is passionate about your idea;

e) he began to experience negative emotions towards you;

e) he feels guilty

(Remove the unlikely answer).

8. Is your partner's interest in you always a "plus-reaction"?

b) no.

9. In a normal conversation that does not require much effort, your partner will direct his eyes to you more often when:

a) he will speak and you will listen;

b) he will listen and you will speak;

c) depending on. What is easier for him in this dialogue - to speak or listen

(Choose one answer).

10. Why is a sideways glance perceived negatively?

a) because it indicates the insincerity of the speaker at the moment;

b) because there is a dissonance between the direction of the gaze and the direction of the head;

c) because it looks like a strabismus

(Choose one answer).

11. When do people exchange glances more often?

a) in a serious conversation;

b) with a light conversation.

Answers

Test 5

1. Psychologists say that in any message there are two types of information - textual (what is intentionally transmitted) and personalized (about the author himself, about his personality). Does this statement hold true in relation to written speech?

b) no.

2. The hand is usually considered either as a "part of the body" or as a "tool". Are there other functions of the hand?

b) no.

3. Why is it difficult to speak (or talk while standing) with your hands down (hanging freely)?

a) because it contradicts the "grasping" function of the hands;

b) because it contradicts the anatomical features of the muscles of the hands;

c) because it is contrary to the ingrained habit of people to hold something in their hands

(Choose one answer).

4. When a person talking with someone, hands down will not cause a feeling of discomfort, a feeling of awkwardness:

a) when he will be very involved in the conversation;

b) when he will be absolutely indifferent to this conversation.

5. Why should children not be required to keep their hands at their sides when performing?

a) because it will correspond to an unnatural position of the hands;

b) because it is not an army;

c) because you should not limit the mobility of children at all

(Choose one answer).

6. The man spread his arms to the sides. Is it always a sign of aggression, dominance, seizure of territory?

b) no.

7. Someone, holding out his hands towards you, says that he is glad to see you. You paid attention to the position of his palms at the same time - they were turned slightly downward. So you concluded:

a) this gesture is associated with his words and one should believe that he is really glad to see me;

b) this gesture contradicts his words and one should refrain from trusting these words.

8. A sluggish handshake is most likely talking about:

a) indifference

b) insincerity;

c) carelessness;

d) internal weakness;

hidden aggressiveness

(Choose two answers).

9. Your colleague extended his hand to you for a handshake. You looked and found: palm down. For you it is:

a) "plus-reaction";

b) "minus-reaction";

d) means nothing

(Choose one answer).

10. Your colleague extended his hand to you for a handshake. You looked and found: palm down. For you it is:

a) "plus-reaction";

b) "minus-reaction";

c) either "plus" or "minus" - depending on other signs;

d) means nothing

(Choose one answer).

11. Your boss extended his hand to you for a handshake. You looked and found that the palm is upright. For you it is:

a) "plus-reaction";

b) "minus-reaction";

c) either "plus" or "minus" - depending on other signs;

d) means nothing

(Choose one answer).

12. Why is it considered indecent, when talking with an interlocutor, to keep your hands in your pockets?

a) because hooligans do it;

b) in order not to demonstrate their independence, invulnerability;

c) because it is prohibited by diplomatic protocol;

d) because they may think that you are an ill-mannered person

(Choose one answer).

13. "Front big lock" - is this?

a) a sign of alienation from the situation;

b) a sign of defense.

14. If your partner moved his hands to the “front big lock” during the conversation, then there is a possibility that:

a) he did not like something;

b) he just got tired of everything;

c) it does not work out as planned;

d) he decided to be aggressive

15. Hands involuntarily moved to the "rear lock". This most likely indicates:

a) self-confidence;

b) a sense of guilt;

c) the need for a "straw";

d) energy

(Remove the wrong hypothesis).

16. The interlocutor has legs crossed and in your direction. There is every reason to believe that for you it is:

a) "plus-reaction";

b) "minus-reaction";

c) either "plus" or "minus" - depending on other signs;

d) means nothing

(Choose one answer).

Answers

THE FIRST PRACTICAL LESSON ON THE PMT METHOD The first practical session of the PMT. For ease of learning, all the muscles of the body are divided into five groups: the muscles of the arms, legs, torso, neck and face. Imagine that you are in a room where five large lamps hang, and in the corner there is a faint glow