How to eliminate employees’ alertness in a timely manner?

[Classic Review]

In order to make their own persuasion more effective, managers can timely eliminate the other party's alertness, which can often act as a catalyst for the success of the entire persuasion process. effect. Especially when the person you are persuading has a stubborn opinion, you will often hit a wall when you explain your point of view directly. In this case, it is best to use this method.

In fact, to eliminate the other party's wariness in a timely manner means to divert the other party's attention away from his sensitive issues, take a detour, and then return to the main topic. This can eliminate the other party's wariness. Avoid deadlock.

Just as Carnegie warned people: "When talking to others, let the other party accept your point of view. Don't discuss the issues that the two parties are inconsistent with first, but first emphasize and repeatedly emphasize the things that you agree on. Let the other party accept your point of view. Say 'yes' and 'right' from the beginning, and don't let the other party say 'no' at the beginning."

[Case Analysis]

There is a "sister". When a (female taxi driver) sent a young man to a designated location, the other young man took out a sharp knife and forced her to hand over all the money. She pretended to be scared and handed the gangster 300 yuan and said, "I only earned so much today, don't you think it's too much?" I’ll give you the change, too.” After that, he took out another 20 yuan for change.

Seeing "Sister" being so cheerful, the gangster was a little dazed. "De's sister" took the opportunity to say, "Where do you live? I'll take you home. It's so late, your family should be anxious." Seeing that "De's sister" was a woman and didn't resist, the gangster put away the knife. , and asked "Sister" to take him to the train station.

Seeing that the atmosphere was relaxing, "Sister" lost no time in enlightening the gangsters: "My family used to be very difficult, and we didn't have any skills. Later, I learned to drive from others and started this business. Although I make money It’s not much, but I’m living a good life. Besides, I have to make a living by myself. Who can laugh at me if I’m poor?” Seeing the gangster’s silence, “Sister” continued: “Well, a man’s limbs are sound and he can do anything. No matter what, your life will be ruined if you take this road." When I arrived at the train station, I saw the gangster was about to get off, and "Sister" said again: "My money is just to help you, use it to do something serious, and don't do it again in the future. This is such a shameful thing." After hearing this, the gangster burst into tears. He stuffed more than 300 yuan into "Sister's" hand and said, "Sister, I will never do this again until I die of hunger." After that, he lowered his head and left.

In this case, "Sister" typically used the technique of eliminating alertness and finally achieved the purpose of persuasion.

[Skillful Tips]

How to eliminate employees’ alertness?

Being sincere is the basis for eliminating employees’ wariness, and paying attention to art is the key to eliminating employees’ wariness.

1. Be sincere

Have a sincere heart. The most important thing for people to know each other is knowing each other, the most important thing about knowing each other is heart-to-heart communication, the most important thing to know each other is having heart, and the most important thing to have heart is sincerity. To win the hearts of employees, managers must first have a sincere heart. In real life, people always long for the kind of interpersonal relationships of mutual trust and mutual understanding, because trust is the basis for establishing good interpersonal relationships, and mutual trust comes from each other's sincerity. Psychological analysis expert Colom said: "People who don't often trust others are not often loved by others." In other words, if you want to win people's hearts, you must first trust people and have a sincere heart. Human hearts are sensitive and emotions are interconnected. People only like those who like them and trust those who trust them. Act sincerely, trust others, and do not doubt the sincerity of others. Only in this way can managers eliminate their guard in the process of communicating with employees, create interactions, arouse enthusiasm, and achieve the effect of co-frequency vibration.

2. Pay attention to art

Maslow believes that security needs are basic human needs. In addition to material security, psychological security is more important. Security needs are inherent, innate, and subconscious in human beings. Its existence causes people to have a deep defensive psychology, making people suspicious, timid, and fragile.

Therefore, vigilance is a subconscious behavior of people, which has the characteristics of "on the verge of breaking out" and is difficult to eliminate once it is formed. In order to nip employees' alertness in the bud, managers must also pay attention to the application of the art of communication.

1. Change direct expression to subtle expression. Alertness is a deep-seated psychology of a person, which is not easily revealed on the outside, but it controls people's thinking. To eliminate the defensiveness, we cannot accuse the other party directly, "Don't doubt me! Don't be wary of me, I am very sincere." This kind of statement will only make the other party retreat further. There is a theory in psychology called "reverse psychology". The harder you try to force a thought into the subconscious of others, the greater the resistance this thought will encounter. Eliminating vigilance in a direct way will often only have the opposite effect. For this reason, in order to eliminate the vigilance, it must be subliminally eliminated through the influence of the subconscious mind.

2. Change "carefully prepared" to "accidentally talk about". To guard against future problems, we must avoid giving employees the impression of careful preparation. Instead, we should strive to show a nonchalant attitude and create accidental situations. In this way, employees will think that your expectations are not urgent, have no clear purpose, and are just thought of accidentally, so they will not feel wary.

3. Transform persuasive education into ideological enlightenment. While using traditional theories and advanced concepts to enlighten employees, we also pay more attention to using living examples around us and even our own personal experiences to inspire employees, so that employees can "understand" the truth through other people's experiences and lessons. Sometimes, in order to enhance your persuasiveness and not arouse the other party's wariness, you can temporarily put yourself on the same line as the other party, or even use your own experience and lessons of "walking through the city" to get closer to the other party, and then look for breakthroughs and entry points.

4. Transform condescension into equal communication. Differences in location are most likely to make employees wary. Managers should pay attention to the form of communication when communicating with employees, and should pay attention to changing condescending paternalistic communication into brotherly communication that promotes knee-jerk communication. When it comes to choosing communication occasions, managers should step out of the office and get into the reality of employees’ work and life. Managers must be good at seizing opportunities for employees to communicate in a timely manner during walks, breaks, gatherings, chatting, and other scenes of employees’ daily work and life. Because this kind of communication occasion can make the other party feel relaxed, easily enhance emotional integration, and is more conducive to problem solving, employees can be free and psychologically calm.

Eliminating employees’ alertness is a very subtle art. Only by continuous accumulation and exploration in work practice can we flexibly master and use it freely, and achieve real results in communication.