K nng thuyt phc

Thuyt phc l mt trong

nhng k nng quan
trng ca nhng ngi
thnh cng.
Phn ln cc hnh vi
giao tip ca con ngi
l nhm vo vic gy nh
hng, li cun v thuyt
phc ngi i din.
Mc du vy li c rt t
ngi c sinh ra cng
vi

nhng

nng

thuyt phc. ng ni hn na l trong s t nhng ngi c kh nng

thuyt phc bm sinh th li cng t ngi c th hiu r v gii thch
c nhng k nng ca mnh.
1. nh ngha:
Hiu theo ngha hp: thuyt phc l vic lm cho ngi khc thay i
hnh vi v hnh ng theo hng minh mong mun, t c mc
tiu ca mnh.

Hiu theo ngha rng: thuyt phc l vic bn gy c nh hng tch

cc ti ngi khc v thu ht, ku gi s hp tc ca h thc hin
cc mc tiu ca bn thay v bn phi t thc hin.
2. ngha:
Mt nghin cu cho thy 95% l do ng sau vic mua hng ca ngi
tiu dng l nhng quyt nh mang tnh v thc hay ni cch khc bn
thn ngi mua phn ln cng khng xc nh c mnh mua hng v
l do g. Mun thuyt phc phi hc uc cch t duy v s khng t
duy ca ngi i thoi.
Vic thuyt phc ngi khc nhm mc ch g l mt phm tr o
c. Vic thuyt phc c ngha rt ln trong vic hnh thnh cc mi
quan h bn vng, lu di trong cng ng v hnh thnh mng li
(networking).
Quan trng hn l khi nhng k nng thuyt phc c cng thc ho.
Khi cc yu t ca ngh thut li cun c phn tch rch ri thnh
nhng khi nim quy tc th ngi ta bng hiu ra rng tht ra con
ngi vn thng hnh ng theo bn nng hn l theo l tr. Do vy,
vic thuyt phc chnh l thc y cc hnh ng bn nng y theo
hng l tr mong i.
3. Cc bc thuyt phc
3.1 To s tin tng:
Lp lun r rng:

* Hy lm cho lp lun ca bn tht mch lc.

* Hy bt u sao cho ai cng mun nghe tip.
* Hy kt thc sao cho li n tng vi ng nghe.
Th hin c tnh u v nhc ca vn :
* Khng c tng hon ho, trnh by r mt u mt khuyt ca vn
l 1 cch cho i phng thy bn ag bn pha li ch ca h

Th hin tnh chuyn gia:

* nh vo tm l l chuyn gia ni th thng l ng

* Cc con s c th s tng tnh thuyt phc
T tin:
* Bn l ng ng h trung thnh nht ca chnh bn
* Mt cht ngp ngng c th lm bn mt im trong con mt ng b
thuyt phc

Th hin s hp l:

* ng b ta c cu ni c l th ng ta mi tin
* Trong kinh doanh, yu t logic c nh gi rt cao, v vy hy trnh
by tng 1 cch logic nht
3.2 To s thch th:
3.2.1 Tng bc c chin luc

* Nhng li khen ngi c th lm ngi khc tr nn ci m vi

bn hn rt nhiu. Nhng bn phi lun nh l phi c chin
thut, khng phi xu nnh. Vd: ko th khen l da ca bn sao m
trng th, trong khi n nh Somali vy ^^
3.2.2 To s th v:
* S th v cng gp phn khin ng khc mun nghe tip cu
chuyn ca bn, nh vy bn mi c c hi thuyt phc ng
. Lm ng nghe ko nhm chn, li thuyt phc sinh ng hn
3.2.3

Khi gi tnh t li:

* Ai trong chng ta cng c lng t li, hy lm cho ng nghe cm

nhn c h s c li g khi theo kin ca bn.
3.2.4

c o:

* Ci g cng him th cng sng gi. Ngi nghe s tm hn

nu h thy rng tng ca bn l c o, l him thy.
3.3 Tng sc thuyt phc:
3.3.1 Tm im tng ng:
* iu ny gip to cm gic bn ag trn cng chin tuyn vi
ngi khc. Hy th hin cho ngi nghe thy tng ca bn rt
"n khp" vi h hoc ch t th cng "dnh dng" nhiu n cng
vic ca h. Tt nht bn nn t mnh vo hon cnh ca h, thu

hiu nhng lo lng ca h v bit cch chia s. Li ni ca ng

minh bao gi cng c gi t thuyt phc rt cao.
3.3.2 To s nht tr ( bt u vi yes):
* Hu ht mi ngi u tn thnh theo s ng. Do bn cn
cho ngi khc bit tung ca mnh thnh cng nhng u
v c nhiu ngi ng h nh th no. Mt tip cho bn l hy
lm cho cu tr li u tin l yes
3.3.3

Chn ng thi im:

* Thin thi a li nhn ho phi ko cc bn. Chnh v vy,

chn ng thi im trnh by cng quan trng ko km.

4. Bn ch P trong ngh thut thuyt phc

C bn ch P gip tng cng kh nng thuyt phc ngi khc c

trong cng vic ln cuc sng c nhn ca con ngi. l quyn lc
(power), nh v (positioning), kt qu v kh nng lm vic
(performance) v lch thip (politeness).
Ch P u tin: Quyn lc
Mt ngi cng nhn thy quyn lc, ng cp ca bn, cho d l tht
hay khng, th h s cng d dng b bn thuyt phc hn. V d nh
nu bn l mt nh qun l cp cao chc chn mi ngi s mong mun
gip bn nhiu hn, phc v bn nhiu hn so vi khi bn th hin bn
l ngi km ci hn, thuc ng cp km hn.
Ch P th hai: nh v
Ch P ny ch cch ngi khc nhn nhn v bn v ni v bn khi bn
khng bn cnh h. V tr ca bn trong tm tr v tri tim ngi khc
s quyt nh mt phn ln cch h i x vi bn, m ca tm lng
h vi bn trong cc tnh hung.
Trong tt c mi th bn lm c lin quan ti ngi khc, bn ang
hnh thnh nn v gy nh hng ti quan nim ca h v bn v nh
v bn trong tm tr mi ngi. Hy suy ngh v cch thc bn c th
thay i cch bn ni v lm mi ngi ci m vi bn hn trc
cc yu cu ca bn v sn lng gip bn t c mc tiu ra hn.
Ch P th ba: Kt qu v kh nng lm vic

Ch P ny ch mc kh nng v chuyn mn ca bn. Mt ngi

c tn trng v kh nng thc hin v hon thnh tt nhim v c
giao c kh nng thuyt phc v gy nh hng ti ngi khc d dng
hn hn mt ngi ch thc hin cng vic mc trung bnh.
Quan nim ca ngi khc v kh nng lm vic ca bn s to nn
cch h cm thy v ngh v bn. Bn cn phi c gng l mt nh lnh
o c chuyn mn v kh nng hon thnh tt nhim v. i khi, danh
ting lun hon thnh xut sc cng vic c th bin bn tr thnh mt
chuyn gia thuyt phc ngi khc. H s lng nghe li khuyn ca
bn, ci m hn v chp nhn yu cu ca bn.
Ch P cui cng: Lch thip
Mi ngi lm vic v hai l do, v h mun lm hoc v h phi lm.
Khi bn i x vi mi ngi mt cch nh nhn v th hin bn tn
trng h, bn s khin h mun lm vic cho bn. H c ng lc
gip bn, cng bn t c mc tiu. Nh nhn, lch s vi ngi
khc s lm h tha mn mt trong nhng nhu cu thuc v tim thc
ca con ngi - nhu cu cm thy quan trng v c tn trng. Bt c
khi no bn th hin thi ny i vi ngi khc ngay chnh trong
cuc i thoi gia hai ngi, th h cng s ci m hn vi bn rt
nhiu.
5. Kt lun

Tm li, quan nim l tt c. Mi ngi hnh ng da trn quan nim

ca h v bn. Nu bn thay i c quan nim ca h, tc l bn thay
i ch h ngh v cm thy v bn, v bn thay i c nhng vic
h lm cho bn.
Bn c th tr thnh chuyn gia ca ngh thut thuyt phc. Bn c th
pht trin kh nng ny bng cch lun lun ghi nh rng ch c hai
cch c c th bn mun: Bn t lm hoc ngi khc lm cho
bn.
iu quan trng bn cn nh l cng thc t cu hi 5W + 1 H khi
chun b thuyt phc:
Who? Bn cn bit i tng bn thuyt phc l ai? Bn hiu h n
u? H bit g v bn?
What? Bn s phi thuyt phc h v vn g? Tm quan trng ca
vic thuyt phc?
Why? Ti sao li l h? Ti sao li quan trng?
Where? Bn s chn ni no tin hanh s thuyt phc y?
When? Thi im ph hp nht?
How? Phng php no, qui tc no bn s p dng?