文档介绍：SONYA HAMLIN
HOW TO TALK
SO PEOPLE LISTEN
the real key to job ess
1817
HARPER & ROW, PUBLISHERS New York
Cambridge, Philadelphia, San Francisco, Washington,
London, Mexico City, Sao Paulo, Singapore, Sydney
HOW TO TALK SO PEOPLE LISTEN. Copyright © 1988 by Sonya Hamlin. All rights
reserved. Printed in the United States of America. No part of this book may be used or
reproduced in any manner whatsoever without written permission except in the case of
brief quotations embodied in critical articles and reviews. For information address
Harper & Row, Publishers, 10 East 53rd Street, New York, . 10022. Published
simultaneously in Canada by Fitzhenry & Whiteside Limited, Toronto.
FIRST EDITION
Designer: Ruth Bornschlegel
Copy editor: Ann Adelrnan
Indexer: Maro Riofrancos
Library of Congress Cataloging-in-Publication Data
Hamlin, Sonya.
How to talk so people listen.
Includes index.
1. munication. 2. munication. 3. Persuasion (Psychology)
I. Title.
1988 '52 87-15624
ISBN 0-06-015669-4
88 89 90 91 92 RRD 10 987654321
For information about our audio products, write us at:
Newbridge Book Clubs, 3000 Cinde! Drive, Deiran, NJ 08370
To my friends:
.;.;.;.;.; .;
.: .: .; .; .
The ones who, unlike your family, don't have to
let you in when you knock, but by voluntarily reaching
for your hand tell you that you are indeed loved and
supported.
Contents
1 • WHAT'S THE PROBLEM? Why We Don'municate Well
in the Workplace 1
WHAT THIS BOOK IS ABOUT 2
How Do I Know? 3
WHY WE HAVE SUCH A HARD TIME
COMMUNICATING 4
Where It Begins 5
How It Develops 6
What We Want 7
WHAT MOTIVATES WORK 8
Status 8
Usefulness 9
Affection/Acceptance 9
Money/Security 10
OUR PUBLIC IMAGE 12
What Works, What Doesn't and Why 12
What We Already Know 13
BASIC WORK PERSONALITIES 13
Achievers 14
Affiliators 15
Influencers 16
Using the Work Types 18
A Predominance of Achievers 19