Establishing contact with people: features, techniques, rules and recommendations

Author: Gusar Denis Valerievich

Higher education, graduated from the Belarusian State Technological University, faculty of TOV (technology of organic substances), specialization Biotechnology, specialty - engineer, chemical technologist.

It is no secret that in modern realities, establishing strong business contacts based on mutual respect and trust is becoming vital for all business representatives. It is the personal contacts of managers that often provide a way out of the most difficult economic situations. Sometimes one call to a business partner costs much more than all previously signed agreements and contracts. That is why it is important for business owners, company leaders, managers and managers to study ways and techniques for establishing business contacts.

How to please your interlocutor?

Establishing contact involves three main points:

• Verbal interaction. It implies proper communication with a person. The speech should not contain obscene expressions or swear words. The cleaner and more beautiful it is, the more pleasant it is to listen to it.
• Voice interaction. It is necessary to communicate in a calm tone, carefully pronouncing each phrase. If a person jabbers or swallows half the words, then it will be quite difficult to understand him.
• Visual communication. A pleasant interlocutor must look neat, his facial expression must be friendly, and he must smell good. It is unlikely that anyone will enjoy communicating with an unkempt person.

• Non-verbal communication. This concept refers to gesture technology. If a person constantly fusses, waves his arms and makes sudden movements in an attempt to explain something to his interlocutor, then he will arouse suspicion. Psychologists assure that an open, confident posture promotes trust.

Thus, the technique of establishing contact with a client rests on three main pillars: a neat appearance, competent communication and a beautiful voice. Judge for yourself, who would you trust more? A pleasant person who knows how to convey information correctly or an unkempt person who utters chaotic phrases and makes incomprehensible gestures. Agree, the conclusion is obvious.

Rules of office etiquette are part

30. A psychological technique for entering into business contact is:

31. A psychological technique for entering into business contact is:

32. A psychological technique for entering into business contact is:

33. A psychological technique for entering into business contact is:

34. The dimensions of a person’s personal spatial territory can be divided into:

A way of open collective discussion of problems is business

36. Decorations should be:

37. Decorations should be:

38. The phase (stage) of negotiations is:

39. The phase (stage) of negotiations is:

40. The phase (stage) of negotiations is:

41. The phase (stage) of negotiations is:

42. The purpose of dialogue at various stages of negotiations is:

43. The purpose of dialogue at various stages of negotiations is:

44. The purpose of dialogue at various stages of negotiations is:

45. The purpose of dialogue at various stages of negotiations is:

46. ​​What can be put in the outer pockets of a jacket:

For a discussion to be effective, people must take part in it.

What is a negotiation strategy?

What is a negotiation strategy?

What is a negotiation strategy?

1. Watermelon and melon are eaten:

2. Biscuits and cakes are eaten:

3. Dress first in the wardrobe:

During an ongoing conversation, is it okay to put your elbows on the table?

5. You will take a seat at the table when:

Preparation for a business reception includes

7. You didn’t have time to introduce your colleague to a foreign specialist before you sat down at the table. The colleague would like not to delay getting to know each other. You:

8. Business reception “Glass of champagne” or “glass of wine” begins and ends:

9. Business reception “breakfast with seating” begins and ends:

10. Business reception “Tea” begins and ends:

11. The business reception “Buffet” begins and ends:

12. Business reception “Cocktail” begins and ends:

13. Business reception “Lunch with seating” begins and ends:

14. Business reception “Dinner with seating” begins and ends:

Should husband and wife sit next to each other?

16. If portioned foods are served on a platter, then serve:

17. From a common dish you take a piece:

How should men listen to toasts at formal receptions?

Who should you thank for the treat?

Who makes the first toast?

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The first stage is the regulation of relationships

Beautiful appearance and competent speech are not enough to establish psychological contact. In order for the meeting to be as productive as possible, there are five more basic steps that need to be taken.

The first stage involves regulating relationships. A person who is in a society unfamiliar to him will feel slight discomfort. The first thing to do is to remove this psychological barrier.

At the first meeting, you should agree more and argue less. Let your opinion be slightly different from the opinion of your interlocutor, you will resolve this disagreement later. Now your main goal is to relieve verbal tension. If the meeting is in a business setting, it is recommended to talk a little about general topics, such as the weather, sports competitions or politics. Here your assessment of what is happening should also coincide.

If after 20 minutes of communication the duration of pauses has decreased and the dialogue has become more productive, then the first stage of the process of establishing and developing contacts between people can be considered completed.

Bibliography

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3. Vorobyova E.A. Professional and psychological characteristics of investigators’ contact during interrogation. Author's abstract. diss. ...cand. psychol. Sci. – 2003. – Electronic resource. Access mode: https://www.childpsy. ru/dissertations/id/18201.php
4. Zabrodin Yu.M. Psychology of business conversation. - Electronic resource. Access mode: https://vymo.ru/labms/www.ergeal.ru/archive/psy/book3/index.htm
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7. Kuznetsov I.N. Technology for establishing strong interpersonal contacts. - Electronic resource. Access mode: https://www.elitarium.ru/ 2008/01/04/page,1,ustanovlenije_prochnykh_kontaktov.html
8. Florovsky M.Yu., Sinyugin A.A. Interrogation tactics: features of establishing psychological contact. - Electronic resource. Access mode: https://www.znat.ru/data/news/127-taktika-doprosa-sobennosti-uhtml
9. Chufarovsky Yu.V. Psychology of operational-search activity. – 2001. – Electronic resource. Access mode: https://ci-razvedka.ru/ html

Stage two - point of contact

At the second stage of communication with the interlocutor, it is necessary to find common ground. The interested person must first find out more information about the person with whom the meeting is planned. Perhaps he is an avid lover of hunting or fishing, collects antiques, or does handicrafts. You can find out everything about his interests on social networks or through mutual friends. You need to talk about your favorite hobby as if by chance.

The second stage can be considered successful if the interlocutor becomes noticeably more animated during the conversation and periodically returns to his favorite topic. Correctly finding common points of contact guarantees fruitful cooperation and a pleasant impression of yourself.

Stage three - establishing a single principle

Establishing a common principle is the most important stage in the communication process. This concept means forming an opinion about your interlocutor. There are several principles on which further relationships can be based.

1. “I’m ready” - a person is a confident person. It is difficult, almost impossible to confuse her with anything. She will perceive any problem not as a limitation, but as a test of her capabilities.
2. “I am open” - a person is completely open to his partner. He does not flatter him and directly talks about his positive and negative qualities. Such a psychological object will not say that he will always arrive on time, he will say that he, like everyone else, has human qualities that he cannot control (there will be no vehicle flight, the alarm clock will not ring, a pipe will burst at home, etc.). d)
3. “I'm straight” - a person always tells the truth about everything and never embellishes to make himself look better.

All of the above principles play a positive role in the process of establishing contacts between people. There are several principles due to which the interlocutor may form a negative opinion.

1. “I am reserved” - a person has difficulty making contact, he does not want to provide information about himself and is not ready for a productive dialogue.
2. “I’m not sure” - a person will always doubt his abilities; he will not be able to give an affirmative answer to any question.

Such qualities will allow the interlocutor to understand what kind of person is sitting in front of him, and whether he will have a desire to continue communicating with him.

Types of psychological contact

If you observe people meeting for the first time, you can easily identify the first three stages of personal interaction:

1. Peer assessment. At this stage, external perception plays an important role; the first impression of the personality of another person is formed. The result of this stage may be a lack of interest or, conversely, the emergence of mutual interest.
2. Mutual interest. If the first stage of personal contact was successful, people begin to communicate.
3. Separation into a dyad. Having understood themselves, understanding mutual interest, a couple of people begin to slowly get closer to establish a deeper and more personal contact. At the same time, isolation from society naturally occurs. And then general topics of conversation are selected, the question arises: “Can I be of any help to you?”

After the first psychological contact has arisen, it is important not to miss the moment and develop it, carefully moving to the following stages:

1. Initial consent stage. The members of the dyad begin to move forward the emerging relationship, because they understand that they can be useful to each other.
2. A period of unifying common interest. People begin to look for points of intersection in the past or in those around them: perhaps they met somewhere before or participated in the same project. Psychologists play an important role, because people like what they are already familiar with. Neutral praise plays an important role at this stage. A phrase like “How lucky it is that you are involved in this business” helps to establish a trusting relationship. A good idea is to look for mutual acquaintances, hobbies and activities; the main thing is to be honest during this stage, because an unsuccessful topic will ruin all previous achievements.
3. Establishing contact. Now the participants of the dyad are completely ready for joint actions, an agreement has been reached between them. The stage ends with the formation of a common basis, and the individual behavior of the participants is not only acceptable for the partner, but looks desirable, unconditionally suitable.

Thus, it is clearly seen that the development of stable relationships and trusting communication goes through certain stages. Each stage can be predicted. This means that it can be influenced. This is exactly what the modern methodology for establishing strong business contacts suggests.

Stage four - pitfalls

The fourth stage begins when the process of establishing business contact has dragged on for several days. With close proximity, partners will begin to notice that they know incomplete information about each other. You can find out the truth about these “pitfalls” only by acting as an initiator. For example, it seemed to you that the person with you was not direct and open enough. Ask him a provocative question and carefully analyze his reaction. This method will quickly dispel all possible doubts.

Psychological techniques for first contact

They are called marketing triggers. They involve the buyer in a conversation, help him open up, and help you strengthen the emotional connection with the client.

Smile

A friendly and sincere smile always comes in handy: a positive attitude is attractive and arouses sympathy. A manager who is in a good mood will sell more than a competitor with a tired or dissatisfied face.

"We are a statement"

Emphasize that you and the client are united by common goals: “We will decide with you,” “Our goal is...”. Such formulations help the buyer to feel involved in the affairs and values ​​of the company - this inspires trust.

Intonation

It is intonation that places semantic emphasis in sentences, shows interest or detachment, and helps manage the emotions of the interlocutor. The main rules: speak confidently and clearly, pausing so that the client has time to think about what has been said. Important details can be voiced a little louder and slower.

Mirroring

A powerful tool for emotional influence. The essence of mirroring is the repetition of poses, facial expressions, and gestures. If you analyze the behavior of the interlocutor and adapt to his mood, pace and manner of speech, then he will feel comfortable, and a tense business conversation will become much more pleasant.

What is it for?

It’s worth talking separately about why you need to develop this connection in the process of communication:

1. It is important to know the techniques and ways of establishing contact with the client in order to gain his trust. A properly organized conversation will put him in a positive mood - this is the basis of a productive relationship.
2. These qualities are essential during an interview. A person who is neatly dressed, speaks well and has positive communication principles has a better chance of getting this job.
3. Every businessman should know about the process of establishing and developing contacts. Proper communication will have a huge impact on his performance. Who would want to cooperate with an ignoramus who is unpleasant to communicate with?
4. Proper organization of relationship building is necessary for every person. After all, every day people closely interact with other individuals in shops, restaurants, transport and other public places. “Quality” communication creates a positive opinion about yourself.

Ask a Question

Many sellers overlook this point, although strategically it has enormous weight in establishing contact. Often the salesperson immediately gives the client a long monologue, which he pronounces without quickly allowing the client to get a word in. And after that, having heard the objection, the seller is lost and does not know what to say. All contact is lost. To prevent this from happening, try to immediately develop a dialogue with the client by asking the right questions. At this stage, you should not ask questions to which the client might say “no,” so use alternative questions, open questions (if appropriate), or questions to which the client is certain to say yes.

Feedback

Feedback is another technique for establishing contact. This approach will allow you to form the right opinion about your interlocutor.

• You need to pay attention to how a person answers the question posed. If he looks into your eyes, this indicates that he is extremely interested, the topic of communication is really close to him. A languid glance at the furnishings in the room or at the window indicates a lack of interest.
• It is a very good sign if a person takes some notes in a notebook during a conversation. This suggests that he approaches negotiations responsibly. You should pay attention to what points he focused his attention on as much as possible.
• During negotiations, various barriers will appear. For example, a person will not understand the decoding of various terms and formulations. It's a good sign if he asks a lot of questions and tries to get to the bottom of the conversation.

Feedback is a very subtle psychological approach. If you want to create a good impression of yourself, it is important to pay attention to these nuances in advance.

What else is required?

In addition, it is worth noting that the success of establishing contact can be greatly influenced by the character - both yours and the one with whom you are communicating. In order for everything to be successful, you must demonstrate goodwill, openness, sincerity, politeness, and initiative. However, character traits alone are not enough. You also need to get rid of negative psychological attitudes towards the upcoming conversation. A pre-formed negative belief will prevent you from communicating with the person.

• Try not to judge the position of your interlocutor - he has the right to it. It’s better to show that you respect his opinion, although you have your own.

In order to tune in to your partner as best as possible and make him understand your goodwill, you need to be in tune with him. To do this, experts recommend taking the same poses as the interlocutor, but the main thing here is not to overdo it, otherwise the person may decide that you are teasing him.

• Try to determine what type of character your counterpart is. For example, if he is phlegmatic and you are choleric, then he may be irritated by your violent gestures and fast pace of speech. Call your interlocutor by name as often as possible - this will also help establish trust between you. In addition, you can periodically give compliments, just don’t start flattering!

Appearance

The most effective way to establish contact during negotiations is to create an attractive image. It is not advisable to dress up in the most expensive suits for an interview. It is important that the image is discreet and neat.

A woman is recommended to wear a stylish dress to negotiations that will highlight all her advantages and hide the flaws of her figure. Another good option is a formal suit. Under no circumstances should clothing show off legs or chest. Such a depraved image is unlikely to inspire confidence in the interlocutor. Hair should be styled as much as possible. It is necessary that the makeup is not provocative, but, on the contrary, emphasizes the natural beauty of the face. For manicure, you should choose discreet varnishes.

A man is recommended to wear a business suit to a meeting. A great alternative would be classic jeans with a shirt. It is not at all necessary that the clothes be from an elite designer. Usually interlocutors pay attention to the quality of shoes and watch brand. An accessory can create a special impression about a person.

We should also talk about the color palette. For an interview, it is not recommended to combine several bright shades. For example, if the blouse or shirt is bright, then accessories, trousers or skirt and shoes should be in a neutral shade.

Non-verbal communication

Nonverbal communication plays an important role. Psychologists call it hidden dialogue. The way a person behaves during a conversation can reveal a lot. For example, if he sits with his hands folded, he is most likely closed or hiding something. An open, relaxed posture indicates his readiness to communicate.

You should be wary if a person is nervous. This may indicate that he is not confident in himself or is hiding something. The following signals will be helpful: if the interlocutor begins to finger something in his hands, for example, actively fiddling with a clothing button or a teaspoon.

You need to carefully examine your facial expression. It’s a huge plus if a person has a friendly smile on his face. This is a sign that he is committed to productive communication.

Barriers to interaction and ways to eliminate them

Often something gets in the way of meeting a new person or continuing communication with an old friend. In psychology, this phenomenon is called a barrier. Obstacles are divided into 2 groups - psychological, communicative. Types of barriers:

1. Aesthetic. You don’t want to communicate with your interlocutor because of his unpleasant appearance or smell, or dirty clothes.
2. Logical. It is very difficult to communicate with an individual who does not know how to express his thoughts or formulate sentences.
3. Semantic. If the interlocutor gives a distorted meaning to sentences or individual words, or understands the topic differently, it will not be possible to come to an agreement.
4. Phonetic. Violation of the technique of pronunciation of words often causes hostility in the interlocutor.
5. Negative emotions, poor physical condition. Such situations refer to temporary barriers that gradually pass.
6. Installation barrier. Occurs when there is a bias towards an individual.
7. Motivational barrier. Appears when people have different goals that contradict each other.

To get rid of barriers, you need to learn to control emotions, actions, dress well, and take care of your appearance. When communicating, it is important to analyze your words and not speak without thinking. The main condition for successful contact is a decrease in self-esteem if it is too high.

It is difficult to earn the respect of a stranger and to win him over. To do this, you need to know the basics of psychology, understand the nuances of communication, be able to ask questions and express thoughts. By establishing psychological contact, you can get a new friend, partner or customer.

Establishing contact with the child

We should also talk about establishing contact with the child. If you do this correctly, you can noticeably get closer. There are several effective psychological methods to improve interaction. Among them are the following:

• Intense rhythm introduces its own rules into our lives. Mothers are engaged in building their careers, appearance, household chores and other useful things. No matter how hard it is, it’s worth setting aside at least one hour a day to communicate or play with your baby.
• You should communicate with your son or daughter as calmly as possible, without raising your tones. If a parent constantly scolds his offspring, then there is a high probability that he will grow up to be an introverted person.
• You just need to love your child. Read books with him, go for walks, clean the house, cook together and just chat. Even the most qualified nanny with a pedagogical education cannot replace the care of a beloved mother.

Establishing contact with a child is really very important. It promotes the formation of trusting relationships between close people, which is important.