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1、SONYAHAMLINHOWTOTALKSOPEOPLELISTENtherealkeytojobsuccess1817HARPER&ROW,PUBLISHERSNewYorkCambridge,Philadelphia,SanFrancisco,Washington,London,MexicoCity,SaoPaulo,Singapore,SydneyHOWTOTALKSOPEOPLELISTEN.Copyright©1988bySonyaHamlin.Allrightsreserved.PrintedintheUnitedStatesofAmerica.Nopartofthisbookma
2、ybeusedorreproducedinanymannerwhatsoeverwithoutwrittenpermissionexceptinthecaseofbriefquotationsembodiedincriticalarticlesandreviews.ForinformationaddressHarper&Row,Publishers,10East53rdStreet,NewYork,N.Y.10022.PublishedsimultaneouslyinCanadabyFitzhenry&WhitesideLimited,Toronto.FIRSTEDITIONDesigner:
3、RuthBornschlegelCopyeditor:AnnAdelrnanIndexer:MaroRiofrancosLibraryofCongressCataloging-in-PublicationDataHamlin,Sonya.Howtotalksopeoplelisten.Includesindex.1.Businesscommunication.2.Oralcommunication.3.Persuasion(Psychology)I.Title.HF5718.H2841988658.4'5287-15624ISBN0-06-015669-48889909192RRD109876
4、54321Forinformationaboutouraudioproducts,writeusat:NewbridgeBookClubs,3000Cinde!Drive,Deiran,NJ08370Tomyfriends:T.A.W.;C.H.;A.P.;J.N.;N.L.G.;M.D.A.;E.A.C.:K.V.:I.M.;N.N.;H.S.Theoneswho,unlikeyourfamily,don'thavetoletyouinwhenyouknock,butbyvoluntarilyreachingforyourhandtellyouthatyouareindeedlovedand
5、supported.Contents1•WHAT'STHEPROBLEM?WhyWeDon'tCommunicateWellintheWorkplace1WHATTHISBOOKISABOUT2HowDoIKnow?3WHYWEHAVESUCHAHARDTIMECOMMUNICATING4WhereItBegins5HowItDevelops6WhatWeWant7WHATMOTIVATESWORK8Status8Usefulness9Affection/Acceptance9Money/Security10OURPUBLICIMAGE12WhatWorks,WhatDoesn'tandWhy
6、12WhatWeAlreadyKnow13BASICWORKPERSONALITIES13Achievers14Affiliators15Influencers16UsingtheWorkTypes18APredominanceofAchievers19THEBASICSOFCOMMUNICATING:WhyandHowPeopleListen21VlllCONTENTSTELLINGANDLISTENING21TheOne-sidedNatureofTelling21ListeningIsWork22Motivation22WHATMAKESPEOPLELISTEN23SelfInteres
7、t23Who'sTelling25HowTheyTellIt31THENEWTECHNIQUESOFTELLING34BasicTechniquesofTelevisionCommunication34CommunicationConsequencesofTV36ImplicationsforBusinessCommunication40VERBALVS.NON-VERBALCOMMUNICATI