Ian M ac Ian acKa Kay y acKay acK ay
• Sa Saber ber Ouvir • Ent ntend ender er o Que Q ue Rea ealme lment ntee Está Se Send ndoo D ito • Inte Interrp re ta tarr as Palav Palavrras, o Tom Tom de Voz e os o s Sin S inaais
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Tradução do Listening Skills, originalmente publicado em 1984, em comum acordo com o Institute of Personnel and Development. © 1984 Ian Mackay Direitos desta edição reservados à Livraria Nobel S.A.
Rua da Balsa, 559 - 02910-000 — São Paulo, SP Fone: (11) 3933-2800 — Fax: (11) 3931-3988 e-mail:
[email protected] [email protected] Coordenação editorial e gráfica: Clemente Raphael Mahl Produção gráfica: Mirian Cunha Revisão: Márcia Cruz Nóboa Leme e Daniel de Paiva Cazzoli Capa: Capa: Composição: CompLaser Studio Gráfico Impressão:
Dados Internacionais de Catalogação na Publicação (CIP) (Câmara Brasileira do Livro, SP, Brasil)
Mackay, Ian Como ouvir pessoas/Ian Mackay; tradução Maria Cristina Fioratti Florez — São Paulo: Nobel, 2000. Título original: Listening Skills. ISBN 85-213-0967-8 1. Ouvir (Psicologia (Psicologia)) I. Título Título.. 97-2532
CDD-153.7
Índices para catálogo sistemático: 1. Ouvir: Ouvir: Apreen Apreensão são percep perceptiv tivaa 153.7 153.7 É PROIBIDA A REPRODUÇÃO Nenhuma parte desta obra poderá ser reproduzida, copiada, transcrita ou mesmo transmitida por meios eletrônicos ou gravações, sem a permissão, por escrito, do editor. Os infratores serão punidos pela Lei nº 9.610/98. Impresso no Brasil / Printed in Brazil
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A Editora Nobel tem como objetivo publicar obras com qualidade editorial e gráfica, consistência de informações, confiabilidade de tradução, clareza de texto, impressão, acabamento e papel adequados. Para que você, nosso leitor, possa expressar suas sugestões, dúvidas, críticas e eventuais reclamações, a Nobel mantém aberto um canal de comunicação. Entre em contato com: Central Nobel de Atendimento ao Consumidor
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Sumário
Introdução, 7 capítulo 1
Por que qu e ouvir ouvir é importante?, 9 capítulo 2
Por que não ouvimos?, 13 capítulo 3
Desenvolva suas habilidad habilidades es como ouvinte, ouvinte, 25 capítulo 4
Resumo, 35 capítulo 5
Exercícios e atividades, 37
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Introdução
Atendendo às necessidades do cliente
Antes mesmo de ter nascido, você começou a desenvolver uma habilidad habilidad e essencial essencial da qual q ual vem vem se utilizand utilizandoo desde d esde então. en tão. TrataTrata-se se prova pro vavvelmente d a capacidade capacidad e mais signif signific icativ ativaa de d e qu e dispõe, d ispõe, que exerceu forte forte influên influênci ciaa em seu desenv desen volv olvimento imento p essoal no passado p assado e continuará contin uará a fazêfazê-lo lo no futu uturo. ro. Tod Todav avia ia,, é certo certo que q ue você não tenh t enhaa contado com qualquer tipo de ajuda para desenvolvê-la. As outras habilidades básicas da comunicação foram aprendidas —falar, ler e escrever. Mas será que você sabe, de fato, ouvir ? Pare por um instante e considere a importância que o saber ouvir efetivamente tem em sua vida: conversas com amigos e familiares, amiliares, reuniões reun iões de negócios, discussões, discuss ões, conferências, entrevistas, en trevistas, discursos, palestras —poderíamos estender essa lista de situações
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Por que ouvir é importante?
capítulo 1
Por que ouvir é importante?
Saber ouvir o uvir é cond ição ição ind ispensável ispen sável para par a o sucesso. su cesso. Possibilita Possibilita fazer fazer mais mais do d o qu e meramente escutar escutar o que os outros estão dizend dizendo. o. Ouvir Ouvir com eficácia implica dar àquele que fala sua completa atenção somada à sua capacidade de compreensão. Ouvindo efetivamente, você estará mais mais apto a apreci ap reciar ar em profund p rofund idade as atividades atividades que q ue seus colegas colegas de trabalho desempen d esempenham ham,, a maneira como como se sentem e por q uê. Em Em casa, po porr sua vez, estará mais mais preparad pr eparadoo para p ara detectar as expectativas e esperanças de seus familiares, seus temores e suas dificuldades. Saber ouvir com eficácia desvenda novos horizontes. É o caminho para tod todaa aquisi aqu isição ção de conh ecimen ecimento. to. Af Afinal, como alguém alguém pode ser bem-sucedido no que faz não sendo um bom ouvinte? As
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Como ouvir pessoas
com que se sentissem compreendidas no que diziam (ainda que pudesse pu desse disc d iscord ordar ar delas). Sali Salientarão entarão que q ue você não as int interromp erromp eu e nem tentou ten tou impôr-lhes seus pon tos de d e vista vista;; qu quee você você respeita n ão só a elas, mas também aquilo que têm a dizer. Entretanto, Entretanto , a maior vantagem vantagem de d e ouvir ouvir os outros ou tros com atenção é que qu e eles eles irão ouvi-lo ouvi-lo da mesma m esma man eira, eira, como form formaa de retribuição, retribuição, e reagirão reagirão com interesse qu and o você estive estiverr faland falando. o. Quanto Quan to mai m aiss você e eles souberem ouvir efetivamente, tanto mais terão a ganhar e a apren aprender. der.
Por q ue ouvimos? Dive Di versas rsas razões nos levam levam a ouvir ouvir o que qu e as outras outr as pessoas dizem: Desejo de obter inform informações; ações; n Desejo n Curiosidade em receber uma resposta; n Interesse em participar da história de outro ser humano;
t er contato com experiências experiências e descobertas dos do s outros; outr os; n Anseio por ter Inten ção de “man “manterter-se se no controle” contr ole” (informação é pod er!); er!); n Intenção Desejo de ampli amp liar ar os próp p róprios rios horizontes, por mei m eioo da d a aquisição aquisição n Desejo de n
os conheci conh ecimentos; mentos;
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Por que ouvir é importante?
n Voz; n Escolha de palavras; n Tom; n Ritmo; n Linguagem corp oral.
Ouvir —algo que fazemos durante quase todo o tempo —seja talvez uma das habilidades de maior importância de que o ser humano dispõe, muito embora seja tão pouco reconhecida. Mas é fácil ácil ent entend end er por que q ue isso acon acontece: tece: as pessoas costumam costum am conf con fun dir d o que q ue se pensa, pen sa, ouvir ouvir efetiv efetivament amentee ouvir com escutar. Ao con trário do vai muito além das fronteiras do simples e involuntário ato de escutar.
Uma habilidade negligenciada Fazend Fazend o um u m retrosp ecto em sua vid vid a, qu quantas antas horas h oras você calcula calcula já já ter passado p assado ouvi o uvind nd o outras ou tras pessoas p essoas fala falarem, rem, em casa, n a escola, escola, na faculdade, aculdad e, ou n o ambiente de d e trabalho? Quand Qu and o crian crian ças, iniciamos iniciamos nossa no ssa aprend izage izagem m ouvi ou vind nd o. Na verd verdade, ade, foi foi ouvind ouvind o os outros ou tros qu e aprendemos a falar. Anos mais tarde, na escola e na faculdade, ouvindo nossos professores e colegas, adquirimos e ampliamos
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Como ouvir pessoas
por ficar icar insatisfei insatisfeitos, tos, pedidos ped idos e ord o rdens ens n ão são atendid aten didos, os, serviç serviços os prometi prom etidos dos n ão são entregues. entregues. Pesquisas revelam que embora passemos a maior parte do tempo ouvind ouvindo, o, não nece n ecessari ssariamente amente nos n os lembramos do qu quee foi foi dito. Pouco depois de um a palestra palestra de 10 minutos d e duraç du ração, ão, o ouvinte ouvinte médio terá assimilado apenas metade de seu conteúdo. Após 48 horas, esse mesmo ouvinte provavelmente se lembrará de apenas 10% do que escutou. Uma vez que as empresas, sejam elas privadas ou públicas, cada vez mais reconhecem a importância de se saber ouvir com efic eficáci ácia, a, emp empenh enham-se am-se em oferecer oferecer cursos curso s de d e comun comu n icaçã icação, o, em que q ue o desenvolvimento da habilidade de ouvir desempenha papel essencial. Todos reconhecem recon hecemos os que qu e po possuir ssuir habilidad habilidad es profissionais profissionais ou técnicas especial especializ izadas, adas, assim assim como com o dispor d ispor de d e grande grand e bagagem bagagem de de informação, informação, não basta se n ossa intenção for atingir atingir metas de trabalho. t rabalho. Precisamos ser capazes de partilhar tudo isso com os outros e escutar, ouvindo, aquil aqu iloo qu e esperam d e nós. Aci Acima ma de d e tudo, tud o, temos
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Por que não ouvimos?
capítulo 2
Por que n ão ouvim ouvim os?
Há diversas razões que nos levam a não utilizar com eficiência a habilidad habilidad e de d e ouvi ou vir. r. A seguir, seguir, trataremos d e cada u ma d essas razões.
Audição
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Como ouvir pessoas
Para enfati enfatizar zar esse pon to, procure procu re ler bem d evaga evagarr a passag p assagem em a seguir, para diversas pessoas. Diga-lhes que fará uma única pergunta, assim que terminada a leitura. Os resultados irão surpreendê-lo. Vá até o armário de bagagens da esquerda (nº 252) da estação de São Pancrácio. Dentro do armário, você achará uma caixa de dinheiro, contendo: 52 notas de R$ 1,00; 10 moedas de R$ 0,25; 20 moedas de R$ 0,10. Agora traga-me 25 notas nota s de R$ 1,00, duas moedas de R$ 0,50 e todas tod as as de R$ 0,10. Qual o número do armário: 522, 255, 252 ou 525?
Muitas pessoas terão se preocupad preocu padoo com as quantias qu antias envolvi envolvidas das (a quantia qu antia total total encon encontrada trada dentro den tro da d a caixa caixa de di d inh nhei eiro, ro, ou a quantia qu antia a ser retirada de d e lá para ser entregue en tregue a você, etc.), etc.), isso isso porq p orque, ue, de certa forma, anteciparam a provável pergunta. É quase certo que não
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Por que não ouvimos?
frente do que está sendo dito. E em que pensamos, enquanto esperamos que a pessoa que fala alcance nosso pensamento? A resposta que q ue nos n os vem vem à mente men te é “qu “qualquer alquer coisa” ou “pensamos “pensamo s de tud o”. o”. Estaremos Estaremos provav p rovavelmente elmente preparand prep arand o nossa no ssa resposta àquil àqu iloo que ouv ou vimos, porém, no decorre d ecorrerr do d o proces p rocesso, so, perderemos mu ito do do que estiver sendo dito. Não podemos descartar a possibilidade de termos estado divagando, pensando no bate-papo interessante da noite anterior, na perspectiva de um agradável fim de semana, ou ain ain da nas n as chances do d o nosso n osso time preferido. preferido. Na verdad verdade, e, você você pod e ter estado pensando em qualquer coisa que o ajudasse a passar o tempo de forma agradável. O que todos costumamos fazer não é outra coisa coisa senão sonhar son har acordados. acordad os. Como conseqüênci conseqüên cia, a, perdemos boa parte p arte da mensage men sagem. m. Quantas Quan tas vezes vezes você você já já tentou retomar uma u ma conversa, com uma pontinha de sentimento de culpa, por ter percebido que a outra pessoa esperava de você uma resposta ou opiniã opin ião, o, e você você nem ao menos men os fazi faziaa idéia idéia do qu quee acabara de ser d ito ou p ergun erguntado? tado? Considerando Considerando agora agora outro contexto, con texto, tente pensar n a
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Como ouvir pessoas
Mesmo qu e seu ouvint ouvintee tenha tenh a perman ecido ecido “lig “ligado” ado” en en qu quanto anto você lia, as probalidades são de que embora a última palavra “sobreviventes” tenha sido ouvida, seu significado não venha a influir. E por quê? Se você captou o interesse do ouvinte, será em termos das d as vantagens vantagens relativ relativas a cada cada uma u ma das d as margens do d o rio para a solução do problema apresentado. As mentes deverão ter-se concent con centrad radoo em uma um a avali avaliação ação criteriosa criteriosa das alternativ altern ativas as possív pos síveis eis e o impacto da pergunta final terá como resposta, no máximo, uma hesitante supo su posiç sição. ão. Com certeza as palavras palavras serão escutad as, mas permanecerão na periferia do que é supostamente considerado a questão central —a escolha de um local para o sepultamento. Uma frase do parágrafo anterior, “captando o interesse do ouvinte” ouvinte”,, introd introd uz uma u ma outra ou tra razão razão que q ue explica explica por q ue tend emos a ser maus ouvintes, pelo menos em determinadas circunstâncias.
Falta de
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Por que não ouvimos?
Por outro lado, você pode acreditar que se aborrecerá tendo que ou vir sobre d eterminado eterminado assun to e acabar acabar por p or surp reender-se reender-se se, parando para prestar atenção, vier a descobrir que se trata de algo mais int interessante eressante do d o que q ue imaginava. imaginava. Há também tamb ém aqu elas elas ocasiões ocasiões em que, qu e, emb embora ora sem interesse, você você terá de d e ouvir com atenção, aten ção, visto visto que q ue o que qu e está send o dito afeta afeta diretamente, por exemplo, seu trabalho. É como no caso em que o supervisor de produção lhe fala sobre a parali paralisação sação ocorrida ocorrida em uma d e suas seções, seções, qu quand andoo tud o o qu quee lhe interessa no momento é atender às exigências dos clientes em relação às peças sobressalentes. Ouvir com atenção, nesse caso, se importante, import ante, pois se você não o fi correrá o risc r iscoo de d e não
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Como ouvir pessoas
qu e diz representa que repr esenta um u m d esafio esafio ou crítica. crítica. Ainda assim, assim, que qu e tipo d e sentimento sentiment o suas su as palavras palavras despertam desp ertam em você? Revida, evida, procuran do defender-se e reafirma suas idéias? Visto que o exemplo ilustra verdadei erdad eira ra receita receita para p ara uma u ma d iscussão iscussão acalorada, acalorada, jamais jamais pod p odería eríamos mos considerar aqui a possibilidade de se ouvir com eficácia. Todo envolvimento envolvimento emocional prejudic prejud icaa a capacidade capacidade de d e compreend compr eender er o quee está send qu send o dito, d ito, po porr isso, a menos meno s que qu e você você escute até o fim fim o que qu e a pessoa tem t em a d izer, izer, não ou virá nada. nad a. Vale Vale a pena furtar-se a qualquer qu alquer julgamento julgamento e só então respon der com pon p onderação, deração, em vez vez de adotar umaa atitu um atitudd e do tipo tip o “S “Sim, mas...” mas...”. Compr Com preend eend er “com “com”” a pessoa pesso a que qu e fala em em vez de avalia avalia rejulgar rejulgar sua mensagem m ensagem é uma u ma d alidad ali dad
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Por que não ouvimos?
Esses Esses e outros ou tros fatores a eles relaci relacion onados ados influem influem n a manei man eira ra como ouvimos. Só Só você, n o entant en tanto, o, pode pod e diz d izer er qu ais ais dele d eless têm efei efeito to mais negativ negativoo em você. você. O desag d esagrado rado que q ue uma um a pessoa nos causa p od odee ser expresso, por exemplo, nas seguintes palavras: “Não suporto pessoas que q ue falam falam com jeito jeito de qu em pertence p ertence à alta sociedad sociedad e e que olham os outros de cima”. Tenha pena do pobre e inofensivo indivídu indivídu o que qu e não sabe fala falarr de outra ou tra manei man eira ra senão assim. Nada do do que disser será ouvido, pois quem ouve estará mais ocupado em critica criticarr a pessoa p essoa dele, do qu quee aquil aqu iloo que q ue ele diz. Nesse caso, o tom qu quee ele ele usa constitui con stitui obstáculo, sendo send o obj ob jeto de antipati an tipati Em outros outr os casos, a maneira de gesticular gesticular da p
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Como ouvir pessoas
qu alquer coisa vali qualquer valiosa osa a nos n os d izer. izer. Tal Tal atitud atitud e é, quase sempre, semp re, um equívoco, assim assim como com o constitui con stitui insu insu lto a essas pessoas. Outros freqüentemente marginalizados são os indivíduos pertencentes a “minorias”, por sua raça, por portarem deficiências físicas ou —como acontece em em certas certas áreas áreas de trabalho trabalho —até mesmo mulheres, muito embora represe rep resentem ntem mais mais de d e 50% d a pop ulação. ulação.
Palavras que ou vimos
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Por que não ouvimos?
O uso de certas palavras tem o poder de provocar reações emocionais fortes, fortes, constituind o-se, o-se, por isso, em motiv m otivoo d e distraç d istração. ão. Um exemplo do d o qu e acabamos acabamos de d e dizer dizer é o emp rego rego de d e palav palavras que revelam revelam discri d iscrimin minação ação racial, racial, tema qu e pode pod e afetáafetá-lo lo profund profun d amente. amen te. Outro exemplo são blasfêmias usadas em lugar de xingamentos — por qu quee não chamar cham ar uma um a espada d e “espad “espada” a” em vez vez de diz d izer er “objeto “objeto longo e pontiagudo”? É importante import ante lembrar que qu e todos temos fortes fortes sentimentos sentimento s em relação relação a determinadas determinad as palavras palavras (ou ao uso de várias várias delas, em qu e umaa ún ica um ica pala p alavvra bastaria). Pala Palavra vrass em demasi dem asiaa costumam costum am impedir imp edir
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Como ouvir pessoas
associados a essa “prontidão para perceber”, às vezes correta, mas com freqüência incorreta, possam ser resumidos nas seguintes palavras, que figurar figuraram, am, certa vez, em uma u ma n ota do d o Pentágon Pent ágono: o: “Sei
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Por que não ouvimos?
Deixarmo-nos Deixarmo-nos cair na armad ilha ilha da d a distração é outro sinal de fraca capacidade para ouvir efetivamente. O que você poderá fazer para melhorar seus hábitos de ouvinte eficiente? Há regras ou
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Como ouvir pessoas
n Vira-se e conversa com outra pessoa;
n Continua a olhar para a televisão (se estiver em casa!); Deixa de respon der p ropositalmente ropositalmente a uma p ta! n Dei
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Desenvolva suas habilidades como ouvinte
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Como ouvir pessoas
a está acompanh acompanh ando and o por p or meio de gestos ou postura. p ostura. Resulta Resultados dos de várias pesquisas indicam que os seguintes fatores são importantes para u ma atitud e positi po sitiva va de atenção físi física: ca:
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