TEHNICI DE INFLUENŢĂ INTERPERSONALĂ:: TEHNICI DE INFLUEN ŢĂ INTERPERSONALĂ: RECIPROCITATEA PICIORUL ÎN U ŞĂ VINOV ĂŢIE ŞI INFLUENŢĂ INTERPERSONALĂ U ŞA ÎN NAS/ IN FAŢĂ TEHNICA ETICHETARII TEHNICA ASTA NU-I TOT AMORSAREA (THROWING A LOWBALL) PICIORUL ÎN GUR Ă ÎNFRICO ŞARE, APOI ELIBERARE A MAGIREA (M!"#$#) T ACTICA %DA&, DAR&' V ANAREA IN TREI PASI TEHNICA %TIME OUT' TEHNICA PARAFRAARII 1. RECIPROCITATEA: * RECIPROCITATEA C#+ .+"# .0. # "# " #$#1" 2"1"20.3.$#, 1"#0.+"4. .!".#0 21.+ 1.+0# " #-. # "# .+ 56.!3* EXEMPLE:: E7EMPLE : * D" 4.8# 0# 21.!"50. 8+ #8 " $# 8+ 21."0"+ 5. 0" 5.!0. #01 5# .. 9#. 8+ #8 5.!.$#1 " 4.8# $8. * * P1.!"50. .4.0# .+ 2#10"# ".+.$1 5. ". 5" 5.!0 3$.;#0. 5# 0" .+.0" ( .+ 56.!3 ) 5# $" 9#. .4.0# * <* U+ #!. .0. 9#" 8+ 5"1..8 5. #2. .0. "1" .+ 56.!3 8+ !. 5"1..8 $# 1#+8$ 5#8 , 2" #1" , +8-. #5# *** +8 .$ 20. 1"984# * 2.PICIORUL ÎN UŞĂ: : *PICIORUL ÎN U ŞĂ: Î+"2" 8 "1"1" !.+1#= 5" #5.;81# #"20#1"#= 81!"#4# # 8# "1"1"* EXEMPLE:: E7EMPLE : * I+"58 " 6"!#0 " 5"9 :'I+"58$", " +"." " .+"# #1" 5# 5" 82" " 3.$"0"$" " #.+ 2"+018 -$* 7 1". 5# 0" 82. 08>' I+"58 #"20#*C#+ 5# .#5# .+ 3.18, "50" 21.0:' A1 !#. 9. "#***S0.., " !8$0 9.1!# 1"50" 5# $#+5"4" 8+ 21;1#! .+0"1#0. 8 283$.8$ 5#8* N-#. 1"# 5# 0" 82. 08>' A509"$,I+"58 5" 01"4"50" .!2$.#0 .+01- #0..0#0" 582$.!"+0#1#* * A$0 "?"!2$8, 9#10" 9#!.$.#1 &*M# 584#0., #0 "50" "#58$>&N-#"0. 8!# 8+ $"8/ 0.;#1#* 3.VINOVĂŢIE ŞI INFLUENŢĂ INTERPERSONALĂ:: <*VINOV ĂŢIE ŞI INFLUENŢĂ INTERPERSONALĂ: 5 "+0.!"+08$ " .+#0." "50" .+ 501#+5# $";#081# 8 ""# " +. +8!.! %;1"5"$.', "!0.+#$" 5#8 " !210#!"+0 #1" .+#$# #$1.$" !1#$" 2"15+#$" 5#8 "$" #"20#0" #$" !8+.0#0.. .+ #1" 9#"! 2#10"* EXEMPLE:: E7EMPLE : * A 50# 358!9$#0 +8!#. 2"+018 # 30.+" "#* * A 1"984# 5# 9## "# +8!#. 2"+018 # 9$5. #"#50# # !+"# " 56.!3 2"+018 "# " #! 9. 180 5# 30.+"!* <* D## +8 9#.*** / ## +8 .". +0" !#1.**** +8 0" !#. .83"5**** 4.UŞA ÎN NAS/ IN FAŢĂ:: @*U ŞA ÎN NAS/ IN FAŢĂ: Î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Î+"2" 8 "1"1" 280.+ 8!9$#0#= .!".#0 5" 1"8" #!2$.08.+"# "1"1.., 9"1.+8-5" 8+ .58+0 5#8 8+ 3+85* EXEMPLU:: E7EMPLU : C#10"# "50" 9"1.0 $# 8+ #+8!.0 21"0, +#.+0" # +#.8$ 8!2#1#01 5# 9. #28#0 5# 1#528+#, +4#018$ ##8;# 1"2"": 5. #50# +8 " 00 - 82# #1" 9." 1"8" 21"08$ .+.0.#$, 9." 9"1# 8+ 3+85, ##8;+ 8+ #$ .$"# 2185 5#8 5"1..8 #1" .+01# + 21"08$ .+.0.#$* ". AMORSAREA #THRO$IN% A LO$&ALL':: * AMORSAREA (THROWING A LOWBALL): C +50# .+ # "0"1!.+# 583."08$ 5# .# ".4." 9." 2!"+.+8-. " #+8!.0" ##+0#" 9.0." , 9." #58+4#+8-. #+8!.0" .++"+."+0"* EXEMPLU:: E7EMPLU : S "9 #$ 8+". 9.1!" " P*R*,#1" +"." " 8+ $8+0#1 $# 1;#+.4#1"# .+.0#0. .$1 $# 8+ .+"8* V.0.!#' "50" !+8$ I+"58*A"508.# . 5" 2128+":'S0.., #! # " # +"." " 8+ $8+0#1 #1" 5# 5" 82" " .+.0#0. $# .+"8****S8+0 !#. !8$0" 2"15#+" .!210#+0", 21.+01" #1" 5. "$"31# #+0#1"#0#**(583."08$ 9..+ 8+ !#1" 9#+ #$ #"50".#)'* P"+018 # 21.!. $#!81.1. 582$.!"+0#1", I+"58 !"1;" $# 1"52+5#3.$8$ " 21."0*A"50# .$ .+91!"#4# # # 950 +".+0"$";"1", # 1"52"0.# ""0# # 1"984#0 .+.0#0.# .+ !0." 3."0.", #1 # $8$ " .+50.01 "50" .+# #$#3.$*A509"$, I+"58 "50" +".0 5# 2"01"## 5"#1# .+01"#;# .+ !2#+.# 8+1 501#.+. 2$.0.5.01., 9#1# # #"# +.. 8+ 9"$ " ##+0#"* (. PICIORUL ÎN %URĂ:: J* PICIORUL ÎN GUR Ă: S " 3#4"#4# 2" .+9"+5.K +01"3#1" 8 #1#0"1 #9"0., + #"$#. 0.!2 " 180.+K*S0#1"# #9"0.K #0K !K1081.5.0K, ".+" 6"50.8+" 283$.K "13#$.4#1"# 283$.K # 1K528+58$8. 583."08$8. *
EXEMPLU:: E7EMPLU : C8! .0. !"1; 01"381.$" >( !8$ 8!"5 " +01"3#1", 3.+"/#5# 5. #5#**) ).ÎNFRICOŞARE* APOI ELI&ERARE:: * ÎNFRICO ŞARE, APOI ELIBERARE: I +8" .+0". 5"+0.!"+08$ " 91.K . 00 "# $ 9#" 5K +"0"4"= #0K 8 "$.3"1#1"# # .+0". " 0"+5.8+"# 91..., #"50# 01"" +01- 50#1" " .+#0..0#0" ;+.0.# 5"+5.3.$.0#0"# 5K480K # .+0". 2#0" 21# 8+ 1K528+5 !2$"4"+0 #80!#0 5#8 8+ 1K528+5 ++!2$"4"+0 #80!#0* EXEMPLU:: E7EMPLU : I+"58 "50" 6"!#0 " 5"9 5. . 5" !8+.#:I+"58$",#! 1#!#5 9#10" 918501#0" " 21"4"+0#1"# #1"-#. 9#80- $# +9"1.+0#,#. 9#80 !2#+.# +#501# " 185.+",1" # #1 01"38. 5# 0" "$.3"1"4 .+ 2508$ " !8+#*R"9$"0#+ !8$0, #! ".5 5#-0. !#. #8 5#+5#, .+5# #8! ". $81# 8 @ 1" !#. !8$0 "#0 " 3.".* 1+. AMA%IREA #M,-0':: * A MAGIREA (M!"#$#): P 1"5828+" 8# ".4.. 8 #1#0"1 .9"1.0* EXEMPLE:: E7EMPLE : * 8!2#1#1"# 8+". 2"1"6. " 3$8"-"#+5 $# 8+ 21"0 +1!#$ "50" 81!#1"# 8+". ".4.. .+.0.#$" 1#!#5" 9#1# 3."0 ,8!2#1#1"# 8+". 2"1"6. " 3$8"-"#+5 8 8+ 21"0 !#. !.* * F."#1" #+;##0 #$ 9.1!". 01"38." 5#-5. #$"#;# #0..0#0" 582$.!"+0#1# .+01- $.50#* C+58$0#+ $.50#, I+"58 5" "." 5# 5" 82" " 1"#1"# 8+". 31581. " 21"4"+0#1" # 9.1!".*M"1;" 5#-5. .+91!"4" 5"98$ "521" #$";"1"# 9#80#, #1**'I!. 2#1" 1#8, I+"58$", #1 "# 5" 82# .+"# " 31581#**I+ 56.!3, #"! +"." " . + "# #1" 5# 2$#5"4" 31581.$" .+ ."15" $81. .+ B881"50.* C" 4.., 1". 5# 0" 82. 08> B#+.. 58+0 #".#5.' A509"$, 2" 3."08$ I+"58 .$ #50"#20# -< 5#20#!#+. " 8-0"-.+ .+ $8$ 8+". !8+. !#. 85#1" $# 3.18 * 11. TACTICA DA* DAR :: * T ACTICA %DA&, DAR&' : D.2$!#0.. +8 528+ #21#2" +..#0# NU* %NU' .1.0# 5. +"158+"#4#* EXEMPLU:: E7EMPLU : %D#, 58+0 " #1 8 ""# " 528. 08, #1 +-#. $8#0 + +5."1#1" 9#208$ #&' 12. TREI * VVANAREA ANAREA IN IN TREI PASIPASI:: : C +01#50 +01" "?01"!"$" 21"08$8. 5. #$.0#0..* EXEMPLE:: E7EMPLE : P#58$ * P128+"0., !#. +0., 8+ 2185 " #$.0#0" 38+#, #1 0#0 $# 8+ 21"0 1..#0* R"#0.# "# !#. 213#3.$# # $."+08$8.: %21"# 58!2'* P#58$ * A$ .$"# 2185 9#10" ."90.+, " #"#50# #0#, #1 " #$.0#0" 5$#3#* R"#0.# "# !#. 213#3.$# # $."+08$8.: %& 21"9"1#! #$.0#0"# "$8.$#$0'* P#58$ <* P128+"0. 8+ #$ 01".$"# 2185, " #$.0#0" #212.#0# " # 21.!8$8., #1 9"1.0 $# 8+ 21"0 .+0"1!".#1* R"#0.# "# !#. 213#3.$# # 8!2#1#018$8.: %A50# "1# E?#0 "-!. 01"38."'* C8!2#1# .!".#0 5. 2$"## 8 5"+0.!"+08$ # # 9#80 #9#"1" 38+#* 13. TEHNICA TIME OUT:: <* TEHNICA %TIME OUT': M "1.0. 5. 08 2#84#, !8$"* EXEMPLU:: E7EMPLU : A08+. + 0" +918+0. (0" "10.) 8 .+"# 2128+" 2#84#= #9"#, 8+ "#., 4"" !.+80" " !84.# 5#8 6.#1 4"" !.+80" " 0#"1", 281 5. 5.!2$8* L# 5915.08$ "$1 4"" !.+80", 20. #"# 2$#80# 58121.4# " # +8 !#. ;#5. !0." 2"+018 +0.+8#1"# "10".= +8 !#. "?.50# * 14. TEHNICA PARAFRAARII:: @* TEHNICA PARAFRAARII : I + +";."1., +8 501.# 5# 9.. $"## 2#2#;#$, ## 9#. .+0"$$.;"+0, #! 2#10"+"18$8. !8$08!.1"# # 5# 9#80 +0"$"5, #"! !#. 851 5#+5# " # 30.+" $#!81.1. 582$.!"+0#1"* EXEMPLU:: E7EMPLU : %D## #! +0"$"5 "8 3.+"&' 5#8 %H#. 5# ""! ## #! +0"$"5 5. "8 " 1". 5# 528.&' 5#8 %V1". 5# 528. #&'* 15. TEHNICA INTRE&ARILOR:: * T EHNICA INTREBARILOR : C "$ #1" +01"#3#, +8"* EXEMPLE:: E7EMPLE : #) A08+. + 35"1. #+8!.0" +"+1#+0" 5. +01#.0..: N8 # 582#1#0., #1 +-#! +0"$"5 21"# 3.+"* N-#0. 280"# 1""+. 2"+018 #-!. "?2$.# 8! 5" $"#;# $8181.$" #50"# 8+"$" 8 #$0"$"> 3) Î+01"3#1.$" " "0.6"0# : A0. #$#01.0 3.+"> C8! #0. 1!.0> C8! 30.+"0.
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