SFC CHP 6 148-165.pdf PDF
Document Details
Uploaded by DistinctiveKnowledge
Advanced Training Institute of America
Tags
Summary
This document discusses the concept of interaction and communication, focusing on understanding how people exchange information and form relationships. It analyzes the different types of communication styles and how they affect interactions.
Full Transcript
9$/,'$7,1*(027,21 7KHUHLVDWLPHIRUHYHU\WKLQJ DWLPHWRZHHSDQGDWLPHWRODXJK DWLPHWRPRXUQDQGDWLPHWRGDQFH (FFOHVLDVWHV &+$37(5)2&86 6.,// UHIOHFWLQJIHHOLQJ 385326( WRUHIOHFWEDFNWKHH[SOLFLWHPRWLRQRIWKHFRXQVHOHH )2508/$ <RX IHHO BBBBBB 'R\RXUHPHPE...
9$/,'$7,1*(027,21 7KHUHLVDWLPHIRUHYHU\WKLQJ DWLPHWRZHHSDQGDWLPHWRODXJK DWLPHWRPRXUQDQGDWLPHWRGDQFH (FFOHVLDVWHV &+$37(5)2&86 6.,// UHIOHFWLQJIHHOLQJ 385326( WRUHIOHFWEDFNWKHH[SOLFLWHPRWLRQRIWKHFRXQVHOHH )2508/$ <RX IHHO BBBBBB 'R\RXUHPHPEHUKHDULQJWKHROGORYHVRQJZLWKWKHILUVWOLQHߡ)HHOLQJV QRWKLQJ PRUH WKDQ IHHOLQJVߢ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ߞV VWRU\ 5HIOHFWLQJ IHHOLQJ LV WKHRWKHUIRXQGDWLRQDOVNLOOWKDWDOORZVWKHFRXQVHOHHWREHJLQWRIHHOKHDUG XQGHUVWRRG DQG NQRZQ E\ WKH FRXQVHORU (JDQ 7KH GLIIHUHQFH EHWZHHQWKHVHWZRVNLOOVLVWKDWUHIOHFWLQJFRQWHQWRQO\UHIHUHQFHVIDFWVZKLOH UHIOHFWLQJ IHHOLQJ RQO\ UHIHUHQFHV WKH DIIHFWLYH H[SHULHQFH RI WKH FRXQVHOHH :KLOH GLVWLQFWLRQV DUH VRPHWLPHV PDGH DPRQJ WHUPV ZH ZLOO EH XVLQJ WKH ZRUGV DIIHFW HPRWLRQ DQG IHHOLQJV VRPHZKDW LQWHUFKDQJHDEO\ 7KHUHIRUH ZKHQZHUHIOHFWVRPHRQHߞVDIIHFWRUHPRWLRQZHDUHUHIOHFWLQJKLVIHHOLQJV )LJXUH$LPLQJIRUUHIOHFWLQJIHHOLQJ :+$7$5()((/,1*6$1'+2:$5(7+(<5()/(&7('" )LJXUH$UWYHUVXVVFLHQFH 5HIOHFWLQJIHHOLQJ 7KHIHHOLQJVLQDFRXQVHOHHߞVVWRU\DUHWKHHOHPHQWVUHODWHGWRWKHFRXQVHOHHߞV LQWHUQDO H[SHULHQFH :KLOH HPRWLRQV PD\ EH H[WHUQDOO\ H[SUHVVHG LQ YRFDO WRQH SLWFK YROXPH RU ODQJXDJH VHOHFWLRQ IHHOLQJV DUH ILUVW DQ LQWHUQDO H[SHULHQFH$VWKHFRXQVHORULWLV\RXUMREWRQRWMXVWOLVWHQIRUWKHFRQWHQWRI D FRXQVHOHHߞV VWRU\ WKH IDFWV EXW DOVR JUDVS KRZ ZKDW KDV KDSSHQHG KDV DIIHFWHGWKHFRXQVHOHHHPRWLRQDOO\7KLVH[SUHVVLRQRIHPRWLRQFDQEHHLWKHU H[SOLFLW LHLQZKDWWKHFRXQVHOHHVD\V RULPSOLFLW LHLQKRZDFRXQVHOHH VD\VLW :LWKRXWDGGUHVVLQJWKHVHLQWHUQDODVSHFWVWKHFRXQVHOHHLVXQOLNHO\ WRIHHOKHDUG 0RVWRIXVDUHLQKHOSLQJUROHVZLWK SHRSOHEHFDXVHZHZDQWWRDOOHYLDWH VXIIHULQJ LQ VRPH ZD\ RU DQRWKHU +RZHYHU DWWHPSWLQJ WR WDNH DZD\ VRPHRQHߞ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ߡ:KHQ P\ ERVVWROGPH,GLGQߞWJHWWKHSURPRWLRQ,ZDVVRDQJU\,FRXOGVSLWߢ,QWKLV VFHQDULRWKHFOLHQWߞ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ߡPHIRFXVHGߢHPRWLRQVRILQGLYLGXDOVIRULQVWDQFHZLWKWKRVHZKR ILW FULWHULD IRU QDUFLVVLVWLF SHUVRQDOLW\ GLVRUGHU )RU WKH SHUVRQ ZLWK DQWLVRFLDO SHUVRQDOLW\ GLVRUGHU UHIOHFWLQJ HPRWLRQV FDQ EHFRPH D ZD\ WKH FRXQVHOHH FDQ PDQLSXODWH WKH FRXQVHOLQJSURFHVVE\HVVHQWLDOO\SUHWHQGLQJWRFDUHZKHQLQIDFWKHODFNVDQ\VHQVHRI VKDPHRUUHPRUVHDQGFDQHYHQHQMR\FDXVLQJKDUPWRRWKHUV HJWKURXJKPXUGHUWKHIW HPRWLRQDOPDQLSXODWLRQRUGHVWUXFWLRQRISURSHUW\ ,Q DQ RSSRVLWH ZD\ UHIOHFWLQJ IHHOLQJ PD\ JHW D FRXQVHORU YHU\ OLWWOH WUDFWLRQ ZKHQ GHDOLQJZLWKDVFKL]RLGRUVFKL]RW\SDOFRXQVHOHH:LWKRXWJHWWLQJLQWRWKHQXDQFHVRIWKHVH GLVRUGHUV WKHVH DUH SHRSOH ZKR W\SLFDOO\ H[SUHVV YHU\ OLWWOH HPRWLRQ VHH ߡ'LDJQRVWLF 5HIOHFWLRQVߢLQFKDSWHUVHYHQRQDOH[LWK\PLD $QRWKHUFDWHJRU\RIFRQFHUQLVWKRVHZLWKVHULRXVGHSUHVVLRQDQGDQ[LHW\V\PSWRPV 5HIOHFWLQJ IHHOLQJ FDQ VHUYH WR GHHSHQ DQG LQWHQVLI\ QHJDWLYH DQG DQ[LRXV IHHOLQJV DQG PD\OHDGWRDQLQFUHDVHGOLNHOLKRRGRIVHOIKDUPEHKDYLRUV 2Q WKH RWKHU KDQG LPSOLFLW HPRWLRQV DUH QHYHU GLUHFWO\ VWDWHG EXW DUH LPSOLHG EDVHG RQ RWKHU YHUEDO DQG QRQYHUEDO IDFWRUV 'DHO 0RUWLOODUR 6FKHUHU )RUH[DPSOHDFRXQVHOHHPLJKWVD\ߡ0\ERVVMXVWWROGPH, GLGQߞW JHW WKH SURPRWLRQ +RZ FRXOG KH PDNH VXFK D GHFLVLRQ" , KDG EHHQ FRXQWLQJ RQ WKDW UDLVH DQG QRZ , GRQߞW NQRZ KRZ ,ߞP JRLQJ WR PDNH HQGV PHHW IRU WKH UHVW RI WKH \HDUߢ /HWߞV VD\ WKDW WKH FRXQVHOHH PDGH WKLV VWDWHPHQWZLWKDUDLVHGYRLFHDFOHQFKHGILVWDQGDVFRZORQKLVIDFH7DNLQJ LQWR FRQVLGHUDWLRQ WKH FRXQVHOHHߞ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ߞOOILQGVRPHIRRWLQJWKHQH[W ZHHN )HHOLQJV ZKHWKHU LPSOLFLWO\ RU H[SOLFLWO\ H[SUHVVHG IDOO LQWR WZR FDWHJRULHV SRVLWLYH HPRWLRQV DQG QHJDWLYH HPRWLRQV 3RVLWLYH HPRWLRQV DUH WKH IHHOLQJV WKDW PRVW RI XV OLNH WR KDYH KDSS\ H[FLWHG FRQWHQW SHDFHIXO KRSHIXO DQG VR RQ 1HJDWLYH HPRWLRQV RQ WKH RWKHU KDQG DUH WKH HPRWLRQV WKDWPRVWRIXVGRQRWHQMR\H[SHULHQFLQJ VDGDQJU\GLVDSSRLQWHGXSVHWDQG KXUW WR QDPH D IHZ .HHS LQ PLQG WKDW D QHJDWLYH HPRWLRQ LV QRW D ߡEDGߢ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ߞ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ߡDQGߢ LQ LW \RXRQO\JHWRQHHPRWLRQSHUUHIOHFWLRQVRLWLVEHVWWRVWDUWGHYHORSLQJVRPH DIIHFWLYHYRFDEXODU\WKDWFDQGHVFULEHFRPSOH[HPRWLRQV7KHUHZLOOEHWLPHV WKDWDFRXQVHOHHߞ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ߡ)RU ZH GR QRW KDYH D KLJK SULHVW ZKR LV XQDEOH WR HPSDWKL]H ZLWK RXU ZHDNQHVVHV EXW ZH KDYH RQH ZKR KDV EHHQ WHPSWHG LQ HYHU\ZD\MXVWDVZHDUHߚ\HWKHGLGQRWVLQߢ6RLIKHLVOLNHXVLQDOOUHVSHFWVH[FHSWVLQ WKHQZHEHOLHYHKHH[SHULHQFHGERWKDVLPLODUYDULHW\DQGDVLPLODULQWHQVLW\RIHPRWLRQDV DQ\RIXV ߡDPDQRIVXIIHULQJDQGIDPLOLDUZLWKSDLQߢ ,V JULHIDWWKHWRPERI/D]DUXV -Q MR\LQZHOFRPLQJFKLOGUHQ 0N DQJHUDW3HWHUDWWKH3KDULVHHVDQGLQWKHWHPSOH HJ0W GLVDSSRLQWPHQWDWWKHGHQLDORI3HWHU /N ORYHDQGWHQGHUQHVVXVLQJWKHDQDORJ\RIDKHQJDWKHULQJKHUFKLFNVXQGHUKHU ZLQJV /N VDGQHVVVKRZQE\ZHHSLQJ /N GHHSO\GLVWUHVVHG 0N HQUDJHG ߡ<RXXQEHOLHYLQJDQGSHUYHUVHJHQHUDWLRQߢ /N FRPSDVVLRQ ߡKLVKHDUWZHQWRXWWRKHUߢ /N DPD]HPHQW /N DQJXLVK /N IHDULQWKHJDUGHQ 0W 7ZRTXRWDWLRQVWRFRQVLGHU ߡ-HVXV IHOW FRPSDVVLRQ KH ZDV DQJU\ LQGLJQDQW DQG FRQVXPHG ZLWK ]HDO KH ZDV WURXEOHG JUHDWO\ GLVWUHVVHG YHU\ VRUURZIXO GHSUHVVHG GHHSO\ PRYHG DQG JULHYHG KH VLJKHG KH ZHSW DQG VREEHG KH JURDQHG KH ZDV LQ DJRQ\ KH ZDV VXUSULVHG DQG DPD]HG KH UHMRLFHG YHU\ JUHDWO\ DQG ZDV IXOO RI MR\ KH JUHDWO\ GHVLUHG DQG KH ORYHGߢ +DQVHQ S -RKQ&DOYLQFRPPHQWLQJRQ0DWWKHZ VWDWHV ߡ&HUWDLQO\WKRVHZKRLPDJLQHWKDW WKH6RQRI*RGZDVH[HPSWIURPKXPDQSDVVLRQVGRQRWWUXO\DQGVLQFHUHO\DFNQRZOHGJH KLPWREHDPDQߢ .LQJ /HWߞ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ߚ,ORYHZKHQP\ZRUOGVFROOLGH,WZDVMXVWVXFKDZRQGHUIXO ZHHNHQG 7U\,W2XW 8VLQJWKHIROORZLQJFRXQVHOHHVWDWHPHQWLGHQWLI\WKHH[SOLFLWDQGLPSOLFLWHPRWLRQVLQWKH FRXQVHOHHߞVVWDWHPHQW VHHDSSHQGL[$IRUSRVVLEOHDQVZHUV 6FHQDULR &RXQVHOHH ,ߞP VR GLVDSSRLQWHG /DVW QLJKW ZDV P\ ILQDO GDQFH UHFLWDO IRU WKH \HDU 0\ GDGVDLGKHZDVJRLQJWRFRPHEXWDWWKHODVWPLQXWHKHWH[WHGP\PRPWRVD\KHZDVQߞW JRLQJ WR PDNH LW ,WߞV WKH WKLUG WLPH WKLV PRQWK WKDW KHߞV SURPLVHG WR EH VRPHZKHUH EXW WKHQ GLGQߞW FRPH , GLGQߞW ILQG RXW WKDW KH ZDVQߞW WKHUH XQWLO DIWHU WKH UHFLWDO ZKLFK ZDV JRRGEHFDXVH,UHDOO\GLGGRDJRRGMREDQG,ߞPDIUDLG,ZRXOGKDYHPHVVHGXSPRUHLI,ߞG NQRZQKHߞGEDLOHGDJDLQ :KDWLVWKHIHHOLQJ",GHQWLI\DOOHPRWLRQVH[SOLFLWO\DQGLPSOLFLWO\FRPPXQLFDWHGE\WKH FRXQVHOHHQRWLQJZKHWKHUWKH\DUHSRVLWLYH RUQHJDWLYH DQGSURYLGHDUHIOHFWLRQRI IHHOLQJRIWKHH[SOLFLWHPRWLRQV ([SOLFLWHPRWLRQV ,PSOLFLWHPRWLRQV 5HIOHFWLRQRIIHHOLQJ 6FHQDULR &RXQVHOHH 2KP\JRRGQHVV,DPVRH[FLWHG,FDQߞWHYHQVWDQGLW,MXVWIRXQGRXWWKDW, JRWDFFHSWHGWRP\WRSFKRLFHIRUFROOHJHDQG,JRWDVFKRODUVKLSWRR,IHHOOLNH,ߞPLQD GUHDP , QHYHU WKRXJKW WKLV ZRXOG DFWXDOO\ EHFRPH D UHDOLW\ 7KHUH LV VR PXFK WR GR EHWZHHQQRZDQG$XJXVWP\KHDGLVVSLQQLQJZLWKH[FLWHPHQW :KDWLVWKHIHHOLQJ",GHQWLI\DOOHPRWLRQVH[SOLFLWO\DQGLPSOLFLWO\FRPPXQLFDWHGE\WKH FRXQVHOHHQRWLQJZKHWKHUWKH\DUHSRVLWLYH RUQHJDWLYH DQGSURYLGHDUHIOHFWLRQRI IHHOLQJ ([SOLFLWHPRWLRQV ,PSOLFLWHPRWLRQV 5HIOHFWLRQRIIHHOLQJ ,I\RXDVWKHFRXQVHORUZHUHWRUHIOHFWIHHOLQJLWPLJKWVRXQGVRPHWKLQJ OLNHߡ<RXIHHOUHDOO\KDSS\ߢRUSHUKDSVߡ<RXIHHOH[FLWHGߢGHSHQGLQJRQ ZKLFK HPRWLRQ ILWV EHWWHU ZLWK WKH FRXQVHOHHߞV IDFLDO H[SUHVVLRQ DQG YRFDO WRQH 7KH RQO\ RWKHU H[SOLFLW HPRWLRQ H[SUHVVHG E\ WKH FRXQVHOHH LQ WKLV VFHQDULR LV IHHOLQJ H[KDXVWHG 'HSHQGLQJ RQ WKH FRXQVHOHHߞ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ߞVVWRU\DUHMRLQWO\XQGHUVWRRGDQG WR FODULI\ RU PDNH VHQVH RI KRZ WKH FRXQVHOHH SHUFHLYHG DQG DIIHFWLYHO\H[SHULHQFHGKLVVWRU\ZLWKRXWKDYLQJWRH[SODLQRUGHIHQG ZK\WKHFRXQVHOHHIHOWDFHUWDLQHPRWLRQ %HLQJ DEOH WR DFFXUDWHO\ DQG FRQFLVHO\ UHIOHFW EDFN D FRXQVHOHHߞV IHHOLQJ VHUYHV WR WDNH WKH FRQYHUVDWLRQ VOLJKWO\ GHHSHU WKDQ UHIOHFWLQJ FRQWHQW EXLOGLQJWUXVWDQGDVHQVHRIPRUHSHUVRQDOFRQQHFWLRQEHWZHHQWKHFRXQVHORU DQGWKHFRXQVHOHH ,WLVLPSRUWDQWWRUHPHPEHUWKDWZKHQDFRXQVHORUUHIOHFWVIHHOLQJVKHLV UHIOHFWLQJWKHIHHOLQJVRIWKHFRXQVHOHHDQGQRWWKHIHHOLQJVRIWKHVLWXDWLRQ )RU H[DPSOH LW LV DSSURSULDWH WR VD\ ߡ<RX IHHO GLVFRXUDJHGߢ EXW VD\LQJ ߡ7KDWߞV GLVFRXUDJLQJߢ LV QRW 7KH ILUVW UHIOHFWLRQ SODFHV WKH HPRWLRQ ZLWKLQ WKH SRVVHVVLRQ RI WKH FRXQVHOHHߚWKH FRXQVHOHH IHHOV GLVFRXUDJHG 7KH VHFRQG UHIOHFWLRQ FKDQJHV WKH DIIHFWLYH ZRUG WR DQ DGMHFWLYH DQG XVHV LW WR GHVFULEHDVLWXDWLRQRUFLUFXPVWDQFH'RLQJWKLVGLVWDQFHVWKHFRXQVHOHHIURP WKH HPRWLRQ UDWKHU WKDQ IDFLOLWDWLQJ WKH FRXQVHOHHߞV XQGHUVWDQGLQJ DQG RZQHUVKLSRIKLVRZQIHHOLQJV :+$75()/(&7,1*)((/,1*,6127 ([SODLQLQJ ZKDW UHIOHFWLQJ IHHOLQJ LV QRW FDQ VKHG IXUWKHU OLJKW RQ ZKDW UHIOHFWLQJIHHOLQJLV7KHUHIRUHUHIOHFWLQJIHHOLQJLVQRW DJUHHLQJ 2IWHQVWXGHQWVDUHKHVLWDQWWRUHIOHFWIHHOLQJZKHQWKH\DUH QRWVXUHZKHWKHUWKH\DJUHHZLWKWKHFRXQVHOHHߞVHPRWLRQDOUHVSRQVH WR D VLWXDWLRQ )RU H[DPSOH UHIOHFWLQJ EDFN ߡ<RX IHHO GLVUHVSHFWHGߢ ZKHQ \RX DV WKH FRXQVHORU GR QRW VHH ZK\ WKH FRXQVHOHH IHOW GLVUHVSHFWHG LQ D JLYHQ VFHQDULR RIWHQ OHDYHV VWXGHQWV IHHOLQJ DV LI WKH\ DUH DJUHHLQJ ZLWK RU FRQGRQLQJ WKH FRXQVHOHHߞV HPRWLRQ ,Q UHDOLW\ \RX DUH QHLWKHU DJUHHLQJ QRU GLVDJUHHLQJ ZLWK WKH YDOLGLW\ RI WKH FRXQVHOHHߞV HPRWLRQ E\ UHIOHFWLQJ IHHOLQJ <RX DUH VLPSO\ EHLQJ WKHYHUEDOPLUURUVD\LQJEDFNWRWKHFRXQVHOHHZKDW\RXKDYHKHDUG KHU VD\ LPSOLFLWO\ RU H[SOLFLWO\ :KLOH WKHUH LV D FKDQFH WKDW VRPH FRXQVHOHHV PD\ LQWHUSUHW \RXU UHIOHFWLRQ DV DJUHHPHQW PRVW ZLOO VLPSO\IHHOKHDUGDQGXQGHUVWRRG SURYLQJ 5HIOHFWLQJ IHHOLQJ GRHV QRW LQFOXGH DQ\ H[SODQDWLRQ MXVWLILFDWLRQ RU UDWLRQDOH IRU WKH FRXQVHOHHߞV HPRWLRQ VR GR QRW DGG RQH5HIOHFWLQJIHHOLQJGRHVQRWDVNWKHFRXQVHORUWRSURYLGHDQ\W\SH RISURRIIRUZK\DFRXQVHOHHIHHOVDFHUWDLQZD\.HHSLWVLPSOHDQG MXVWUHIOHFWWKHIHHOLQJQRWKLQJPRUH LPSRVLQJ -XVWDVLWLVQRWWKHFRXQVHORUߞVUHVSRQVLELOLW\WRDJUHHZLWK RU DSSURYH RI WKH FRXQVHOHHߞV HPRWLRQ QHLWKHU LV LW WKH FRXQVHORUߞ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ߞV SRVLWLRQ ,I WKH FRXQVHORU ZHUH WR UHIOHFW DQ\ RI WKHVH HPRWLRQV WR WKH FRXQVHOHH LQVWHDG RI GLVDSSRLQWPHQWWKHFRXQVHORUZRXOGEHLPSRVLQJKHUIHHOLQJVUDWKHU WKDQUHIOHFWLQJWKHFRXQVHOHHߞ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ߞVSOD\)RUH[DPSOHWKHFKLOGWKURZVDWR\GRJDFURVVWKHURRPZKLOHVD\LQJߡ+HߞVPHDQ, GRQߞWOLNHKLPߢWRZKLFKWKHFRXQVHORUUHVSRQGVߡ<RXDUHUHDOO\DQJU\ZLWKWKHPHDQGRJߢ7KH XVH RI UHIOHFWLQJ IHHOLQJ LQ WKLV VLWXDWLRQ DQG LQ SOD\ WKHUDS\ LQ JHQHUDO VHUYHV WR LQFUHDVH WKH FKLOGߞVDZDUHQHVVRIHPRWLRQVDVZHOODVLQFUHDVHWKHFKLOGߞVRZQDIIHFWLYHYRFDEXODU\ YDQ9HOVRU $OWKRXJK LW VKRXOG EH GRQH FDUHIXOO\ DV FKLOGUHQ FDQ VRPHWLPHV IHHO WKUHDWHQHG E\ UHIOHFWLQJIHHOLQJߡUHIOHFWLQJIHHOLQJKHOSVFKLOGUHQEHFRPHDZDUHRIHPRWLRQVWKHUHE\OHDGLQJWR WKHDSSURSULDWHDFFHSWDQFHDQGH[SUHVVLRQRIVXFKHPRWLRQVߢ 5D\SS 5$7,1*5()/(&7,2162))((/,1* 1RWDOOUHIOHFWLRQVRIIHHOLQJDUHPDGHHTXDO.HHSLQJHYHU\WKLQJLQIRUPXOD ߡ<RXIHHOBBBBBBBBBBBBBߢ LVRQHLPSRUWDQWHOHPHQWEXWWKHQWKHUHLVWKH LVVXHRIFKRRVLQJDQDFFXUDWHDIIHFWLYHZRUGIRU\RXUUHIOHFWLRQ&KRRVLQJD IHHOLQJ ZRUG WKDW LV LQ WKH EDOOSDUN RI \RXU FRXQVHOHHߞV HPRWLRQ LV WKH ILUVW VWHS EXW IURP WKHUH LW LV LPSRUWDQW WR DVVHVV ZKHWKHU WKH IHHOLQJ ZRUG \RX FKRRVH LV DGGLWLYH FRPSDUDEOH RU VXEWUDFWLYH $Q DGGLWLYH UHIOHFWLRQ RIWHQ LQFOXGHV LPSOLFLW RU XQGHUO\LQJ IHHOLQJV ,W FDQ DOVR DGG DGGLWLRQDO FRPPHQWDU\ VXFK DV DQ H[SODQDWLRQ IRU WKH FRXQVHOHHߞV HPRWLRQ $ FRPSDUDEOH UHIOHFWLRQ DFFXUDWHO\ LGHQWLILHV DQ DIIHFWLYH V\QRQ\P IRU WKH FRXQVHOHHߞV FRPPXQLFDWHG HPRWLRQ )LQDOO\ D VXEWUDFWLYH UHIOHFWLRQ PLQLPL]HVRUFRPSOHWHO\LJQRUHVWKHFRXQVHOHHߞVHPRWLRQ )RUH[DPSOHLIDFRXQVHOHHVD\Vߡ,WZDVDJRRGGD\,ߞPUHDOO\SOHDVHG ZLWKZKDW,DFFRPSOLVKHGDWZRUNߢWKHQWKHIROORZLQJDUHH[DPSOHVRIHDFK W\SHRIUHIOHFWLRQRIIHHOLQJ $GGLWLYHUHIOHFWLRQRIIHHOLQJ ߡ<RXIHHOHFVWDWLFߢ,QWKLVVLWXDWLRQWKH IHHOLQJ ZRUG LV HFVWDWLF DQG LW LV DGGLWLYH EHFDXVH LW UHIOHFWV D VLJQLILFDQWO\ VWURQJHU HPRWLRQ WKDQ WKH FRXQVHOHH KDV H[SOLFLWO\ H[SUHVVHG &RPSDUDEOH UHIOHFWLRQ RI IHHOLQJ ߡ<RX IHHO VDWLVILHGߢ 7KH IHHOLQJ ZRUG LQ WKLV UHIOHFWLRQ LV VDWLVILHG DQG LW QHLWKHU DGGV WR QRU PLQLPL]HV WKH FRXQVHOHHߞV H[SUHVVHG HPRWLRQ ,W DFFXUDWHO\ PLUURUV WKHOHYHORIHPRWLRQWKDWWKHFRXQVHOHHKDVH[SUHVVHGDQGLQWKLVFDVH XVHVVRPHRIWKHFRXQVHOHHߞVRZQODQJXDJH 6XEWUDFWLYH UHIOHFWLRQ RI IHHOLQJ ߡ<RX IHHO NLQG RI FRQWHQWߢ 7KH IHHOLQJZRUGLQWKLVUHIOHFWLRQLVFRQWHQWDQGLWLVVXEWUDFWLYHEHFDXVH LW PLQLPL]HV WKH FRXQVHOHHߞV HPRWLRQ LQ WZR ZD\V HLWKHU RI ZKLFK ZRXOG EH VXEWUDFWLYH RQ WKHLU RZQ :KHQ ߡNLQG RIߢ LV SODFHG EHIRUH D IHHOLQJ ZRUG LW GLPLQLVKHV WKH VWUHQJWK RI WKDW IHHOLQJ DQG FDQ FRPPXQLFDWH WR WKH FRXQVHOHH WKDW WKH HPRWLRQ UHIOHFWHG LV QRW DFFHSWDEOH LQ LWV IXOOQHVV ,Q WKLV VLWXDWLRQ WKH ZRUG FRQWHQWGRHV QRWIXOO\UHSUHVHQWWKHFRXQVHOHHߞ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ߞ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ߡIHHOLQJߢ ODQJXDJHZKHQDFRXQVHOHHKDVQRWH[SOLFLWO\XVHGVXFKODQJXDJHLWFRXOGEH H[SHULHQFHGDVYHU\WKUHDWHQLQJEHFDXVH\RXPD\KDYHLQDGYHUWHQWO\WRUQRII KHUߡPDVNߢ 7KLV GRHV QRW PHDQ WKDW \RX VKRXOG QHYHU UHIOHFW IHHOLQJV ZLWK PXOWLFXOWXUDOFRXQVHOHHV:KDWZHZRXOGVXJJHVWKRZHYHULVWKDW\RXEHJLQ ZLWK UHIOHFWLQJ FRQWHQW DQG JUDGXDOO\ LQWHUMHFW UHIOHFWLQJ IHHOLQJ ZKLOH FDUHIXOO\ DVVHVVLQJ \RXU FRXQVHOHHߞV YHUEDO DQG QRQYHUEDO UHDFWLRQV ,I \RX SLFNXSDQ\GLVFRPIRUW\RXVKRXOGJREDFNWRUHIOHFWLQJFRQWHQW<RXFRXOG DOVR WU\ UHIOHFWLQJ IHHOLQJ LQ D PRUH LQGLUHFW ZD\ WKDW LV LQVWHDG RI VD\LQJ ߡ<RXߞUH IHHOLQJ DQ[LRXVߢ \RX PLJKW VD\ ߡ6RPH SHRSOH PLJKW IHHO DQ[LRXV XQGHU WKRVH FLUFXPVWDQFHVߢ ,Q HPRWLRQDOO\ UHVWULFWLYH FXOWXUHV LQGLYLGXDOV PD\ QRW EH YHU\ WXQHG LQ WR WKHLU RZQ IHHOLQJV ,QFUHDVLQJ HPRWLRQDO VHOI DZDUHQHVVFDQWKHUHIRUHEHDQLPSRUWDQWSDUWRIWKHKHDOLQJMRXUQH\)RUWKHVH UHDVRQV \RXU FRXQVHOHH FDQ SRWHQWLDOO\ EHQHILW JUHDWO\ IURP \RX UHIOHFWLQJ EDFN KLV IHHOLQJV 7KH NH\ LV WR WLPH WKH XVH RI WKLV VNLOO VR WKDW WKH ULVN RI FUHDWLQJUHVLVWDQFHLVPLQLPL]HGDQGWKHFKDQFHVRILWEHLQJFRQVWUXFWLYHDUH PD[LPL]HG &KHFN<RXU8QGHUVWDQGLQJ )RUWKHIROORZLQJH[FKDQJHVLGHQWLI\WKHߡEHVWߢUHIOHFWLQJIHHOLQJUHVSRQVHJLYHQZKDW\RX QRZ NQRZ DERXW UHIOHFWLQJ IHHOLQJ 3URYLGH D UDWLQJ DGGLWLYH FRPSDUDEOH RU VXEWUDFWLYH DQGDQH[SODQDWLRQIRU\RXUVHOHFWLRQDQGUDWLQJ$XWKRUVHOHFWLRQVDQGH[SODQDWLRQVFDQ EHIRXQGLQDSSHQGL[$ &RXQVHOHH ,DPMXVWVRSLVVHG,FDQߞWEHOLHYHP\EURWKHUSDZQHGP\GUXPVHW &RXQVHORU :KRD,FDQߞWEHOLHYHKHGLGWKDW:KDWGLGKHSDZQLWIRU" ([SODQDWLRQ <RXIHHONLQGRIXSVHW ([SODQDWLRQ <RXIHHOLUDWH ([SODQDWLRQ <RXUEURWKHUSDZQHG\RXUGUXPVHW ([SODQDWLRQ &RXQVHOHH ,FDQߞWEHOLHYHLW,JRWDFFHSWHGWR+DUYDUGIRUODZVFKRRO &RXQVHORU <RXIHHOHFVWDWLF ([SODQDWLRQ <RXߞUHH[FLWHGEHFDXVH\RXJRWLQWR+DUYDUG ([SODQDWLRQ :KDWNLQGRIODZGR\RXZDQWWRSUDFWLFH" ([SODQDWLRQ <RXIHHOVKRFNHG ([SODQDWLRQ &RXQVHOHH , MXVW GRQߞW JHW LW , VWXGLHG DQG VWXGLHG DQG VWXGLHG +RZ GLG , IDLO WKDW PLGWHUP" &RXQVHORU <RXIHHOEHWUD\HG ([SODQDWLRQ <RXIHHOUHDOO\GLVFRXUDJHG ([SODQDWLRQ 0DQWKDWߞVUHDOO\GLVDSSRLQWLQJ ([SODQDWLRQ <RXIHHOFRQILGHQW ([SODQDWLRQ 0,1,675<$33/,&$7,21 5HIOHFWLQJIHHOLQJLVDQRIWHQRYHUORRNHGDQG\HWYHU\LPSRUWDQWVNLOOZLWKLQ DPLQLVWU\FRQWH[W$VDOOWKUHHRIXVKDYHZRUNHGDQGYROXQWHHUHGLQYDULRXV PLQLVWU\VHWWLQJVZHKDYHVHHQWLPHVZKHUHZHOOPHDQLQJPLQLVWHUVVNLSRYHU HPRWLRQV LQ RUGHU WR MXPS WR WKH ߡPRUH LPSRUWDQWߢ VSLULWXDO PDWWHUV :KLOH ZH ZRXOG DJUHH WKDW WKH VSLULWXDO DVSHFWV RI D VLWXDWLRQ DUH LPSRUWDQW ZH ZRXOG DOVR LQVLVW WKDW HPRWLRQDO PDWWHUV QHHG WR EH DGGUHVVHG )RU PDQ\ SHRSOHEXLOGLQJDIRXQGDWLRQRIWUXVWUHTXLUHVWKDWWKH\IHHOVDIHDQGKHDUGDV WKH\ VKDUH WKH FRQWHQW DQG HPRWLRQ RI WKHLU VWRULHV EHIRUH WKH\ DUH DEOH RU ZLOOLQJWRDOORZDQ\RQHDFFHVVLQWRWKHVSLULWXDOHOHPHQWVRIWKHLUVWRU\7KLV LV SDUWLFXODUO\ GLIILFXOW WR GR ZKHQ LW LV TXLWH DSSDUHQW WKDW WKH FRXQVHOHHߞV EHKDYLRU LV VLQIXO )RU H[DPSOH LQ D FDVH ZKHUH D &KULVWLDQ LV UDWLRQDOL]LQJ LQYROYHPHQW LQ DQ H[WUDPDULWDO DIIDLU WKH VSLULWXDO GLVWRUWLRQ LV REYLRXV DQG ZLOO QHHG WR EH FRQIURQWHG DW VRPH SRLQW VHH FKDSWHUV VHYHQ DQG HOHYHQ +RZHYHULIWKHFRXQVHOHHGRHVQRWILUVWIHHOKHDUG\RXUSUHPDWXUHDWWHPSWV WRSRLQWRXWVLQIXOEHKDYLRUZLOOIDOORQGHDIHDUVDQG\RXZLOOOLNHO\ORVHDQ\ IXWXUHRSSRUWXQLW\WRKDYHDQ\IXUWKHULQIOXHQFH ,WLVQRWRQO\LQVLWXDWLRQVRIEODWDQWVLQIXOEHKDYLRUWKDWIHHOLQJVQHHGWR EH ILUVW DGGUHVVHG ,Q 3VDOP 'DYLG ERWK H[SOLFLWO\ DQG LPSOLFLWO\ FRPPXQLFDWHVDORWRIGLIILFXOWHPRWLRQVLQKLVFU\WR*RG%HIRUH'DYLGFDQ UHVWLQKLVZRUVKLSDQGSUDLVHRIWKH/RUGKHILUVWQHHGVWRKRQHVWO\H[SUHVV KLVPRVWO\QHJDWLYHHPRWLRQV:HDUHQRGLIIHUHQWWRGD\2IWHQWLPHVSHRSOH QHHGWKHIUHHGRPDQGWKHVDIHW\WRKRQHVWO\H[SUHVVWKHLUGRXEWDQJHUKXUW FRQIXVLRQ IHDU DQG VHHPLQJO\ XQPHW KRSHV EHIRUH WKH\ DUH DEOH WR UHVW RU ILQGSHDFHLQVSLULWXDOWUXWKVWKDWVXUSDVVHDUWKO\FLUFXPVWDQFHV-XVWDV'DYLG ZDVDOORZHGWRH[SUHVVHPRWLRQILUVWDQGVSLULWXDOWUXWKVHFRQG\RXPD\QHHG WRRIIHU\RXUFRXQVHOHHVWKHVDPHSDWLHQFHJUDFHDQGVSDFHWRIROORZ'DYLGߞV SURFHVV &21&/86,21 5HIOHFWLQJ IHHOLQJ LV VLPSOH LQ LWV IRUPXOD DQG GHOLYHU\ EXW SURYLGHV WKH FRXQVHOHH ZLWK D VHQVH RI IHHOLQJ KHDUG DQG XQGHUVWRRG DW D OHYHO WKDW JRHV EH\RQG IDFWV ,W LV QRW D VNLOO RI LQWHUSUHWDWLRQ EXW RI UHIOHFWLRQ EHLQJ WKH YHUEDO PLUURU WR WKDW ZKLFK KDV EHHQ FRPPXQLFDWHG E\ WKH FRXQVHOHH 'UDZLQJRQWKHFRXQVHORUߞVDELOLW\WRKHDUERWKH[SOLFLWDQGLPSOLFLWHPRWLRQ WKLV VNLOO FRQWLQXHV WKH SURFHVV RI HDUQLQJ WKH ULJKW WR VSHDN LQWR WKH FRXQVHOHHߞ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
