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所在平台: Udemy |
课程主页: https://www.udemy.com/course/dynamic-communication-2-application-and-case-presentation/
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课程名称：动态沟通2 - 应用与案例展示 课程概述：“它有效！”这是我收到的一封电子邮件的主题。我在南密歇根的一个牙科协会完成了一次以DISC为基础的案例展示演讲。发送此电子邮件的医生参加了这次演讲，并成功为他的姐夫完成了一项两年前被诊断出的牙冠手术。是什么改变了患者的想法？沟通风格的改变，适应了患者的风格。自古希腊以来，人类行为的研究便开始了。希波克拉底试图确定行为风格，以预测各个城邦之间战争的结果。直到1921年，卡尔·荣格的《心理类型》出版，我们才开始将行为分类为四种类型。威廉·穆尔顿·马斯顿——测谎仪的发明者，在1928年完善了荣格的行为风格分类，最终将四种行为特征分类为支配（Dominance）、影响（Influence）、稳定（Steadiness）和遵从（Compliance）（即DISC）。这位密歇根牙医在邮件中解释的正是教科书式的行为分析。他的行为风格在牙医中很常见，即高遵从性风格。之前，他认为只要提供数据，所有人都能被说服接受治疗。在课堂上，我们进行了“阅读人”的练习，而牙医以他的姐夫作为案例。他发现姐夫具有高支配型的行为风格。于是，他决定在下次拜访时改变自己的演讲方式，使用高D型患者偏好的用词、肢体语言、声调和语速。结果，他的姐夫不仅同意接受治疗，还决定当天就进行手术！这感觉像魔法，但其实这是几世纪以来的科学积累。 此课程通过探索沟通与行为之间的关系，帮助学员掌握动态沟通的技巧，提升案例演示的效果。
"IT WORKED!" was the subject line of the email I received. I had completed a presentation on case presentation using DISC to a southern Michigan dental society. The doctor who sent the e-mail had attended the presentation and just successfully completed a crown procedure on his brother-in-law that was diagnosed two years earlier. What changed his patient's mind? A change in communication style - to the patient's style.Man has studied human behavior since the ancient Greeks. Hippocrates attempted to identify behavior styles to determine the outcomes of various wars between city/states. It wasn't until Carl Jung's Psychological Types was published in 1921 that we began to classify behaviors into four types. It was William Moulton Marston, the inventor of the lie detector, who perfected Jung's behavior styles in 1928 in his publication Emotions of Normal People and ultimately classified the four behavior traits - Dominance, Influence, Steadiness, and Compliance (DISC).What my Michigan dentist explained in the body of the email was textbook behavior profiling. He has a behavior style that is common among dentists - a high level of the Compliance behavior style. Prior to my class he believed that everyone could be convinced to move forward with treatment if he just provided the data. During the class we completed an exercise in "people reading" and the dentist used his brother-in-law in the exercise. The dentist determined that his brother-in-law had a high Dominance behavior style. He decided to change his presentation at his BIL's next visit, using the words, body language, tone of voice and pace of speech that high D's respond to favorably. Not only did his BIL agree to treatment, but to do treatment on the same day!It feels like magic, but it's centuries of science.
