Compelling People

7/21/2019 Compelling People

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2/12

1

... fh ,G k QOe hCG k HJ j CG eEG :GQN eeCG fEG MU d de .eeh jQOe fG Zf c g ,G YQ e BG TGQ H

SD G eJ e c H f GQ dh .aKh H Jh Gh GQO d kFGO OLGh dG UGH Vf

.eGh jQO :he WEH e BG TGQ H SD e J g J N e aG f S FbO c UCG d e QGh dGG aVEG ,c e G Gh H Zh UG

IOdG :gh gGdG fY jG e Y bdGh jdG dG ,Gh jdG Jjh ISCGh ,dGh aGG

.fBG G j bdG a UCG Y ;YdG QY

fhj c aj KCGh ,f K S QNG fOQCG a ,Yh .aCG e U LdGh H G MJEG N e Hf hG Vhh dG

eR Ie bCG QG jL Y Wd dhO GOd.Ke dGh Ie dG S .Me Y Geb Gh dG Aa ,jM b he fEG LJ e Sj Jh dG LH dG GdGh dfCG e NRh .aG ZGdGh MdG .dGh dGh OCG d G BH eh dGh GJ AMEG dEG e BG TGQ H SD e J dGh eSEGh HdG IQG AHh aG f gS b

.Y dCG e cCG b gQJ dG aG f ee YO V hG Gg JCj S fCH eD f dG SCG ac jdh ,SD G IFa e a ,WdG OGeG Y fOH AHCG e SGh jT

. bh SCG QG e Qb cCG f J ic jM H L

e BG TGQ H SD G dG

``dG Y f c MCG QGUEG dEG QOf e YS jNBG f eY G k QGb f M fCG jh .JT Yh Y Qf M fEa UTCG MCG fYe c CH Gg Hqj GdG GQGh .G kMGh k M ,M ,dG Y IQdGh AGOCG Ib hCG IQG g dG

.NBH SMEGh Gh YG Ib hCG AdG h

H G REGh dG Y AG IQb J:IQG .dEG Gjh ejh jh j CG jNBG Y j IQG dG j G PfEGh feEG

H f fEa AdG Y dG j Mh .d jD hQh JegGh fYe cQ k T CH SMEG g:AdG.dP j CG hO M fjCJh SMh YO h

df a Gdh ;d e aCG d H jh ICGH OD j fC ,a G k c G k KCJ j jdG c (IdG) IQdGh (AdG) IOGQEH j dG Gg e .jdG IOb eh ,TGdG UCG e qfh

.QeCG eH fCG f fC MGdH fh ,G kFb f a Gd ,

dM QJ GdG FdG GQG g AdGh IQG .GhdG Y gQf dG YG c


3/12

2

HU g jQG jg CH LGj dGqCG EG e cqC .ee H e e k e gRGHG qCG g HdG Qa .NBG e k beh G kOe hj He gMCG ,ITe LGeh JJ Y M :e eeCG j CG JdG Gg CT eh .NBG SS YLG GQTEG e fqCG c Qf G

dG ,AdG Rf CG Qf a .(jNBG dEG) dG dEG f CG aCG CG ?jNBG YEG d eD j CG fCT e ? k Va jNBG Y eGMG VJ CG fCT e dG ,IQG , k e AdGh IQG QXE fL iQb f CG aCG CG eCG H a NBG Vq jh j b gMCGqCG Qf fh

?bdG fh bG GP ,e CG QXEG dG dEG

dG Gg i JJ dGh bG t J Y JQb K Yh ,Mh Jb Y fh f d ,dG QOfh U eCG a JGP bdG ,fYe HMQh fCH j jdG UTCH fh f fCG LQd ,hG dH QT jh dG a , k e a q dG e dEG dG g Y Ic e WCG dh .gf ,O q Jh ,h ,KCJh ,YTh ,dHh ,IObh ,Y :e

.ejQc :f Ic IMGh H fMCG fh

IQG f c

e AG H j dG Qd Qe a T S UHG J IQG f q fCG g ,dP Sh ,egG j dG g j e a .G Va g d CG ,e gh d ;fV CG JY g JQe S c GPEG e f CG RJ jdG UTCG d GMG f a ,dH hCG H QT N AGSh .a

.IQG S a IQG MU dG dEG f fh .GY J k WJQG IQG H IOdG J qC . OJ hCG k T fOJ dG WG V d jG aj CG j fC Fc hH q dGh ,dG KCdG GMEG Y IQdG :SSCG jY e gQhH J IQG

.e H d IQOG

IQdG dG GQGh fG IdG S Y Gg jh .dH d j AT CG IQdG J dP dEG LG AY jh . s G QdG IK g dG Gh cdG Y

.IAdG :e hCG c

IOGQE G .dG hd eRdG dG IQG g IOGQEa ,G RE GhOCG CG J IQdG fc GPEG .OdGh ehGh dG LGe (UG Lh Y hCG) H , k eb H k eGdG UH iqJ IOGQEa

.fhG hCG ,dG hCG ,dG hCG ,dG hCG ,dG fh bdG GW dG


4/12

3

AdG hCG SD e hCG ja dEG AfH QdG q fEG .dGh dG cQj fCG cQj M SdG G d k eh kFeh G kS S c GPEG j Ada ,Y Y e J Aa .Wh hCG feh ge Y j AdGh .e bY WJ Y a AdG UTCG j a .O

.Gh ,dCGh ,WdG :

dG hCG WdG .jNBG Ve f J CG j WG qEG PEG ,Wd cGQOEG o H a ;Mh YG Y j WdGqCG EG .fMh d fCH QdG dP ,MG ,Gg oQO oCG :f eY VH Gg jh .OG dGh cQG Y j

.Gg QT S oaCG

dCG f CG jQM f fEa dCe Z k T hCG k T LGf a .JQH QdG G SMCGh ATCG

.fOj Gch M N CG cCf M gCe fh

(FN fC) IH HSd G

,G WaCG hCG fehdG G gh :G SG Y f LdH G ee K M t dGh IOG Ye CG ddG dGh .YGh dG YdG hCG edG IOG Yeh ,j

.KCdGh IOdG JJh AdG dGh

cG bdGh ddG

e c Qb gh ,NBG Z gMCG M GPEG GV dh ,NBG gMCG j GY AdGh IQ.H OG Y

.iNCG HjEG H j jdG UTCd HjEG S f CG dEG a :ddG KCJ khCG a M ,QHh jd f dG CH AbUCG NCG a UG H j e AG G :G S Y .dG JGQbh dG FcP ie hCG H j dG dG IAdG CH MCG QGUE Qe CG jd j GPEG

eh ce IQGh AdG

q f CG ddG e fCG a ,Y CGjh ddG KCJ j e H G O ,g NJ iNCG dBG gqCG Z .NBG AT CG f CG dG e jh fH k de k jCGQ

.ddG KCJ e GU

jdG MCG Jj a :AdGh IQG H OJ g ,LG N jNBG ee dEG j M JU aQG .NBG dG e c d c hSh ,FeR MQ QH G kje XCG .VZ fCch hS e ch .jd AdG bW hCG S e j JQe IOjd k jJ J e a . k e k T

.jCG jd IQG bW eh S e


5/12

4

AdG + IQG

iCGQ d .JaJ M jJ dG YG Sb g e H d G dEG f M kb YCG IQdG hJh .G j CG AdG GSEd H ,G J CG ddG IQG a Hh .HCG e J IQH H g k H ,OQaQg eL e Oc EG eb a .AdH IQG GG CH eMCG j Y eY (AdGh IQG) :Y YGH MCG QGUEG c a Y

.AdGh IQG e je hj jdG UTCG jQdG JHSG

.G cQ Vh H gG CG cdG aCG gh ,ja dEG j H hOLG f jdG IOdG hCG UTCG j ,g .

UTCG iJ ,gh .

ejQdG

S Y dM hCG JdG Y IdG ,jc e QXEGh AdGh IQG e c Y c LCG e JGP bdG

.IOG dNh

WdG fb

IOQH d a :WdG CGe hCG IYb SG Y f SSCG Y AdG fCH Je a J IMGh bGh J b H WW M eG IMGh QdG H IOYEG j j k egG J hCG e NBG k T QJ S dG fG qEa IMGh I dh Ie `H aJ G . k U G k eCG H A Mh IMGh I JcCGh JQe XCG e GPEa :ce jH a IQG .gPCH

.KD eh bh Qe c eb q j CG Gg CT a

dG IQGOE Gh JGhOCGh JbH

,e ,L ,L :fG dG Y SdG aj dGG hCG e ,Sh jS jH FG aG g J e QHh .G ,bY e fG edG JQd e hCG T hCG X IQH dH MJ dG gqEa

.AdGh IQG

eh U fc k jCGh .JRH dG bdG g eh bdG D hfGh L .d dG dG hNBG Qj H G kL H J CG feEa bdG g

.SdG Hh H QeCG J c J CG G k c Yj a CGJ dh

IQG

G/G YE G

WdGAGQORE G

AdG


6/12

5

QGUE IdG dG FGhdG g .SSCG jL eGY Y Fb G dG AGQh a ,FJ IQ g g jdhCG dh .OG e j J b dGh adG dGh YH dG Hc .jS fc Gh Vd c fGO dG Y j (2011 Y QOdG dG g Y ,cdG O

.LSG dEG dG dBG jdG dG Y FdG f j CG jNBG M LSG dEG dG CT eCG O d .dM e dG AGREG dG e bCG Qbh cCG H TJ Y fEa ,e k T f fCH dG CGf IQdGh AGJ dG QaCG OSG dEG h JBG ed aGfG O UH ,Y Y fgPCG gSQ dG ,G JGQJ S AG j GHh .iG dEG J.G dG fQaC j jdG hNBG j dch

(G) YLG dG

.VCG d cCG AH j AdGqCG Vf HH .e M dEG jOhOh Z fCGh ,AjbCG LdG CG G e eg e cCG f jd FdG AdH fQe hSdG eg e cCG f LdG ia :dP AG dG Yh .WdGh YLG fH k jCG j d ,dGh fG IdH .LhSEG H AdGh IQG H fRGG Y QbCG fCG Y LdG dEG j c .jNBG Ye e cCG ZdH LhSEG eg

.WdG AdG e Fa YL G AdG J bdG AfG

j Q dG JG GG d k Me FGd J dG FG GOG MG bdG AfG j dG e de LQO dH g ,YL NGO e fGbCG e YLG UGdG dEG dGqCG M a .H e b j jRGdGqCG dG j a .eY IQH cCG IQ j q jCGh cCG AH J adGqCG CH adG jdG UTCa .H fQe WdG AdH k bCGh CcCG fHdG hj dG rCG d ,IAc bCG d ,cCG AH .fCH fQe k aO bCG d ,ibCG eY H YCG OG NdG GP hdG jNBG hj Se NO G

dG

IAc bCG gQYH dG Qch WCG dEG j PEG .adG H dGh AdGh IQG bY g dG e Jhe je dEG dG Qch dG QU e wc j ,IAdG dEG dHh .ddG e cCG AH j W fEG WJ NGa : k jCG e eCG a AdG dEG dH eCG .edG IG SSCG FXdH dEG dH e bh dG dEG a SG e IdG Jh .Y h Ic HPL dh Q

.aG dEG K ,Vj HU hj N hCG Y hCGqL hCG dGh q e dG ddG ia .IAdG H G Y hCG ,e a dG QG .edG IG bGe e edG Y k e G k LY dG Gg j ICah ,OhT dM gh JGQSG ASCG cJ ZEG dEG fCG j Ggh ,de jGH gQYH H ,e dCe gQYH TdGh k dZh

.jQObh AjbCG GdGR e dG QqCH iNCG GQTG


7/12

6

jd e QSG

.YGdG QNd k jJ c YNEG fEa ,YGh Z jH J cdG ZGqCG M :Ije jH J c J CGh H ,Ije jH J CG - a d - QJ CG feEH gh .G jQT Z jH H J dG G e J GN J CG

.SJ dG GQTEG H RGdG d cCG k aOh cCG IQe dN e p o J CG IjY W.bGdG J :iNCG IQHh

c H UGdG

dG fh GAEGh G Vhh LdG GJ GQTEG c M .dH ITe fJ M ,dG Yh .dG H j Y bO J G gqCH f fEa ,e jM hd dGh hj g Q H ,WG Y j QMh be dH fej dGqEa , H G dGh eCG Z f d efh dG Z bdG G YGh IQH dG Z k T j CG .U Z e k T gqCG ae e dG g F

MG

.JQe Y dG J G MG H n J dG jdG .AdH j cCG IQH j eCG MG qEa ,aW UGj eY .Ob Hh jH cjh Ic MG jQCH aj hQGG e T j ea .jNBG jh j rCG :Ije jH MG j bh . kcCJ aG q j gMCG M LP IQH f e g aG jJqCG c .G Gg FdG g jNBd Mj fEa MG e .GMG Y f OHG Gg c EGh M ,AdG H Mj b e T Y O


8/12

7

G Vh bdG CT a :a k SCGQ ,Ic Me eH j g eCG .IQG J Feh e IQ d Zh V dSQ Sj CG fCT e MG C jL Vh PJGqEG c .H K j CG e e

.e T fCG ;qEG GhfG : k a ke hCG gQa IQS ceG Y G k c gGa

AE G

.IQG f c khCGn d ?YGQdG SH AdGhG .YL Y G kH ,YdGh YGQdG jH JQG :a dP e dGh . mbTQh mAhgh mbh xCH c CG H ,Qe fCc k FGY YGQdG CG G d :

.J dG MG h L k eJ k J CG

YdG IQG e c QXEG fGh JQG ie j . k Y hCG k e hCG k MJe c GPEG e CG :bW i dc JG MJ

.aOh JQe e c j Gg Ea jd k e hCG jd k Je bW ie j M

GdG OD J c d c jj H hCG ,jH b d HUCG K GPEa .H G dEG IQTEG SJ jj H e j SdG Ea Gdh ,a de IH MJ cM a HdH IQG eCG .IQH MJ fCa JGQdG dG

.IAEG g

jdG IdG

IH fCG J .jj cH IQG QXE Y OYG q a J g CG d c HUCG KCG .H L Y G kHh ,N ie Y fCc c H aG SJ VdG GGG fCG BGh .HUCG H ka Ic GQdG H ,IMGh H WCG Ic M UCG Ic hCG ,dG Ic K G IH H IdG Jh jM HJ hCG eeCG dG Qd IdG q J CG .fL dG iNCG iS d ,jZ IQdG g hJ b .bEG e Y cCdG e G kje J c kb H T Ea . k e k W eCG hjh ,dP j KG kOY IdG IQU d aJ .IdG g cJ ,jH Gh bhqCG

. kb YL Y jH YdGhGh Me

k aO j Lh

AdG H f jW hCGh ,LdG e CGJ AdH G FG UdG G fEG dG YCG SGQ dG Z UGd SSCG Sh eHG .eHG g HGLh AGS k FGO gGfh ,gLh j IG dG f e HGhQh bY q f j ,ddG J eHGqEG c .HjEGh Lfh AcPCGh

.HH fHj e c


9/12

8

dG H KCJh cS

cT cCG e cT jjG e KG e YG Y .eYEG Y je dGh ,H je gMCG c .500 JQa Fb T Jh ,AGOS M :jd k a k Sd JQG dG

f Y YLG QS CG CLJ h .JcM GJEGh jM Sch LG M ,dG GP .JbJh G aK Sf gqC L qCG M LG jGH .jdG H aG cdG e jCG Gfc fCG k jQJ d J K ,g jOh e YSh .j cCG SdGh OG cSh j WdGh fG J dG cT aH J d g

.JjdhCG SCGQ Y hdGh eYEG cdG aK R H ,IQG Q h SQh jb ,IQG RHCG fC dG e Ra d .JhdG e cG QHGh f aK J d fCG jjd MhCG ,AdG g fC YEG cT e

.JLMG U Q

QL IFGO GNG

GPEG e ae FGO QL jj ? .fhj dG fGLdG L

J fCG XCG :H IFGdG g G ddG e J e gYe d H .bGGh

.

.IOdH SMEG cQT , k jCG fCGh e eCG M IO CH GLdG bdGh JGh

.hj J fCG d XCa ,e dCe

H J f Lh hCG e e d d ,cCG gCG j IFGdG dEG ddGqEa ,gYe e e UGJ CG Y dG g .cCJ H kS j a .jD hQ e aNG e ZdG Y k jah k fGLh

?dP a

QL H j e k T OM .WJ J CG Y : khCG .e e J fCG d XCG K , k jCG H J CG h

a jH f Lh e hNBG ej CG ZJ c GPEG.jG H gf Lh e eJ CG ?J HLEG qCG d GPe d

G k ch OdG e k Th dG IM GhXCG G CG d GPeh?...dG e

GPEG .qe QH hj L dG hdG Y f CSG Ye e WJ CG a ,gGdG hj e c : .

FGO fCa !IfG f Jh hdG f J f Lh eh fCG Jh H ,Jh JGP Y J C LH ihT e gCGhqYCG FGO S ,dEG S e .GJ CG ka FGO Y Gdh fCH e J dG UG e

.ihdG AGQh dG YG Y J CG


10/12

9

f h fCG GSG O . f h fCG jdG G H e j GqCG dG Gg Mj bh .AdG S jh IQG q j e gh ,ffCGh GdG M cd fCG

.AdG Yq j fCG dG GSG GSEG Ea GMCG c h .gANEG hj dG h ah cGQOEG RGHE k Ua ajh ,jNBH k Yh j f dG GSGqEa H

egH SMEG f N e AdG QXEG gj Ga .gY; IFGdG d gQYH a f fEa jdG H f f eY .cG dG .e Jh d IFGdG SQ N e G ddH d jd fej fEa ,G k c fj e gh ,f dG SD G IOb ;IdG j CG e kH k WY G kYJh jCf j b SCG Ggh ,c S G Y H

d eqEa , eCG Gg REG dEG LH f :ShD he FQ j dG cQj dh ,geCj fCG cQj a .WdGh AG

,YdGh ddG dG Gg G :j CG aCG .IT

aOh ,JQH JQb a

.JQRGD eh Yd G ke FGO Sh.LCG e jGh ,HdG e FdG kMGh k ja fCG hjh ,

IOdG

hQj e .AdGh IQG H fRGG Y f e k da ,GOd SD G QNG H f

EG - LQCG Y - hj a ;a G REG Y QOdG dG AUH gG IQH IOdG.AdG S CT e G j e k dZh .bd TG .KD e Fb c T L dEG L Gj IQGh AdGqCG d a ,AcCG IOdG Lj dG GG ff GPEG eCG gh ,HCGh SFdGh ejQdGh Gh jdGh VhdG P k H H aj dG IO iLCG .edG FdG J dG GQG J OQaQg e f jRL QcdG hM bh .MhG O:ddG GQdG T dG edG FdG dH a ,P k e f

;dG GQG ;jD hdG ;UGdG ;WdG(bG IOdG) dH JG AcdG ;aG SdG GQ

f jRL M bh .dGh AdG Y SdG H d J jGh fCG a e IOdG q WdG Acd.(AdG) NBG dEG UdGh ,(IQGh dG) GdGqCG

ShD hG e UGdG Y IQdG J H ,h FdG IQ k e AdGh IQG UGdG .AdG d

Sh J e jD hQ GHG Y IQda .aCG UdG c CH a jh VG j jD hdG .AdG Y j ce egGh d jb

q jh .IAch YH dG S Y d HG OQdG GQ .IQG Y RGHEG IRG dG GG


11/12

10

:

. .

1.Inuence The Psychology of Persuasion.By Robert Cialdini. 2006

2006 . : .

2. Letters from Leaders Personal Advice for Tomorrows Leaders from the Worlds Most Inuential People.

By Henry O. Dormann. 2009

2009 . : . :

3. Getting to Yes Negotiating Agreement Without Giving In.By Roger Fisher. 2011

2011 . : . :

:

dG IQG YCG JaG SdG edGh jNBG J Y IQdG q fEG .dH gj dG G IdG bGe f jRL Y j e dGh IQG GSG CG ;gdG eEGh ZdG eEG J

.L dEG L

IAGb Y IQdG jh (dH JG) bG AcdG VhCG ch .Vj dG d FG HQG jh bG aK e ed OGSG j be a ,f QahdG AYCG LMGh ,(IQG) IdG SSh ,(AdG) SD G FGdGh GQG Ich JeG dGh ,(AdG) SD G

.(IQG) MG g gCG ieh GQG g e IMGh d dG dGqCG e ZdG Y ,IOdG j e e

.dG Y GG

OdG ZdG Mh Ad

AfGh q dG .AfH k SMEG Y a AdG eCG , q dH G k QT IQG .SSCG JM ibh ,bW Y J dG IQKEG f fEa G fj eYh ,jd FGdG dG Ye Y aGj AdGh IQG hhPh ,gGD hQ Y aGj ,a IQG hhP .MQCG Me Jh ,AdG gFGa AdGh IQG e d .AjbCG j k ag h MGL hGa ,IQG k jCG AdGh .gGD hQ Yh jNBG

.UG f k jCG d Jh J c IGqEa ,jh Zj .IG H LGJ GQe JEG O e cCGh ,X J fc e cCG eCa .H H UdG .

e g Ggh .NBHh dH k M eh b fCH J dG J .aOh JQe YH SMEGh ,dGbCG.f eCG e S M fC ,jNBG eCG k e


12/12

CG OQCG GPEG fCG g dG G

J CG a ,O Jh YEG R

, k H J CG OQCG GPEGh . k H

.

Compelling People

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