4 essay evaluation criterion reads: "The examinee expressed his opinion on the problem formulated by him, posed by the author of the text (agreeing or disagreeing with the position of the author), argued it (given at least 2 arguments, one of which is taken from fiction, journalistic or scientific literature) ".
Life experience:
*Real facts from the lives of others
*Own observations and conclusions
*Traditional-historical experience
Citing arguments from the lives of others, you can write:
I remember once my mother (father, grandmother, friend, acquaintance, etc.) told how ...
- It seems to me that this case convinces us that (remember what author's position you indicated, show that this example is its proof).
If you cite your own conclusions and observations as an argument. You can use these phrases:
Of course, my life experience is still very small, but nevertheless, something similar happened in my life:
OR:
-Despite my rather modest life experience, I remember a similar situation when I (my friend, classmate, acquaintance) ...
Traditional historical experience allows you to refer to the authoritative opinion of some prominent person, which will make your argument quite strong.
It is often beneficial for a persuader to turn to a "third party" - to refer to the opinion of an authoritative public figure, scientist, specialist in any field, to mention a proverb, saying, appealing to folk wisdom. The strength of such arguments lies in the fact that by using them we are accessing a collective stock of knowledge that is always greater than that of individuals.
A "Third Party" may be a specific or generic person, or a group of persons. The name of a person is usually accompanied by additional characteristics: a famous Russian writer, an outstanding scientist, philosopher, etc. For example: Prominent civil rights activist Martin Luther King taught that...; The brilliant Russian scientist D. I. Mendeleev once said that ...; Even Peter 1 said that ...; Any historian will tell you that...; Most doctors believe that ...; As established by Japanese scientists...etc.
Reading experience:
*Popular science literature
*Historical literature
*Fiction
Appeal to the reader's experience is the strongest argument of the essay. But you need to refer to it if you remember well both the author of the book and the work itself in order to avoid factual errors.
For example:
What does it mean to be a highly moral person? It seems to me that a moral person is one who strives to become better, not to hurt other people. There are a lot of examples of the desire to “be quite good” in Russian classical literature. Recall the heroes of the novel "War and Peace" by Leo Tolstoy. Andrei Bolkonsky, Pierre Bezukhov, Natasha Rostova... All of them strove to become better, kinder, cleaner...
When you turn to Russian classical literature, remember this rule: do not allow expressions like Alexander Pushkin, or, speaking, for example, about M. I. Tsvetaeva, you cannot call her Marina; speaking about the heroes of a literary work, name them the way the author does (Evgeny Bazarov, but not Zhenya, Tatyana Larina, but not Tanya, Katerina (from Thunderstorm), but not Ekaterina. Correctness and accuracy must be observed, otherwise you will lose scores according to criteria K 11, K 12.
When working with the part of the essay in which you will give the argument for your opinion, you can use the following scheme:
Use introductory words and sentences in your essay that reflect your point of view: in my opinion, I am convinced, it seems to me, in my opinion, no doubt, no doubt; perhaps I am wrong, but I will allow myself to express my own vision of the problem, etc.
You can also use the following expressions:
Other materials for writing.
What's happeneddevotion ? Devotion is the willingness to sacrifice something for the sake of something, the ability in any situation to remain faithful to something or someone, whether it be an idea or a person. I will try to substantiate my definition of this ethical concept.
As the first argumentcorrectness of the stated thesiswe can cite sentence 15 from the text of V.V. Chaplina. It describes the wolverine's dedication to a mother's duty to protect her children. As soon as her cubs were in danger, she, in spite of everything, rushed to protect her offspring.
As a second argument confirming my point of view, I will give an example from my life experience. I know two friends. They served together during the war in Chechnya. Once, during the retreat, one of the comrades was wounded. He could not move and remained to cover the withdrawal of our troops. Suddenly, his friend lies down next to him and says: “Russians don’t leave their own!” Here it is, real devotion: despite the threat to one's own life, to remain faithful to a friend, not to leave him in difficult times.
I think that by giving two arguments, I proved my understanding of the word "devotion". It's a pity that it's rare these days. (Belov Nikita)
Composition 15.3.
I guess, thatfriendship is a relationship between people based on trust, sincerity, self-sacrifice. I will prove this with the help of the text offered to us for analysis and my own life experience.
For example, in the work of Rosa Gosman, we are talking about the friendship of two girls: Olga and Elena. Olga writes poetry. She herself understands that they are not very good (1). However, Lena always praises them (13). But the friend is insincere: she flatters Olya, and laughs at her behind her back (19-21). Therefore, when Olya finds out the truth, the girls quarrel. In this situation, Olya behaves very generously: she forgives Lena, and she, having received good lesson, changed her attitude towards Olya's hobby, and the girls renewed their friendship (45-50).
In addition, I want to give an example from my own life. My friend always helps me, keeps secrets and supports me in all endeavors. I also try to answer her the same. That's why I consider her a true friend.
Thus, I proved that friendship is built on understanding and trust. The role of friendship is huge in today's world, because it's good to realize that you have someone to rely on in difficult times.
(Ekaterina Listishenkova)
Composition 15.3.
I know thatfriendship is a relationship between people based on trust, sincerity, self-sacrifice. I will prove it with the help of the original text and my life experience.
In the work of A. Ivanov, an example of true friendship is given. Ovechkin was ready to sacrifice his own life to save his friends. He fearlessly jumped onto the trunk of a tree and began to cut it (45-46). Ovechkin knew what risk he took, but did not stop, but completed his work (48-57).
In addition, I want to give an example from my own life that confirms my point of view. When I had a trouble in my life, because of which I was very worried, my friend was there all the time, supported and encouraged me. I thought that it was she who helped to forget that incident. I would like to thank her for this.
Thus, I proved that friendship really plays a big role in a person's life, the whole world rests on it. (Ekaterina Listishenkova)
On the first Wednesday of December, all students in grade 11 write final essay. The graduate is offered five essay themes, from which he must choose one. Be that as it may, specific Topics become known 15 minutes before the start of the exam. In advance (approximately September 1) only directions within which topics will be given. In 2018/2019 academic year given the following directions: "Fathers and Sons", "Dream and Reality", "Revenge and Generosity", "Art and craft", "Kindness and Cruelty".
This essay was introduced relatively recently, so many graduates are wondering: “ How to write this essay?". In this article, we will answer this question! With thematic areas, criteria and recommendations for the final essay 2018/2019. we have studied in detail this article. We repeat that in order to obtain offset according to the essay it is necessary that the graduate opened the proposed topic by writing at least 250 words, and brought at least one literary argument.
If you are looking for short instructions for writing the final essay, then here it is:
1) Write Introduction, in which you need to smoothly bring the reader to what you will prove in the main part.
2) Write main part in which you need to prove your opinion with the help of literary arguments.
3) Write Conclusion, which contains the main conclusion of the entire essay.
If you are looking for detailed instructions for writing an essay, then proceed:
When preparing for an essay, students often ask: is it possible to prepare for only one of the declared thematic areas? Our answer: no, no and NO! And if a particular topic seems difficult to you? You will find yourself in a difficult situation: you will not be able to reorganize and pick up the necessary material.
1. Algorithm for working on an essay
First of all, you need to choose a topic. When choosing a topic for an essay, it is important to keep in mind that AN ESSAY WITHOUT A LITERARY ARGUMENT IS ASSESSED WITH ZERO POINTS. That's why do not choose a topic within which you cannot formulate a literary argument confirming your position on the issue. If you can make arguments on more than one topic, choose most understandable And simple topic.
You can write an essay according to the following algorithm:
2. How to work with a draft and an essay plan
Draft - these are sheets for preliminary, draft entries. Drafts are handed over after the exam, but they are not taken into account when checking the essay.
There are various ways to work with a draft. Some graduates are accustomed write the full text on a draft, and then, after editing, transfer it to a clean copy. Others prefer work with separate parts: first write a finished fragment on a draft, and then, after editing it, transfer it to a clean copy. Some immediately write the text in a clean copy. The latter method is undesirable: the text will still require editing, and corrections in the clean copy will make the work sloppy. In addition, unlike the Unified State Examination in the Russian language, for the entire essay takes almost 4 hours; this time is enough to rewrite the essay even several times.
At the stage of choosing a topic, you can sketch on a draft titles of works of art needed to cover the topic. After deciding on a topic, try to formulate main thesis- the idea that you will justify in your essay. In order not to deviate from the topic, make sure that throughout the work you adhered to the original idea And answered the question.
When choosing a material, highlight it main And secondary intelligence. Determine which "semantic parts" you can divide the thesis - this will help you build the composition of the essay. Think over what material will be auxiliary - it can be used to clarify, concretize, argue the main idea.
The structure of the essay should look like this (the number of abstracts does not matter): 
For example, expanding the topic Why do people need art?, you can draw a diagram like this:
It is hardly possible to work on an essay without building a plan. Essay plan- this is the concept and structure of your work, briefly formulated the main thoughts that will be deployed in the essay. The plan is the sequence of your thoughts, these are your arguments and evidence in the work - in other words, everything that makes an essay an essay. The first drafts of the plan may contain individual thoughts. The function of a plan can be performed by diagrams or tables, in which the logic of the unfolding of thought is outlined. A detailed work plan may resemble a summary, which describes the ideas of the introductory and final parts, quotes are given, some fragments are spelled out in sufficient detail, and logical transitions between parts are thought out.
Here are two examples of planning:
3. Work on the composition of the essay
The criterion for evaluating essay No. 3 is composition, i.e. semantic integrity essays, How well thought out is the build? work.
Traditionally, there are three parts of the essay:
1) introduction, whose task is to introduce into the topic, to give preliminary, general information about the problem behind the proposed topic;
2) main part, in which the theme of the essay is directly revealed, reasoning is given, the text of the work of art is analyzed;
3) conclusion summarizing what has been written.
Absencein the composition of one of these elements of the composition is considered aserrorand is taken into account when scoring.
The structure of the essay should look like this:
3.1 How to write an introduction
Introduction Options
| Type of introduction | Description | Example |
| historical | Assumes brief description a certain era, analysis of the socio-economic, moral, political or cultural characteristics of that time. | The 20th century for Russia became an era of trials, brilliant insights and fatal delusions, creative undertakings and destructive wars. Being a writer is not an easy task at any time, and in a complex era of social and cultural upheavals, it is especially difficult to serve the truth. Society at the beginning of the 20th century abandoned all previous ideals and values. Home, family, life, love - all of this suddenly became a relic of the past. The era put pressure on a person, demanded, broke, subjugated ... Where to go? What truths to hold on to? All these questions were especially acute at that time and worried people. |
| Analytical | May contain a reflection on the central concept of the theme of the essay (war, conscience, mercy, etc.). | What is generosity? This is the greatness of the human soul, which is manifested in compliance, kindness and the ability to forgive. A generous person does not think about his own benefit, even in difficult circumstances, he primarily cares about others. |
| Biographical | Contains facts from the biography of the writer that are relevant to the work or to the problem raised in it. | The whole life of the great Russian thinker and writer L.N. Tolstoy is an endless creative search. Having gone through the temptations of the big world, through the horrors of war, becoming a world-famous writer, Lev Nikolayevich did not stop for a minute in search of truth and harmony. It is no coincidence that to answer the question “What kind of person can be called kind?” we turn to the work of L.N. Tolstoy. |
| Quote | At its core, it contains a quote that is directly related to the topic of the essay and is a “starting point” for further development of thought. | “Good is not a science, it is an action.” I think with this phrase the French writer Romain Rolland gives each of us the right advice: if you want to become kind person, start acting, helping people, supporting others in difficult times, often without waiting for a request for help. |
| personal | It involves a statement of one's position, a statement of thoughts, feelings related to the topic of the essay. | I didn't choose this topic by accident. The problem that it touches interests me not only as a reader, but also as a person who lives by the interests of his time and his generation ... |
The introduction should be not very big. Make sure that it is organically connected with the content of the main part in meaning and stylistically.
3.2 How to write the body
The main part is checking how well the topic is understood. The main part of the essay should be devoted to disclosure of a specific topic Therefore, it is especially difficult to give any universal recipes here.
First of all, you need to pay attention to the clear dividing text into paragraphs. Each paragraph is a relatively complete whole. The paragraph should be devoted to the presentation of one idea. He should not start with one idea and end with another. Sentences should be logically connected so that each subsequent one is the answer to the question that the reader has after reading the previous sentence. If the reader has to go back and reread a paragraph two or three times, it means that the paragraph is inconsistent, the sentences do not follow each other logically. New paragraph is a new thought, anyway bound from the previous, therefore, it is necessary to think over competent logical transitions from one thought to another. You can use the following words and phrases to express links between paragraphs:
● first, first of all, then, firstly, secondly, then, so
and etc. (sequence of thought development);
● however, meanwhile, while, nevertheless
(relations of contradiction, opposition);
● therefore, therefore, due to this, as a result of this, in addition, besides
(causal relationship);
● let's turn to ..., remember also, stop at ..., move on to ..., it is necessary to stop at ..., it is necessary to consider ...
(transition from one thought to another);
● so, thus, therefore, in conclusion, I want to note that everything that has been said allows us to conclude, summing up, it should be said ...
(total, conclusion).
Use of literary arguments
In the essay, it is necessary to use literary material to build a reasoning on the proposed topic and to argue your position, so you will need to know the content of works of art and the ability to correctly include literary material in the text of your essay.
When arguing your opinion, you should avoid presenting information that is not directly related to the topic. It is also not recommended to retell the text of a literary work.
3.3 How to write a conclusion
Conclusion Options
| Type of conclusion | Description | Example |
| Written summary | The most typical and logical ending of the essay. Most often, in such an ending, we return to the main idea of the essay, presenting it more broadly and emotionally. | So, as history and fiction tell us, a high life goal encourages a person to improve the world and himself, does not allow him to stop on the path of eternal striving for the ideal. |
| A rhetorical question | An interrogative sentence, including a rhetorical question, at the end of the essay returns the reader to the main problem contained in the topic of the essay, emphasizing its relevance. | So, real friends are really known in trouble. They are the ones who come when we are having a hard time. They come to support and help. They come without waiting for our requests and without demanding gratitude. Isn't it in this lofty sense friendship? |
| A call to the reader | An appeal, an appeal to the reader focuses on main idea essays encourage the reader to change their attitude to the problem. | Concluding my essay, I want to turn to you with a request: look around you, think about whether there are people nearby who need comfort, help, just a kind living word. Think: who do you want to be - an indifferent egoist or a sympathetic person who brings good to others? |
| Quote | It should be remembered that not every quote will be appropriate in the conclusion. It should be a statement that fully expresses your thought. | “He who is cruel is not a hero,” Peter the Great aptly said. It's hard to disagree with this idea. As experience shows fiction, cruelty not only does not make a person great, but also internally devastates him, dooming him to painful loneliness. |
The conclusion should summarize all your work, logical complete your thoughts over the topic of the essay. The conclusion, like the introduction, should be organically connected with the main text.
Note that the conclusion is not a simple repetition of arguments, as is often the case in students' work. This necessarily new information that has a generalizing character.
4. Common writing mistakes
The speech design of the essay is taken into account in the criteria No. 5 "Literacy". Most typical mistakes, which are often found in essays, can be grouped as follows:
Factual Errors
The actual error is distortion of informationabout events, objects, persons mentioned in the text of the essay.
| № | Error type | Example |
| 1 | Distortion of life facts (facts of the author's biography, dates, events, authorship of works, etc.) | living abroad, Pushkin did not forget about his homeland for a minute. (Pushkin has never been abroad) |
| 2 | Distortion of information of a work of art (names, names of characters, etc.) | In the novel "Fathers and Sons" I.S. Turgenev talks about Nikita Kirsanov, who joined the nihilists. (We are talking about Arcadia Kirsanov) |
| 3 | Incorrect interpretation of the events mentioned in the text of the work | When Tikhon returned, Katerina let it slip him and his mother-in-law about their meetings with Boris. (Katerina publicly repents of her sin, and the word let it slip means "accidentally say something that should not be said") |
Speech errors
The speech error is violation of the rules of use and compatibility words.
| № | Error type | Example |
| 1. | The use of a word in an unusual sense | If we turn to the work of Tolstoy, then there we can find machinations patriotism. |
| 2. | Violation of lexical compatibility of words | The boar tries to appear virtuous and somewhat righteous woman. |
| 3. | Confusion of paronyms | Maxim Gorky's childhood passed in the poor. |
| 4. | Indistinguishing synonymous words | Workers for their work received a miserable wage, which was not enough even for feed. |
| 5. | The use of words of a different stylistic coloring | Kuligin read a lot poems by Lomonosov and Derzhavin. |
| 6. | Unjustified use of colloquial, slang words | Plushkin obsessed on the basis of greed. |
| 7. | The use of extra words | Ivan Denisovich is used to taking care of every minute of time. |
| 8. | The use of words near or close to the same root (tautology) | Writer detail describes your hero. |
| 9. | Unjustified repetition of a word | Author creates the image of a capital city. Author shows people immersed in everyday bustle. |
| 10. | Mistakes in the use of phraseological units | Chapter "Oblomov's Dream" plays great importance in the artistic structure of the novel. |
| 11. | Bad use of pronouns | This work was written by V. Astafiev. In him covers a wide range of topical issues. |
Grammatical errors
The grammatical error is
error in the structure of the language unit: in the structure of a word, phrase or sentence. Such errors are associated with a violation of any grammatical norm - word-formation, morphological, syntactic.| № | Error type | Examples |
| 1 | Erroneous word formation | Stubbornness instead of stubbornness , mock instead of mock . |
| 2 | Misformation of the noun form | Earthly bowels instead of bosom , experienced driver instead of drivers . |
| 3 | Misformation of the adjective form | More brighter instead of brighter , most the most important instead of the most important . |
| 4 | Erroneous formation of the form of the numeral | More five hundred instead of five hundred . |
| 5 | Erroneous formation of the pronoun form | Ihney help instead of their help . |
| 6 | Erroneous formation of the form of the verb, participle, participle | Orders instead of orders , travelinstead of drive , feedinginstead of feeding or feeding . |
| 7 | Negotiation violation | I am grateful to people brought up in himself "talent of kindness" (Right: people brought up in itself...) . |
| 8 | Disruption of control | I want give an example Peter I (Right: give an example) . Many people don't have your opinion (Right: don't have an opinion) . |
| 9 | Violation of the connection between the subject and the predicate | Everyone who commit deeds, follow the call of the heart (Right: Everyone who makes...) . |
| 10 | Violation of the way of expressing the predicate in separate constructions | Everyone was happy and happy funny (Right: ...and cheerful) . |
| 11 | Errors in constructing sentences with homogeneous members | Author Not only condemns cruelty, and encourages us to do good (wrong pair of conjunctions; correct: not only but) . |
| 12 | Errors in the construction of sentences with adverbial turnover | Returning home, I remember this story (the action denoted by the gerund must refer to the subject: When I returned home, I remembered this story) . |
| 13 | Errors in constructing a sentence with participial turnover | Problem posed by the author very relevant (Right: problem posed by the author or problem posed by the author) . |
| 14 | Errors in the construction of a complex sentence | The story was written by Alexander Solzhenitsyn, in which raises an important issue... (Right: Alexander Solzhenitsyn's story raises an important issue...) |
| 15 | Mixing direct and indirect speech | It is no coincidence that the hero says that I I never hide behind other people's backs. (Right: It is no coincidence that the hero says that he never hides behind other people's backs.) |
Often cause grammatical errors, especially violations of agreement, is inattention when copying text. It is necessary to properly plan the time in order to carefully reread the text and make the necessary corrections.
Today we would like to analyze the topic of how to select constructive arguments that change people's behavior patterns. If in real life there were situations when it was difficult to convince another person of his point of view, when the interlocutor does not understand obvious things, today we will analyze a simple algorithm of how to convey this to people. And, as usual, we will consolidate the material with examples from real life.
When in one of the recent articles we analyzed, we talked about changing the behavior of another person and that the key point of the algorithm is “agreement on the problem”.
That is, if a person says: “yes, I agree, the situation is kind of awkward ...”, then we can move on to a solution. Otherwise, it is too early to move on - the person does not agree and / or does not understand what we are deciding.
If we are pushing a solution without agreement on a problem, then there are several options:
- The man fights back: “Yes, okay, they used to work somehow ...”
- The person turns on the sabotage mode: “Okay, you are the boss, I am a fool, but then you will see that it was the wrong decision…”
- A person puts a minus in karma for the boss: “Well, let it be your way. (No longer aloud) The bosses are idiots, they themselves do not understand why what is being done, they only know how to push.”
And it is at this point, not reaching agreement on the problem, in a fit of persuasion that we use non-constructive techniques, which were discussed in the previous article:
“Why do I have to explain such elementary things to a specialist of your level”
“As a manager with your experience…”
“I’ve been trying to explain the basics to you for half an hour now…”
And the more we push, the greater the chance to get a minus in karma and the greater the weight of the minus itself.
Accordingly, I want to somehow bring a person to an agreement on the problem, without pressure, so that he agrees with the problem and moves on to a solution by itself.
We need arguments. Which we prepare at the preparation stage. Moreover, at the preparation stage, we do not know which argument will work, because we do not know what is in a person’s head.
One argument is not enough. If you are going to collect the closet of your beloved mother-in-law, then you do not take the only key. You clarify: “Nadezhda Petrovna, what kind of key is needed there?” She competently answers: “Seryozha, there are such hexagonal nuts and some other bolts.” And you take a set of keys so you don't have to drive a second time.
So it is here - it would be good to prepare a set of arguments before the discussion, in case your one killer argument does not work.
So how are arguments prepared?
Example #1. Let's say you lead a team, and there is an employee who is constantly late for morning meetings (scrum rallies, stand-up rallies, or just meetings). At these planning meetings, you discuss who did what yesterday, who will do what today, what problems exist, and so on. That is, you distribute tasks and carry out some kind of coordination.
And here, the rascal, is late. And you want to make sure that he is not late.
It is clear that there may be situations when the wife went on a business trip and there is no one to take the children to kindergarten, etc. - we will not consider it here. Suppose that a particular Fedya sincerely does not understand why planning meetings are needed, and he is late for them. Well, the person didn’t have these stupid meetings at his previous job, and everything was fine. And the work was done, and the customer was satisfied. And here you are with your stupid meetings.
What we often see in trainings is that managers begin to speak their managerial language:
“Team motivation is falling”
"Falls team spirit”
“This is against our company policies”
That is, about some corporate ships that plow something there. What is team spirit? Is it when you enter a room and there is such a powerful team spirit in the air? What does it mean to lose motivation? You, the manager, in what parrots do you measure it? In lumens, which shows how people's eyes burn?
Managers speak their own language. They sometimes forget a little what they felt and thought when they weren't managers.
Probably, the arguments should be a little different ... The 2 by 2 matrix will help us understand the issue.
On one scale we will postpone time: present or future. On a different scale - whose problem is it: yours or the person to whom you came to discuss it.
What arguments do people listen to best? To those that show that you have a problem, or to those that show that they have a problem?
The answer is not so obvious. We can say that it depends on whether you have common goals, on his innate criticality, on the history of your relationship with this person (that is, your karma in his eyes). It depends on this whether your arguments about declining motivation and rotting team spirit will work.
But what is absolutely certain is that people listen well to arguments that concern them personally. One of the psychologists said that:
People change their behavior pattern when they realize it is counter-constructive to their goals.
What does this late employee want? You know better, you work with him. But I'll guess what he might want:
- Wants interesting tasks and doesn't want boring ones
- Wants to be heard
- Wants career growth
- Wants money
We can attach arguments to these Wishlists:
- When you come after the meeting, everyone interesting tasks are already broken
- Only boring tasks remain
- On boring tasks, I can't appreciate your height
- If I am now asked to recommend someone for a manager position, I will not be able to recommend you.
- In our company, a manager is someone who, by his own example, shows how the company's policies are followed + Argument #4
And now you are a little more prepared for the conversation. And you go from one argument to another, placing pauses, letting the person say what he thinks about it. But you no longer have one argument, but a whole set of keys.
And we have not yet analyzed what a person wanted to achieve with his behavior model right now. Let's try this with the following example.
Example #2. Let's say you lead a team, and your experienced employee (technical leader) in front of everyone unconstructively criticizes the work of colleagues, periodically switching to a mat. Colleagues (specifically, Masha) are offended, cry, cannot work and are going to quit. Because nerve cells are not restored. And you decide to somehow change the behavior of your technical leader.
Here, of course, it is worth considering. Did he always behave like this, or did it start after some point? Maybe it's just a matter of motivation. man got bored. Need to figure it out. Let's assume the tech lead has always been this blunt.
A small digression and an example from life. In his book Up! Inna Kuznetsova, the first Russian-speaking vice president of IBM, describes the case when at some point she had a terrible boss who was very difficult to work with. And she was about to leave him when she unfolded this situation a little for herself.
After all, the farther up, the fewer bosses you can choose from. And Inna perceived this situation as a great opportunity to learn how to work with difficult bosses. Life has become easier. Because when you understand a long-term goal, and how the current situation will lead you to it, you can suffer.
Therefore, in our example, it may be an option to talk to Masha. You may be able to convince her that it would be useful for her to learn how to communicate with swearing technical leaders. :)
But let's say you still decide to chat with your experienced employee. You will start by describing why this situation is problematic for you:
- Work is done slowly
- Masha is in a non-resource state
- Masha can quit
But there is a chance that you will run into misunderstandings:
- “Of course, we recruited from ads”
- “Well, everything works out fine for me the first time”
- “Resign, and thank God - maybe normal person finally get…”
So let's think, what does a technical leader want? What does he want with this behavior? To be done quickly and efficiently.
What does he even want?
- To listen to him
- Work with smart people
- careers
- Money
Based on this, we prepare arguments:
- Fast → What do you want? when you shout at Masha? To be done quickly? It doesn't work fast...
- Fast → Look: you shouted, Masha went to cry. Then she came to tell me how hard it is to work with you. I think about all the employees, I came to you to warm the brain about it. Now I'm leaving, you'll go to Masha to explain that you don't have to go through your head to the boss. Masha quit. Who do you think will be looking for, interviewing, introducing newcomers to the course, and while they are not there, doing their job?
- To listen → Look. while you and Masha are talking. everyone else has got popcorn and is watching. And they see how you convey your thoughts to colleagues. How do you think. If people have a question, will they come to you to discuss it?
- Work with smart people → You said you want to work with smart people? So smart people they will also think whether or not to work with someone who, in which case, can apply obscenities at all. Why do they need it?
- Career → Our company is growing those who can find mutual language with any people. Now. if they ask me if I can recommend you for a manager position, I can't do it. Because I don't know how you will communicate with management and customers. The customer may also not understand something, and be incompetent in your field. If you send him a foul language, then this is not the case ...
Don't push too hard here. The person may not have looked at the situation from that angle at all. And he needs time to come to terms with the fact that his behavior model will not lead him to his Wishlist. Still, he lived with this model of behavior for several years.
And maybe this will be the second conversation when you agree with him in the format “Let's try differently… Instead of $%^# you say: “Masha, how did it happen?..”
It's not about manipulation.
You can say: Alexander, but this is pure manipulation! How is it, you yourself teach that you do not need to use them.
This is an important question. Manipulation is a hidden influence on a person to achieve their own goals. Do not misunderstand us, we are not in favor of using arguments that affect a person to covertly solve their managerial problems. In short, the reporting algorithm is as follows:
- I have a problem, I came to discuss it with you
- This is a problem for me and that's why...
- Besides, I want to work with you for a long time, but this situation is also a problem for you. And that's why…
Your current karma in the eyes of this person will simply determine the point at which he will begin to agree with your arguments. Thought in it.
Summary: try
The summary is very simple: people change their behavior pattern when they realize that it is counter-constructive to their goals. Think not only about your problems, but also select arguments based on the wants and desires of the interlocutor. And there should be several arguments - like keys in a set. Then the chances of success in the conversation are greatly increased.
Last update: 30/11/2012
Yes, it is ideal when the manufacturer-supplier gives us the original arguments. After all, did he have any ideas about how his product should differ from all existing analogues and because of what unique qualities it should sell well? But... That's when such a "BUT" comes, you need to think with your head. How to convince them to contact you? Why order from your company? enjoy ready-made solutions- formulas for creating arguments and distinctive sides
Let's play with space
The simplest thing is to introduce geographic restrictions. Perhaps, in some geography, we have been original for a very long time. In fact, this is one of the classic methods of counter-competitive struggle.
In Cheboksary only with us ...
In Eastern Europe only we...
We are the first among the cities with the letter "Sch".
Only we can arrange delivery even to the North Pole.
We have the most dense service network.
We undertake delivery to any distance.
Let's play with time
If pranks in space do not help, we turn to the coordinates of time. That is - let's look for our originality in a different space.
We're only three hours away...
We can arrange delivery even on Christmas Eve.
Only here every three months the assortment is updated by 16%.
In the 21st century, only we...
We will respond to your request at any time of the day.
We can pre-schedule deliveries for the next three years.
Let's turn the competitor's arguments inside out
All my competitors can promise the client and promise the following: - I can make such a training that your guys will like very much.
So, I have no right to such an argument. Therefore, coach Derevitsky sometimes very gloomily promises the owner of the company: - I can make such a training that your guys will not like it very much.
After all, there are trainings for sales personnel, where you need to take everyone who thinks a lot about himself for his proud collars and anoint a little on wet asphalt ...
Competitors boast of the breadth of the range? So why not play our subspecialty?
Competitors flaunt the latest developments? We will play on traditionalism and "tested solutions".
Competitors pride themselves on speed? Then we will play on meticulousness and, accordingly, quality!
Zauzim front
It would be possible to write - “we will narrow the range” or “we will reduce the scope of activities”, but sometimes it is quite enough just to narrow the offer.
Yes, many people work part-time on furniture, but we do not just deal with “only furniture”, but only cabinet furniture!
See how business coaches take on any topic. Do you need such "multi-station"? What do you think, is it good that, for example, Derevitsky only reads sales?
Dragging Arguments
Confess: Did you have to win thanks to your personal charisma? That's it! If we sell the same product as competitors, then:
But it is I who will be personally responsible for the preparation of your order and control each stage.
Yes, we have a lot, like everyone else, but - I'm never late.
The company gives a guarantee, but with regard to this order, I personally will also be responsible for the quality.
After all, you understand the benefits of a relationship with a “personal manager”?
And every time I meet, I promise to cheer you up!
Complexity
Is it nice to have all the benefits from one source? So: - These boast about it, those are proud of that, this one boasts because of such dignity, and we have ALL of these qualities.
One hand is always better.
Due to the fact that we will supply you with all spare parts, with us you will be able to reach such a volume of orders that you will receive maximum discounts.
