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주종원님의 글입니다. ><p><!--StartFragment--></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-weight:bold;font-size:16.0pt;"><span style="font-family:굴림;font-weight:bold;font-size:16.0pt;">설득의 비밀</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 일단 '큰 부탁'을 하고 이어서 '작은 부탁'을 하면 상대방이 부탁을 받아들일 가능성은 크게 높아지는 것이다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 한번 '예스'는 더 큰 '예스'를 부른다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득 기술의 기본은 상대방의 마음을 안정시켜 마음의 문을 열게하는 것이다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득의 프로세스</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 1. 귀를 기울인다.-자신의 말에 상대방이 주의를 기울이는 단계.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 2. 이해한다.-자신의 말이 어떤 의미인지 상대방이 머리로 이해하고 수긍하는 단계.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 3. 납득한다.-자신의 말에 상대방이 수긍을 하고 판단을 내리는 단계.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 4. 결정한다.-상대방의 말을 이해하고 충분히 납득한 그 말을 받아들일 것인지, 아니면 무시할 것인지 의사를 결정하는 단계.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 5. 실행한다.-실제로 태도를 정하고 행동으로 옮기는 단계로 설득의 결과에 해당한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 일단은 긍정한 다음에 문제점을 지적하는 것이다. 따라서 항상 긍정적인 마인드를 갖추어 두어야 한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 적절한 질문을 던진다 -> 상대방이 자기 주장을 한다 -> 상대방의 마음이 열린다 ->이쪽의 의견에 귀를 기울인다 ->논리적이고 객관적인 판단을 한다 -> 설득 성공</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 상대방이 7분 가량의 말을 하도록 유도하고 나는 3분량의 말로 설득해나간다.(7:3법칙)</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 상대방의 가치관은 건드리지 말라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 사람들은 대부분 현 상황이 마지막이고 다시는 만날 일이 없을 것이라고 생각한다. 이것이 문제다. 사회적 설득 상황에서는 단 한번에 설득이 이루어지는 경우는 거의 없다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 상대방의 입장을 이해하는 것만큼 가까이 다가갈 수 있는 방법은 없다. 사람은 자신의 입장을 이해해주는 사람에게 약하다. 상대방의 입장을 이해하려는 작은 행동 하나만으로도 설득은 엄청난 효과를 볼 수 있다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 상사를 설득할 때 유의점</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 1. 상사의 입장에서 볼 때 프로젝트는 얼마나 중요한가?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 2. 프로젝트가 실패했을 경우, 상사는 어느 정도의 고통을 받을까?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 3. 상사는 당장의 효과를 원하는가, 아니면 시간적으로 발생하는 효과를 원하는가?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 4. 다른 부서의 상사가 얼마 전에 큰 프로젝트를 진행했다가 실패를 맛보았다. 혹시 그 영향이 있을까?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 5. 다른 프로젝트는 어떤 상황인가?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 자신감 있는 태도는 상대방에게 신뢰감을 주어 마음을 열게 만든다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 외부 소스를 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 수치를 가능하게 할 구체적인 대안을 제시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 근거와 데이터를 제시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 양비론은 금물이다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* benefit(이익, 이득)을 제시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 한국형 설득을 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 양비론은 본질적으로 양쪽의 어느 의견에도 동의하지 않는 부정적이고 비판적인 의견 개진방법이다. 따라서 양쪽 상대방에게 모두 비판을 가하게 되어 모두 적으로 만들 위험이 있고 자신의 색깔 또한 모호해질 수 밖에 없다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득 노하우</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - '설득이 될까?'가 아니라 '설득이 된다!'는 마인드를 가져라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 공통된 이익을 찾아라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 권위는 신중하게 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 근거와 데이터를 제시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 나의 말을 줄여라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 나의 자신감이 내 상품을 대변한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 내가 줄 것을 먼저 생각하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 무작정 자신을 버리거나 낮추는 것이 설득은 아니다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 물은 100도가 되어야 끓는다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 바람이 불지 않으면 내가 뛰어야 바람개비가 돈다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 부정적인 마인드는 버려라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방을 깎아내려서 얻는 이득은 없다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방이 마음을 여는 순간은 반드시 찾아온다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방이 원하는 것을 파악하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상황에 맞는 설득 대상을 선택하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 설득의 전쟁터에서는 나만의 무기가 필요하다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 설득의 타이밍을 중시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 수치를 가능하게 할 구체적인 대안을 제시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 양비론은 금물, 공과를 확실하게 따져라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 외부의 소스를 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 우선 자기 자신부터 설득시켜라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 자신의 장점을 설득의 무기로 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 작은 눈가루가 굴러 거대한 눈사람이 된다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 경쟁자의 존재를 쉽게 인정해주지 말라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 한국형 설득을 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 세상의 모든 사람은 고객이다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득의 테크닉</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방을 칭찬하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 설명은 짧고 명확하게 하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 유머를 활용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 비슷한 의견이 대립된다면 상대방의 의견을 따르라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 결론은 상대방이 내리도록 유도하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 내용에 어울리는 좋은 인상을 주어라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 명예를 버리고 실리를 취하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 복잡한 문제는 단계적으로 설득하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 표출형 : 질문 위주의 접근이 더 많이 필요한 유형</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 성취형 : 경청 위주의 접근이 더 많이 필요한 유형</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 분석형 : 답변 위주의 접근이 더 많이 필요한 유형</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 우호형 : 제시와 설명 위주의 접근이 더 많이 필요한 유형</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득하려는 사람은 상대방에게 자신을 어필하기 위해 신체적, 심리적으로 상대방과 어떤 유사성이 있는지 찾아내거나 만들어내야 한다. 이 경우에는 스타일, 의상, 취미, 가치관등 모든 것들을 동원할 수 있다. 그 이후 일정한 호감이 형성되면 미러 뉴런을 가동하여 호감을 더욱 강화해 나가는 것이다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 데이터 제시를 습관화하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 확신에 찬 목소리도 중요하다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 상대방이 내 말을 믿게 만들려면?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 제삼자의 의견을 도입하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방을 특별한 존재로 만들어라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - '우리'라는 말을 이용하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 작은 결점을 드러내어 신뢰를 높여라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득을 성공으로 이끄는 3가지 방법</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방이 계속 거절하게 만든다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 아무리 좋은 의견도 한 가지로 압축한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 좋은 조건을 제시한 뒤에 나쁜 조건을 이야기한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> * 현장에서 지켜야 할 협상의 원칙</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방의 핵심가치를 건드리지 말라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 주는 대신 받을 수 있는 것이 무엇인지 알아보고 그것을 얻어낼 수 있는 차선책을 선택하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 다시 만날 여지를 남겨라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 설득은 마지막 버스가 아니다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방의 진실성을 파악하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방의 눈높이에 맞춰라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 근거 없는 큰소리는 역효과를 부른다. 사실성에 근거를 두어라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 현실에 가장 근접하게 제시하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 자신감을 가지고 설득할 부분에 관하여 직접적으로 요청하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 자신의 의견을 분명하게 밝혀라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방의 이익과 나의 이익의 절충점을 찾아라.-나와 너의 소통</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 내가 마음의 문을 열면 상대방도 마음의 문을 연다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 설득의 세계에는 승자도 패자도 없다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 최선책을 받아낼 수 없다면 차선책을 받아내라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 상대가 지키고자 하는 원칙은 비켜나가는 대신 다른 부분을 얻어내라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 만났을 때보다 헤어질 때가 더 중요하다 - 다시 만날 여지를 남겨라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 상대방에게도 도움을 줄 수 있는 부분을 열어놓아라 - 상대방의 자기만족</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득하기에 유리한 분위기를 만들려면?</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 자리에 앉을 때에는 나란히</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방을 편안하게</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방을 내려다보고</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 가능하면 가까이</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득을 할 때에는 이런 태도를 갖추는 것이 효과적</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 조용한 목소리로 여유있게</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 의식적으로 시선을 피한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 마음을 열어라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 상대방의 한계선까지도 무너뜨릴 수 있는 객관적이고 치밀한 근거를 준비하라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 거래에서는 데이터가 감성보다도 중요하다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> 협상에서는 항상 주도권을 쥐어라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 결정을 망설이는 사람에게는 양자택일을 권한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 명시적 설득</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 이유를 설명하고 나중에 결론을 꺼낸다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방에게 태도와 행동을 지시</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 일반적인 사람들에게 적합</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 암시적 설득</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 이유를 설명하고 결론은 상대방이 스스로 판단하도록 유도한다.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 상대방 본인이 태도와 행동을 결정</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> - 의심이 많거나 논리적인사람에게 적합</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 설득은 상대방을 나에게 끌어오는 계 아니라, 내가 다가가는 것.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;">* 중요한 것은 'how'이다. 내 안의 진정성만 갖고는 부족하다. 상대가 진짜 원하고 듣고 싶은 것이 무엇인지 깊게 고민해보고 남들과 차별화해라.</span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span style="font-family:굴림;font-size:11.0pt;"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p class="바탕글" style="line-height:120%;layout-grid-mode:char;text-align:left;font-family:굴림;font-size:11.0pt;"><span lang="EN-US" style="font-family:굴림;font-size:11.0pt;"> </span></p><p class="바탕글" style="font-family:한컴바탕;text-shadow:auto"><span style="font-family:한컴바탕;text-shadow:auto"> <!--[if !supportEmptyParas]--> <!--[endif]--> <o:p></o:p></span></p><p> </p>