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Similar, but different
is "Tracing" a necessary means to enter onto the
same wavelength with peoples' interior processes and
therefore to understand their state of mind. In fact I can
follow their posture but, if they raise their left arm, I'll
raise my left arm as well, to recreate the same muscular
strain in the same art. The subject will unconsciously be
viewed more or less as a mirror, but we'll be able to
understand their emotional state. In fact, if the person I
face has got their legs stretched by the strain, their face
muscles contracted, and shakes their hand nervously, by
tracing them I'll be able to be in tune with their own
interior state. The basics of Tracing are: I acknowledge
your condition, I understand you, I approve you and esteem
you. It is impossible to understand what a person sitting on
the edge of a chair has got inside, all leant forward with
strained posture and muscles if we are sitting on a sofa
completely relaxed! We have examined plenty of instruments
to get on the same wavelength with people we wish to talk to
in an effective way: the availability of sensory channels to
access internal information, being a mirror, and Tracing. |
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And there are
many ways to trace and to be mirrored : I can trace the
subjects on Values. If, for example, my converser has got
family as his main value, I'll talk to him about the
importance of family in today's society. If the value
"money" is important for the other, during the
interaction I'll display that particular value as important
for me as well. Of course, we don't need to denaturalise
your own personality, we have to behave like a twig that
under the strength of the wind bends but then it will come
back to its original position. In fact, whenever the right
wavelength has been established we'll be able to bring the
subject into our own world. If we are not interested in
communicating effectively with those who are in front of us,
we'll be able to ignore everything that has been said so
far. Instead, if our purpose is to communicate effectively
to achieve consensus, we'll follow everything that has been
examined so far and therefore we'll make some sacrifices. At
this point we have at our availability a series of
instruments to interact effectively, to acknowledge the
typologies you communicate with and above all which are the
favourite typologies of people you have an excellent
relationship with. |
