Description
Transactional Analysis is a theory for analysing human behaviour and communication.
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Transaction Analysis : a theory for analysing human behavior and communication. Developed by Eric Berne in 1950's
?
?
Seeks to explain how each of us has developed into the people we have become by understanding everything around us. A model for explaining why and how people think, act and interact like they do
?
?
Some of the important assumptions made by TA are : Everyone is born ok.
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?
Each person has a right to be in this world and to be accepted as they are. Everyone is responsible for themselves
All seek physical and emotional nurturing so our behavior is modified to achieve this
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?
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Everyone has three ego states based on their childhood experiences and role models. Each ego state is a separate and distinct source of behavior The three ego states are Parent Ego state or “ The Should Ego state, the Adult Ego state that “ Computes Dispassionately” and the Child Ego state that “Makes you feel like you did when you were a child”.
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• The "taught" state
• The "thought" state • The "felt" state
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Thoughts, feelings, attitudes and behavioral patterns based on lessons learned from parents and other „parental? sources
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Parent ego state can be divided into two types: the Nurturing Parent ego state and the Critical Parent Ego state
The Nurturing Parent ego state includes the nurturing side and can be soft, loving, and permission giving.
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Contd…
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The Critical Parent. (also sometimes called the Prejudiced Parent) includes part of our personality contains the prejudged thoughts, feelings and beliefs that we learned from our parents. Values of the parent ego state : Condemning, Moralistic, Supportive, Encouraging, Judgmental, Nurturing and Critical.
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NURTURING PARENT
CRITICAL PARENT
ADULT EGO STATE
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Thoughts, feelings, attitudes, behavioral patterns based on objective analysis of information (data, facts) Make decisions based on logic, computations, probabilities, etc. (not emotion) If you say, "What time's he expected?" and the other person says, "At 2 o'clock", this is an Adult to Adult transaction.
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ADULT EGO STATE
CHILD EGO STATE
?
?
Thoughts, feelings, attitudes, behavioral patterns based on child-like emotions, impulses, feelings we have experienced Child-like examples
Happy Pleasure seeking Rebellious Happy Curious Eager to please
Impulsive Self-centered Angry Fearful
CHILD EGO STATE
CHILD EGO STATE
CHILD EGO STATE
TYPES OF COMMUNICATION IN TA
1. Complementary
2. Crossed 3. Ulterior
1.COMPLEMENTARY
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Interactions, responses, actions regarded as appropriate and expected from another person. Parallel communication arrows, communication continues. Example 1:
COMPLEMENTARY CONTD…
Example 2: #1 You’re late again #2 I’m sorry. It won’t happen again.
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2. CROSSED
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Interactions, responses, actions NOT regarded as appropriate or expected from another person. Crossed communication arrows, communication breakdown. Example 1:
CROSSED contd..
Example 2: #1 You?re late again! #2 Yeah,I know, I had a flat tire.
P A C P A C
3.ULTERIOR
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Interactions, responses, actions which are different from those explicitly stated Example: “it?s very expensive” is a great way of closing a sale with customers who have an issue around seeming cheap. They will hear the ulterior “you can?t afford it” and respond from Child, buying the item to prove that they can.
Being a „Response Able? Salesperson
Recognize you cannot control another?s behavior, but you can affect their behavior by the way you respond to them.
? ?
?
?
?
Ask if it?s happened before Distinguish what can be changed from what can?t Focus on haves vs. have nots Don?t sweat small stuff
?
?
?
Life is not fair or perfect Bad (good) things happen, usually don?t last forever Things don?t always go according to plan People don?t always act as you?d like (remember ego state explanations, people have „bad? days, etc.)
Sales Quotes: Transactional Analysis
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Rule #1: The customer is never wrong. Rule #2: If the customer is wrong, read rule #1.
?
TRANSACTIONAL ANALYSIS BOOKS
1)
2)
3) 4) 5)
6) 7)
8) 9)
TA Today - Ian Stewart & Vann Joines I'm OK You're OK - Thomas and Amy Harris Staying OK - Thomas and Amy Harris Games People Play - Eric Berne What Do You Say After You Say Hello - Eric Berne Scripts People Live - Claude Steiner The Total Handbook Of Transactional Analysis Woollams & Brown Transactional Analysis For Trainers - Julie Hay The Transactional Manager - Abe Wagner
ANY QUESTIONS
THANK YOU AND HAVE A NICE DAY
doc_355424327.pptx
Transactional Analysis is a theory for analysing human behaviour and communication.
?
Transaction Analysis : a theory for analysing human behavior and communication. Developed by Eric Berne in 1950's
?
?
Seeks to explain how each of us has developed into the people we have become by understanding everything around us. A model for explaining why and how people think, act and interact like they do
?
?
Some of the important assumptions made by TA are : Everyone is born ok.
?
?
Each person has a right to be in this world and to be accepted as they are. Everyone is responsible for themselves
All seek physical and emotional nurturing so our behavior is modified to achieve this
?
?
?
Everyone has three ego states based on their childhood experiences and role models. Each ego state is a separate and distinct source of behavior The three ego states are Parent Ego state or “ The Should Ego state, the Adult Ego state that “ Computes Dispassionately” and the Child Ego state that “Makes you feel like you did when you were a child”.
?
?
• The "taught" state
• The "thought" state • The "felt" state
?
Thoughts, feelings, attitudes and behavioral patterns based on lessons learned from parents and other „parental? sources
?
Parent ego state can be divided into two types: the Nurturing Parent ego state and the Critical Parent Ego state
The Nurturing Parent ego state includes the nurturing side and can be soft, loving, and permission giving.
?
Contd…
?
The Critical Parent. (also sometimes called the Prejudiced Parent) includes part of our personality contains the prejudged thoughts, feelings and beliefs that we learned from our parents. Values of the parent ego state : Condemning, Moralistic, Supportive, Encouraging, Judgmental, Nurturing and Critical.
?
NURTURING PARENT
CRITICAL PARENT
ADULT EGO STATE
?
Thoughts, feelings, attitudes, behavioral patterns based on objective analysis of information (data, facts) Make decisions based on logic, computations, probabilities, etc. (not emotion) If you say, "What time's he expected?" and the other person says, "At 2 o'clock", this is an Adult to Adult transaction.
?
?
ADULT EGO STATE
CHILD EGO STATE
?
?
Thoughts, feelings, attitudes, behavioral patterns based on child-like emotions, impulses, feelings we have experienced Child-like examples
Happy Pleasure seeking Rebellious Happy Curious Eager to please
Impulsive Self-centered Angry Fearful
CHILD EGO STATE
CHILD EGO STATE
CHILD EGO STATE
TYPES OF COMMUNICATION IN TA
1. Complementary
2. Crossed 3. Ulterior
1.COMPLEMENTARY
?
?
Interactions, responses, actions regarded as appropriate and expected from another person. Parallel communication arrows, communication continues. Example 1:
COMPLEMENTARY CONTD…
Example 2: #1 You’re late again #2 I’m sorry. It won’t happen again.
?
2. CROSSED
?
?
?
Interactions, responses, actions NOT regarded as appropriate or expected from another person. Crossed communication arrows, communication breakdown. Example 1:
CROSSED contd..
Example 2: #1 You?re late again! #2 Yeah,I know, I had a flat tire.
P A C P A C
3.ULTERIOR
?
?
Interactions, responses, actions which are different from those explicitly stated Example: “it?s very expensive” is a great way of closing a sale with customers who have an issue around seeming cheap. They will hear the ulterior “you can?t afford it” and respond from Child, buying the item to prove that they can.
Being a „Response Able? Salesperson
Recognize you cannot control another?s behavior, but you can affect their behavior by the way you respond to them.
? ?
?
?
?
Ask if it?s happened before Distinguish what can be changed from what can?t Focus on haves vs. have nots Don?t sweat small stuff
?
?
?
Life is not fair or perfect Bad (good) things happen, usually don?t last forever Things don?t always go according to plan People don?t always act as you?d like (remember ego state explanations, people have „bad? days, etc.)
Sales Quotes: Transactional Analysis
?
Rule #1: The customer is never wrong. Rule #2: If the customer is wrong, read rule #1.
?
TRANSACTIONAL ANALYSIS BOOKS
1)
2)
3) 4) 5)
6) 7)
8) 9)
TA Today - Ian Stewart & Vann Joines I'm OK You're OK - Thomas and Amy Harris Staying OK - Thomas and Amy Harris Games People Play - Eric Berne What Do You Say After You Say Hello - Eric Berne Scripts People Live - Claude Steiner The Total Handbook Of Transactional Analysis Woollams & Brown Transactional Analysis For Trainers - Julie Hay The Transactional Manager - Abe Wagner
ANY QUESTIONS
THANK YOU AND HAVE A NICE DAY
doc_355424327.pptx