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  <= /span>La aptitud para la comunicación es de altísima importancia para la vida: está presente en todo lo que acontece entre las personas y cumple= un papel central en el éxito o el fracaso de las relaciones humanas.
  Poco nos enseñan a comunicarnos,  = solemos repetir m= odelos que a menudo resultan inadecuados y pobres.
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•COMUNICACIÓN
ACCIÓN
TAREA&#= 13;
“La escaler= a en la pared…”&#= 13;
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•
La comunicación como proceso
E= lementos :
E= misor: Envía el mensaje
R= eceptor: re= cibe e interpreta el mensaje
M= ensaje: Lo= que se quiere transmitir. Eje.
Código: Signos y reglas de interpretación= del mensaje.
C= anal: Me= dio por el cual se transmite
C= ontexto e interferencias: Lugar de la comunicació= ;n y factores interno o externos que la dificultan= o la favorecen
Intercambio +  efecto
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Sin embargo…=
•Muchas palabras no es igual a mucha comunicación.
•Aún con mucho diálogo, frecuentemente se construyen murallas con ladrillos de razón entre las personas
•Los problemas en la comunicación se manifiestan asimismo en todos los ámbitos de la comunidad:
• en el familiar
• en el laboral
• en el deportivo
• en el social =
•        = ;            &n= bsp;             Etc.
•<= /span>
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Algunas particular= idades
•Igual oportunidad
•
•Paga para el bienestar <= /b>
•
•Liderazgo en base a sucesión
•
•Seguridad y estabilidad = ;
•&#= 13;
•Quiebre en la <= /b>= relaciones
•Mérito en funcion de la = necesidad de la empresa.
&= #13;
•Paga en función
 del desempeño
&= #13;
•Liderazgo por capacidad
&= #13;
•Toma de riesgo= s para crecer
&= #13;
•Bancarrota=
Familia
Empresa
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Impacto  a nivel de comun= icación
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ALGUNOS DESAFÍOS:
•Preservar las personas, sus = relac= iones y la riqueza •Coord= inación de acciones entre los miembros de la empresa familiar, <= /span>basad= as en la confianza y en una fluida comunicación. •Identificar los te= mas conflictivos y desarrollar recursos para resolverlos = ;<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>• Establecer reglas claras de = funci= onamiento •Crear la constitución  o credo común, referente de la misión.
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= Ejercicio
•Identificar las principales fortalezas y debilidades de comunicación  en su grupo
<= span style=3D'color:#333399;mso-color-index:5'>ü<= span lang=3DES-TRAD style=3D'color:#333399;mso-color-index:5'>Familiar
<= span style=3D'color:#333399;mso-color-index:5'>ü<= span lang=3DES-TRAD style=3D'color:#333399;mso-color-index:5'>Empresarial <= /span>
<= span style=3D'color:#333399;mso-color-index:5'>ü<= span lang=3DES-TRAD style=3D'color:#333399;mso-color-index:5'>Propietario
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•ESPACIO&#= 13;
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Espacio
 Lugar= de residencia y sus fronteras
<= span style=3D'color:#333399;mso-color-index:5'>•Físico
<= span style=3D'color:#333399;mso-color-index:5'>•Emocional
<= span style=3D'color:#333399;mso-color-index:5'>•De responsabilidad
<= span style=3D'color:#333399;mso-color-index:5'>•Existencial
<= span style=3D'color:#333399;mso-color-index:5'>•etc.
=
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Por dónde e= mpezar
ØPartir de las preguntas= 3;
Ø
Ø¿En qué= espacio esta? (Ámbito)
Ø
Ø¿En el espacio de quien<= /b> esta…? (Persona)
Ø
üLa responsabilidad=
üEl valor
üLa necesidad <= /span>
üLa decisión=
üetc
Ø
Ø&#= 13;
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Propiedad
Empresa
Familia
Diferenciar
los Espacios
Diferenciar
los Espacios
Diferenciar
los Espacios
¿En qué espacio esta? <= /span>
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¿En el e= spacio de quién esta?
üEsta en mi espacio
= üEsta en el espacio del otro =
üEsta en un espacio común, =
&raq= uo;
ü=
=
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Ejercicio
•Uno de los cinco hermanos  integrantes de una s= ociedad familiar agropecuaria, contador, decide s= er chef y abandonar la gerencia financiera. El proyecto del padr= e era q= ue cada uno de sus hijos ocupara un cargo en la empresa
•¿En qué espacio esta la decisión (FEP)
•¿En el espacio de quien esta la decisión de retirarse del puesto gerencial?
•¿En el espacio de quién est= a el sentimiento de decepción por el proyecto familiar= no cumpl= ido ?
•
•
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Mas ejemplos
•Una de las hijas de un empresario agropecuario solicita a su padre que  hipoteque parte de  un campo= para poder hacer un negocio, el padre accede. Finalmente= el negocio fracasa. Pasa un tiempo, los herman= os heredan el campo…con hipoteca. •&ique= st;En el espacio de quien estuvo  la decisión de hipotecar el campo? •&ique= st;En el espacio de quién esta decidir los pasos a segui= r? •&ique= st;En qué espacio/s esta la situación y la decisión a tomar= ?
•
•
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•La hermana menor, ingeniera agrónoma , ayudada inicialmente  por su padre y un hermano mayor, = lleva adela= nte con éxito el manejo de un tambo , propiedad de su ma= dre. ¿En el espacio de quién esta el logro del manejo exitoso?
•    ¿En qué espacio esta el beneficio económico?&#= 13;
•
•Juan José, = uno de los nietos del fundador de la empresa,&nb= sp; trabaja en el escritorio de la familia.
• Llega tarde frecuentemente, y no esta cumpliendo con su traba= jo.  Su tío lo sermonea, pero  hace parte de su traba= jo.. No quiere pelearse con su hermana….
•¿En que espacio esta el incumplimiento?
•¿En el espacio de quién est= a la responsabilidad del trabajo y el horario de Juan José?
= <= ![endif]>
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•Esta en mi espa= cio: Lo = asumo. Posib= ilidad de desarrollar autoafirmación. Expresión honesta y respetuosa de lo propio
•
•Esta en el espa= cio del otro: Respeto. Si decido, acompaño <= /span>
•
• Esta en el espa= cio compartido: Incluye lo anterior, y modo de funci= onamiento acorde.
• =
• Ha= y  habilidades = de comunicación que permiten lo= grar el objetivo que presenta cada una de estas = si= tuaciones
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EJERCICIO:<= /span>
•= 3;
•= 3;
Ø=  Imaginar o recordar una situaci&oa= cute;n conflictiva
<= span style=3D'font-size:75%;color:#333399;mso-color-index:5'>Ø= Cada = uno anota qué hace en esa situación
<= span style=3D'font-size:75%;color:#333399;mso-color-index:5;visibility:hidden'>= •
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Acción
<= span style=3D'color:#333399;mso-color-index:5'>•EJERCICIO (ROL PLAYING)
• Por favor cinco voluntarios…
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= Bloqu= eos u obstáculos frecuentes&#= 13;
•Moralizar o “= ;bajar línea”
•Cambiar de tema &#= 13;
•Contar algo aparentemente mas grave <= /span>
•Comparar
•Aconsejar
•Juzgar-prejuzgar&#= 13;
•Adivinar el pensamiento
•Tranquilizar <= /span>
•Etc. =
•
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Escucha empática o activa
Ø= La pr= imera necesidad de quien tiene una dificultad es sent= irse escuchado y aceptado. Escuchar es responder a esa = neces= idad.
Ø
ØEscuc= har para comprender
Ø
ØNos l= ibera de la obligación de responder!!! =
•
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Eleme= ntos de una escucha empática•Actitud: Sintonizar. Hacer= lugar a lo que el otro tiene para decir.
• Empatía: ponerse “en sus zapatos”.
•Clarificar:= Preg= untar para comprender.
•Refor= mular : rep= etir lo esencial de su discurso.
<= span style=3D'font-size:94%;color:#009999;mso-color-index:6'>•Reflejar el es= tado emocional.
•Acompañar en la búsqueda de una solución.&#= 13;
•
•
<= span style=3D'visibility:hidden'>•
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q= = 3;
= •
Mensaje en
 primera persona
•
<= u>Poner en el afuera
<= span style=3D'font-size:156%;color:#333399;mso-color-index:5'>•Vos sos..
<= span style=3D'font-size:156%;color:#333399;mso-color-index:5'>•Vos siempre.. = ;
<= span style=3D'font-size:156%;color:#333399;mso-color-index:5'>•UD es un..
•Lo que pasa es que vos.. •Ud me hace poner as&i= acute;
<= span style=3D'font-size:156%;color:#333399;mso-color-index:5'>•Etc
= ;
<= u>Tomar contacto
•<= /span>Y= o creo (Va= lores y cree= ncias)
<= span style=3D'font-size:156%;color:#333399;mso-color-index:5'>•Yo pienso<= /span> (ideas)
•Yo necesito (Nec= esidades) •Yo me siento o= yo e= stoy
(= Sentimientos)&= #13;
<= span style=3D'font-size:133%;color:#333399;mso-color-index:5;visibility:hidden'= >•<= /span>
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Ejercicio
•Pasar de mensaje-= tu a mensaje yo (Primera persona)
1.Me haces poner ne= rvioso
2.Me haces equivoca= r
3.Me cansas con tus= pr= eguntas
4.Sos un orgulloso&= #13;
5.Ustedes me rechazan
6.Estas equivocado&= #13;
1.
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• = ;
&= Oslash; = ;
<= span style=3D'visibility:hidden'>•
=
=
•. Cómo funcionar
• = ;
Ø
S
<= span style=3D'font-size:133%;color:#333399;mso-color-index:5'>•Escuchar <= /b>
•Expresarse des= de u= no mismo
El Espacio compartido
Aplicar habilidades:
ü<= /span>Es= cucha Activa o Empática
<= span style=3D'font-size:156%;color:#333399;mso-color-index:5'>ü<= /span>Me= nsaje en primera persona
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Espacios compartidos
Propiedad&#= 13;
Asamblea de
Accionistas
Empresa = ;
Reunión de
Directorio
Familia
Consejo de grupo -= Familia.
CGF
CGF
CGF
CGF
CGF
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<= span lang=3DES-MX style=3D'font-size:91%;color:#333399;mso-color-index:5'>
ü<= span lang=3DES-TRAD style=3D'font-size:88%;color:#333399;mso-color-index:5'>Hab= ilidad de comunicación para el espacio compartido=
üEl = grupo asume la responsabilidad de su espacio =
ü<= /span>For= o de reflexión y esclarecimiento
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>ü<= /span>Org= anizado y sistemático
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>üLug= ar adecuado, sin interferencias
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>ü<= /span>Reg= istro por escrito
Consejo de grupo o familia
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Esquema de funcionamiento
1)Atención a las personas
2)Expresar los temas de interés =
3)Establecer prioridades
4)Abordar tema/s seleccionado/s
5)Tomar decisiones
6)Registrar por escrito
7)Finalizar reunión
•
•<= /span>
Consejo de gru= po o familia
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Necesidades en conflicto
•&i= quest;Estamos frente a un conflicto de necesid= ades?
•
<= span style=3D'font-size:133%;color:#333399;mso-color-index:5'>§<= /span>D= iferenciación
<= span style=3D'font-size:133%;color:#333399;mso-color-index:5'>§<= /span>R= econocimiento
§<= /span>B= úsqueda de una solución en común
(= gano- ganas)
BASES PARA LA NEGOCIACIÓ= ;N =
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NEGOCIACI&Oacut= e;N: El método sin perdedor&#= 13;
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>•ESQUEMA
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>1)Preci= sar las necesidades de las partes
2)Buscar soluciones. Creatividad. Ideas. No juicio.
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>3)Evalu= ación
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>4)Decis= ión
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>5)Poner= en práctica
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5'>6)Evalu= ar los resultados
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5;visibility:hidden'>= 7)
<= span style=3D'font-size:88%;color:#333399;mso-color-index:5;visibility:hidden'>= •
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Bibliografía
•Covey, Stephen “Los siete habitos de la gente altamente efectiva”, Paidós, Buenos Air= es 1990
•
= Temas propios del Consejo de
Familia -grupo
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Visión, Misión y valores que rigen la empresa
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Valor de las acciones
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Plan patrimonial, análisis sobre inversiones, etc
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Política de retiros
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Cambios de perfil productivo
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Política de recursos humanos
•Socios: reglas de incorporación. Normas para el traspaso generacio= nal e instrucción de las nuevas generaciones.
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Establecimiento de reglas en general
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Negociaci&oacut= e;n de necesidades
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5'>•Etc.
<= span style=3D'font-size:86%;color:#333399;mso-color-index:5;visibility:hidden'>= •
<= span style=3D'font-size:71%;visibility:hidden'>•
=