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So the impact here is going to be negative. So this is a summary for all the things which we talked about. Remember, this is a behavior of a salesperson and this behavior can be influenced, can be affected by more than one factor. Any questions, any comments? Move on. 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and there is another leader. We can see that he is a leader. He doesn't have power or authority. His name is Joss and he can influence other salespeople although he doesn't have authority or power because he is a leader. 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Good. Listen here. Here, we are not talking about hypothetical situations. Later on, after you are going to graduate, you are going to find a real work, you will remember my words. You will remember this scenario. This scenario is saying, we are talking about formal leader. 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Even though his position isn't a manager, his position is an ordinary salesperson. Clear? Now, who is going to be agitated or angry or outraged? The manager. Because he or she will feel that another undeserved salesperson is competing with them over the position.", "tokens": [24342, 5263, 13, 2754, 1673, 702, 2535, 1943, 380, 257, 6598, 11, 702, 2535, 307, 364, 10547, 5763, 10813, 13, 14993, 30, 823, 11, 567, 307, 516, 281, 312, 623, 18266, 420, 6884, 420, 12301, 3004, 30, 440, 6598, 13, 1436, 415, 420, 750, 486, 841, 300, 1071, 45667, 6913, 5763, 10813, 307, 15439, 365, 552, 670, 264, 2535, 13], "avg_logprob": -0.1807120882096838, "compression_ratio": 1.5271739130434783, "no_speech_prob": 0.0, "words": [{"start": 438.88, "end": 439.42, "word": " informal", "probability": 0.529296875}, {"start": 439.42, "end": 439.8, "word": " leader.", "probability": 0.89697265625}, {"start": 441.34, "end": 442.08, "word": " Even", "probability": 0.798828125}, {"start": 442.08, "end": 442.36, "word": " though", "probability": 0.78857421875}, {"start": 442.36, "end": 442.54, "word": " his", "probability": 0.93212890625}, {"start": 442.54, "end": 442.9, "word": " position", "probability": 0.93310546875}, {"start": 442.9, "end": 443.26, "word": " isn't", "probability": 0.736083984375}, {"start": 443.26, "end": 443.38, "word": " a", "probability": 0.6416015625}, {"start": 443.38, "end": 443.64, "word": " manager,", "probability": 0.9404296875}, {"start": 444.26, "end": 444.46, "word": " his", "probability": 0.91064453125}, {"start": 444.46, "end": 444.8, "word": " position", "probability": 0.9462890625}, {"start": 444.8, "end": 445.18, "word": " is", "probability": 0.9462890625}, {"start": 445.18, "end": 445.9, "word": " an", "probability": 0.9013671875}, {"start": 445.9, "end": 446.32, "word": " ordinary", "probability": 0.7734375}, {"start": 446.32, "end": 447.3, "word": " salesperson.", "probability": 0.877197265625}, {"start": 448.24, "end": 448.56, "word": " Clear?", "probability": 0.837890625}, {"start": 449.88, "end": 450.54, "word": " Now,", "probability": 0.92138671875}, {"start": 451.32, "end": 451.88, "word": " who", "probability": 0.884765625}, {"start": 451.88, "end": 452.06, "word": " is", "probability": 0.7421875}, {"start": 452.06, "end": 452.32, "word": " going", "probability": 0.94091796875}, {"start": 452.32, "end": 452.52, "word": " to", "probability": 0.97314453125}, {"start": 452.52, "end": 452.72, "word": " be", "probability": 0.93017578125}, {"start": 452.72, "end": 453.22, "word": " agitated", "probability": 0.815673828125}, {"start": 453.22, "end": 453.52, "word": " or", "probability": 0.80078125}, {"start": 453.52, "end": 453.88, "word": " angry", "probability": 0.93115234375}, {"start": 453.88, "end": 454.22, "word": " or", "probability": 0.87548828125}, {"start": 454.22, "end": 454.8, "word": " outraged?", "probability": 0.954833984375}, {"start": 454.98, "end": 455.72, "word": " The", "probability": 0.8193359375}, {"start": 455.72, "end": 456.04, "word": " manager.", "probability": 0.88623046875}, {"start": 457.22, "end": 457.66, "word": " Because", "probability": 0.88134765625}, {"start": 457.66, "end": 458.1, "word": " he", "probability": 0.9375}, {"start": 458.1, "end": 458.64, "word": " or", "probability": 0.8974609375}, {"start": 458.64, "end": 458.96, "word": " she", "probability": 0.91845703125}, {"start": 458.96, "end": 459.24, "word": " will", "probability": 0.87548828125}, {"start": 459.24, "end": 459.56, "word": " feel", "probability": 0.96484375}, {"start": 459.56, "end": 459.98, "word": " that", "probability": 0.93798828125}, {"start": 459.98, "end": 461.06, "word": " another", "probability": 0.92578125}, {"start": 461.06, "end": 462.24, "word": " undeserved", "probability": 0.91357421875}, {"start": 462.24, "end": 463.42, "word": " salesperson", "probability": 0.925537109375}, {"start": 463.42, "end": 463.7, "word": " is", "probability": 0.94775390625}, {"start": 463.7, "end": 464.14, "word": " competing", "probability": 0.91845703125}, {"start": 464.14, "end": 464.38, "word": " with", "probability": 0.89697265625}, {"start": 464.38, "end": 464.66, "word": " them", "probability": 0.72802734375}, {"start": 464.66, "end": 465.82, "word": " over", "probability": 0.84326171875}, {"start": 465.82, "end": 466.0, "word": " the", "probability": 0.8134765625}, {"start": 466.0, "end": 466.36, "word": " position.", "probability": 0.9375}], "temperature": 1.0}, {"id": 16, "seek": 49385, "start": 467.33, "end": 493.85, "text": " This is the ordinary thinking. Is this thinking or is this scenario applicable in our Palestinian organizations? In every organization, Palestinian, Gazan, domestic, international. This scenario is going to be available everywhere. Everywhere. In this scenario, if you are going to be a formal leader or a manager, of course you are not going to accept this reality. How should you act?", "tokens": [639, 307, 264, 10547, 1953, 13, 1119, 341, 1953, 420, 307, 341, 9005, 21142, 294, 527, 28202, 6150, 30, 682, 633, 4475, 11, 28202, 11, 38468, 282, 11, 10939, 11, 5058, 13, 639, 9005, 307, 516, 281, 312, 2435, 5315, 13, 37322, 13, 682, 341, 9005, 11, 498, 291, 366, 516, 281, 312, 257, 9860, 5263, 420, 257, 6598, 11, 295, 1164, 291, 366, 406, 516, 281, 3241, 341, 4103, 13, 1012, 820, 291, 605, 30], "avg_logprob": -0.16730925479492584, "compression_ratio": 1.7916666666666667, "no_speech_prob": 1.1920928955078125e-07, "words": [{"start": 467.33, "end": 467.65, "word": " This", "probability": 0.6533203125}, {"start": 467.65, "end": 467.77, "word": " is", "probability": 0.94970703125}, {"start": 467.77, "end": 467.87, "word": " the", "probability": 0.72802734375}, {"start": 467.87, "end": 468.11, "word": " ordinary", "probability": 0.64404296875}, {"start": 468.11, "end": 468.59, "word": " thinking.", "probability": 0.89501953125}, {"start": 469.81, "end": 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When we are saying win-win situation, neither me as a manager nor Jaws must lose anything or should lose anything. In other words, Jaws and me, both of us must be winners.", "tokens": [400, 1780, 322, 11, 498, 321, 576, 411, 281, 605, 11, 321, 820, 605, 4650, 281, 746, 1219, 1942, 12, 9136, 2590, 13, 1133, 321, 366, 1566, 1942, 12, 9136, 2590, 11, 9662, 385, 382, 257, 6598, 6051, 508, 12282, 1633, 3624, 1340, 420, 820, 3624, 1340, 13, 682, 661, 2283, 11, 508, 12282, 293, 385, 11, 1293, 295, 505, 1633, 312, 17193, 13], "avg_logprob": -0.18846153846153846, "compression_ratio": 1.630952380952381, "no_speech_prob": 0.0, "words": [{"start": 494.67, "end": 494.89, "word": " And", "probability": 0.376220703125}, {"start": 494.89, "end": 495.09, "word": " later", "probability": 0.8857421875}, {"start": 495.09, "end": 495.47, "word": " on,", "probability": 0.9287109375}, {"start": 495.67, "end": 495.85, "word": " if", "probability": 0.9326171875}, {"start": 495.85, "end": 495.95, "word": " we", "probability": 0.6044921875}, {"start": 495.95, "end": 496.09, "word": " would", "probability": 0.8203125}, {"start": 496.09, "end": 496.29, "word": " like", "probability": 0.93994140625}, {"start": 496.29, "end": 496.45, "word": " to", "probability": 0.97119140625}, {"start": 496.45, "end": 496.75, "word": " act,", "probability": 0.947265625}, {"start": 497.21, "end": 497.49, "word": " we", "probability": 0.9375}, {"start": 497.49, "end": 497.71, "word": " should", "probability": 0.96240234375}, {"start": 497.71, "end": 498.03, "word": " act", "probability": 0.92333984375}, {"start": 498.03, "end": 498.43, "word": " according", "probability": 0.9267578125}, {"start": 498.43, "end": 498.61, "word": " to", "probability": 0.9619140625}, {"start": 498.61, "end": 498.83, "word": " something", "probability": 0.76806640625}, {"start": 498.83, "end": 499.23, "word": " called", "probability": 0.875}, {"start": 499.23, "end": 499.61, "word": " win", "probability": 0.376220703125}, {"start": 499.61, "end": 501.09, "word": "-win", "probability": 0.876953125}, {"start": 501.09, "end": 502.31, "word": " situation.", "probability": 0.81640625}, {"start": 503.89, "end": 504.51, "word": " When", "probability": 0.87451171875}, {"start": 504.51, "end": 504.63, "word": " we", "probability": 0.9541015625}, {"start": 504.63, "end": 504.77, "word": " are", "probability": 0.86083984375}, {"start": 504.77, "end": 505.15, "word": " saying", "probability": 0.9033203125}, {"start": 505.15, "end": 505.35, "word": " win", "probability": 0.865234375}, {"start": 505.35, "end": 505.49, "word": "-win", "probability": 0.953369140625}, {"start": 505.49, "end": 506.13, "word": " situation,", "probability": 0.9248046875}, {"start": 507.01, "end": 507.39, "word": " neither", "probability": 0.9169921875}, {"start": 507.39, "end": 507.71, "word": " me", "probability": 0.94970703125}, {"start": 507.71, "end": 507.95, "word": " as", "probability": 0.92626953125}, {"start": 507.95, "end": 508.07, "word": " a", "probability": 0.9228515625}, {"start": 508.07, "end": 508.41, "word": " manager", "probability": 0.947265625}, {"start": 508.41, "end": 509.49, "word": " nor", "probability": 0.69873046875}, {"start": 509.49, "end": 509.99, "word": " Jaws", "probability": 0.3843994140625}, {"start": 509.99, "end": 511.29, "word": " must", "probability": 0.84765625}, {"start": 511.29, "end": 511.85, "word": " lose", "probability": 0.8623046875}, {"start": 511.85, "end": 512.35, "word": " anything", "probability": 0.8642578125}, {"start": 512.35, "end": 512.51, "word": " or", "probability": 0.82177734375}, {"start": 512.51, "end": 512.69, "word": " should", "probability": 0.974609375}, {"start": 512.69, "end": 512.87, "word": " lose", "probability": 0.8818359375}, {"start": 512.87, "end": 513.23, "word": " anything.", "probability": 0.86083984375}, {"start": 514.07, "end": 514.25, "word": " In", "probability": 0.94775390625}, {"start": 514.25, "end": 514.47, "word": " other", "probability": 0.8935546875}, {"start": 514.47, "end": 514.91, "word": " words,", "probability": 0.8740234375}, {"start": 515.63, "end": 517.51, "word": " Jaws", "probability": 0.6966552734375}, {"start": 517.51, "end": 517.73, "word": " and", "probability": 0.94384765625}, {"start": 517.73, "end": 518.01, "word": " me,", "probability": 0.9375}, {"start": 518.51, "end": 518.97, "word": " both", "probability": 0.8759765625}, {"start": 518.97, "end": 519.15, "word": " of", "probability": 0.962890625}, {"start": 519.15, "end": 519.41, "word": " us", "probability": 0.9326171875}, {"start": 519.41, "end": 519.69, "word": " must", "probability": 0.78515625}, {"start": 519.69, "end": 519.83, "word": " be", "probability": 0.95068359375}, {"start": 519.83, "end": 520.15, "word": " winners.", "probability": 0.919921875}], "temperature": 1.0}, {"id": 18, "seek": 54967, "start": 521.06, "end": 549.68, "text": " must be able to resolve this situation with happiness and satisfaction. How you are going to make this? How you are going to make this? Okay, but before we are going to discuss the answer, remember this is a very complicated situation where we cannot solve this situation by one step or by one procedure. So we should adopt a set of procedures, a set of steps. Like what?", "tokens": [1633, 312, 1075, 281, 14151, 341, 2590, 365, 8324, 293, 18715, 13, 1012, 291, 366, 516, 281, 652, 341, 30, 1012, 291, 366, 516, 281, 652, 341, 30, 1033, 11, 457, 949, 321, 366, 516, 281, 2248, 264, 1867, 11, 1604, 341, 307, 257, 588, 6179, 2590, 689, 321, 2644, 5039, 341, 2590, 538, 472, 1823, 420, 538, 472, 10747, 13, 407, 321, 820, 6878, 257, 992, 295, 13846, 11, 257, 992, 295, 4439, 13, 1743, 437, 30], "avg_logprob": -0.1927412921869302, "compression_ratio": 1.7971014492753623, "no_speech_prob": 0.0, "words": [{"start": 521.06, "end": 521.46, "word": " must", "probability": 0.63525390625}, {"start": 521.46, "end": 521.62, "word": " be", "probability": 0.9140625}, {"start": 521.62, "end": 521.84, "word": " able", "probability": 0.951171875}, {"start": 521.84, "end": 522.0, "word": " to", "probability": 0.96875}, {"start": 522.0, "end": 522.3, "word": " resolve", "probability": 0.873046875}, {"start": 522.3, "end": 522.5, "word": " this", "probability": 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Go on. Take him to get to know Jaws. 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Talk to each member of the sales team separately. Let them know that you know what is going on. And that is Tentment in subordination. What's the meaning of subordination? Subordinate. Supporting. 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Exactly. In other words, tell everybody, you can do the whole work alone, but this isn't your style of leading. Your style believes in the importance of the team and with the assistance from every single one. Is this the only solution? 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" But if he does and accepts the pride that you offer, the possibility that another member of the group will assume the role cannot be ruled out. What's the meaning of this? If you decided to give Jaws another job, this might lead to a jealousy in the hearts of the other members of the team. Or the other members of the team might say, why we shouldn't imitate and follow the same steps of Jaws? 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Exactly. Clear? Go on. Look at these three sentences. Tell them or tell us if they are true or false. Quickly. Let's begin with the number one. Read. Who would like to read? Go on. You should plan yourself and act like a natural leader first. What does that mean? 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Yes, somebody is going to say is this true or false? It's true. Why is it true? Why is it true? 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Either this leader is formal or informal. And this is reminding us with what we said about chose now. Use them even if they are not formal leaders. Second, quickly, true or false? True.", "tokens": [3146, 257, 5263, 13, 13746, 341, 5263, 307, 9860, 420, 24342, 13, 400, 341, 307, 27639, 505, 365, 437, 321, 848, 466, 5111, 586, 13, 8278, 552, 754, 498, 436, 366, 406, 9860, 3523, 13, 5736, 11, 2661, 11, 2074, 420, 7908, 30, 13587, 13], "avg_logprob": -0.2914402309967124, "compression_ratio": 1.3819444444444444, "no_speech_prob": 0.0, "words": [{"start": 1052.36, "end": 1052.64, "word": " By", "probability": 0.67724609375}, {"start": 1052.64, "end": 1052.82, "word": " a", "probability": 0.974609375}, {"start": 1052.82, "end": 1053.1, "word": " leader.", "probability": 0.91552734375}, {"start": 1053.54, "end": 1054.14, "word": " Either", "probability": 0.8271484375}, {"start": 1054.14, "end": 1054.44, "word": " this", "probability": 0.91748046875}, {"start": 1054.44, "end": 1054.66, "word": " leader", "probability": 0.9228515625}, {"start": 1054.66, "end": 1054.88, "word": " is", "probability": 0.95068359375}, {"start": 1054.88, "end": 1055.26, "word": " formal", "probability": 0.91162109375}, {"start": 1055.26, "end": 1055.54, "word": " or", "probability": 0.95361328125}, {"start": 1055.54, "end": 1055.88, "word": " informal.", "probability": 0.69775390625}, {"start": 1057.5, "end": 1057.66, "word": " And", "probability": 0.374755859375}, {"start": 1057.66, "end": 1057.82, "word": " this", "probability": 0.93359375}, {"start": 1057.82, "end": 1057.96, "word": " is", "probability": 0.84716796875}, {"start": 1057.96, "end": 1058.28, "word": " reminding", "probability": 0.85302734375}, {"start": 1058.28, "end": 1058.58, "word": " us", "probability": 0.93505859375}, {"start": 1058.58, "end": 1058.74, "word": " with", "probability": 0.44970703125}, {"start": 1058.74, "end": 1058.92, "word": " what", "probability": 0.94677734375}, {"start": 1058.92, "end": 1059.06, "word": " we", "probability": 0.95849609375}, {"start": 1059.06, "end": 1059.24, "word": " said", "probability": 0.9248046875}, {"start": 1059.24, "end": 1059.68, "word": " about", "probability": 0.890625}, {"start": 1059.68, "end": 1060.66, "word": " chose", "probability": 0.39892578125}, {"start": 1060.66, "end": 1061.04, "word": " now.", "probability": 0.44091796875}, {"start": 1061.46, "end": 1061.72, "word": " Use", "probability": 0.88232421875}, {"start": 1061.72, "end": 1061.98, "word": " them", "probability": 0.89453125}, {"start": 1061.98, "end": 1062.3, "word": " even", "probability": 0.78759765625}, {"start": 1062.3, "end": 1062.54, "word": " if", "probability": 0.94482421875}, {"start": 1062.54, "end": 1062.82, "word": " they", "probability": 0.89404296875}, {"start": 1062.82, "end": 1063.32, "word": " are", "probability": 0.92578125}, {"start": 1063.32, "end": 1063.54, "word": " not", "probability": 0.94775390625}, {"start": 1063.54, "end": 1063.84, "word": " formal", "probability": 0.81103515625}, {"start": 1063.84, "end": 1064.16, "word": " leaders.", "probability": 0.60400390625}, {"start": 1065.2, "end": 1065.8, "word": " Second,", "probability": 0.763671875}, {"start": 1066.48, "end": 1066.92, "word": " quickly,", "probability": 0.8720703125}, {"start": 1068.26, "end": 1068.4, "word": " true", "probability": 0.4716796875}, {"start": 1068.4, "end": 1068.62, "word": " or", "probability": 0.95654296875}, {"start": 1068.62, "end": 1068.82, "word": " false?", "probability": 0.90771484375}, {"start": 1076.92, "end": 1077.24, "word": " True.", "probability": 0.398681640625}], "temperature": 1.0}, {"id": 38, "seek": 110974, "start": 1080.3, "end": 1109.74, "text": " Hanin, this is reminding us with what? With the definition of the leadership in last class. What did we say? Leadership is the ability to influence the others based on ability of convincing. If you are able to convince, this means we are explaining what? Reasons, course. Number three. True? True. Go on, read it. 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If you know your people or team member well, this means you can assess their weaknesses and strong points, and after that you can deal with them carefully. But if you do not know them, how are you going to deal with them? 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1137.85, "end": 1167.47, "text": " True, true, true, true, false, not only true. Farah, read it. It's true. It's true. Let's give a simple example. Let's give a simple example. Imagine Walaa is our director. And Amna is assistant director. And I am a salesperson.", "tokens": [13587, 11, 2074, 11, 2074, 11, 2074, 11, 7908, 11, 406, 787, 2074, 13, 9067, 545, 11, 1401, 309, 13, 467, 311, 2074, 13, 467, 311, 2074, 13, 961, 311, 976, 257, 2199, 1365, 13, 961, 311, 976, 257, 2199, 1365, 13, 11739, 9707, 4332, 307, 527, 5391, 13, 400, 2012, 629, 307, 10994, 5391, 13, 400, 286, 669, 257, 5763, 10813, 13], "avg_logprob": -0.3854980431497097, "compression_ratio": 1.7218045112781954, "no_speech_prob": 5.960464477539063e-08, "words": [{"start": 1137.85, "end": 1138.15, "word": " True,", "probability": 0.669921875}, {"start": 1138.23, "end": 1138.51, "word": " true,", "probability": 0.3798828125}, {"start": 1138.63, "end": 1138.89, "word": " true,", "probability": 0.450439453125}, {"start": 1139.11, "end": 1139.23, "word": " true,", "probability": 0.2451171875}, {"start": 1139.23, "end": 1139.69, "word": " false,", "probability": 0.81005859375}, {"start": 1139.79, "end": 1139.97, "word": " not", "probability": 0.79638671875}, {"start": 1139.97, "end": 1140.21, "word": " only", "probability": 0.2470703125}, {"start": 1140.21, "end": 1140.43, "word": " true.", "probability": 0.609375}, {"start": 1141.17, "end": 1141.67, "word": " Farah,", "probability": 0.665771484375}, {"start": 1141.75, "end": 1141.93, "word": " read", "probability": 0.95556640625}, {"start": 1141.93, "end": 1142.13, "word": " it.", "probability": 0.9541015625}, {"start": 1142.85, "end": 1143.33, "word": " It's", "probability": 0.7392578125}, {"start": 1143.33, "end": 1143.49, "word": " true.", "probability": 0.2215576171875}, {"start": 1150.97, "end": 1151.47, "word": " It's", "probability": 0.674560546875}, {"start": 1151.47, "end": 1151.67, "word": " true.", "probability": 0.68408203125}, {"start": 1154.73, "end": 1155.23, "word": " Let's", "probability": 0.76220703125}, {"start": 1155.23, "end": 1155.39, "word": " give", "probability": 0.87060546875}, {"start": 1155.39, "end": 1155.51, "word": " a", "probability": 0.97119140625}, {"start": 1155.51, "end": 1155.71, "word": " simple", "probability": 0.958984375}, {"start": 1155.71, "end": 1156.13, "word": " example.", "probability": 0.97265625}, {"start": 1156.97, "end": 1157.13, "word": " Let's", "probability": 0.88330078125}, {"start": 1157.13, "end": 1157.27, "word": " give", "probability": 0.87841796875}, {"start": 1157.27, "end": 1157.39, "word": " a", "probability": 0.9599609375}, {"start": 1157.39, "end": 1157.67, "word": " simple", "probability": 0.912109375}, {"start": 1157.67, "end": 1158.11, "word": " example.", "probability": 0.9755859375}, {"start": 1159.53, "end": 1159.91, "word": " Imagine", "probability": 0.89697265625}, {"start": 1159.91, "end": 1160.25, "word": " Walaa", "probability": 0.659912109375}, {"start": 1160.25, "end": 1160.45, "word": " is", "probability": 0.939453125}, {"start": 1160.45, "end": 1160.69, "word": " our", "probability": 0.89501953125}, {"start": 1160.69, "end": 1161.11, "word": " director.", "probability": 0.7822265625}, {"start": 1162.47, "end": 1162.55, "word": " And", "probability": 0.8203125}, {"start": 1162.55, "end": 1162.97, "word": " Amna", "probability": 0.80810546875}, {"start": 1162.97, "end": 1164.19, "word": " is", "probability": 0.91796875}, {"start": 1164.19, "end": 1164.67, "word": " assistant", "probability": 0.78369140625}, {"start": 1164.67, "end": 1165.15, "word": " director.", "probability": 0.88037109375}, {"start": 1166.05, "end": 1166.23, "word": " And", "probability": 0.8330078125}, {"start": 1166.23, "end": 1166.41, "word": " I", "probability": 0.9794921875}, {"start": 1166.41, "end": 1166.65, "word": " am", "probability": 0.65380859375}, {"start": 1166.65, "end": 1166.89, "word": " a", "probability": 0.404541015625}, {"start": 1166.89, "end": 1167.47, "word": " salesperson.", "probability": 0.75048828125}], "temperature": 1.0}, {"id": 41, "seek": 119740, "start": 1168.74, "end": 1197.4, "text": " I'm going to give you two scenarios, you tell me which one is better. Amna is coming to my office saying that the manager Ms. Walaa will transfer you to another position. Scenario number two, Walaa contacted me directly and she said please come to my office at twelve o'clock to discuss something important. I went over there and she explained to me the new transfer to a new position. Which method do you prefer?", "tokens": [286, 478, 516, 281, 976, 291, 732, 15077, 11, 291, 980, 385, 597, 472, 307, 1101, 13, 2012, 629, 307, 1348, 281, 452, 3398, 1566, 300, 264, 6598, 7741, 13, 9707, 4332, 486, 5003, 291, 281, 1071, 2535, 13, 2747, 49120, 1230, 732, 11, 9707, 4332, 21546, 385, 3838, 293, 750, 848, 1767, 808, 281, 452, 3398, 412, 14390, 277, 6, 9023, 281, 2248, 746, 1021, 13, 286, 1437, 670, 456, 293, 750, 8825, 281, 385, 264, 777, 5003, 281, 257, 777, 2535, 13, 3013, 3170, 360, 291, 4382, 30], "avg_logprob": -0.18904533360030626, "compression_ratio": 1.6693548387096775, "no_speech_prob": 0.0, "words": [{"start": 1168.74, "end": 1169.02, "word": " I'm", "probability": 0.765380859375}, {"start": 1169.02, "end": 1169.18, "word": " going", "probability": 0.9384765625}, {"start": 1169.18, "end": 1169.3, "word": " to", "probability": 0.97119140625}, {"start": 1169.3, "end": 1169.46, "word": " give", "probability": 0.86474609375}, {"start": 1169.46, "end": 1169.54, "word": 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number two. Well, this is reminding us with what? With this. So it's usually better to hold a meeting to address entire sales force, entire sales staff member about the change that will affect them. Be frank, be direct. Why we should adopt a second way or indirect way? So it's correct 100%. Five, true or false?", "tokens": [2747, 49120, 1230, 732, 13, 1042, 11, 341, 307, 27639, 505, 365, 437, 30, 2022, 341, 13, 407, 309, 311, 2673, 1101, 281, 1797, 257, 3440, 281, 2985, 2302, 5763, 3464, 11, 2302, 5763, 3525, 4006, 466, 264, 1319, 300, 486, 3345, 552, 13, 879, 10455, 11, 312, 2047, 13, 1545, 321, 820, 6878, 257, 1150, 636, 420, 19523, 636, 30, 407, 309, 311, 3006, 2319, 6856, 9436, 11, 2074, 420, 7908, 30], "avg_logprob": -0.21568834499732867, "compression_ratio": 1.4907407407407407, "no_speech_prob": 0.0, "words": [{"start": 1198.41, "end": 1198.85, "word": " Scenario", "probability": 0.90283203125}, {"start": 1198.85, "end": 1199.09, "word": " number", "probability": 0.7470703125}, {"start": 1199.09, "end": 1199.45, "word": " two.", "probability": 0.70703125}, {"start": 1199.97, "end": 1200.07, "word": " Well,", "probability": 0.293212890625}, {"start": 1200.07, "end": 1200.19, "word": " this", "probability": 0.9423828125}, {"start": 1200.19, "end": 1200.29, "word": " 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Force. Why Halina? Because you will lose the resistance. Okay, when you propose a program or an idea, you are unlikely, you are unlikely, without possibility.", "tokens": [509, 820, 1356, 428, 5763, 3464, 382, 1400, 294, 7295, 382, 1944, 466, 264, 2962, 300, 486, 3345, 552, 8944, 11, 2721, 11, 807, 3464, 13, 10580, 13, 1545, 13896, 1426, 30, 1436, 291, 486, 3624, 264, 7335, 13, 1033, 11, 562, 291, 17421, 257, 1461, 420, 364, 1558, 11, 291, 366, 17518, 11, 291, 366, 17518, 11, 1553, 7959, 13], "avg_logprob": -0.3676915447558126, "compression_ratio": 1.5654450261780104, "no_speech_prob": 0.0, "words": [{"start": 1225.33, "end": 1225.57, "word": " You", "probability": 0.60693359375}, {"start": 1225.57, "end": 1225.87, "word": " should", "probability": 0.95849609375}, {"start": 1225.87, "end": 1226.35, "word": " inform", "probability": 0.7431640625}, {"start": 1226.35, "end": 1226.53, "word": " your", "probability": 0.278076171875}, {"start": 1226.53, "end": 1226.75, "word": " sales", "probability": 0.463134765625}, {"start": 1226.75, "end": 1227.05, "word": " force", "probability": 0.87060546875}, {"start": 1227.05, "end": 1227.29, "word": " as", "probability": 0.91357421875}, {"start": 1227.29, "end": 1227.57, "word": " far", "probability": 0.927734375}, {"start": 1227.57, "end": 1227.71, "word": " in", "probability": 0.80419921875}, {"start": 1227.71, "end": 1228.17, "word": " advance", "probability": 0.9697265625}, {"start": 1228.17, "end": 1228.37, "word": " as", "probability": 0.8798828125}, {"start": 1228.37, "end": 1228.69, "word": " possible", "probability": 0.95361328125}, {"start": 1228.69, "end": 1228.95, "word": " about", "probability": 0.87109375}, {"start": 1228.95, "end": 1229.17, "word": " the", "probability": 0.857421875}, {"start": 1229.17, "end": 1229.41, "word": " changes", "probability": 0.83984375}, {"start": 1229.41, "end": 1229.65, "word": " that", "probability": 0.92724609375}, {"start": 1229.65, "end": 1229.77, "word": " will", "probability": 0.8857421875}, {"start": 1229.77, "end": 1230.03, "word": " affect", "probability": 0.89892578125}, {"start": 1230.03, "end": 1230.21, "word": " them", "probability": 0.89599609375}, {"start": 1230.21, "end": 1230.71, "word": " correctly,", "probability": 0.437255859375}, {"start": 1230.93, "end": 1231.27, "word": " finally,", "probability": 0.626953125}, {"start": 1232.31, "end": 1232.43, "word": " through", "probability": 0.85986328125}, {"start": 1232.43, "end": 1235.97, "word": " force.", "probability": 0.89306640625}, {"start": 1236.13, "end": 1236.69, "word": " Force.", "probability": 0.56884765625}, {"start": 1237.51, "end": 1237.73, "word": " Why", "probability": 0.5}, {"start": 1237.73, "end": 1238.05, "word": " Halina?", "probability": 0.412353515625}, {"start": 1238.59, "end": 1238.95, "word": " Because", "probability": 0.80029296875}, {"start": 1238.95, "end": 1239.11, "word": " you", "probability": 0.869140625}, {"start": 1239.11, "end": 1239.27, "word": " will", "probability": 0.2763671875}, {"start": 1239.27, "end": 1239.49, "word": " lose", "probability": 0.8388671875}, {"start": 1239.49, "end": 1240.13, "word": " the", "probability": 0.4794921875}, {"start": 1240.13, "end": 1242.07, "word": " resistance.", "probability": 0.312744140625}, {"start": 1243.15, "end": 1243.71, "word": " Okay,", "probability": 0.393310546875}, {"start": 1243.87, "end": 1244.15, "word": " when", "probability": 0.92041015625}, {"start": 1244.15, "end": 1244.33, "word": " you", "probability": 0.9619140625}, {"start": 1244.33, "end": 1244.75, "word": " propose", "probability": 0.9345703125}, {"start": 1244.75, "end": 1244.87, "word": " a", "probability": 0.98828125}, {"start": 1244.87, "end": 1245.19, "word": " program", "probability": 0.6123046875}, {"start": 1245.19, "end": 1245.35, "word": " or", "probability": 0.9404296875}, {"start": 1245.35, "end": 1245.49, "word": " an", "probability": 0.87939453125}, {"start": 1245.49, "end": 1245.77, "word": " idea,", "probability": 0.92333984375}, {"start": 1246.73, "end": 1246.93, "word": " you", "probability": 0.94580078125}, {"start": 1246.93, "end": 1247.23, "word": " are", "probability": 0.9287109375}, {"start": 1247.23, "end": 1247.95, "word": " unlikely,", "probability": 0.80908203125}, {"start": 1249.15, "end": 1249.31, "word": " you", "probability": 0.93408203125}, {"start": 1249.31, "end": 1249.63, "word": " are", "probability": 0.94580078125}, {"start": 1249.63, "end": 1250.29, "word": " unlikely,", "probability": 0.79150390625}, {"start": 1250.47, "end": 1250.71, "word": " without", "probability": 0.7724609375}, {"start": 1250.71, "end": 1251.27, "word": " possibility.", "probability": 0.2445068359375}], "temperature": 1.0}, {"id": 44, "seek": 127758, "start": 1252.36, "end": 1277.58, "text": " to encourage or to encounter resistance except on the most important issues involved. It's false. You are likely to encounter resistance. Why? This is reminding us with what we said last class about certainty and uncertainty and later on the feeling of safety and the lack of feeling of safety. So it's false.", "tokens": [281, 5373, 420, 281, 8593, 7335, 3993, 322, 264, 881, 1021, 2663, 3288, 13, 467, 311, 7908, 13, 509, 366, 3700, 281, 8593, 7335, 13, 1545, 30, 639, 307, 27639, 505, 365, 437, 321, 848, 1036, 1508, 466, 27022, 293, 15697, 293, 1780, 322, 264, 2633, 295, 4514, 293, 264, 5011, 295, 2633, 295, 4514, 13, 407, 309, 311, 7908, 13], "avg_logprob": -0.2022429461921415, "compression_ratio": 1.6939890710382515, "no_speech_prob": 0.0, "words": [{"start": 1252.36, "end": 1252.62, "word": " to", "probability": 0.499267578125}, {"start": 1252.62, "end": 1253.06, "word": " encourage", "probability": 0.6552734375}, {"start": 1253.06, "end": 1253.48, "word": " or", "probability": 0.837890625}, {"start": 1253.48, "end": 1253.62, "word": " to", "probability": 0.71484375}, {"start": 1253.62, "end": 1254.04, "word": " encounter", "probability": 0.7900390625}, {"start": 1254.04, "end": 1254.7, "word": " resistance", "probability": 0.9248046875}, {"start": 1254.7, "end": 1255.16, 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class by one final word. You as a leader and you as a manager, you are supposed to train and orient and educate and teach. Teach who? The rest members of the team. But this is reminding us with the case study which we explained last time when the sales supervisor of the manager heard one of his employees raising his voice over one of the account or one of the customer. How did he fix the situation?", "tokens": [1033, 11, 718, 311, 16886, 965, 311, 1508, 538, 472, 2572, 1349, 13, 509, 382, 257, 5263, 293, 291, 382, 257, 6598, 11, 291, 366, 3442, 281, 3847, 293, 8579, 293, 16092, 293, 2924, 13, 26816, 567, 30, 440, 1472, 2679, 295, 264, 1469, 13, 583, 341, 307, 27639, 505, 365, 264, 1389, 2979, 597, 321, 8825, 1036, 565, 562, 264, 5763, 24610, 295, 264, 6598, 2198, 472, 295, 702, 6619, 11225, 702, 3177, 670, 472, 295, 264, 2696, 420, 472, 295, 264, 5474, 13, 1012, 630, 415, 3191, 264, 2590, 30], "avg_logprob": -0.1770833371787943, "compression_ratio": 1.6325757575757576, "no_speech_prob": 0.0, "words": [{"start": 1279.82, "end": 1280.34, "word": " Okay,", "probability": 0.1336669921875}, {"start": 1280.34, "end": 1280.86, "word": " let's", "probability": 0.88916015625}, {"start": 1280.86, "end": 1281.26, "word": " conclude", "probability": 0.80810546875}, {"start": 1281.26, "end": 1281.74, "word": " today's", "probability": 0.895751953125}, {"start": 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So he's providing us or he's coaching us with many of instructions about how we can overcome complicated and problematic situations. Correct?", "tokens": [634, 26269, 796, 538, 2902, 796, 1629, 9415, 11, 3009, 312, 4537, 11, 1969, 428, 23078, 11, 3967, 760, 264, 2593, 11, 2500, 1589, 293, 1412, 11, 293, 1780, 322, 976, 796, 420, 976, 264, 5474, 257, 2593, 818, 1564, 797, 13, 407, 415, 311, 6530, 505, 420, 415, 311, 15818, 505, 365, 867, 295, 9415, 466, 577, 321, 393, 10473, 6179, 293, 19011, 6851, 13, 12753, 30], "avg_logprob": -0.18704709626626279, "compression_ratio": 1.5990990990990992, "no_speech_prob": 0.0, "words": [{"start": 1308.65, "end": 1308.87, "word": " He", "probability": 0.677734375}, {"start": 1308.87, "end": 1309.25, "word": " advised", "probability": 0.63916015625}, {"start": 1309.25, "end": 1309.45, "word": " him", "probability": 0.9140625}, {"start": 1309.45, "end": 1309.65, "word": " by", "probability": 0.94091796875}, {"start": 1309.65, "end": 1309.87, "word": " giving", "probability": 0.88427734375}, {"start": 1309.87, "end": 1310.19, "word": " him", "probability": 0.89697265625}, {"start": 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So if he's going to ask you these questions, should we tell him, okay, I, we cannot say this. Your answer must be prepared. The same thing we are talking about coaching during the situation. During the sales call, like let's say this person controls the call rather than the account controls you.", "tokens": [1436, 456, 307, 257, 869, 7959, 300, 472, 295, 264, 4581, 1062, 1029, 291, 472, 295, 613, 1651, 13, 407, 498, 415, 311, 516, 281, 1029, 291, 613, 1651, 11, 820, 321, 980, 796, 11, 1392, 11, 286, 11, 321, 2644, 584, 341, 13, 2260, 1867, 1633, 312, 4927, 13, 440, 912, 551, 321, 366, 1417, 466, 15818, 1830, 264, 2590, 13, 6842, 264, 5763, 818, 11, 411, 718, 311, 584, 341, 954, 9003, 264, 818, 2831, 813, 264, 2696, 9003, 291, 13], "avg_logprob": -0.22340029194241479, "compression_ratio": 1.6793248945147679, "no_speech_prob": 0.0, "words": [{"start": 1365.12, "end": 1365.38, "word": " Because", "probability": 0.487548828125}, {"start": 1365.38, "end": 1365.54, "word": " there", "probability": 0.876953125}, {"start": 1365.54, "end": 1365.64, "word": " is", "probability": 0.86669921875}, {"start": 1365.64, "end": 1365.76, "word": " a", "probability": 0.9775390625}, {"start": 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After the sales call, we are talking about four points also which we should mention. 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In order to be sure not to phone the same account twice within a short period of time. If you are going to commit this terrible mistake, this is going to leave a very bad impression about our company as well. So these are some of the coaching points which we should be aware of. Any question? Any comments about this? Any question? 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