Professional Documents
Culture Documents
Understanding Your
Communication
Style
Chapter Preview: Understanding Your
Communication Style
• Style bias and its effect on interpersonal
relations
• Benefits of understanding
communication styles
• Elements of communication style model
• Identifying preferred style
• Style flexing
• Communication style—patterns of
behavior that others can observe
• Understanding your style….
– achieve greater self-awareness
– develop more effective interpersonal
relations
– greater sensitivity to and tolerance for
others’ styles
– essential for managing key relationships
self others member of a group
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Fundamental Concepts
• Low on dominance
– more assertive temporarily to achieve an
objective
– learn to be responsive without giving up
convictions
• High on dominance
– curb strong opinions and limit demands to
establish cooperative relationships
• expresses feelings
• open and talkative
• enjoys personal
associations
• controls feelings
• more reserved and
formal in relationships
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-HallInc., Upper Saddle
River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 17
Figure 3.4 - Sociability Indicator Form
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 20
Where Should You Be?
• No best place to be
• Successful people are everywhere
along the sociability continuum
• Flexibility is important
• Low sociability
– may need to be more expressive to avoid
perception of indifference or unconcerned
• High sociability
– may need to curb exuberance if more
formal environment is required
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 21
Communication Styles Model
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 23
Figure 3.6 - The emotive style combines
high sociability and high dominance.
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 24
Emotive Style
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 26
Director Style
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 28
Reflective Style
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 30
Supportive Style
• Listens attentively
• Avoids the use of power
• Makes and expresses decisions
in a thoughtful, deliberate
manner
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value,
Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper
Saddle River, NJ.
Copyright © Houghton Mifflin Company. All rights reserved. 3 | 34
Variation Within Your
Communication Style
• Zone I
– Display behaviors with less intensity
– May be difficult to identify the style
– Not be as obvious in their gestures, tone of
voice, speech patterns, or emotional
expressions
• Zone 2
– Display behaviors with greater intensity
– Can sometimes observe behavior change
when upset or angry
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Variation Within Your
Communication Style
• Excess Zone
– Characterized by intensity and rigidity
– Can also be labeled the "danger" zone
– Often inflexible and lacks versatility
• Extreme intensity in any quadrant can
interfere with good human relations
• People may move into the excess zone
when stressed, threatened, or insecure
• Be well organized
• Be straightforward and direct
• Be accurate and realistic when
presenting information
• Messages should be detailed and
precise
• Speak slowly and systematically
• Benefits of understanding
communication styles
– Knowing your style will help you achieve
greater self-awareness and develop more
effective interpersonal relations with others
– Accurate self-knowledge is the starting
point for effectiveness at work
• Style flexing
– A third dimension—versatility
– You can adjust your own style to others
– Keep an open mind about others
– Don’t typecast or judge
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