THE POWER OF Submitted by:

TALK Anurag Anand (DM19213)

Arpit Singhal (DM19214)
Arvind Elangovan (DM19215)
Chetanaya Goyal (DM19216)
Divya Chandra (DM19217)
Garima Thakur (DM19218)
 LINGUISTIC STYLES

A set of culturally learned signals by which we not only communicate what we mean but also
interpret others’ meaning and evaluate one another as people.

FEATURES
▰ Directness or indirectness.
▰ Pacing and pausing.
▰ Word choice.
▰ Use of elements such as jokes, stories etc. 3
 LINGUISTIC PATTERN

ONE UP, ONE DOWN

▰ Men tend to position themselves as one up and women
tend to put others in one down position.
▰ Men tend to play the power dynamics of interaction and
women tend to play the react strongly to rapport
dynamics.

Getting Credit Confidence & boasting Asking Questions

4
 LINGUISTIC PATTERN

▰ Getting credit:
In an team event the outcome of the event would be associated
with the person more vocal about the results.
▰ Confidence and boasting:
Lack of confidence would not be visible as visual lack of
confidence but as desire not to boast.
▰ Asking Questions:
Asking more questions tend to send a false impression,
making the other person doubt your competency.
5
 CONVERSATION RITUALS

▰ To HIGHLIGHT ritual nature of everyday

interaction.
▰ Speaking and Expecting certain kind of response
that culturally fit.
▰ E.g.: Conversation in America Vs Conversation in
Burma.
▰ Elements: Apologies, Feedback, Compliments,
Ritual oppositions. 6
 CONVERSATION RITUALS

ELEMENTS
APOLOGIES: Works well when both parties share same Assumptions
about their use.

FEEDBACK: How Effectively message conveyed. E.g.: Manager providing

trainee nuances where he can improve, and junior improves.

COMPLIMENTS: Exchanging Compliments is a common ritual especially

among women. Not so among men, as one-step down.

RITUAL OPPOSTIONS: Ritual of Fight. People might get over arguments

7
easily, but other person might feel that argument is still not over.
 NEGOTIATING AUTHORITY

Linguistic style of an individual, i.e., the way an individual interacts with others plays a subtle role
in placing an individual within a hierarchy.
▰ Managing Up and Down
▰ Men and women have different ways of talking about their
accomplishments and needs, which depends on the way they are
socialized as children
▰ Most of the times, speakers are aware of the person with whom they
are interacting and accordingly they transform themselves
▰ For example , everyone speaks differently when they are talking to
their boss than to their subordinates.
▰ Hence they project different images of themselves. 8
 NEGOTIATING AUTHORITY

INDIRECTNESS
▰ A fundamental and pervasive element in human communication
▰ It is said that it is always best to say exactly what we mean
▰ Women are more likely to be indirect when it comes to telling others what to do
▰ American women are more likely to be indirect than American men
▰ For Japanese directness or indirectness doesn’t matter as long as it is
understood by the individuals
▰ Thus, managers must become more and more better at reading interactions
and flexible in understanding different styles of communication as businesses
becomes more global and culturally diverse.
9
 WHAT TO DO?

No best way

Understanding that different people have different ways of saying what they
mean will help take advantage of the talents of people with a broad range of
linguistic styles

Managers must become better at reading interactions and flexible in

understanding different styles of communication as businesses becomes more
global and culturally diverse

10
THANKS!
Any questions?

11