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October 31, 2011
Business 365 – Professors Epstein, Graves




                       The
                 Fundamentals of
                    Listening


                                 Professor Patel
                            Emory University Alumni
Today’s Agenda


Effective               Overcoming
            Levels of
Listening                Listening
            Listening
  Skills                 Barriers
Today’s Agenda


Effective               Overcoming
            Levels of
Listening                Listening
            Listening
  Skills                 Barriers
Did you know…

The average trained
listener’s attention
span is only 11
seconds?



                Levels of      Overcoming
                Listening   Listening Barriers
Hierarchy of Listening
                            Level 1:
                           Empathic


                           Level 2:
                          Hearing But
                      Not Really Listening



                           Level 3:
                      Listening in Spurts


Effective Listening      Levels of              Overcoming
       Skills            Listening           Listening Barriers
MORE DETAILS

          Hierarchy of Listening
Level 1: Empathic Listening (The Desired Level)
1. Refrain from judgment
2. Pay close attention
3. Attempt understanding and convey interest



                                              Level 2: Hearing, Not Listening
                                              1. Pretend to hear, respond absently
                                              2. Do not understand intent
                                              3. Focus on words at a logical level
 Level 3: Listening in Spurts
 1. Tune in and out, pretend to listen
 2. Hear only part of the message
 3. Think about something else
Examples of Levels of Listening


  Radio     Classroom     Interview     Coaching
   or           or            or           or
   TV        Meeting     Negotiation   Counseling



   High-energy Listening Low-energy Listening
Become a Better Listener
 Benefits:
 1. Improved communication
 2. Increased information gathering
 3. Greater business success


 Judging: Place value on the questioner or project
 Problem-solving: Speaker may not be looking for a
    solution, but rather an empathetic ear
Overcome Listening Barriers
Develop The Skills of Listening:

1. Attending – demonstrating behaviors that encourage
   conversation

2. Following – encouraging your partner to participate in
   the conversation

3. Reflecting – affirming that you understand by
   summarizing content
Attendance Skills
Control your nonverbal behavior
  • Maintain an involved posture
  • Look at the speaker

Create a listening environment
• Eliminate distractions
• Consider the space arrangement

Consider the speaker’s nonverbal cues
• Facial expressions
• Eye expressions and contact
• Body posture and gesturing pattern
Use Open Ended Questions
 For the Questioner
  Identify feelings, concerns, perspectives
  Discover priorities
  Determine future questions, assignments
 For the Responder
  Control the content
  Express themselves individually and freely
  Feel comfortable and natural

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Bcom

  • 1. October 31, 2011 Business 365 – Professors Epstein, Graves The Fundamentals of Listening Professor Patel Emory University Alumni
  • 2. Today’s Agenda Effective Overcoming Levels of Listening Listening Listening Skills Barriers
  • 3. Today’s Agenda Effective Overcoming Levels of Listening Listening Listening Skills Barriers
  • 4. Did you know… The average trained listener’s attention span is only 11 seconds? Levels of Overcoming Listening Listening Barriers
  • 5. Hierarchy of Listening Level 1: Empathic Level 2: Hearing But Not Really Listening Level 3: Listening in Spurts Effective Listening Levels of Overcoming Skills Listening Listening Barriers
  • 6. MORE DETAILS Hierarchy of Listening Level 1: Empathic Listening (The Desired Level) 1. Refrain from judgment 2. Pay close attention 3. Attempt understanding and convey interest Level 2: Hearing, Not Listening 1. Pretend to hear, respond absently 2. Do not understand intent 3. Focus on words at a logical level Level 3: Listening in Spurts 1. Tune in and out, pretend to listen 2. Hear only part of the message 3. Think about something else
  • 7. Examples of Levels of Listening Radio Classroom Interview Coaching or or or or TV Meeting Negotiation Counseling High-energy Listening Low-energy Listening
  • 8. Become a Better Listener Benefits: 1. Improved communication 2. Increased information gathering 3. Greater business success Judging: Place value on the questioner or project Problem-solving: Speaker may not be looking for a solution, but rather an empathetic ear
  • 9. Overcome Listening Barriers Develop The Skills of Listening: 1. Attending – demonstrating behaviors that encourage conversation 2. Following – encouraging your partner to participate in the conversation 3. Reflecting – affirming that you understand by summarizing content
  • 10. Attendance Skills Control your nonverbal behavior • Maintain an involved posture • Look at the speaker Create a listening environment • Eliminate distractions • Consider the space arrangement Consider the speaker’s nonverbal cues • Facial expressions • Eye expressions and contact • Body posture and gesturing pattern
  • 11. Use Open Ended Questions For the Questioner  Identify feelings, concerns, perspectives  Discover priorities  Determine future questions, assignments For the Responder  Control the content  Express themselves individually and freely  Feel comfortable and natural