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Communication styles
The document discusses communication styles, describing them as the interaction between individuals through their behaviors. It identifies two dimensions that define an individual's communication style: dominance, referring to their tendency to take charge or be assertive, and sociability, referring to their tendency to seek social relationships and enjoy interactions. The document presents models that place people on continua for dominance and sociability, describing the tendencies of those who are low or high on each dimension. It then provides descriptions of four common communication styles - supportive, director, emotive, and reflective - based on an individual's placement on the dominance and sociability continua.
Communication styles
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- 2. What is CommunicationStyle? • Interaction of individuals with one another through their behaviors.
- 3. Why you shouldunderstand your communication style? • To achieve greater self-awareness • To develop more effective interpersonal relations • To develop greater sensitivity to and tolerance for other’s styles • It’s essential for managing key relationships
- 4. Fundamental Concept Individualdifferences exist and are important
- 5. Communication Style Model • Two dimensions of style: – Dominance Tendency to display a “take-charge” attitude – Sociability Tendency to seek and enjoy social relationships
- 6. Dominance Indicator Continuum On a continuum of dominance, people tend to be either low dominating or high dominating. Low dominance: tend to be cooperative and eager to assist others. They are less assertive. High dominance: Frequently initiate demands. They are assertive and tend to control others.
- 7. I perceive myselfas somewhat…… Cooperative Competitive Submissive Authoritative Accommodating Domineering Hesitant Decisive Reserved Outgoing Compromising Insistent Quiet Talkative
- 8. Cautious Risk Taking Patient Hurried Passive Influential Shy Bold Supportive Demanding Relaxing Intense Restrained Assertive Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value
- 9. Sociability Indicator Continuum On a continuum of sociability, people tend to be either low sociable or high sociable. Low sociable: tend to be serious, introverted and formal. High sociable: tend to be open , extroverted and friendly.
- 10. I perceive myselfas somewhat…… Discipline Easygoing Controlled Expressive Serious Lighthearted Methodical Unstructured Calculating Spontaneous Guarded Open Reserved Provocative
- 11. Introverted Extroverted AloofFriendly Formal Casual Cautious Carefree Conforming Unconventional Self-controlled Dramatic Restrained Impulsive Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value
- 12. Where you shouldplace yourself on Continuum? • Identify yourself on both the continuums • Ask other people who know you well to identify you on the continuum
- 13. Communication Styles Model • Emotive • Director • Reflective • Supportive • Two factors: Dominance and Sociability • Model will help identify your most preferred style
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- 15. Behaviors Displayed DuringCommunication Styles Styles Behavior Supportive Attempts to win approval by agreeing with everyone Constantly seeks reassurance Refuses to take a strong stand Tends to apologize a great deal Director Is determined to come out on top Will not admit to being wrong Appears cold and unfeeling when dealing with others Tends to use dogmatic phrases such as “always”, “never” or “you can’t” Emotive Tends to express highly emotional opinions Is outspoken to the point of being offensive Seems unwilling to listen to views of others Uses exaggerated gestures and facial expressions Reflective Tends to avoid making a decision Seems overly interested in detail Is very stiff and formal when dealing with others Seeks to achieve perfection