The document provides information on communication planning and its importance. It discusses how communication impacts the receiver and gives examples. It also talks about a meeting between the chairman of Kingfisher Airlines and pilots to discuss unpaid salaries. The document stresses that communication must be carefully planned by considering why, when, and how a message will be delivered. It introduces the PAIBOC model for developing an effective communication plan that considers the purpose, audience, information, benefits, objections, and context. The goal is to understand the need for a plan and how to analyze the business situation and stakeholders to structure a persuasive message.

1. PREPARING YOUR
COMMUNICATION PLAN

2. HOW COMMUNICATION IMPACTS
THE RECEIVER
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
 Foxconn, the giant electronics assembling
company, recently announced cutting overtime
for 1.2 million Chinese workers while
promising compensation that protects them
against losing income.
 Foxconn said it will reduce working hours to
49 per week , including overtime of maximum
36 hours per week. It did not mention anything
about the reason behind this announcement. How
do you think this news might have been received
by the workers?

3. FOXCONN BEFORE THE
ANNOUNCEMENT
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak

4. HOW COMMUNICATION IMPACTS
THE RECEIVER
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak

5. KINGFISHER AIRLINES
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
 For the first time since Kingfisher Airlines' inception
almost seven years ago, its chairman Vijay Mallya
held a meeting with his pilots.
 Though Mallya declined to set a date for salary
payments, his interaction with the employees had a
positive effect on the airline's flight schedule as a
number of pilots have decided to resume their flying
duties from Friday onwards.
 over a hundred pilots turned up for the meeting and
Mallya had to face a barrage of about 60-80 questions
even as the discussions stretched on to about four
hours.
 The chairman reasoned that in the past he had
announced dates for salary payments but could not
honor them because of unforeseen developments.
"So he said, he did not want to set a deadline again
and risk disappointing his employees,'„
 He added that he hoped “pilots gave him a chance

6. A CEO ON COMMUNICATION
What does a CEO with
92,400 employees in over
200 countries say about
the criticality of
communication?
“I can’t delegate
communicating. It’s the
most critical thing I do.
Every day I shut my
door for 15 minutes to
rehearse
communications, wheth
er it’s with a
journalist, an
investor, or other
stakeholders.” 8/21/2013
Managerial Communication, Session -1, Shailja
Agarwal, IIM Rohtak
Muhtar Kent

7. AT THE END OF THE SESSION YOU
SHOULD BE ABLE TO
8/21/2013 10:57 PM
Dr Shailja Agarwal, IIM Rohtak
 Understand the need of a communication plan.
 Analyse your business communication situation
and plan your message accordingly.
 Experience planning your business
communication message.

8. COMMUNCATION PLAN
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
Why
When
How

9. WHY???
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
 If you feel that discussions you hold can be
handled in far lesser a time than you actually
spend.
 If you feel that the objective of your
communication was not achieved.
 If you feel that you made your subordinate /
peer/ senior unhappy or de-motivated because
of the way you handled a particular
communication situation.
 If you feel that your communication did not
solve the organisational problem or did not meet
the psychological needs of people.

10. 8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
When communicating something at a formal level
or on a formal forum.
When communicating in a sensitive situation.
When communicating in a difficult/ challenging
situation.
When communicating to persuade.
When communicating something negative.

11. 8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
Communication by US vice-consul Maureen
Chao, while talking to some students in India, “I was
on a 24-hour train trip from Delhi to Orissa. But, even
after 72-hours the train did not reach its
destination…and my skin became dirty and dark like
the Indians.”
Adobe communication to its employees on the
doing-away with annual performance appraisal.

12. HOW???
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak

13. PAIBOC MODEL
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
• Why are you communicating?
• What must this message do to solve the
organisational problem?
• Specify exactly what do you want your
reader to know, think or do.
• Specify exactly what kind of self image or
organizational image you want to project.
P- Purpose
• Who is (are) your audience?
• How do members of your audience differ?
• What kind of filters/ noise may effect the
receptivity of your audience?
• Are you protecting the ego of your audience?
A- Audience
• Make a list of the points that must be included.
• Make a list of the points that must be excluded.
I-
Information

14. PAIBOC MODEL
8/21/2013 10:57 PMDr Shailja Agarwal, IIM Rohtak
• What reasons or reader benefits can you
use to support your position?
B- Benefits
• What objection(s) can you expect your
readers to have?
• What are the negative messages/
undercurrents you must de-emphasise
or eliminate?
O-
Objections
• How will the context affect reader
response?
C- Context

15. The Iceberg Model: Medium,
Channel & Content

16. The Iceberg Model: Understanding
People
1/7: Factual-
Logic
6/7: Psycho-
Logic
Based on
facts, appearance
, age etc
6/7: Psycho Logic:
Memories, experienc
es, sympathy, antipa
thy, perceptions, val
ues, culture etc