Communication Style Key to and Relationship Management · Title: Microsoft PowerPoint - Communication Style Differences for Primerus Young Lawyers.ppt [Compatibility Mode] Author:
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Linda Hazelton, M.B.A.Hazelton Marketing & Management
linda@lindahazelton.com214‐684‐4264
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Understanding Communication Style Differences—The Key to Business
Development and Relationship Management
Communication is a Foundational Skill
• Communication, or lack thereof, influences everything we do
• You cannot not communicate
• Communication is more than words
• How we communicate is possibly more important than what we communicate
• Have your ever felt frustrated or misunderstood?
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Communication is More than Words
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Verbal 7‐8%Vocal 38%Visual 55%Implications….E‐mailConference calls
Communication Styles
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Roughly derived from Myers‐Briggs work Four communication styles
Expressive (Intuitor)Analytical (Thinker)Amiable (Feeler)Driver (Senser)
Your style may differ from favorable conditions to stressful conditions….We all use all the styles—but generally one style predominatesThe ultimate goal is to understand your style and the style of others and to adapt your communication style as appropriate
Poker Faced5
Relationship Ideas/Interaction
Process Goals
Emotion!!!
+ Speed-
Amiable/ Feeler
Analytical / Thinker
Expressive/ Intuitor
Driver/ Senser
Drivers (Sensers)
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Forceful
Direct
Risk Takers
Poor listeners
Get things done
Blunt
Problem solvers
Good administrators
Driven
Decisive
Short fused
Challenging
Drivers (Sensers)
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Pace of the meetingFast and to the point
What they needDirectness, little detailSpecific solutionsHow our services affect their bottom line (in a business development context)
Drivers (Sensers)
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AvoidOver‐selling and over‐sharingBe succinct—keep it shortBeing overly friendlyLots of facts and references (instead—bottom line or “cut to the chase”)Small talk (in a business setting)
Expressive (Intuitors)
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Direct
Open
Impulsive
Bored with details
Love new ideas
Charming
Friendly
Big picture
Off the wall
Creative
Charismatic
Optimistic
Enthusiastic
Disorganized
Scattered
Impractical
Expressive (Intuitors)
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Pace of the meetingBriskExcitingStimulating
Expressive (Intuitors)
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AvoidDetailed presentations and proposalsInterrupting them when they are on a rollToo structured or canned presentationsBeing too serious or lecturing—being pedantic Too many factsExtensive review of the law
Analyticals (Thinkers)
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IndirectTask-orientedPerfectionistsSeek proofSlow to reach decisionAnalyticalChange-averseSecurity-consciousConservative
Quality consciousSystematicLogicalVerboseSuspiciousSkepticalOver-cautiousRationalIntroverted
Analyticals (Thinkers)
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Pace of the meetingDeliberateStep‐by‐stepAll the details
Analyticals (Thinkers)
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AvoidHard sellVague presentationsPoorly prepared proposalsConceptual sales ExaggerationInformality
Analyticals (Thinkers)
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Give themFacts and detailsAn orderly processProposals with financial justification dataReasons why delays will cause greater riskReferencesTime to decide
Amiable (Feelers)
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WarmTrust buildersFriendlyConfrontation-averseGood listenersTeam playersSereneRelaxedComplacent
UnderstandingSlow to decidePassiveDislike rapid changeLack of urgencyPatient TolerantPleasantIntrovertedLoyal
Amiable (Feelers)
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Pace of the meetingRelaxed and slow
Amiable (Feelers)
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AvoidTalking or presenting too fastIgnoring pleasantries
Amiable (Feelers)
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Give themTimeFull explanations of the issuesAttentionHonor their feelingsShow an interest in their personal livesBe polite and pleasant
Consider….
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How do I communicate?What do I see, feel, and hear?How are they communicating?How effective am I in communicating?What are they receiving?What needs to be different in the way I communicate in order for me to be more effective?If nothing else, think about pace—do you need to slow down and provide more details or speed up and cut to the chase? As for emotion, do you need to be more open and friendly or more “business like”?
Why is This Important?
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This Is How Rapport Is Built
People Like People They Think Are Like Themselves
Mirroring – In Sync
Helps You Swim Downstream
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