Chapter Three Understanding Your Communication Style.

Chapter Three

Understanding Your Communication

Style

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Chapter Preview: Understanding Your Communication Style

• Style bias and its effect on interpersonal relations

• Benefits of understanding communication styles

• Elements of communication style model

• Identifying preferred style

• Style flexing


Communication Style

• Communication style—patterns of behavior that others can observe

• Understanding your style….– achieve greater self-awareness– develop more effective interpersonal

relations– greater sensitivity to and tolerance for

others’ styles– essential for managing key relationships

self others member of a group


Fundamental Concepts

• Individual differences exist and are important– i.e., gestures, assertiveness, expression– each person has unique style– identify by careful observation

• Differences tend to be stable– Jung’s Psychological Types– born with disposition that is exercised and

developed over least preferred preferences



• Four basic styles– Intuitor, thinker, feeler, and sensor– Similar characteristics within style

• Style is a way of thinking and behaving– Not an ability– Is a preferred way of using abilities or style



• Productive relationships are developed by being in sync with others– Important advantage when understanding

others’– Adapting is style flexing


Communication Style Bias

• A common form of prejudice

• More likely when styles differ

• What can you do? – Develop an awareness of your own style– Learn to assess the style of others– Learn to adapt your own style to theirs– “Speaking the other person’s language” is

essential for relationship skills


Total Person Insight

Everyone has had the experience of saying or doing something that was perfectly acceptable to a friend or coworker and then being surprised when the same behavior irritated someone else.

David W. Merrill and Roger H. Reid

Personal Styles and Effective Performance


Communication Style Model

• Two important dimensions of style:– Dominance– Sociability

• Dominance– The tendency to display a “take-charge”

attitude– an important dimension in interpersonal

relationships

• Everyone falls somewhere on the dominance continuum


The Dominance Continuum

• more cooperative • give advice freely

• eager to assist others • initiate demands

• less assertive • more assertive

• more willingly controlled • seek control

Figure 3.1 Dominance Continuum


Determining Your Preferred Style

• Identify yourself on the dominance continuum

• Ask four or five people who know you well to identify you on the continuum

• No best place to be

• Successful people can be found on all points

• Both ends are necessary and important at times


Figure 3.2 Dominance Indicator Form


Figure 3.2 Dominance Indicator Form (continued)


Figure 3.2 Dominance Indicator Form (continued)


Flexibility Is Important

• Low on dominance – more assertive temporarily to achieve an

objective – learn to be responsive without giving up

convictions

• High on dominance– curb strong opinions and limit demands to

establish cooperative relationships


The Sociability Continuum

• Sociability is a tendency to seek and enjoy social relationships– measures if you control or express feelings

• Determining your preferred style– Identify yourself on the dominance

continuum– Identify yourself on the sociability

continuum– Ask four or five people who know you well

to identify you on the continua


Figure 3.3 - Sociability Continuum

Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-HallInc., Upper Saddle River, NJ.

• expresses feelings• open and talkative• enjoys personal associations

• controls feelings• more reserved and formal in relationships


Figure 3.4 - Sociability Indicator Form


Figure 3.4 - Sociability Indicator Form (continued)


Figure 3.4 - Sociability Indicator Form (continued)

Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ


Where Should You Be?

• No best place to be• Successful people are everywhere

along the sociability continuum• Flexibility is important• Low sociability

– may need to be more expressive to avoid perception of indifference or unconcerned

• High sociability– may need to curb exuberance if more

formal environment is required


Communication Styles Model

• The model represents four communication styles:– emotive director– reflective supportive

• Two factors:– dominance sociability

• Model will help identify your most preferred style


Figure 3.5 - When the dominance and sociabilitydimensions are combined, the framework for

communication style classification is established.

Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.


Figure 3.6 - The emotive style combineshigh sociability and high dominance.



Emotive Style

• Displays spontaneous, uninhibited behavior

• Displays the personality dimension described as extroversion

• Possesses a natural persuasiveness


Figure 3.7 - The director style combineshigh dominance and low sociability.



Director Style

• Projects a serious attitude

• Expresses strong opinions

• May project indifference


Figure 3.8 - The reflective style combineslow dominance and low sociability.



Reflective Style

• Expresses opinions in a formal, deliberate manner

• Seems preoccupied

• Prefers orderliness


Figure 3.9 - The supportive style combineslow dominance and high sociability.



Supportive Style

• Listens attentively

• Avoids the use of power

• Makes and expresses decisions in a thoughtful, deliberate manner


Identify Yourself?

• Nobody conforms completely to one style

• Only one dimension of a personality

• Only deals with behaviors that others can observe

• May be able to identify the style least like yourself


Variation Within YourCommunication Style

• Preferred styles vary in intensity

• Zones radiate outward from the center

• These dimensions are intensity zones

• Boundary between zones are not a permanent barrier

• People use "style flexing"


Figure 3.10 - Communication Style Intensity Zones




• Zone I – Display behaviors with less intensity – May be difficult to identify the style – Not be as obvious in their gestures, tone of

voice, speech patterns, or emotional expressions

• Zone 2 – Display behaviors with greater intensity– Can sometimes observe behavior change

when upset or angry



• Excess Zone – Characterized by intensity and rigidity– Can also be labeled the "danger" zone– Often inflexible and lacks versatility

• Extreme intensity in any quadrant can interfere with good human relations

• People may move into the excess zone when stressed, threatened, or insecure


Table 3.1 - Behaviors Displayed in the Excess Zone


Tips on Style Identification of Others

• Focus on observable behavior– The best clues are nonverbal:

• Gestures, posture, facial expressions, and speech patterns

• Determine where the person falls on the sociability and dominance continuums– This is a process, do not rush to identify– Different situations will bring out different

behaviors


Versatility: The Third Dimension

• Versatility means acting in ways that gain a social endorsement– Makes others feel comfortable – Is independent of style

• Style flexing – Deliberate attempt to change or alter style

to meet the needs of another person– Temporary effort to act in harmony with

other communication styles


Total Person Insight

The best way to break a habit is to establish another habit. For example, if you’re a constant talker, stop talking. Work at it.

Kimberly Alyn and Bob PhillipsAuthors, Annoying People


Strategies for Adapting Your Style

• Identify the style of the other person

• Think of ways to flex your style to gain a social endorsement

• Several style adaptation strategies


Flexing to an Emotive Style

• Take time to build a social as well as a business relationship

• Display interest in a person’s ideas, interests, and experiences

• Do not place too much emphasis on details

• Maintain a fast and spontaneous pace


Flexing to a Director Style

• Be specific, brief, and to the point

• Present the facts logically and be prepared to provide specific answers

• Maintain fast and decisive pace

• Project strength and confidence

• Messages should be short and to the point


Flexing to a Reflective Style

• Be well organized

• Be straightforward and direct

• Be accurate and realistic when presenting information

• Messages should be detailed and precise

• Speak slowly and systematically


Flexing to a Supportive Style

• Show a sincere interest

• Identify areas of common interests

• Draw out other’s personal goals and views

• Listen and be responsive

• Do not be pushy

• Put priority on relationship building


Style Flexing: Pitfalls and Possibilities

• If sincere and honest, style flexing can:– help build constructive relationships– be a valuable, productive strategy– be especially critical when something

important is at stake

• Do not label others– classify strengths and preferences, not

people

• Do not let your own label become rigid


Strength/Weakness Paradox

• There is no best communication style– each has unique strong points

• People have problems when they overextend the strengths of their style

• Customizing your style can require learning to overcome your strengths


Chapter Review

• Style bias and its effect on interpersonal relations– Communication styles are patterns of

behaviors that are observable to others– Way of responding to people and events– Bias is likely to surface when someone's

style is distinctly different from your own


Chapter Review

• Benefits of understanding communication styles – Knowing your style will help you achieve

greater self-awareness and develop more effective interpersonal relations with others

– Accurate self-knowledge is the starting point for effectiveness at work


Chapter Review Summary

• The communication style model is formed by two dimensions dominance and sociability

• Four communication Styles– Emotive– Director– Reflective– Supportive


Chapter Review Summary

• Identifying your preferred style– Rate yourself on each scale

(dominance and sociability)– Ask others to complete these forms for you

• Style flexing– A third dimension—versatility– You can adjust your own style to others– Keep an open mind about others– Don’t typecast or judge

Chapter Three Understanding Your Communication Style.

Documents

communication style

communication style

unique style

communication style

important dimensions

dominance continuum

group slide

effective performance