‘LINKING’ Communication skills and techniques Have the tools to express yourself and get it done
Nov 22, 2014
‘LINKING’Communication skills and
techniques
Have the tools to express yourself and get it done
Introduction
Communication is not what is SAID……
But what is heard
Agenda
Who I am and my PhilosophyTechniquesExample of theme classes
Who I am
Karen Kotler [email protected]://kdarmon.free.fr
Communication is not what you say, but, what is heard:
What does this mean?To be heard I have to communicate in a way that the other person can understand, using their references
This means that I need to use language that is tailored to them
• To their way of seeing things; their culture and style
Interpretation is in the receiver
They scream, they sing, they fall down, they take their clothes off, they cross-dress, they vomit."
- KONSTANTINOS LAGOUDAKIS, mayor of Malia on Crete, about young British tourists.
It’s not what you say
But HOW you say it, and you do have quite a reportoire to
choose from
Communication SkillsLearn techniquesDevelop your own style
Structuring
Linking Active listening
Know what you want to say
Learn techniques
For every management skill there are a series of techniques
For example:
Convincing
Active listening
Identifying the obstacles to overcome; needs to emphasize
Able to develop aLogical argument that
Shows how to overcome barriersOr satisfy needs
Other examples of Techniques:
Active listeningReformulationMatchingLinkingCooperation communication
Creating rapport is about “MATCHING”
MATCHING:CREATING RAPPORT
We naturally feel close to people that feel most familiar. You can see this happen at parties around the world; people
unconsciously match themselves with people with whom they have much in common.
This harmony of relationship is often called rapport. It comes about through perceiving familiar information at
several levels, and ensuring a match of familiar signals.
Sometimes, rapport happens naturally
But, if rapport doesn’t happen automatically, then it’s important
to know how to create it!
A technique is to try to find points in common and emphasize them.
In America for example we make small talk and try to find things in common
Complimenting is also seen as an opening to matching
Insert nlp diagram to show matching
We need to be able to match with our colleagues in order to keep things running smoothly
We can create rapport at two levels:
1: At the level of content: What is said Do you explain vs making cold requests; Create a few words of small talk to make it personal Find ways to connect
2: At the level of context: The way it is said Do you use friendly language or formal language appropriately? Is the language stated in a shared/we/us fashion
by John Hanley
MATCHING
MINIMIZING CONFLICTSAY WHAT YOU CAN DO AND NOT WHAT YOU CAN’T
MAKE SUGGESTIONS INSTEAD OF HARSH CRITIQUES
USE COOPERATIVE APPROACH- BENEFIT OF THE DOUBT PUT YOURSELF IN THE OTHER’S SHOES
Develop your own style
Identify your style and work to maximize it
Direct Indirect
Open ClosedFormal InformalPersonal Impersonal
Theme classes
Presentations Be dynamic, convincing and memorable: treat it
like an ad
Negotiations Create rapport and develop cooperative strategies
Meetings Stay in control: avoid conflicts and get results
Presentations
TargetIdentify the key messageStructurePackageRepeat
LIKE AN ADLIKE AN AD
TREAT YOUR PRESENTATIONTREAT YOUR PRESENTATION
Target & Position your IdeasTarget & Position your Ideas
Determine what your key message is
who
why
what
A classical presentationA classical presentationintro
Idea 1
Idea 2
conclusion
A presentationA presentation
what
body development
conclusion
Make it relevant and memorableMake it relevant and memorable
Take your ideas and illustrate them……Use techniques to create strong word images
A picture says 1000 words
Outline of other theme classes
NegotiationsMeetings
NegotiationsCreate rapportIdentify parameters vis a vis questioning techniquesThink out of the box/ lateral thinkingUse active listeningIdentify opportunities to create win-win opportunities
Meetings
Identify the hidden agendaStay on target to reach objectivesEncourage clear exchangeEmpower team members Minimize conflicts