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Must check it and evaluate which style suited you? :)
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Communication Styles
What is Communication Style?
• Interaction of individuals with one another through their behaviors.
Why you should understand 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
Fundamental Concept
Individual differences exist and are important
Communication Style Model
• Two dimensions of style:– Dominance
Tendency to display a “take-charge” attitude– Sociability
Tendency to seek and enjoy social relationships
Dominance Indicator ContinuumOn 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.
I perceive myself as somewhat……
Cooperative Competitive
Submissive Authoritative
Accommodating Domineering
Hesitant Decisive
Reserved Outgoing
Compromising Insistent
Quiet Talkative
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
Sociability Indicator ContinuumOn 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.
I perceive myself as somewhat……
Discipline Easygoing
Controlled Expressive
Serious Lighthearted
Methodical Unstructured
Calculating Spontaneous
Guarded Open
Reserved Provocative
Introverted Extroverted
Aloof Friendly
Formal Casual
Cautious Carefree
Conforming Unconventional
Self-controlled Dramatic
Restrained Impulsive
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value
Where you should place yourself on
Continuum?• Identify yourself on both the
continuums
• Ask other people who know you well to
identify you on the continuum
Communication Styles Model
• Emotive • Director• Reflective• Supportive
• Two factors: Dominance and Sociability• Model will help identify your most preferred style
Communication Styles Model
Supportive Emotive
Reflective Director
High DominanceHigh Sociability
Low SociabilityLow Dominance
Behaviors Displayed During Communication
StylesStyles Behavior
Supportive Attempts to win approval by agreeing with everyoneConstantly seeks reassuranceRefuses to take a strong standTends to apologize a great deal
Director Is determined to come out on topWill not admit to being wrongAppears cold and unfeeling when dealing with othersTends to use dogmatic phrases such as “always”, “never” or “you can’t”
Emotive Tends to express highly emotional opinionsIs outspoken to the point of being offensiveSeems unwilling to listen to views of othersUses exaggerated gestures and facial expressions
Reflective Tends to avoid making a decisionSeems overly interested in detailIs very stiff and formal when dealing with othersSeeks to achieve perfection
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