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CHAPTER 6: EFFECTIVE COMMUNICATION -CAN YOU HEAR ME?
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Agenda:Communication and Business Planning
After reading chapter 6 you should be ableto
Discuss the communications process and
how the message may be decodeddifferently in different situations/bydifferent receivers
Practice effective communication skillsto become a better communicator
Identify key parts of a business plan andthe dimensions of an entrepreneurialorientation.
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Communication
Communication is the process by which information isexchanged between individuals through a common system
of symbols, signs or behavior.
Communication is vital for securing a job, but is alsogenerally important in many facets of our personal andwork lives as we interact with others.
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The Communication Process
Sender:The person initiating a communication Encoding: The translation of ideas into symbols, signs, or
behavior
Medium: The way that a senders message is conveyed (e.g.,voice)
Decoding: The process of assigning meaning to a receivedmessage
Noise: Anything that interferes with or distorts the message
being sent
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Influences on Decoding
The medium used and contextcan influence the way amessage is decoded.
Compare the messages beingsent (emails from a coworker).1. The system is down.2. THE SYSTEM IS DOWN!
How might these beinterpreted differently whenseen/heard through differentmedia?
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In-Class DiscussionInformation Richness
Consider the social implications of breaking up with asignificant other using different communications channels
What does the choice of communications channel signal to theperson being broke up with.
What role do you think information richness plays in thissignaling?
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The Role of Noise in Decoding
Noise influences thedecoding process bydistracting the listener
Noise can be external
Phone ringingMultiple conversationsConstruction
However, noise can also be
internalFilteringInformation overloadSelective Perception
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Noise: Filtering
The distortion orwithholding ofinformation ofinformation tomanage a personsreactions.
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Noise: Selective Perception
The personal filtering of what we see andhear so as to suit our own needs
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Noise: Jargon
Language of specialized termsused by a group or profession.
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Noise: Information Overload
What occurs when the information processingdemands on an individuals time to performinteractions and internal calculations exceedthe supply or capacity of time available for
such processing.
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Cultural ContextThe way we are raised and live
shape the way we encode anddecode messages.
However, culture is not limited tonationality.Rural / suburban / urbanRegions within a countryEthnicity
For example, looking someone in
the eye in the US conveystrustworthiness; however, inChina it can be seen asdisrespectful.
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The Complexities of Cultural Influence
You can be associated withmore than one culture
Each individual is potentiallyinfluenced by : Nationality (e.g., USA) Region (e.g., Southerner) Heritage (e.g., Irish) Religion (e.g., Catholic) Generation (e.g.,
Generation Me)
What cultural influences doyou believe have influencedthe way that you encodeand decode messages?
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Communication Freezers
A communication freezer is something that puts anend to the conversation, often abruptly.
Avoid:Asking excessive or inappropriate questionsJudging a person negativelyGiving insincere praiseAttempting to educate the other person
Moralizing or giving unsolicited adviceMaking light of a problem
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Body Language
SmileMaintain good posture
Either sit up straight or leanslightly towards the speaker
Make eye contactWhen shaking hands: be firm,but not overpoweringAvoid fidgeting
Nonverbal communication, such asbody language, plays a big role inbeing an effective communicator.
In the United States, try to:
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Cross-cultural differences in body language
Different cultures mayhave different norms interms of body languageas well.
For example, in LatinAmerican countries,many individuals do not
have the samepersonal space bubbleas in the USA.
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Active vs. Passive Listening
Passive listeningrecognizes thatthe other person is talking,and so they dont talk, butessentially they are justwaiting for their turn to talk.
Active listeningdemonstratesinterest in what the otherperson is saying by making eyecontact, nodding ones headwhen appropriate, giving shortverbal feedback confirmingyour understanding (e.g.,paraphrasing)
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In class activity In pairs, take turns
discussing your respectivedream vacations for about 5minutes.
For part of the conversationuse the suggested effectivecommunication skills. Forthe remaining part of theconversation, do notusethese skills.
When you are done, discussthe ways in which theconversation feels differentwhen you are using theeffective communication
skills.
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Business Plans
A business plan is used tocommunicatea business ideaand the organizationsintended course of action
There are major topics thatare covered in good businessplans. If you leave these out,the person reading it mayassume you a) haventconsidered it, or b) that youdo not know what you aredoing
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Major Topics in a Business Plan
Overview of the company Strategy Target market analysis Competitive analysis
Marketing strategy Summary of risks Organization and management
team
Financial analysis/plan Appendices
Resumes of founders Patent applications
Orders for your product/service
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Elevator Speeches
An elevator speech refers tosome sort of quickpresentation/pitch.
In presenting an elevator
speech for a business plan,dont forget to include thehighlights from each majorsection
At the end of thepresentation, make sure totell them what you wantfrom them as well as what
they get from helping you.
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Entrepreneurial Orientation
An entrepreneurial orientation refers to thecharacteristics of an organization that make itsimilar to a new venture;
However, you might also apply it to other aspectsof business life such as being a job applicant.
Many companies want individuals that have one ormore of these characteristics.
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Entrepreneurial OrientationDimensions and Your Career
AutonomyAbility to develop independent thought andnot need to be given step-by-step directions
Innovativeness- Ability to highlight how you canprovide new and creative ideas or processes for future
employers ProactivenessAbility to think ahead, and anticipate
employer questions Risk-Taking- Ability to tolerate uncertainty and engage
in high-risk projects Competitive Aggressiveness Ability to aggressively
differentiate yourself from others on the job market
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In-Class Discussion In what ways do you think
that the dimensions of anentrepreneurialorientation might help anorganization/individual?
Are there ways orsituations in which theymight do more harm thangood?
In what ways might youneed to adjust yourelevator pitch dependingon the audience?
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How much do you remember?
A. Face-to-face communication
B. Telephone
C. Text Messaging
D. Email
Which of the following communication channels has
the highest information richness?
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How much do you remember?
A. Face-to-face communication
B. Telephone
C. Text Messaging
D. Email
Which of the following communication channels has
the highest information richness?
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How much do you remember?
A. Avoiding communication freezers
B. Make eye contact
C. Maintain good posture
D. Be an active listener
E. Take copious notes
Which of the following is not a recommended activity
for improving communication effectiveness?
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How much do you remember?
A. Avoiding communication freezers
B. Make eye contact
C. Maintain good posture
D. Be an active listener
E. Take copious notes
Which of the following is not a recommended activity
for improving communication effectiveness?
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How much do you remember?
A. Customer focus
B. Autonomy
C. Innovativeness
D. Risk-Taking
E. Proactiveness
Which of the following is not a dimension of an
entrepreneurial orientation?
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How much do you remember?
A. Customer focus
B. Autonomy
C. Innovativeness
D. Risk-Taking
E. Proactiveness
Which of the following is not a dimension of an
entrepreneurial orientation?
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Summary
You should now be able to:
Discuss the communications process andhow the message may be decodeddifferently in different situations/by
different receivers
Practice effective communication skills tobecome a better communicator
Identify key parts of a business plan andthe dimensions of an entrepreneurialorientation.