Transcript COMMUNICATION STYLES - Muskingum University

COMMUNICATION STYLES
• Communication style bias!
• Communication Style Principles
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I need
some
Visine
damn it!
Differences exist and are important
Style is a way of thinking and behaving
Differences tend to be stable
Finite number of styles
For productive relationships- GET IN SYNC!!!!
PROFESSIONAL SELLING
GOLDEN
CHAPTER 4
DOMINANCE AND SOCIABILITY
HS
• Dominance Continuum
– Low and High
• Sociability Continuum
LD
HD
– Low and High
• Self-Ratings can be misleading!
PROFESSIONAL SELLING
GOLDEN
LS
CHAPTER 4
FOUR COMMUNICATION STYLES
• Emotive (HS + HD)
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Key Words for emotive (page 89)
Appear active
Take social initiative
Encourage informality
Expresses emotional opinions
PROFESSIONAL SELLING
GOLDEN
CHAPTER 4
FOUR COMMUNICATION STYLES
• Director (HD + LS)
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Key words for director (page 90)
Appears busy
May give impression of not listening
Displays a serious attitude
Likes to maintain control
PROFESSIONAL SELLING
GOLDEN
CHAPTER 4
FOUR COMMUNICATION STYLES
• Reflective (LD + LS)
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Key words for reflective (page 92)
Controls emotional expression
Preference for orderliness
Expresses measured opinions
Seems difficult to get to know
PROFESSIONAL SELLING
GOLDEN
CHAPTER 4
FOUR COMMUNICATION STYLES
• Supportive (LD + HS)
– Key words for supportive (Page 93)
– Appears quiet and reserved
– Listens attentively
– Tends to avoid the use of power
– Thoughtful and deliberate decisions
PROFESSIONAL SELLING
GOLDEN
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INTERPERSONAL VERSATILITY
• Minimize bias!
– Mature and immature behavior
– Strength-weakness paradox
• Zone 1
• Zone 2
• Excess zone!
PROFESSIONAL SELLING
GOLDEN
CHAPTER 4
STYLE FLEXING
• A way to minimize bias or achieve versatility!
– Selling to…….
• Emotives
• Directors
• Reflectives
• Supportives
• CAUTION! DON’T BOX THEM IN- NO LABELS!
PROFESSIONAL SELLING
GOLDEN
CHAPTER 4