Let's Improve our Communication!

1. Communication Styles

2. What is Communication Style?
• Interaction of individuals with one another
through their behaviors.

3. 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

4. Fundamental Concept
Individual differences exist and are important

5. Communication Style Model
• Two dimensions of style:
– Dominance
Tendency to display a “take-charge” attitude
– Sociability
Tendency to seek and enjoy social relationships

6. Dominance Indicator Continuum
On 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.

7. I perceive myself as somewhat……
Cooperative Competitive
Submissive Authoritative
Accommodating Domineering
Hesitant Decisive
Reserved Outgoing
Compromising Insistent
Quiet Talkative

8. 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

9. Sociability Indicator Continuum
On 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.

10. I perceive myself as somewhat……
Discipline Easygoing
Controlled Expressive
Serious Lighthearted
Methodical Unstructured
Calculating Spontaneous
Guarded Open
Reserved Provocative

11. 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

12. 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

13. Communication Styles Model
• Emotive
• Director
• Reflective
• Supportive
• Two factors: Dominance and Sociability
• Model will help identify your most preferred style

14. Communication Styles Model

15. Behaviors Displayed During Communication
Styles Styles Behavior
Supportive Attempts to win approval by agreeing with everyone
Constantly seeks reassurance
Refuses to take a strong stand
Tends to apologize a great deal
Director Is determined to come out on top
Will not admit to being wrong
Appears cold and unfeeling when dealing with others
Tends to use dogmatic phrases such as “always”, “never” or “you can’t”
Emotive Tends to express highly emotional opinions
Is outspoken to the point of being offensive
Seems unwilling to listen to views of others
Uses exaggerated gestures and facial expressions
Reflective Tends to avoid making a decision
Seems overly interested in detail
Is very stiff and formal when dealing with others
Seeks to achieve perfection