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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
others styles
Its 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 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.

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 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.

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

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 cant

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