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Chapter 16. Communication Styles: Managing the Relationship Process. LEARNING OBJECTIVES. Discuss communication-style bias Explain benefits of understanding communication styles Identify dimensions of communication-style model Name four major communication styles

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Chapter 16


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    1. Chapter 16 Communication Styles: Managing the Relationship Process

    2. LEARNING OBJECTIVES • Discuss communication-style bias • Explain benefits of understanding communication styles • Identify dimensions of communication-style model • Name four major communication styles • Identify communication styles • Overcome communication style bias • Flex communication styles

    3. COMMUNICATION-STYLE PRINCIPLES • Individual differences exist • are important • Individual differences tend to be stable • Finite number of styles • Everyone makes judgments based on style

    4. FIGURE 16.2: DOMINANCE CONTINUUM Low High

    5. FIGURE 16.3: SOCIABILITY CONTINUUM High Low

    6. TABLE 16.1: DOMINANCE INDICATOR I PERCEIVE MYSELF AS SOMEWHAT Cooperative Competitive Submissive Authoritative Accommodating Domineering Hesitant Decisive Reserved Outgoing Compromising Insistent Cautious Risk-taking Patient Hurried Complacent Influential Quiet Talkative Shy Bold Supportive Demanding Relaxed Tense Restrained Assertive

    7. TABLE 16.2: SOCIABILITY INDICATOR I PERCEIVE MYSELF AS SOMEWHAT Disciplined Easygoing Controlled Expressive Serious Lighthearted Methodical Unstructured Calculating Spontaneous Guarded Open Stalwart Humorous Aloof Friendly Formal Casual Reserved Attention-seeking Cautious Carefree Conforming Unconventional Reticent Dramatic Restrained Impulsive

    8. FIGURE 16.3: COMMUNICATION STYLE CLASSIFICATION High sociability Low dominance High dominance Low sociability

    9. FIGURE 16.4: THE EMOTIVE STYLE High sociability Emotive Low dominance High dominance Low sociability

    10. EMOTIVE PERSON • Appears quite active • Takes the social initiative • Likes to encourage informality • Expresses emotional opinions

    11. FIGURE 16.5: THE DIRECTOR STYLE High sociability Emotive Low dominance High dominance Director Low sociability

    12. DIRECTOR PERSON • Appears busy • May give impression of not listening • Displays serious attitude • Voices strong opinions

    13. FIGURE 16.6: THE REFLECTIVE STYLE High sociability Emotive Low dominance High dominance Reflective Director Low sociability

    14. REFLECTIVE PERSON • Controls emotional expression • Prefers orderliness • Tends to express measured opinions • Seems difficult to get to know

    15. FIGURE 16.7: THE SUPPORTIVE STYLE High sociability Supportive Emotive Low dominance High dominance Reflective Director Low sociability

    16. SUPPORTIVE PERSON • Appears quiet and reserved • Listens attentively to others • Tends to avoid use of power • Makes decisions in a thoughtful and deliberate manner

    17. FIGURE 16.8: EQUIVALENT COMMUNICATION STYLES Supportive (Manning/Reece) Amiable (Wilson Learning) Supportive-Giving (Stuart Atkins, Inc.) Relater (People Smarts) Steadiness (Personal Profile System) Emotive (Manning/Reece) Expressive (Wilson Learning) Adapting-Dealing (Stuart Atkins, Inc.) Socializer (People Smarts) Influencing (Personal Profile System) Reflective (Manning/Reece) Analytical (Wilson Learning) Conserving-Holding (Stuart Atkins, Inc.) Thinker (People Smarts) Cautious/Compliance (Personal Profile System) Director(Manning/Reece) Driver (Wilson Learning) Controlling-Taking (Stuart Atkins, Inc.) Director (People Smarts) Dominance (Personal Profile System)

    18. FIGURE 16.9: STRENGTH/WEAKNESS PARADOX High sociability Excess Zone Supportive Emotive Zone 2 Low dominance High dominance Reflective Director Zone 1 Low sociability

    19. EMOTIVES IN THE “EXCESS ZONE” • Express highly emotional opinions • Stop listening to others • Tries to promote own point of view • Outspoken to point of being offensive • Exaggerated gestures and facial expressions to make a point

    20. DIRECTORS IN THE “EXCESS ZONE” • Get impatient with others • Become dictatorial and bossy • Will not admit being wrong • Become extremely competitive • Is cold and unfeeling when dealing with people

    21. REFLECTIVES IN THE “EXCESS ZONE” • Become stiff and formal • Unwilling to make decisions • Avoid displaying emotions • Dislike change • Overly interested in detail

    22. SUPPORTIVES IN THE “EXCESS ZONE” • Agree with everyone • Unable to take a stand • Overly anxious to win approval • Comfort everyone • Constantly seeks reassurance