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BA 15 Chapter 3

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Understanding Your Communication Style

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Chapter Three Understanding Your Communication Style
Chapter Preview: Understanding Your Communication Style ,[object Object],[object Object],[object Object],[object Object],[object Object]
Communication Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Fundamental Concepts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Fundamental Concepts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Fundamental Concepts ,[object Object],[object Object],[object Object]
Communication Style Bias ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Total Person Insight ,[object Object],[object Object],[object Object]
Communication Style Model ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Dominance Continuum ,[object Object],[object Object],[object Object],[object Object],Figure 3.1 Dominance Continuum
Determining Your Preferred Style ,[object Object],[object Object],[object Object],[object Object],[object Object]
Figure 3.2 Dominance Indicator Form
Figure 3.2 Dominance Indicator Form (continued)
Figure 3.2 Dominance Indicator Form (continued)
Flexibility Is Important ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Sociability Continuum ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Figure 3.3 - Sociability Continuum Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-HallInc., Upper Saddle River, NJ. • expresses feelings • open and talkative • enjoys personal associations • controls feelings • more reserved and formal in relationships
Figure 3.4 - Sociability Indicator Form
Figure 3.4 - Sociability Indicator Form (continued)
Figure 3.4 - Sociability Indicator Form (continued) Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ
Where Should You Be? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Communication Styles Model ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Figure 3.5 - When the dominance and sociability dimensions are combined, the framework for communication style classification is established. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
Figure 3.6 - The emotive style combines high sociability and high dominance. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
Emotive Style ,[object Object],[object Object],[object Object]
Figure 3.7 - The director style combines high dominance and low sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
Director Style ,[object Object],[object Object],[object Object]
Figure 3.8 - The reflective style combines low dominance and low sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
Reflective Style ,[object Object],[object Object],[object Object]
Figure 3.9 - The supportive style combines low dominance and high sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
Supportive Style ,[object Object],[object Object],[object Object]
Identify Yourself? ,[object Object],[object Object],[object Object],[object Object]
Variation Within Your Communication Style ,[object Object],[object Object],[object Object],[object Object],[object Object]
Figure 3.10 - Communication Style Intensity Zones Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
Variation Within Your Communication Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Variation Within Your Communication Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Table 3.1 - Behaviors Displayed in the Excess Zone
Tips on Style Identification of Others ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Versatility: The Third Dimension ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Total Person Insight ,[object Object],[object Object],[object Object]
Strategies for Adapting Your Style ,[object Object],[object Object],[object Object]
Flexing to an Emotive Style ,[object Object],[object Object],[object Object],[object Object]
Flexing to a Director Style ,[object Object],[object Object],[object Object],[object Object],[object Object]
Flexing to a Reflective Style ,[object Object],[object Object],[object Object],[object Object],[object Object]
Flexing to a Supportive Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Style Flexing: Pitfalls and Possibilities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Strength/Weakness Paradox ,[object Object],[object Object],[object Object],[object Object]
Chapter Review ,[object Object],[object Object],[object Object],[object Object]
Chapter Review ,[object Object],[object Object],[object Object]
Chapter Review Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Chapter Review Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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BA 15 Chapter 3

  • 1. Chapter Three Understanding Your Communication Style
  • 2.
  • 3.
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  • 8.
  • 9.
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  • 11.
  • 12. Figure 3.2 Dominance Indicator Form
  • 13. Figure 3.2 Dominance Indicator Form (continued)
  • 14. Figure 3.2 Dominance Indicator Form (continued)
  • 15.
  • 16.
  • 17. Figure 3.3 - Sociability Continuum Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-HallInc., Upper Saddle River, NJ. • expresses feelings • open and talkative • enjoys personal associations • controls feelings • more reserved and formal in relationships
  • 18. Figure 3.4 - Sociability Indicator Form
  • 19. Figure 3.4 - Sociability Indicator Form (continued)
  • 20. Figure 3.4 - Sociability Indicator Form (continued) Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ
  • 21.
  • 22.
  • 23. Figure 3.5 - When the dominance and sociability dimensions are combined, the framework for communication style classification is established. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
  • 24. Figure 3.6 - The emotive style combines high sociability and high dominance. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
  • 25.
  • 26. Figure 3.7 - The director style combines high dominance and low sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
  • 27.
  • 28. Figure 3.8 - The reflective style combines low dominance and low sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
  • 29.
  • 30. Figure 3.9 - The supportive style combines low dominance and high sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
  • 31.
  • 32.
  • 33.
  • 34. Figure 3.10 - Communication Style Intensity Zones Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
  • 35.
  • 36.
  • 37. Table 3.1 - Behaviors Displayed in the Excess Zone
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