communicating in a changing world! understanding yourself and employees who are constantly...
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Communicating In A Changing World!
Understanding yourself and employees who are constantly influenced by variables
such as gender, time, and culture.
C.J.Pulvino, Ph.D. @ 2007
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Hemispheric SpecializationRight hemisphere Left hemisphere
Right side Left side
Corpuscallosum
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Hemispheric Specialization
• Verbal• Analytical• Rational• Logical• Sequential• Temporal• Causal• Linear
• Visual• Intuitive• Experiential• Holistic• Receptive• Non-temporal• Synthesizing• Spatial
LEFT RIGHT
COMMUNICATION: Hard & Soft
• Hard Side (Left) Logic
• Reason• Exactness• Focused• Factual• Forceful• Specific• Direct• Certain
• Soft Side (Right)• Humor• Metaphors• Quotes• Ambiguity• Fantasy• Hedges• Paradox• Qualifiers• Imagery
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Conscious-Subconscious Processing…Mario Conforti
• Sensing processes• Interpretative aspects• Evaluation
components• Decision-making
skills• Focused processing
• Data storage• Autonomic processing• Scanner• Buffer• Continuous processing
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Computer Model of the Mind
Sense Interpret
EvaluateDecide
Data Autonomic
processing
Scanner
storage
Buffer
Conscious Processing Sub-conscious Processing
* Focused activity * Continuous activity
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Needs…A.Maslow (1969)
• Basic physiological• Security• Social contact• Self-esteem• Self-actualization• Knowledge• Truth, Beauty
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ValuesSystematic development
0-5 years old…basic6- 16 years old…peer influence17-22 years old…break from family22 and beyond…return to basics
Family…My mother myself by Nancy Friday, Parental influence
Cultural influence…Chris, American Indians
Interaction influences…Carol, Wins & Losses
Cultural Considerations Beyond Culture, E. T. Hall
• Low-Context • High-Context
American, GermanicFuture OrientedIndependentEmerging ValuesPass on blameStoicEmphasis on verbal communicationMessage in the words
Southern European, OrientalPast OrientedDependentPass on ValuesAccept responsibilityHighly interactiveEmphasis on non-verbal communicationsMessage in the medium
Generational CommunicationsThe Fourth Turning, Strauss and Howe
• G.I. Generation, 1901-1924
• Silent, 1925- 1942• Baby Boomers, 1943-
1960• 13th Generation, 1961-
1981• Millennial, 1982 to
present
Generations: Attributes
G I : Can do generation, team work, WW veterans,retired, Grey PanthersSilent: Mentors, professionals, paucity of outstanding leadersBaby Boomers: Idealist, morally certain, political correctness, reformers, group orientedGeneration X: Latch-key heritage, children of divorce,street wise, like the basics, concrete learnersMillennial: One parent families, computer literate, multicultural, value women
TechnologyIncreased efficiency, but, at a cost!
• Cell Phones
• Computers
• Emails
• Conference Calls
• Faxed Messages
• Cell Phones
• Navigation Systems
• Instant Messaging
• Call Waiting
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Channels of Communication
GENDERGESTURESWORDS
Content… What is saidParalanguage.. How it is said
SPACE
The Silent Language by Edward Hall
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Gender Differences
Females have a tendency to ...
• be more discriminating
• use greater specificity
• be more likely to use hypercorrection
• use greater variety
• use intensifiers (very, quite or awfully)• use hedges and qualifiers (maybe, perhaps,)• use disclaimers (“I know this sounds odd, but”• use verbal fillers (hmmm, ahh, ehh)
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Communication Principles
MALESValue independence
Emphasize report talk
Talk more than women
Talk for information
Overestimate word power
Argue categorically
Argue from external data
Focus on external events
FEMALESValue relationships
Emphasize rapport talk
Talk less than men
Talk for interaction
Underestimate word power
Argue personally
Argue from internal data
Focus on personal data
Males and females develop different styles.
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Communication Principles
Males• Lecture• Seek respect• Offer information• Focus on content• Listen silently
Females• Listen• Seek to be liked• Seek understanding• Focus on emotions• Give feedback as they
listen
Males and females develop different communicative styles.
What could he be thinking?...Michael Gorian
• Women’s corpus collosum is 25% larger than men’s…more neuron connections
• Women have more serotonin and oxytocin…slows one down, tend/befriend
• Men have more testosterone…action vs. words• Men’s language in the left hemisphere…Women’s
in seven different areas
What could he be thinking?...Michael Gorian
• Men use approximately one-half the number of words that women do
• Women’s brains don’t rest whereas men’s periodically “zone out”
• At any one time, there is 15% more activity in a women’s brain than in a man’s
• The cortical area of men’s brains is larger and more developed than women’s. This enhances spatial thinking and abstract reasoning. Men typically focus on the big picture before the details.
Gestures
• Non-verbal gestures can reinforce verbal messages, negate the verbal message, or not add to what is said.
• The professional should use gestures that are consistent with the intended message. For example, when stating, “I’m glad to see you,” demonstrate that you are glad by smiling and offering a hand in greeting.
Words
Words have inherent meaning. Yet, how they are used impacts what is conveyed. For example, read the following sentences by emphasizing the italicized
word:“I didn’t say she stole the money.”“I didn’t say she stole the money.” “I didn’t say she stole the money.”“I didn’t say she stole the money.”“I didn’t say she stole the money.”“I didn’t say she stole the money.”
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Space ConsiderationsRelative distances:
Intimate 18-30 inchesPersonal 30-48 inchesSocial 48-72 inchesPublic 72 + inches
Concerns:Confidentiality, Power, Control, Emotional Security
The Office:Desk, chair arrangement, Windows, Furniture
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Interviewing Model
• Build a relationship
• Diagnose needs and set goals
• Generate alternatives
• Choose a plan of action
• Implement the chosen plan
• Evaluate the outcome
• Return to the appropriate step as needed
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Skill Areas
• Observation Skills• Pacing/Blending• Listening Skills• Exploring Skills• Focusing Skills• Indirect Suggestion Skills• Challenging /Confronting Skills
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Communication Skills From Solution Oriented Counseling
1. Scaling
2. Reframing
3. Soliciting Exceptions
4. Future Pacing
5. Quotes
6. Metaphors
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PersuasionFoundations: A. Maslow, A. Toffler, R. Cialdini
Considerations:• Attractiveness• Authority• Consistency• Distraction• Timing• Positioning, i.e..
primacy/ recency
• Reciprocation• Reciprocal
concessions• Scarcity• Self-Deprecation• Social Proof • Contrast
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References• Bennett, M.J. (1998). Basic concepts of intercultural communication.• Cialdini, R..B. (1988). Influence: Science and practice (2nd ed.)• Gladwell, M. (2005). Blink• Gladwell, M. (2002) The Tipping Point.• Gurian, M. (2003). What could he be thinking?• Hall, E. ( 1982). Beyond culture.• Hall, E. (1981). The silent language.• Hall, E.T. & Hall, M.R.(1987). Understanding cultural differences.• Lambert, T. (1996). The power of influence.• Maslow, A.H. (1954). Toward a psychology of being.• Pulvino, C.J., Pulvino, C.A. & Lee, J. (2002). Financial counseling: A
strategic approach.• Strauss, B. & Howe, N. (1997). The fourth turning.• Tannen, D. (1990). You just don’t understand.
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