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 other’s styles• It’s 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 ContinuumOn 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 ContinuumOn 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

Supportive Emotive

Reflective Director

High DominanceHigh Sociability

Low SociabilityLow Dominance

Behaviors Displayed During Communication

StylesStyles Behavior

Supportive Attempts to win approval by agreeing with everyoneConstantly seeks reassuranceRefuses to take a strong standTends to apologize a great deal

Director Is determined to come out on topWill not admit to being wrongAppears cold and unfeeling when dealing with othersTends to use dogmatic phrases such as “always”, “never” or “you can’t”

Emotive Tends to express highly emotional opinionsIs outspoken to the point of being offensiveSeems unwilling to listen to views of othersUses exaggerated gestures and facial expressions

Reflective Tends to avoid making a decisionSeems overly interested in detailIs very stiff and formal when dealing with othersSeeks to achieve perfection