BUSINESS PRACTICE Module 12 EFFECTIVE COMMUNICATIONS W A

BUSINESS PRACTICE Module 12 EFFECTIVE COMMUNICATIONS W. A. Krein Module 12 - Effective Communications 1

COMMUNICATIONS Audience Reception What intelligence can we obtain that might help us design our communication such that we maximize our audience reception? Should we go macro i. e. " big picture” or micro? It would help if we knew what “type” of personality controls our audience W. A. Krein Module 12 - Effective Communications 2

COMMUNICATIONS Audience Reception What intelligence can we obtain that might help us design our communication such that we maximize our audience reception? Should we go macro i. e. " big picture” or micro? It would help if we knew what “type” of personality controls our audience Use Meyers-Briggs Personality type Index (MBTI) to answer these questions. MBTI is derived from work of Carl Jung on personalities W. A. Krein Module 12 - Effective Communications 3

COMMUNICATIONS MBTI Personality type derived from Jung who posited two pairs of opposite cognitive functions: 1. The “rational” (judging) functions: thinking (T) and feeling (F) 2. The “irrational” (perceiving) functions: sensing (S) and intuition (N) Jung also suggested these functions are expressed in either an introverted (I) or extraverted (E) attitude. Katherine Briggs and her daughter Isabel Briggs Myers created practical personality assessment tools from Jung’s theoretical work Hence: MBTI literature and applications W. A. Krein Module 12 - Effective Communications 4

MBTI cont’d. Personality type is similar to left or right handedness; it is a person’s preferred method for interfacing with the world Four opposite pairs result in 16 possible psychological types: ESTJ –Extraversion, Sensing, Thinking, Judging INFP – Introversion, i. Ntuition, Feeling, Perceiving Etc. No type is preferred over another, they merely describe a particular individual’s preferences W. A. Krein Module 12 - Effective Communications 5

MBTI cont’d SIGNIFIGANCE OF “TYPE” Extrovert (E) / Introvert (I) are the attitudes: E is drawn to people and objects while I is drawn to concepts and ideas. Sensing (S) / i. Ntuition (N) are information gathering (perceiving) functions: S prefer to trust hard, tangible information while N will favor information that is abstract or theoretical. Thinking (T) / Feeling (F) are the decision making functions: T decides from a more detached viewpoint based on what seems logical, reasonable, consistent and matching a given set of rules. F decides by associating or empathizing with the situation and looking for harmony. Judging (J) / Perception (P) are lifestyle functions: J prefers to use the judging functions (T or F) and P favors the perceiving functions (S or N) W. A. Krein Module 12 - Effective Communications 6

MBTI cont’d Knowledge of MBTI types useful in business communication because: 1. I / E indicates how and when to communicate with people 2. S / i. N indicates how much detail or supporting data to present 3. T / F indicates the types of objections to expect 4. J / P indicates attention span W. A. Krein Module 12 - Effective Communications 7

MBTI cont’d Specific Implications of Type How and where to communicate I likes to study information alone and consider questions. Keep them informed of progress, they might not ask. E likes groups and enjoys discussing ideas. Meet with them regularly and discuss ideas. What supporting data to communicate S likes like data that is rich in facts. They like practical answers and will notice every detail. Communicate facts, details, and practicality i. N wants to know theory or rationale behind an idea, but do not want too much detail. Communicate the big picture, not too much detail. Anticipate the type of objections to expect T makes decisions objectively and analytically. Stress logical development of ideas in your communication F make decisions based on improving society (i. e. workplace). Stress human benefits in communication Anticipate attention span: view of time in making a decision J likes schedules and due dates, time driven. Concise communications here P likes to be flexible and is event driven rather than time driven. Prepare to be flexible. W. A. Krein Module 12 - Effective Communications 8

PERSONALITY “TYPES” Some www references with “type” indicators: ◦ http: //www. personalitypage. com (light bulb icon) ◦ http: //humanmetrics. com ( Jung typology test) ◦ http: //hallonline. com/psych (personality test) W. A. Krein Module 12 - Effective Communications 9

EFFECTIVE COMMUNICATION - LISTENING Human physiology. Speak 125 words per minute Hear 400 -600 words per minute Unused listening capability or “listening gap” occurs – the mind wanders Effective listening requires full attention to speaker as to content and intention Effective listening takes practice W. A. Krein Module 12 - Effective Communications 10

EFFECTIVE LISTENING Practice Effective Listening: 1. Listen for the content of the message 2. Listen for the feelings of the speaker 3. Respond to the feelings of the speaker 4. Note the speaker’s cues, verbal and nonverbal 5. Reflect back to the speaker what you think you are hearing W. A. Krein Module 12 - Effective Communications 11

COMMUNICATIONS –Audience Reception MBTI – Become familiar with indicators and practice recognizing “types” Practice – Applying “type” knowledge of recipient to communications Listen – Become an effective listener to become an effective communicator W. A. Krein Module 12 - Effective Communications 12