Communication Styles The real meaning of your communication

Communication Styles The real meaning of your communication is the result it produces.

Communication Styles C LLAB RATIVE CREAT!VE Expressive (High emotion) Receptive (Low power) Assertive (High power) con sci en tious COMPETITIVE Responsive (Low emotion) Receptive (Low power) Assertive (High power)

Communication Styles C LLAB RATIVE CREAT!VE buy win/win solutions because they want to feel they are making a difference buy innovative solutions because they want to create something new con sci en tious COMPETITIVE buy proven methods because buy results because they want it done correctly want to win

4 Fundamental Fears C LLAB RATIVE CREAT!VE Fear of being rejected Fear of looking bad con sci en tious COMPETITIVE Fear of doing it wrong Fear of losing

Communication Styles • COMPETITIVE – – – – Efficient Effective Decisive Objective Results-oriented Lack patience Need to be in control • MATCHING STYLE – Start with the conclusion – Focus on results – Offer options – Provide logical evidence – Expect a decision during the meeting

Communication Styles • CREAT!VE – – – Want attention Enjoy freedom Playful Prefer new ways Subjective Spontaneous • MATCHING STYLE – Engage them – Provide an innovative solution – Involve them in identifying options – Provide emotional evidence – Expect a decision during the meeting

Communication Styles • C LLAB RATIVE – – – Agreeable Sociable Need to be involved Subjective Need to trust • MATCHING STYLE – – – Be available Seek consensus Provide emotional evidence – Expect the decision after the meeting

Communication Styles • con sci en tious – – – Accurate Correct Need to do it right Objective Need closure and control • MATCHING STYLE – Provide agenda in advance – Present a step- bystep process – Lead to clear recommendation – Provide logical evidence – Expect the decision after the meeting

Persuasive Appeals Pathos Emotions--Imagination C LLAB RATIVE CREAT!VE Subjective Qualitative research Personal stories/anecdotes Subjective Qualitative research Big ideas and insights con sci en tious COMPETITIVE Objective Quantitative research Facts and figures Objective Quantitative research Bottom line results Logos Consistency--Logic