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Author:KimSoskinCommunicationStylesApril1998Copyright©1998Bain&Company,Inc.Reviewer:DianneLedinghamLizRamosCarthaO’HareKaraGruverBJbc±´¶÷¹«Ë¾2CBJHu801CBJ\Hu801•CanYouUseThisModule?•HowCommunicationWorks•CommunicationandPerception•StylesintheWorkplace•CommunicatingatBain•UnderstandingYourIndividualStyle•ManagingCommunicationatBainAgendaBJbc±´¶÷¹«Ë¾3CBJHu801CBJ\Hu801•Forcommunicationtobeeffective,thelistenermustreceivethemessagethespeakertransmitsinthewaythespeakerintends•Communicationbreaksdownifthelistenerandthespeakerdonotsharethesamecommunicationstyle–whatistransmittedisnotwhatisreceived•Youcanincreaseyoureffectivenessincommunicatingby:–understandingyourlistener’scommunicationstyle–expandingyourabilitytocommunicateinyourlistener’sstyleUnderstandingyouraudienceiskeyforsuccessfulcommunicationOverviewBJbc±´¶÷¹«Ë¾4CBJHu801CBJ\Hu801•CanYouUseThisModule?•HowCommunicationWorks•CommunicationandPerception•StylesintheWorkplace•CommunicatingatBain•UnderstandingYourIndividualStyle•ManagingCommunicationatBainAgendaBJbc±´¶÷¹«Ë¾5CBJHu801CBJ\Hu801Audience•Communicators:–anyonewhowantstoincreasecommunicationeffectiveness–individualsexperiencingdifficultycommunicatinginBain’spredominantstyle•Managers:–anyonewhomanagesaCommunicatorThismoduleisdesignedfortwoaudiencesCanIUseThisModule?BJbc±´¶÷¹«Ë¾6CBJHu801CBJ\Hu801•Understandimpactofcommunicationstyleonperformance•Identifytheelementsofcommunicationstyles•RecognizetheprimarycommunicationstyleatBain–characteristics–value•Assessyourcommunicationstrengths/weaknessesinBainenvironment•Identifymeanstobuildskills–personal–internal/externalresourcesTherearefiveobjectivesforcommunicators:CanIUseThisModule?(Objectives:Communicators)BJbc±´¶÷¹«Ë¾7CBJHu801CBJ\Hu801•Clarifytheimpactofcommunicationstyleontheperceptionofperformance•Addressstyleconcernsduringappraisal/coachingsessions•DescribeBain’sprimarystyle–characteristicsandvalue•Assessindividual’sstylecharacteristicsinBainenvironment•ProvidealternativestoincreaseeffectivenessTherearesixobjectivesformanagers:CanIUseThisModule?(Objectives:Managers)BJbc±´¶÷¹«Ë¾8CBJHu801CBJ\Hu801•Prepareextensively,meticulously--andthensaynothing?•Wait--andwaitandwait--forsomeonetoaskyouropinion?Orforapauseinthediscussiontomakeyourpoint?•Makesurewhateveryousayis110%accurateorelsesaynothingatall?•Feellikeit’sawarinsteadofacaseteammeeting?Ifyouanswer“yes”toanyofthefollowingquestions,thismodulewillbeusefultoyouasacommunicator:•Listenincredulouslyassomeoneelsetakescreditforyourideas?•Findyourselfinterruptedconstantly?•Presentsolid,well-thoughtoutideasonlytohavethemattacked?•Dreadthatyouwillbeaskedsomethingyoudon’tknow?Atcaseteammeetings,doyou:CanIUseThisModule?BJbc±´¶÷¹«Ë¾9CBJHu801CBJ\Hu801Ifyouanswer“yes”toanyofthefollowingquestions,thismodulewillbeusefultoyouasacommunicator:Atcaseteammeetings,doyou:•Marvelattheconfidenceofyourteammembers?(Particularlythosewhoweresignificantlylesspreparedthanyou)•Knowifyoucouldjusttalktoyourmanagerone-on-onethenyoucouldexplainyourself?•“Youhavetospeakupmore”•“Youshouldbemoredirect”•“Youjustdon’tseemconfident”•“Don’tworryifyourideasareperfect,justgetsomethingoutthere”•“Haveyouthoughtaboutsigningupforacommunicationworkshop?”Inperformancereviews,doyouhear:CanIUseThisModule?BJbc±´¶÷¹«Ë¾10CBJHu801CBJ\Hu801•“Youhavetospeakupmore”•“Youshouldbemoredirect”•“Youjustdon’tseemconfident”•“Don’tworryaboutwhetheryourideasareperfect,justgetthemoutthere”Ifyouareplanningtogiveanyofthefollowingadviceinanupcomingcoachingmeeting,thismoduleisimportantforyouasamanager:•“I’mnotsureyou’rereadytoworkwiththeclient”•“I’mnotsureyou’rereadytobepromoted”•“I’mnotsureaboutyourfutureatBain”CanIUseThisModule?BJbc±´¶÷¹«Ë¾11CBJHu801CBJ\Hu801•CanYouUseThisModule?•HowCommunicationWorks•CommunicationandPerception•StylesintheWorkplace•CommunicatingatBain•UnderstandingYourIndividualStyle•ManagingCommunicationatBainAgendaBJbc±´¶÷¹«Ë¾12CBJHu801CBJ\Hu801Communication:“Totransmitinformation,thought,orfeelingsothatitissatisfactorilyreceivedorunderstood”CommunicationissuccessfulonlywhenwhatyouhavetransmittedisreceivedSource:Webster’sNewCollegiateDictionary,G&CMerriamCompany,1995,ProcessOfCommunicationBJbc±´¶÷¹«Ë¾13CBJHu801CBJ\Hu801Intention:TransmitMessageReceiveIntention:TransmitMessageReceiveSuccessful:Unsuccessful:ProcessOfCommunicationBJbc±´¶÷¹«Ë¾14CBJHu801CBJ\Hu801•Communicationoperatesontwolevels:–message:information,thoughtorfeelingexpressedthroughwords–Metamessage:informationabouttheinteraction–relationship,attitude,activity,atmosphereexpressedthrough–languageusage–voiceandbody–degreeofdirectnessCommunicationistransmittedontwolevels:messageandthemetamessage.Bothmustbeinterpretedaccuratelyforinteractiontobesuccessful.Source:Tannen,Deborah,“YouJustDon’tUnderstand”,BallantineBooks,NewYork,1990;Bateson,Gregory,“StepstoanecologyofMind”,BallantineBooks,NewYork,1972HowCommunicationHappensBJbc±´¶÷¹«Ë¾15CBJHu801CBJ\Hu801Metamessagesprovidethekeytointerpretingtheconversation.Source:Tannen,Deborah,“YouJustDon’tUnderstand”,BallantineBooks,NewYork,1990;Bateson,Gregory,“Stepst