MARK 3337 Chapter 5

communication style principles

- Individual differences exist and are important - A communication style is a way of thinking and behaving - Individual style differences tend to be subtle - There are a finite number of styles - Being in sync with those you work with helps to create the most productive relationship

The communication style Model has __ styles and __ dimensions

4, 2

When we interact with people who have a different communication style from us, we may have trouble establishing rapport. That is because of something called

Communication style bias

The Heart Style-Flexing: The Platinum Rule

Do unto others as they want done unto them

What are the two dimensions in the communication style model

Dominance and Stability

What are the four styles in the communication style model

Emotive Directive Reflective Supportive

Communication style is an important element of

adaptive selling

Adaptive selling can be defined as

altering sales behavior in order to improve communication with customers

Someone high in dominance may be

decisive, opinionated, self assertive and vocal

Style flexing is the

deliberate attempt to adapt ones communication style to accommodate the needs of the other person

Sociability reflects the amount of control we exert

over our emotional expressiveness

Communication style is the

patter of behavior that others observe

Someone low in the dominance may be

reserved, unassertive and easygoing

Dominance is the

tendency to control or prevail over others

Sociability is a universal behavioral characteristic that refers to

the tendency for one to seek and enjoy interaction with others

cues to help identify style

Tone of voice Gestures Openness Spontaneity Friendliness and informality