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8/8/2019 Comunicao - Styles
1/6
CFO18ASFV9 41 2007 Corporate Executive Board. All Rights Reserved.
Understanding Your Communication StyleYour communication style is a function of how you vocalize and where you focus your communications
The Communication Style Quadrants
Source: Finance Leadership Academy research.
Relationship
Tell
Task
Ask
Task BehaviorsThis is the emphasis of concernan individual has for work; production, structure,process, directing and control.
Relationship BehaviorsThis is the emphasisor concern an individual has for people;communication, group involvement, morale,
support, feedback, and facilitating group interaction.
TellAssert themselvesthrough statements.
AskHas a high needto clarify communicationthrough questions anddiscussion.
Amiable
Analytical1+1
=2
Driver
Expressive
8/8/2019 Comunicao - Styles
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CFO18ASFV9 42 2007 Corporate Executive Board. All Rights Reserved.
Nokia Self-Perception Questionnaire
Step 1: Complete Self-Perception Questionnaire
Directions: In the questionnaire below, each question consists of a pair of statements, each describing a behavior.
From the statement pairs below, choose the statement you think most accurately expresses how most other people see you by placing an X in the bold box to the left of the statement that bestrepresents you. If you think neither statement reflects how you come across to others, choose the one you think most closely describes how most others perceive your behavior.
Each statement implies a comparison, such as: more than, less than, softer than, louder than, etc. In each case, think in terms of half the population. For example louder than half thepopulation.
Source: Nokia ; Scott Chambers, Third-Generation Human Resources.
Goal: Use the exercise on the following pages to assess your dominant communication styles.
1 2 3 4
1 More likely to lean back when stating opinions
More likely to be erect or lean forward when stating opinions
2 Less use of hands when talking
More use of hands when talking
3 Demonstrates less energy
Demonstrates more energy
4 More controlled body movement
More flowing body movement
5 Less forceful gestures
More forceful gestures
6 Less facial expressiveness
More facial expressiveness
7 Softer spoken
Louder voice
8 Appears more serious
Appears more fun loving
8/8/2019 Comunicao - Styles
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CFO18ASFV9 43 2007 Corporate Executive Board. All Rights Reserved.
1 2 3 4
9 More likely to ask questions
More likely to make statements
10 Less inflection in voice
More inflection in voice
11 Less apt to exert pressure for action
More apt to exert pressure for action
12 Less apt to show feelings
More apt to show feelings
13 More tentative when expressing opinions
Less tentative when expressing opinions
14 More task-orientated conversations
More people-orientated conversations
15 Slower to resolve problem situations
Quicker to resolve problem situations
16 More orientated toward fact and logic
More orientated toward feelings and opinions
17 Slower paced
Faster paced
18 Less likely to use small talk or tell anecdotes
More likely to use small talk or tell anecdotes
Total scores (i.e., the number of Xs in each column)
1 2 3 4
Nokia Self-Perception Questionnaire (Continued)
Source: Nok ia; Scott Chambers, Third-Generation Human Resources.
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CFO18ASFV9 45 2007 Corporate Executive Board. All Rights Reserved.
Step 2: Assess Your Style
Ask Tell
Task
Relationship
Analytical1+1
=2
Amiable
Driver
Expressive
1
2
3
4
5
6
7
89
9
8
7
6
5
4
3
21
1 2 3 4 5 6 7 8 99 8 7 6 5 4 3 2 1Column 1
Column 4
Column 3
Column 2
Take the four totals from your questionnaire:For e.g., Column 1 = 3 Column 2 = 6
Column 3 = 1 Column 4 = 9
Make a mark on the appropriate axis to record the score for each column
Join the marks together
From the size and position of the resulting shape, you should be able to determine your preferred communication style
Source: Nokia ; Scott Chambers, Third-Generation Human Resources.
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CFO18ASFV9 47 2007 Corporate Executive Board. All Rights Reserved.
Goal: Use this exercise to learn more about how to focus and utilize your communication style.
Communication Style Cheat Sheet
Driver Expressive Amiable Analytical
Style when stressed: Autocratic Attacks Acquiesce Avoids
Measures personal value by: Results Applause Attention Activity
Specialty: Control Social Supportive Technical
For growth needs to: Listen Check Initiate Decide
Wants to save: Time Effort Relationships Face
Needs climate that: Allows to build own structure Inspires to their goals Suggests Provides details
Words used to describe: Direct
Assertive
Results-Oriented
Independent
Decisive
Competitive
Enthusiastic
Ambitious
Creative
Fast-paced
Optimistic
Confident
Diplomatic
Loyal
Supportive
Friendly
Considerate
Relaxed
Organized
Thorough
Logical
Prudent
Accurate
Conscientious
May be viewed as: Pushy
Severe
Tough
Dominating
Harsh
Manipulative
Excitable
Undisciplined
Reactionary
Egotistical
Conforming
Unsure
Pliable
Dependent
Awkward
Critical
Indecisive
Stuffy
Picky
Moralistic
When interacting with the Style you should:
Take the time to be: Efficient Stimulating Agreeable Accurate
Support their: Conclusions and actions Dreams and Intuitions Relationships and feelings Principles and thinking
Persuade them bytelling answering:
What Who Why How
For decisions give them: Options and probabilities Testimony and incentives Guarantees and assurances Evidence and service
Source: Social Style/ Management Style, Robert and Dorothy Bolton.
Step #3: Evaluate Your Style
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CFO18ASFV9 49 2007 Corporate Executive Board. All Rights Reserved.
Goal: Use this exercise to determine how to increase your communication effectiveness with members of your team.
Communication Style Work Plan
NamePrimary Concern:
Relationship or Task
Communicates Through:Questions (Ask) orStatements (Tell) Communication Style
What I Will ChangeAbout Our Interactions
Your Manager:
Source: Social Style/ Management Style, Robert and Dorothy Bolton.
Step #4: Think About How to Change Your Style