Presentation on theme: "Communicating In A Changing World! Understanding yourself and employees who are constantly influenced by variables such as gender, time, and culture. C.J.Pulvino,"— Presentation transcript:
Communicating In A Changing World! Understanding yourself and employees who are constantly influenced by variables such as gender, time, and culture. C.J.Pulvino, Ph.D. @ 2007
2 Hemispheric Specialization Right hemisphereLeft hemisphere Right sideLeft side Corpus callosum
COMMUNICATION: Hard & Soft Hard Side (Left) Logic Reason Exactness Focused Factual Forceful Specific Direct Certain Soft Side (Right) Humor Metaphors Quotes Ambiguity Fantasy Hedges Paradox Qualifiers Imagery
8 Values Systematic development 0-5 years old…basic 6- 16 years old…peer influence 17-22 years old…break from family 22 and beyond…return to basics Family…My mother myself by Nancy Friday, Parental influence Cultural influence…Chris, American Indians Interaction influences…Carol, Wins & Losses
Cultural Considerations Beyond Culture, E. T. Hall Low-Context High-Context American, Germanic Future Oriented Independent Emerging Values Pass on blame Stoic Emphasis on verbal communication Message in the words Southern European, Oriental Past Oriented Dependent Pass on Values Accept responsibility Highly interactive Emphasis on non-verbal communications Message in the medium
Generational Communications The Fourth Turning, Strauss and Howe G.I. Generation, 1901- 1924 Silent, 1925- 1942 Baby Boomers, 1943- 1960 13 th Generation, 1961- 1981 Millennial, 1982 to present
Generations: Attributes G I : Can do generation, team work, WW veterans, retired, Grey Panthers Silent: Mentors, professionals, paucity of outstanding leaders Baby Boomers: Idealist, morally certain, political correctness, reformers, group oriented Generation X: Latch-key heritage, children of divorce, street wise, like the basics, concrete learners Millennial: One parent families, computer literate, multicultural, value women
Technology Increased efficiency, but, at a cost! Cell Phones Computers Emails Conference Calls Faxed Messages Cell Phones Navigation Systems Instant Messaging Call Waiting
13 Channels of Communication GENDER GESTURES WORDS Content… What is said Paralanguage.. How it is said SPACE The Silent Language by Edward Hall
14 Gender Differences Females have a tendency to... be more discriminating use greater specificity be more likely to use hypercorrection use greater variety use intensifiers (very, quite or awfully) use hedges and qualifiers (maybe, perhaps,) use disclaimers (“I know this sounds odd, but” use verbal fillers (hmmm, ahh, ehh)
15 Communication Principles MALES Value independence Emphasize report talk Talk more than women Talk for information Overestimate word power Argue categorically Argue from external data Focus on external events FEMALES Value relationships Emphasize rapport talk Talk less than men Talk for interaction Underestimate word power Argue personally Argue from internal data Focus on personal data Males and females develop different styles.
16 Communication Principles Males Lecture Seek respect Offer information Focus on content Listen silently Females Listen Seek to be liked Seek understanding Focus on emotions Give feedback as they listen Males and females develop different communicative styles.
What could he be thinking?... Michael Gorian Women’s corpus collosum is 25% larger than men’s…more neuron connections Women have more serotonin and oxytocin…slows one down, tend/befriend Men have more testosterone…action vs. words Men’s language in the left hemisphere…Women’s in seven different areas
What could he be thinking?... Michael Gorian Men use approximately one-half the number of words that women do Women’s brains don’t rest whereas men’s periodically “zone out” At any one time, there is 15% more activity in a women’s brain than in a man’s The cortical area of men’s brains is larger and more developed than women’s. This enhances spatial thinking and abstract reasoning. Men typically focus on the big picture before the details.
Gestures Non-verbal gestures can reinforce verbal messages, negate the verbal message, or not add to what is said. The professional should use gestures that are consistent with the intended message. For example, when stating, “I’m glad to see you,” demonstrate that you are glad by smiling and offering a hand in greeting.
Words Words have inherent meaning. Yet, how they are used impacts what is conveyed. For example, read the following sentences by emphasizing the italicized word: “I didn’t say she stole the money.”
22 Interviewing Model Build a relationship Diagnose needs and set goals Generate alternatives Choose a plan of action Implement the chosen plan Evaluate the outcome Return to the appropriate step as needed
24 Communication Skills From Solution Oriented Counseling 1. Scaling 2. Reframing 3. Soliciting Exceptions 4. Future Pacing 5.Quotes 6.Metaphors
25 Persuasion Foundations : A. Maslow, A. Toffler, R. Cialdini Considerations: Attractiveness Authority Consistency Distraction Timing Positioning, i.e.. primacy/ recency Reciprocation Reciprocal concessions Scarcity Self-Deprecation Social Proof Contrast
26 References Bennett, M.J. (1998). Basic concepts of intercultural communication. Cialdini, R..B. (1988). Influence: Science and practice (2 nd ed.) Gladwell, M. (2005). Blink Gladwell, M. (2002) The Tipping Point. Gurian, M. (2003). What could he be thinking? Hall, E. ( 1982). Beyond culture. Hall, E. (1981). The silent language. Hall, E.T. & Hall, M.R.(1987). Understanding cultural differences. Lambert, T. (1996). The power of influence. Maslow, A.H. (1954). Toward a psychology of being. Pulvino, C.J., Pulvino, C.A. & Lee, J. (2002). Financial counseling: A strategic approach. Strauss, B. & Howe, N. (1997). The fourth turning. Tannen, D. (1990). You just don’t understand.