1. Professional Development: Interpersonal Communications
November 30, 2016
Presented by Al Simon

2. Elements of Communication
What’s in a Message?
Elements of Communication
Face-to-Face
On the Phone

3. Active Listening Listen to understand, not just to respond
Paraphrase back what you heard
Restate information that needs to be exact

4. ??? Hearing vs Listening Hearing Listening Filters  Register/
Perception
???
Sound  Ear drum  Cochlea  Auditory Nerve 

5. Primary Sensory Dominance
Visual
Auditory
Kinesthetic

6. VISUAL Can you picture this scenario?
Do you see what I’m trying to say?
I can envision a solution for you

7. AUDITORY Do you hear what I am saying? Does this sound doable to you?
Hear me out on this

8. KINESTHETIC Do you have a feel for this concept?
Let me try to get a grasp of the situation
I’d like to get my hands on that product

9. Communication PreferencesD
ominate I
nfluencer S
teady Relator C
ompliant

10. Dominate

11. Decisive Strong-willed Demanding Don’t Listen
Dominate
Decisive Strong-willed Demanding Don’t Listen
Tough
Direct
Independent
Self-centered
Impatient
Competitive

12. Dominate DO’s DO NOT’s Under pressure Lack of concern Fear
Give immediate feedback
Concentrate on Subject
Stay results oriented
DO NOT’s
Frustrate desire to take action
Restrict power
Spend time on non essentials
Under pressure
Lack of concern
Fear
Loss of control

13. Influencer

14. Influencer Sociable Talkative Open Enthusiastic Energetic Persuasive
Spontaneous
Emotional

15. Influencer DO’s Show enthusiasm Smile Let them talk DO NOT’s
Put down enthusiasm
Focus on details
React negatively
Under pressure
Disorganized
Fear
Social Rejection

16. Steady Relator

17. Steady Relator Calm Steady Careful Patient Family-oriented Modest
Trustworthy

18. Steady Relator DO’s DO NOT’s Under pressure Too Willing Fear
Slow Down
Provide assurances and Support
Give time to decide
DO NOT’s
Be restless or pressure for action
Make sudden changes
Fail to deliver on promises
Under pressure
Too Willing
Fear
Loss of Stability

19. Compliant

20. Compliant Precise Follows rules Logical Careful Formal Disciplined
Quiet

21. Compliant DO’s DO NOT’s Give detailed information
Answer questions patiently
Give time to think and analyze
DO NOT’s
Keep information to yourself
Pressure for immediate decision
Be too chatty
Under pressure
Overly Critical
Fear
Criticism of Work

22. Match & Mirror
Body Language
Tonality