Drucker’s four fundamentals of communication Communication is perception Communication is expectation Communication makes demands Communication and information are different and also interdependent Career Strategies

Communication is perception It is the recipient of communication who communicates; the speaker utters. We do not communicate words, but rather a whole person (attribution theory) It is important to speak to people in terms of their own experience What we see is not what others see Career Strategies

Communication is expectation Before we communicate, we must know what the recipient expects to see and hear. because we see what we expect to see; the unexpected is ignored or mis-perceived to fit in with what we expect. May be important to break through expectations to force a realization that the unexpected is happening. Career Strategies

Communication makes demands Words are not information; they carry emotional charges. Communication demands the other become something, do something, believe something. To be effective, communication must fit in with the aspirations, values, and purposes of recipient; otherwise it is ignored. Career Strategies

Communication and information are different Communication is perception; information is logic--it is impersonal rather than interpersonal. Information may be useless until you know what recipients can perceive, expect to perceive and want to do. That’s why more information may make a problem worse. Career Strategies

MANAGERIAL IMAGE

The Creative Subconscious Maintains Your Reality The Conscious Mind Creatively Solves Problems Provides Drive & Energy The Subconscious Mind

The Self-Talk Cycle

Limiting & Empowering Beliefs Exercise: In this class you will be making 3 presentations. As you consider these assignments What negative thoughts come to mind? What positive thoughts?

Self Talk Pat yourself on the back (Literally!!) Say, with a nod to Stuart Smalley, “I’m good enough, I’m smart enough, and dog-gone it, people like me” Career Strategies

Definition of Etiquette rules governing socially acceptable behavior practices and forms prescribed by social convention

The golden and platinum rules Golden: Treat others as you would like to be treated Platinum: Treat others as they would like to be treated

Communicate for your audience

Communicate for your audience Communicate in terms of your objectives not in terms of your feelings (The advice to “Be Yourself” is misleading) Understand what interpersonal and professional criteria are for the interview Plan your behavior in terms of meeting both sets of criteria

Planning a Message Strategy What do I want my listeners to do and think after hearing this? 2. What communication strategies can I use to achieve these goals? What image of myself do I want to project through this presentation? 3. 1. What do I want to accomplish?

Mental rehearsal Before you enter a situation, visualize what you are going to say and do—and then mentally rehearse how you believe your audience will respond At the same time, visualize what your audience’s most preferred communicator would be saying and doing. How close can you come to their “ideal other”?

Perception equals reality Two Stages Initial Perception— (Immediate) Sustained Perception— (Over Time)

Presence People begin to evaluate us before any words are ever spoken Who you are speaks so loudly I do not hear what you say--Emerson

Executive presence Proper carriage Consistent eye communication Good listening skills Firm handshake Sitting reasonably still; no fidgeting Leaving when time is up Thanking interviewer for time Career Strategies

Grooming Light scent Clean and trimmed fingernails Limited jewelry Concealed tattoos No visible body jewelry Neatly combed hair Polished shoes Stockings without runs Belts on pants Color of socks, belt, & shoes matches Do a checklist of your current appearance. How many criteria do you meet, assuming you were to meet someone in the elevator right after this meeting

Handshakes matter Dead Fish Squeezer Pumper Two handed Equal, with direct eye contact

Make a solid first impression Applicants who focused more on being pleasant, agreeable, and offering compliments to interviewers and their companies were deemed better fits to their prospective jobs (and were hired at a higher rate) than applicants who focused more their credentials for the job.

Ingratiation Compliment others, orally or in writing, on something important to them Example of written praise: I am writing to express my appreciation for the expertise you shared with me yesterday about the skills I need to develop to excel as a marketing professional. I value your insight and will implement all your excellent suggestions.

Make your 1st words count Ask yourself, “What would the other person like to hear me say first?” This will allow you to say something that will show you see things from the other person’s point of view. E.g., a compliment, followed by a question that allows him or her to say something positive. Think of a time when someone you did not know introduced themselves to you in a way that made you feel comfortable. Was it a compliment. Was it followed by a

Power of positive attitude Principle: Your communication often predicts the response of the Receiver.

Introducing yourself to an administrator Hello. My name is Libby Smith. I am here for a 1 o’clock appointment with Mr. Jones. Key fact: 90% of managers ask their administrator’s opinions of job applicants

Speak with authority Even when asking questions, have your voice end on with a downward inflection. Say “What time is the meeting?” once with voice raising at the end and one with voice ending with a downward inflection.