Communication in a team Piotr Bogdanowicz s2459 Andrzej Mędrycki s2587

3 Types of communication Target – one way communication (speaker – listener) Ping-Pong – conversation Transactional – asigning different properties to different meanings, and exchanging them with other side

Some of possible communication problems Defensive attitude Emotional reactions Monotony Ignoration Too much information Lack of faith Bad organization

Process of communication Thought Message Transmission Receiving Thought Message...

Territory, zones, distance Territory – zone, in which one feels comfortable Zones: –Private 15-45cm (family, close friends) –Personal cm (party, office... ) –Social cm (strangers, mailman) –Public 361cm (speech in front of an audience)

Palms’ gestures Open palms – being honest Hard / weak handshake – domination / submission Rubbing palms – aproval, satisfaction Gestures with use of the thumb – negative attitude

Hands’ gestures Touching the nose – cheating Scratching the neck – being unsure Touching the collar – cheating Hiding eyes and ears – cheating, doubts

Hands’ and legs’ gestures Crossing hands – closing oneself Partial crossing hands – uncertainty, shyness Putting one leg on the other – defensive, negative stance Crossed feet – holding the negative thoughts

Eyes Big pupils – positive feelings Small pupils – negative reaction, cheating, bad will Look on the side – lack of attention Partially closed eyes – being bored or fear of bad reaction Controlling the sight of the listener - pencil

Forms and strategies of the message Forms: –Written –Spoken –... Strategies: –Informative –Persuasive –Cooperative

Strategy vs. engagement

The best received words You Easy Money Results Guarantee Proven Love Free Discovery Health New Save

How to organize a message Prepare a draft of a message –Main plot –Gather facts, materials, illustrations Back your point up by bringing up –Facts, statisctics –Examples –Quotations Choose the order of transmitting the information –Directly (deduction) – first show the thesis, then prove it –Partially (induction) – first facts, then conclusions

Listening and receiving the message Nature has given to men one tongue, but two ears, that we may hear from others twice as much as we speak Epictetus Listening means: listening  understanding  jujdging  memorizing  answering Message = information + feelings

Negotiations Trying to achieve some goals or agreement, working on reciprocal understanding. Are the inseparable element of each planned structural change in organisation.

Negotiation stereotypes Buyer is omnipotent, has all the card in his pocket Buyer knows well what he wants Price is the only important factor of purchase Market is ifinite and one can choose providers freely It’s easier to achieve a goal while bein strict and cathegorical. Your only argument is lowering the price.

Your real advantages in negotiations Involvement Will of takig risk Solidity Knowledge Personal charm TIME

Styles and tactics of negotiation Active-cooperative Passive-cooperative Active-fighting Passive-fighting