1. Communication Styles Ch. 3

2. Communication Styles - Purpose
To develop additional communication skills in a way that will enable you to:
Achieve results with and through others
Give and receive information more accurately
Influence and draw out others
Resolve conflict
Reach team decisions through consensus
So that commitment and understanding are the key results.

3. Communication Styles Course Objectives
Be able to identify the five communication styles and the four communication behaviors, and how they relate to your personal communication style.
Given a communication situation, be able to identify correctly the different communication behaviors of the participants.
Be able to describe two of the ways that one acts towards others in each of the four communication behaviors.

4. Communication Styles Pattern of behavior used in pursuing goals
Communication styles are defined by the way in which an individual or group utilized or combines “A” and “R” communication patterns.

5. 1. The Developmental Style
The individual integrates assertive (a) and responsive (r) behavior.
Does not put others down.
Expresses opinions, asks questions, explores and integrates ideas and alternatives.
Confronts conflict, concerned with building commitment toward mutually understood solutions.
The emphasis is on development of joint commitment based on goals, beliefs and feelings of all who are involved.

6. Developmental Assertive Responsive Inform Persuade Control Explore
Summarize
Identify
Developmental – If the individual integrates assertive and responsive behaviors, the style is Developmental

7. Developmental
Assertive Responsive
Assertive
Inform
Persuade
Control
Responsive
Explore
Summarize
Identify
Aggressive
Patronize
Attack
Dominate
Put others down
Non-Assertive
Wishy-Washy
Put self down
Overly apologetic
Defensive

8. 2. The Controlling Style
The individual stays primarily in the “A” pattern.
Gives information, sells, persuades.
May at times enforce or impose his or her ideas or put people down.
Tends to suppress disagreement.
Concerned with getting things to work out the way he or she feels they should.
The emphasis is on what “I want,” “I believe,” and “I feel.”

9. Controlling Style “A” Pattern
Assertive
Inform
Persuade
Convince
Control
Aggressive
Patronize
Attack
Dominate
Put others Down
Controlling

10. 3. The Accommodating Style
The individual stays primarily in the “R” pattern.
Asks questions, listens, shows understanding.
At times may become apologetic of self-demeaning.
Tends to smooth over or harmonize disagreement.
Tries to have others feel good about the situation.
The emphasis is on what “You want, “You believe,” and “You feel.”

11. Accommodating Style “R” Pattern
Responsive
Explore
Summarize
Identify
Non-Assertive
Wishy-Washy
Put self down
Overly Apologetic
Accommodating

12. 4. The Negotiating Style
The individual uses both “A” and “R” patterns and may occasionally become aggressive or non-assertive.
Would rather compromise than confront Differences. Looks for middle-of-the-road, acceptable courses of action.
The emphasis is on workable, reasonable decisions rather than the best possible solution.

13. Negotiating Style “A” and “R”
The individual moves between controlling and accommodating; bargains, compromises but does not confront or integrate differing views.
Negotiating
Controlling
Accommodating

14. 5. The Defensive Style
The individual operates in a “fight” or “flight” mode.
May be aggressive or non-assertive most of the time.
May vacillate between aggressive and non-assertive.
Under conflict the individual attacks others or withdraws.
The emphasis is on protection or on enhancing one’s self, not on solving problems or involving others.

15. Defensive Style Aggressive Non-Assertive Patronize Attack Dominate
Put Others Down
Non-Assertive
Wishy-Washy
Put self down
Overly Apologetic
Defensive

16. The Communication Module
Developmental
Assertive-Responsive
A/R
Assertive
A/r
Responsive
a/R
Accommodating
Negotiating
Controlling
Non-Assertive
N/A
Aggressive
A/G
Defensive

17. The “R” Pattern of Interaction
React toward others Responsively
Explore
Summarize
Actively Listen
Identify
React toward others Non-Assertively
Wishy-Washy
Put self down
Overly apologetic

18. The “A” Pattern of Interaction
Act toward others Assertively
Inform
Persuade
Convince
Control
Act toward others Aggressively
Patronize
Attach
Dominate
Put others Down

19. Possible Answers for Team Meeting Exercise
A/R – Being Assertive Response
A/r – Being Assertive not Responsive
a/R – Being Responsive not Assertive
A/G – An Aggressive Response
N/A – Non Assertive Response

20. Name YES Pd. 1 Date Ch. 3 Quiz List 5 Communication Styles
Number 1-5~May use your notes.