2. 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

3. 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

4. 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

5. 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

6. 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

7. MANAGERIAL IMAGE

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

9. The Self-Talk Cycle

10. 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?

11. 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

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

13. 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

14. Communicate for your audience

15. 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

16. 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?

17. 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”?

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

19. 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

20. 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

21. 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

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

23. 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.

24. 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.

25. 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

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

27. 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

28. 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.