1. Step One: Identify the Purposes of Communication

2. Four Purposes of Communication
Inform
Persuade
Convey Goodwill
Establish Credibility

3. Four Purposes of Communication
Inform
Persuade
Convey Goodwill
Establish Credibility

4. Communicating to Inform
Most common understanding of communication
“We have a meeting next Tuesday”
“I need to order 30 copies of this book”
“You can submit the papers via ”
Inform Persuade Convey Goodwill Establish Credibility

5. Four Purposes of Communication
Inform
Persuade
Convey Goodwill
Establish Credibility

6. Why Network? Inform Persuade Convey Goodwill Establish Credibility
Produce effective super-
vision
Ensure productive workflow
Build personal influence
Promote social support
Inform Persuade Convey Goodwill Establish Credibility

7. Trust is Multi-Faceted
Technical ability and skills required
Individual ethics and honesty
Integrity
Loyalty
Competence
Willing to protect others
Trust
Openness
Consistency
Transparent, not secretive
Reliable and predictable behavior
Inform Persuade Convey Goodwill Establish Credibility

8. Four Purposes of Communication
Inform
Persuade
Convey Goodwill
Establish Credibility

9. How Do I Build Credibility?
Communicate effectively
Expertise and Competence
Improve communication skills, respond to problems with solutions
Use communication responsibly
Personal Ethics and Integrity
Maintain future orientation, focus on substance over utility, emphasize community over individual
Control how you communicate
Control of Emotions
Avoid use of overly negative emotions in written and verbal contexts
Monitor manner, appearance, setting
Development of Professional Image
Work to display traits of intelligence, self-confidence, determination, integrity and sociability
Inform Persuade Convey Goodwill Establish Credibility

10. Four Purposes of Communication
Inform
Persuade
Convey Goodwill
Establish Credibility

11. Conger’s Model of Persuasion
1. Establish Credibility
Demonstrate expertise and that you have others’ interest in mind
2. Frame for Common Ground
Demonstrate that you understand your audience by appealing to its concerns
3. Provide Evidence
Utilize a variety of different types of evidence such as numerical data, examples and stories
4. Connect Emotionally
Demonstrate your sensitivity to the audiences’ emotional stage and show passion about your topic
Inform Persuade Convey Goodwill Establish Credibility

12. Conger’s Model of Persuasion
Now you try it!
1. Establish Credibility
Demonstrate expertise and that you have others’ interest in mind
2. Frame for Common Ground
Demonstrate that you understand your audience by appealing to its concerns
3. Provide Evidence
Utilize a variety of different types of evidence such as numerical data, examples and stories
4. Connect Emotionally
Demonstrate your sensitivity to the audiences’ emotional stage and show passion about your topic
Inform Persuade Convey Goodwill Establish Credibility

13. How to Be a Good Advocate
What are you advocating?
1. Plan
What communication strategy will be effective?
2. Determine why your boss will care
How does my argument link to the things my boss is concerned about?
3. Tailor your argument
What types of evidence will appeal to my boss?
4. Assess prior technical knowledge
What technical knowledge or jargon is my boss familiar with?
5. Build coalitions
Who else in the organization supports this initiative?
6. Hone communication skills
What can I do to be sure I’m prepared to present this to my boss?
Inform Persuade Convey Goodwill Establish Credibility