1. Ethos, or the character of the speaker
ENG 100B
COMMUNICATION
Key ingredients in the communication (ancient Greece):
Ethos, or the character of the speaker
Pathos, connecting with the emotions
and Logos - the factual content of a message
Dimensions of communication (now):
Content (information itself)
Form (the way it is presented: verbal/non-verbal)
Destination or target (the receiving end)

2. Communication COMMUNICATION ENG 100B Language 7-11% Facial Expressions
Verbal
Language
Nonverbal
7-11%
Facial Expressions
Eye Contact
Gestures
Postures
Kinesics
(Body language)
Paralanguage
Voice tone, volume, etc.
Proxemics
Use of space

3. COMMUNICATION Nonverbal… Proxemics Use of space Saudi Arabia US
Netherlands US
Proxemics
Use of space
benjaminmales.com/.../proxemics_small.jpg

4. COMMUNICATION
Gestures

5. Command respect by standing tall…
COMMUNICATION
Command respect by standing tall…
Height of the average American male: 5'9” Height of the average Fortune 500 corporate CEO: 6' Percentage of Fortune 500 CEOs 6'2” or taller: 30 Percentage of all American men 6'2” or taller: 3.9
Source: Gladwell, Malcolm. Blink: The Power of Thinking Without Thinking. New York: Little, Brown & Company, 2005.
Postures
Postures play: mismatch and agree; match and disagree.

6. COMMUNICATION
Eye Contact
Arab cultures
more
less
South Asian; African

7. COMMUNICATION Barrier Encode Barrier Decode Feedback message receiver
NOISE
message
receiver
sender

8. Transparency overestimation
COMMUNICATION
Transparency overestimation
the belief that our goals and motives are more clearly recognized by the others than it is actually true.

9. COMMUNICATION The Johari Window ARENA I know about Me Disclosure
FACADE
Feedback
BLIND SPOT
Unknown area
You know about Me
Joe Luft and Harry Ingham, 1955, 1984, modified by De Zan

10. COMMUNICATION
By Ji Lee, Creative Director for Google Creative Lab

11. Vagueness COMMUNICATION
Croesus, King of Lydia, consulted the Oracle at Delphi. The Oracle, a priestess of Apollo, told him that a great nation would fall if he crossed the Persian border. Assuming that the great nation was Persia, he crossed and was defeated. It turned out the great nation that fell was his own. Of course, if he had won, the oracle could also have claimed to be correct.

12. COMMUNICATION encourage to talk make no assumptions
Six facets of effective listening, by Thomas N. Ingram, 1992

13. COMMUNICATION
Important steps:
Suspend your agenda (temporarily);
Attend to the speaker;
Clarify;
Reflect: - on emotions; on content.

14. COMMUNICATION
Tips for Effective Listening
Make eye contact
Use head nods and appropriate facial expressions
Avoid distracting actions or gestures
Ask questions
Paraphrase
Avoid interrupting the speaker
Don't over talk
Make smooth transitions between
role of speaker and listener

15. ? COMMUNICATION Clarifying question What do you mean?
Which effect have you observed?
When is the problem occurring, when not?
Do you have an idea why this is so?
Scaling question
If you where asked to give a grade, which would it be?
On a scale 0-100, how is the personal benefit for you?
Which weighs more....?
Hypothetic question
What would be necessary to happen so that...?
Assume, you would do... what could happen?
What would be necessary to make it better/worse?
Imaging the problem is not existent anymore, what would be different?
Suggestive question
Be careful!
Don’t you agree...?
Don’t you think that this should be done?
Don’t you want to ...?

16. Presentation: Ethics & Values.
Next Class: Influence.
Ethics & Values.
Presentation: Ethics & Values.
Read: Nameless + Harmless = Blameless: When Seemingly Irrelevant Factors Influence Judgment of (Un)ethical Behavior