Lecture 9.
Types of Business Communication
Joary Window.
Communication styles.
1Joary Window: four types of communication
I realize / I don’t realize
They realize
/ Openness / BlindnessThey don’t realize / Secrecy / Uncertainty
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Joary Window: main theses
You position according to the matrix influences the quality and efficiency of your communication
You can reach openness by means of cutting the secrecy zone (opening yourself to others) and cutting blindness zone via feedback
There is a thin equilibrium between openness and secrecy
Minimize communication when in the zone of blindness or uncertainty and look for feedback, receiving other people’s words positively3
Communication types: Uncertainty
You negotiate with a new buyer. Neither she nor you all the more realize how serious her home problems are. As a result, you misinterpret the situation and apprehend her behavior as hostile or indifferent.
4Communication types: Blindness
You have just presented an economic project that means cutting the budget of one important department. You leave thinking the presentation sounded convincing and objective. However, the audience may say that you did not take their proposals into account. You failed because of your ‘objective’ language and tone of voice, which you haven’t realized
5Communication types: Secrecy
You found your client’s proposals as to the advertising campaign weak and unimpressive. But you don’t want to disappoint him at the early stage and make yourself hide your real feelings and express your ‘enthusiasm’ toward the proposed plan.
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Communication types: Openness
You work with a colleague keeping the same pace. You know each others views and openly criticize the proposals on the new business plan.You are sure your colleague will not go personal to spoil the productivity of discussion
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Communication exercise for teams:
In teams analyze the communication between students and teachers in terms of Joary window.
Draw the matrix and write down the aspects which occurred in each zone
Should you try to decrease the secrecy zone? Why?
How to decrease the blindness zone?
8Communication Styles
Accusatory style – negative tone, looking for guilty ->negative sender’s reaction
Directive style – one-way communication, no discussion, no feedback
Persuasive style – considering and approving information, independent choice, action-oriented;
Problem-oriented style – looking for compromise on resulting actions, two-way communication, common decision-making
9Communication Styles
Persuasive styleDirective style Problem-solving style
Accusatory style
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7 myths about Communication: Myth # 1
A Myth
We communicate only when we consciously and intentionally opt for communicating
A Reality
We exchange information even when are not aware of being involved in the communication process
117 myths about Communication:
Myth # 2
A Myth
A listener understands words the same way we do
A Reality
Words do not have meanings; their meanings are determined by our experience and perception
127 myths about Communication:
Myth # 3
A Myth
We communicate mainly with the help of words
A Reality
Majority of messages we send are based not on words (only 7%) but on non-verbal signals
137 myths about Communication:
Myth # 4
A Myth
Non-verbal communication is a language of silence
A Reality
Non-verbal communication uses all five senses
147 myths about Communication:
Myth # 5
A Myth
Communication is a one-way action
A Reality
Communication is a two-way action
157 myths about Communication:
Myth # 6
A Myth
The message you send is identical to the message the sender receives
A Reality
The message you send is never identical to the message the sender receives
167 myths about Communication:
Myth # 7
A Myth
There is never too much information
A Reality
Too much information can harm people with overload
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