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THE DYNAMIC DIFFERNCE
“Communicating to different people differently.”
Joe JotkowitzJoe JotkowitzCommunication Development AssociatesCommunication Development Associates
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WHAT IS YOUR IMPRESSION?
COMMUNICATION STRATEGY
•You don’t possess a quality until you express it.
•You cannot not communicate.
•Communication is contagious.
•Communication is an event in time.
KnowledgeExpertiseClarityDirect
Decisive
COMPETENCE
InitiativeImportance
UrgencyEnthusiasm
Concern
PASSION
ReliableDependableTrustworthy
HonestThorough
CHARACTER
ComposedMeasured
ConstructiveFocused
Appropriate
PROFESSIONALISM
LikeableApproachableTeam Oriented
EngagingFriendly
SOCIABILITY
CREDIBILITYDIMENSIONS
The OrganizerThe Organizer
The SensorThe Sensor
The PlayerThe Player
The OpinionaterThe Opinionater
The CharmerThe Charmer
The ReflectorThe Reflector
SENSATIONAL SIX
The OrganizerThe OrganizerExamples• Mr. Spock• Ben Franklin• Buckminster Fuller• Monica (Friends)
StrategiesStrategies
Organize Your MessagesRecognize Work & Ideas / Desires StructureArgue EfficiencyUse Phrases
I think we… Logically, this makes sense because… Looking at the facts, this is what I see...
The SensorThe SensorExamples• Dr. “Bones” McCoy• Mr. Rogers• Orphan Annie• Rachel (Friends)
StrategiesStrategies
Build Relationships / Acknowledge Personal Information
Recognize Person / Desires AcceptanceArgue MoraleUse Phrases
I feel we… Personally, I believe we should… Taking into account the people here...
The PlayerThe PlayerExamples• Hawkeye Pierce• Robin Williams • Jerry Seinfeld• Chandler (Friends)
StrategiesStrategies
Use Nonverbal CommunicationStimulate Constantly / Desires PlayfulnessArgue ExcitementUse Phrases
Here’s something exciting... You’re never going to believe this... How can we spice this up a bit...
The OpinionaterThe OpinionaterExamples• Martin Luther King, Jr.• Gloria Steinem• Martha Stewart• Ross (Friends)
StrategiesStrategies
Elicit Input / Defer RespectfullyRecognize Accomplishments / Desires InclusionArgue ValuesUse Phrases
What do you think… I really admire your conviction on… This direction aligns well with our strategic...
The CharmerThe CharmerExamples• James Bond• Don King• Bill Clinton• Joey (Friends)
StrategiesStrategies
Communicate WIIFMRecognize Action / Desires ExcitementArgue Prominence / ExposureUse Phrases
You da’ woman! Here’s a new way to look at it... Great! Fantastic! Wow! Cool! Awesome!
The ReflectorThe ReflectorExamples• Albert Einstein• Clark Kent• Gandhi• Phoebe (Friends)
StrategiesStrategies
Listen RespectfullyRecognize Privacy / Desires Reflection &
IntrospectionArgue SolitudeUse Phrases
How do you see it...Very interesting way to look at it...That’s very thoughtful. Let me think about
that...
What style is my supervisor?
“The secret of upward communication.”
The secret of upward communication lies in its very structure.
General
Colonel
Major
Captain
Lieutenant
CEO
Executive
VP
Director
Manager
The structure is dictated by basic rules of physics.
CEO
Executive
VP
Director
Manager
More PeopleMore PeopleMore Information
More AnalysisMore Time
Less PeopleLess PeopleLess Detail
Less ExplanationLess Time
The secret style to senior communication:
Give your supervisors Give your supervisors what they need to what they need to hear, not everything hear, not everything you know.you know.
1.Shorter sounds competent. Longer sounds defensive
2.Treat conversations like a tennis match and let others hit the ball.
Give your supervisors Give your supervisors the “benefit of the the “benefit of the doubt” and use a doubt” and use a customer service style.customer service style.
1.We do not come to work with the intention of “screwing” people over.
2.Constantly ask:What can I do?How can I help?