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?