9. Communicating Flashcards
What are the 3 broad styles of communicating?
Push
Pull
Avoid
Which style is this: demand, bargain, prescribe
Push - asserting
What style is this: logic, facts, explicit, debate
Push - persuading
What style is this: draw out, listen, disclose
Pull - bridging
What style is this: inspire, align
Pull - attracting
What are 7 aspects of PERSUADING?
- One clear proposal
- Concise
- Present both sides
- Explicitly state conclusions
- Message repetition
- Information to satisfy
- Emphasise similarities of opinion
What are 6 aspects of ASSERTING?
- Forceful and direct
- Expectation, incentive, pressure
- Maintain control
- Clear expectation
- End strongly
- Assertive not aggressive
What are 8 aspects of BRIDGING?
- Other person controls
- Use active listening
- Focus on compromise
- Alright to interrupt to test understanding
- Bridge - gather information, calm
- Look for feeling cues
- Do not disagree
- Show real understanding
What are 6 aspects of ATTRACTING?
- Show feelings
- Use imagery
- Find out values
- Picture/describe desired end result
- Excited and committed
- Connect with values and goals
What are 2 aspects of MOVING AWAY?
- Deflect/refocus
- Diffuse/withdraw
What is gear changing?
A negotiation tactic which combines push and pull tactics (alternate between assert and listen)
Who responds better to pull skills?
Architects and creative people
Who responds better to push skills?
Construction personnel
When are avoid skills used?
As a safe exit procedure
