Professional Documents
Culture Documents
• Course Information
• http://homepages.wmich.edu/~bowman/bus370.html
• http://homepages.wmich.edu/~bowman/syl370.html
• Course Materials
• http://homepages.wmich.edu/~bowman/mir.html
• http://homepages.wmich.edu/~bowman/bus370.ppt
• Class Conference
• http://vms.cc.wmich.edu/www/confer/
• BUS370-DISC and BUS370-CASES
Overview
• Communication Skills
• Nonverbal communication
• Oral communication
• Written communication
• Interpersonal Applications
• Business Applications
Why Study Communication?
• The Only Completely Portable Skill
• You will use it in every relationship
• You will need it regardless of your career path
• The “Information Age”
• The history of civilization is the history of information
• Language and written documents facilitate the transfer
of information and knowledge through time and space
Why Study Communication?
• Primary Mediation
• Secondary Mediation
• Genetic predisposition
• Conditioning
• Personal profiles of behavioral type
• Beliefs, values, core questions, and core metaphors
• Physical and mental state
Perception Can Be Tricky
The Communication Process
Message
Decision Decision
Filters Making Filters Making
Sensory Data
Sensory Data
Beliefs Beliefs
Values Values
Questions & Questions &
Metaphors Metaphors
Beh. Type Beh. Type
State Encoding State Encoding
The Bowman Communication Model, 19922003
Metaphor: The Language of Perception
• Metaphors and Similes
• My love is a flower.
• My love is like a flower.
• Core Metaphors
• Argument is war
• Business is war
• Business is a sport or a game
• Business is a building
Core Metaphors
Language Meaning
Mental Maps
Sensory Data
Experience
Symbol Systems
• Language
• Words and sentences
• Meaning and labels
• Mathematics
• Money
History of Communication
• Visual
• Auditory
• Kinesthetic
• Touch
• Taste
• Smell
• Emotional responses (feelings)
Preferred Sensory Modalities
• Vocabulary
• I see what you mean.
• It looks good to me.
• Let’s stay focused on the problem.
• She has a bright future.
• He’s always in a fog.
• Physiology and Appearance
• Paralanguage
Auditories
• Vocabulary
• I hear what you are saying.
• It sounds good to me.
• Does the name Pavlov ring a bell?
• That’s music to my ears.
• He’s always blowing his own horn.
• Physiology and Appearance
• Paralanguage
Kinesthetics (Kinos)
• Vocabulary
• I can grasp the concept, and it feels right to me.
• It smells fishy to me.
• It left me with a bad taste in my mouth.
• She’s still rough around the edges.
• He’s a smooth operator.
• Physiology and Appearance
• Paralanguage
Eye Accessing Cues
Vc Vr
Ac Ar
K Ai
Exercise: Observing Eye
Movements
• Ask questions that require internal processing.
• Visual
• Auditory
• Kinesthetic
• Taste or smell
• Touch
• Emotions
Exercise: Flexibility
• Determine your preferred system.
• What are you doing when you “think”?
• Speak for two minutes using predicates
from one sensory modality, then do the
the same for each of the other two.
• Work in groups and take turns speaking
using sense-based predicates in a systematic
way.
Rapport
• Finding Commonalities
• Values
• Vocabulary and paralanguage
• Physiology and appearance
• Matching and Mirroring
• Cross-over Matching
People who are like each other,
like each other.
Developing Rapport
• Sensory Acuity
• Agree and Disagree
• Posture and Movement
• Associated or dissociated
• Bodily response
Exercises: Rapport
• Matching and Mirroring
• Observing others
• Practicing
• Calibration
• Like/dislike
• Yes/no
Congruence
• Physiology
• Left/right body
• Left/right brain
• Nonverbal and Verbal Messages
• “Parts”
• Groups
Strategies
• Spelling
• Auditory (spell “phonics” phonetically)
• Visual
• Making Decisions
• Communicating
• Listening and speaking
• Writing
Decision-making Strategies
• Purchasing
• An inexpensive product
• Dinner in a nice restaurant
• An expensive product or service
• Relationships
• Career Choices
Communication Strategy, 1 & 2
• Pace
• Match (nonverbally and verbally)
• Meet expectations
• Lead
• Set direction
• Maintain interest
• Maintain rapport
Communication Strategy, 3 & 4
• Blend Outcomes
• Understand objectives and desires
• Create win-win solutions
• Motivate
• Clarify who does what next
• Future-pace possibilities
• Presuppose positive results
Exercise: Eliciting Strategies
• Ordering a Meal in a Restaurant
• Learning Something New
• Teaching Something for the First Time
Personal Profiles
• Achiever
• Communicator
• Specialist
• Perfectionist A C
P S
Profile Characteristics
• Achiever
• Likes to set goals, challenge the environment and win.
• Sees life as a competition.
• Communicator
• Likes to achieve results by working with and through people.
• Finds more enjoyment in the process than in the results.
• Specialist
• Likes to plan work and relationships.
• Finds enjoyment in knowing what to expect.
• Perfectionist
• Enjoys jobs requiring attention to detail.
• Complies with authority and tries to provide the “right” answer.
Metaprograms
• A Type of Belief
• Hierarchical
• Either Positive or Negative
• Something desired
• Something to avoid
• Congruent or Incongruent
Core Questions
• Unspecified Nouns
• Abstract nouns (a student, teachers)
• Nominalizations (freedom, justice)
• Unspecified or Missing Pronouns
• Someone you know. . . .
• It’s wrong to think that.
Metamodel “Violations”
• Unspecified Verbs
• You have to learn this.
• You will solve your problems.
• Unwarranted Generalizations
• You never want to do anything.
• Politicians are crooks.
Metamodel “Violations”
• Unwarranted Comparisons
• Brand X gives you more.
• Sally is the best.
• Unwarranted Rules
• You can’t do that on television.
• Clean your plate.
• No pain, no gain.
The Milton Model