Professional Documents
Culture Documents
Dr.Arivalan.
DBA, PhD,
Communication model
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Language
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PHYSIOLOGY
BEHAVIOUR
RESULTS
Realities of Communication
RESPECT
UR-WORLD
Psychology
Realities of Communication
Psychology
The map is not the Territory. (The words we use are NOT
the event or the item they represent.)
(U) You are in charge of your mind , and therefore your
results (and I am also in charge of my mind and therefore
my results).
People have all the Resources they need to succeed and to
achieve their desired outcomes. (There are no un
resourceful people, only un resourceful states.)
All procedures should increase Wholeness
There is ONLY feedback! (There is no failure, only
feedback.)
The meaning of communication is the Response you get.
The Law of Requisite Variety: (The system/person with the
most flexibility of behavior will control the system.)
All procedures should be Designed to increase choice.
Emotional Intelligent
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EI
Emotional intelligence is
twice as important as
cognitive abilities in predicting
employee performance and
accounts for more than 85%
of star performance in top
leaders
Daniel Goleman, Harvard Business Review
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Self-Management/Regulation -
Motivation
Empathy
Social Skills
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Self-Disclosure
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Discussion
With your team, take a moment to list down the
activities or information in the open, hidden area, blind
area and unknown area that is directly related to your
duties.
After that, explain to the class what is the impact of the
blind, hidden and unknown area on your performances.
What should you do to improve the situation?
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Intrinsic Factors/
Psychology
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Motivation Traits
The first six categories in the LAB Profile
show you how a person triggers and
maintains their motivation.
You learn how to detect each pattern and
what each person needs to get interested
or
excited
about
something,
and
conversely, what would turn them off.
Each pattern is described in its extreme
form.
Behavior predictions are only valid in the
same Context in which the subject was
profiled.
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Motivation Traits
How people trigger and maintain their interest level
and conversely, what will de-motivate them.
Each pattern is described below in its extreme form.
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35
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Change your
thinking and you
change your
world.
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Fishbone Diagram
Major (1st Level) Cause
Problem
(Effect)
2nd Level Causes
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RAPPORT
AND PERSUARSIVE COMMUNICATION
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RAPPORT
Structure of Rapport:
Professor Albert Mehrabian, Ph.D., of the University
of California, Los Angles (UCLA), in 1972 in a series of
controlled experiments was able to demonstrate that
non-verbal signals were significantly more influential
than other stimuli (see numbers below).
He found that more than 90% of our ability to influence
lies outside of the actual words we use.
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What is Rapport
when people become like each
other, they like each other
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RAPPORT
Physiology
Posture/ Stance
Gesture
Facial Expression
Breathing
Eye Movement/
Blinking
Tonality
Volume (loudness)
Tone (pitch) Tempo (speed)
Timbre (quality/ clarity)
Resonance
93% of our
communication
takes place on
the
subconscious
level
Words
Predicates Key
Words
Common
experiences &
associations Content
chunks
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Posture
Gestures
Facial Expression and Blinking
Breathing
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RAPPORT
Physiology
Posture/ Stance
Gesture
Facial Expression
Breathing
Eye Movement/
Blinking
Tonality
Volume (loudness)
Tone (pitch) Tempo (speed)
Timbre (quality/ clarity)
Resonance
93% of our
communication
takes place on
the
subconscious
level
Words
Predicates Key
Words
Common
experiences &
associations Content
chunks
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Mirroring EXERCISE
A faces B with C sitting (or standing) behind Bs
peripheral vision.
C places themselves in an unusual posture with facial
expressions.
A mirror the C gesture to B.
Change Partners.
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Values
The Values Pattern:
Values are context dependent.
Each person has their own non-verbal process for
determining when something is good, right or appropriate
or bad, wrong and inappropriate for them. Each person
has words and phrases which describe these processes.
These words and phrases are called values. When a
person's values are met they will feel good and when the
values are not met they will feel badly.
It is important to note that when someone hears their own
personal values they will feel good.
It will be as though they just recognized a particular
situation which met their values and which gave them
pleasant feelings. This is because they have learned to
associate the good feelings with the values words and
phrases.
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cont
Another example
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Definition of Difficult
Hard to do, achieve, or comprehend. Not
easy, hard to manage; hard to satisfy.
-American Heritage Dictionary
troublesome, perplexing
-The concise Oxford Dictionary
hard to deal with;hard to please
-Gage Canadian Dictionary
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8.
9.
10.
11.
12.
13.
A Model
In Bounds/ Out of Bounds
In Bounds
When people live healthy, well-balanced
lives, they want to
Be appreciated
Be mature
Be responsible
Be considerate
Be supportive
Be appropriate
etc
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Out Of Bounds
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Tank
2.
Sniper
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10 Most Unwanted
List
3.
Grenade
4.
Know-it-All
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10 Most Unwanted
List
5.
Think-They-Know-It-All
6.
Yes Person
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10 Most Unwanted
List
7.
Maybe Person
8.
Nothing Person
No verbal feedback
No non-verbal feedback
Nothing
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10 Most Unwanted
List
9.
NO Person
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SOLUTIONS
Our goal in dealing with difficult people is to make
what is unconscious, conscious. Our goal is to be
informed about what is going on in them and must of
all in us. Our goal is to make informed choices
versus having automatic reactions.
Choices and Options
When dealing with difficult people, it is important to
remember that you always have a choice. In fact,
you have several choices. There may be times when
you feel your choices are limited, but, in most
situations, there will be a variety of options to
choose from. Start with yourself. Operate from a
position of inner strength. Know your triggers. Do
your own inner work.
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2.
3.
Look for common ground. Meet people where they are at,
and be intentional and deliberate about finding things in
common. Show signals with your body, your voice, and your
words. Try to emotionally connect. Look for emotional
bids. Send emotional bids of connection. Intentionally
blend with that person.
Redirect. Look for another similar focus. Connect with the
difficult persons emotion. Connect with the difficult persons
concept. (It does not mean that you have to agree.)
Assert yourself by setting your boundaries, by drawing your
line in the sand.
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6.
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2.
3.
4.
5.
6.
7.
8.
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8.
9.
10.
11.
12.
13.
14.
100
15.
16.
17.
18.
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ADDITIONAL NOTES
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Directions to Take
TT Let me work out a solution to this problem preemptively . Before that let me analyze the problem for
better solutions
AF Let me seek someone to solve this problem. I shall
take over only if he/she unable to do so.
AF2 Let me prepare the facts well so that I need not
get involved in this problem.
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Difference
They love change; they want it to be constant
and major. They will resist static or stable
situations. They need drastic change every
one to two years, and if they do not get it may
leave. They like change to be revolutionary,
dramatically different.
Sameness with Exception and Difference
People with this double pattern like change
and revolution but are also comfortable when
things are evolving. They are happy with both
revolution and evolution. They need major
change every three years.
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Working Traits
The next eight categories of the LAB Profile describes
internal processing: how people, process information,
what type of tasks and environment they need to be
most productive, and how they go about becoming
convinced
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Other:
They have automatic, reflex reactions
to other people's behavior. They are
animated and respond to others by
facial movements, body movements
and shifts in voice tone. They know
how the communication is going based
on the responses they observe from
the other person. They are good at
creating and maintaining rapport.
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Thing
They concentrate on products, ideas, tools, tasks and
systems (things).
They treat people and ideas as things, and believe that
emotions have no place in the world of work. They want
to "get things done", and have a task orientation.
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Person
speak about people, emotions, feelings
will name people, use personal pronouns
people are the object of their sentences
Thing
talk about processes, systems, tools, ideas,
tasks, goals
will not mention people often except as
impersonal
pronouns i.e. "they", "you"
people become objects, parts of a process
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My/My
My rules for me/My rules for you
They have rules for themselves and the same
ones for others. They are willing to
communicate their rules to others. They
believe that what is good for them selves will
also suit other people. As managers they will
clearly state their expectations.
My/.
My rules for me/I don't care
They have rules for themselves and don't care
about anyone else. They are not of malicious
intent; others simply don't enter into the
equation.
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