LECTURE THREE

1
LECTURE THREE

• STRATEGIES AND STYLE

2
STRATEGIES

• ANALYSIS
• LAYER ONE
• CLIMATE (Trust, Open/Closed)
• CULTURE (Shared Values, Beliefs, Informal, Power
  Structures) Multicultural (Polycultural)
• LAYER TWO
• SENDER
• Comfort, Skill, Personality, Power, Knowledge
• DECODER
• Relationship, Status,Audience Interest, Emotional
  State, Skill
• PURPOSE
• Social, Present Information, Persuade, Gain
  Information, Defend Ones Self

3
STRATEGIES/ANALYSIS(2)

• SPECIFIC CONTENT
• Positive (Good News First), Negative (Buffer
  Message), Neutral
• Fact (Concrete Information) / Opinion
  (Assumption)
• Importance to Receiver
• Controversial
• Polarization (Either-or Alternative)
• Fact / Feelings
• CHANNELS
• Oral
• Written
• Both
• Visual

4
STRATEGIC/ANALYSIS(3)

• Physical Environment
• Privacy (Public and Private Behavior)
• Formality (Status and Propriety - Dr. Mr. Dean)
• Physical Distance (Geographic/Time)
• Familiarity (Degree of Comfort)
• Time (Power, Status, Time is Money in USA)
• Feedback
• Affect on overall strategy
• Determine if strategy was effective

5
STRATEGIC OPTIONS

• CONTROLLING
• Direct Actions and Thoughts of Others
• EQUALITARIAN
• Two-way Information Flow
• STRUCTURING
• Order, Organization, Scheduling
• DYNAMIC
• Pragmatic and Action Orientation
• RELINQUISHING
• Counsel and Boost Confidence
• WITHDRAWAL
• Avoidance

6
STYLES

• BLAMING OR AGGRESSIVE
• Critical, Blaming, Fault Finders
• PLACATING OR NONASSERTIVE
• Please, Ingratiate
• COMPUTING OR INTELLECTUAL STYLE
• Calm, Cool, Collected
• DISTRACTING OR MANIPULATIVE
• Subject Changers, Anger, Hurt, Guilt
• LEVELING OR ASSERTIVE
• Respect for Receiver