Author: KimSoskinmunicationStylesReviewer: DianneLedingham LizRamos CarthaO’Hare KaraGruver

CanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgendaFormunicationtobeeffective,thelistenermustreceivethemessagethespeakertransmitsinthewaythespeakerintendsmunicationbreaksdownifthelistenerandthespeakerdonotsharethesamemunicationstylewhatistransmittedisnotwhatisreceivedYoucanincreaseyoureffectivenessinmunicatingby:understandingyourlistener’smunicationstyleexpandingyourabilitytomunicateinyourlistener’sstyleUnderstandingyouraudienceiskeyforsuccessfulmunicationOverviewCanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgendaAudience

municators:anyonewhowantstoincreasemunicationeffectivenessindividualsexperiencingdifficultymunicatinginBain’spredominantstyleManagers:anyonewhomanagesamunicatorThismoduleisdesignedfortwoaudiencesCanIUseThisModule?UnderstandimpactofmunicationstyleonperformanceIdentifytheelementsofmunicationstylesRecognizetheprimarymunicationstyleatBaincharacteristicsvalueAssessyourmunicationstrengths/weaknessesinBainenvironmentIdentifymeanstobuildskillspersonalinternal/externalresourcesTherearefiveobjectivesformunicators:CanIUseThisModule?(Objectives:municators)ClarifytheimpactofmunicationstyleontheperceptionofperformanceAddressstyleconcernsduringappraisal/coachingsessionsDescribeBain’sprimarystylecharacteristicsandvalueAssessindividual’sstylecharacteristicsinBainenvironmentProvidealternativestoincreaseeffectivenessTherearesixobjectivesformanagers:CanIUseThisModule?(Objectives:Managers)Prepareextensively,meticulously--andthensaynothing?Wait--andwaitandwait--forsomeonetoaskyouropinion?Orforapauseinthediscussiontomakeyourpoint?Makesurewhateveryousayis110%accurateorelsesaynothingatall?Feellikeit’sawarinsteadofacaseteammeeting?Ifyouanswer“yes”toanyofthefollowingquestions,thismodulewillbeusefultoyouasamunicator:Listenincredulouslyassomeoneelsetakescreditforyourideas?Findyourselfinterruptedconstantly?Presentsolid,well-thoughtoutideasonlytohavethemattacked?Dreadthatyouwillbeaskedsomethingyoudon’tknow?Atcaseteammeetings,doyou:CanIUseThisModule?Ifyouanswer“yes”toanyofthefollowingquestions,thismodulewillbeusefultoyouasamunicator:Atcaseteammeetings,doyou:Marvelattheconfidenceofyourteammembers?(Particularlythosewhoweresignificantlylesspreparedthanyou)Knowifyoucouldjusttalktoyourmanagerone-on-onethenyoucouldexplainyourself?“Youhavetospeakupmore”“Youshouldbemoredirect”“Youjustdon’tseemconfident”“Don’tworryifyourideasareperfect,justgetsomethingoutthere”“Haveyouthoughtaboutsigningupforamunicationworkshop?”Inperformancereviews,doyouhear:CanIUseThisModule?“Youhavetospeakupmore”“Youshouldbemoredirect”“Youjustdon’tseemconfident”“Don’tworryaboutwhetheryourideasareperfect,justgetthemoutthere”Ifyouareplanningtogiveanyofthefollowingadviceinanuingcoachingmeeting,thismoduleisimportantforyouasamanager:“I’mnotsureyou’rereadytoworkwiththeclient”“I’mnotsureyou’rereadytobepromoted”“I’mnotsureaboutyourfutureatBain”CanIUseThisModule?CanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgendamunication:

“Totransmitinformation,thought,orfeelingsothatitissatisfactorilyreceivedorunderstood”municationissuccessfulonlywhenwhatyouhavetransmittedisreceivedProcessOfmunicationIntention:TransmitMessageReceiveIntention:TransmitMessageReceiveSuccessful:Unsuccessful:ProcessOfmunicationmunicationoperatesontwolevels:message:information,thoughtorfeelingexpressedthroughwordsMetamessage:informationabouttheinteractionrelationship,attitude,activity,atmosphereexpressedthroughlanguageusagevoiceandbodydegreeofdirectnessmunicationistransmittedontwolevels:messageandthemetamessage.Bothmustbeinterpretedaccuratelyforinteractiontobesuccessful.HowmunicationHappensMetamessagesprovidethekeytointerpretingtheconversation.Metamessageidentifiesactivityandatmosphereofinteractionargumentorchat inquiryorchallengeIdentifiesspeaker’sassumptionofrelationshipwithlistenersuperior/subordinatepeerfriend/adversaryIsconveyedthroughwordusage,bodylanguage,directnesshumorousorserioushostileorcollaborativeUnderstandingMetamessagesWordsLanguageusage:Form:Function:ChoiceandbinationofwordsStatement,questions,exclamationmand,inquiry,apology,pliment,etc.BehaviorsVoice:Body:Tone,inflection,pace,pauses,volume,durationPosture,movement,gestures,facialexpressions,eyecontactDegreeofdirectnessDegreetowhichmeaningisliteralorsubjecttointerpretationMetamessageisabinationofwordsandbehavior.Tointerpretmetamessage,consider:HowMetamessagesProvideInformationDirectnessindicateswhetherwhatyousayiswhatyoumeanessentialponentofmetamessagethemoreindirectthemunication,themoreneedforinterpretationgreateropportunityformisunderstandingFundamentalelementofmunicationusevariessignificantlywithinstylesandwithinculturesDirectnessisindicatedthroughwordchoice,voice,and/orbodylanguageThemoreindirectamunication,themorelikelyitwillbemisinterpretedEffectofIndirectnessDegreeofdirectnessaffectsthemeaningofthemessageWhatYouSayWhatYouMeanDirectCouldyouturnuptheheat?§

Couldyouturnuptheheat?IndirectIsitcoldinhere?§

Couldyouturnuptheheat?§

What’sthetemperaturehereparedtosomewhereelse?§

Isthewindowopen?DirectBringmetheclientlist.§

Bringmetheclientlist.IndirectDowehavetheclientlist?§

Bringmetheclientlist.§

Whyisn’ttheclientlistonmydesk?§

Istheclientlistdoneyet?DegreeofDirectness:ExamplesIntention:TransmitInterpretReceiveorMessageideas,thoughts,feelingsexpressedwordsMetamessageinformationabouttheinteractionexpressedinlanguageusage,behaviorsandlevelofdirectnessUnderstandingmunication“CanIHelpYou?”Thesamewordshavedifferentmeaningswhenbinedwithdifferentbehaviors.Successfulmunicationdependsonaccurateinterpretationofwordsandbehaviors.SmileDirecteyecontactSoothingtoneLeanstowardspeakerOpenpostureFrownNoeyecontactImpatienttoneTurnedfromspeakerTapsfingersondeskSmirkRollseyesupwardChallengingtoneLeansbackinchairArmscrossedoverchestMetamessageExamplesPossiblebinationsoflanguageandbehavioraredizzyingneed“shorthand”processforinterpretingmetamessagemunicationstylesprovidesprocesspatternsofautomatic,ritualizedbehaviorsprovidepredictableprocessformunicationallowsquickinterpretationmessagecontentrelationshipbetweenparticipantsactivityatmospheremunicationstyleisthe“l(fā)ogic”weusetomakesenseofinteractionsProcessofmunicationStyleconsistsofautomatic,ritualizedpatternsofinteraction“Hi,howareyou?”“Fine,thanks.Andyou?“Fine.”“MayIhelpyou?”“Nothanks,I’mjustlooking.”“LetmeknowifIcanhelp.”TheinitialstatementsignalsthebeginningoftheritualThefollowingstepspletethesharedpatternUnderstandingStyle:ExampleRitualizedpatternsforgreetingpeopleyouknow:Differentcultureshavedifferentpatternsofinteraction.Theymakesenseintheculture,butnotoutsideofit.UnitedStates:“Howareyou?”“Fine.Howareyou”“Fine,thanks”Philippines“Whereareyougoing?”“Overthere”France“Bonjour”“Bonjour”ApaniedbyhandshakeUnderstandingStyle:ExampleOurmunicationstyleisourcharacteristicspeakingpattern.StyleallowsustoconsistentlypredictandrespondtometamessageofmunicationStyleisbasedonculturallylearnedsignalsusetoconveyandinterpretmeaningnegotiaterelationshipsevaluateoneanotheraspeopleIndividualstyleisinfluencedby:ethnicitygenderclassgeographicregionfamilymunitynormsageacademicbackgroundUnderstandingStyleOurownstyleisinvisibletouswetakeitforgrantedWeassumeeveryoneusesthesamestylewedoexpectmunicationwillbepredictableStyleconfigureshowwemunicate,butweareunawareofit

UnderstandingStyle

municationismostsuccessfulwhenstylesmatchmessageandmetamessageaccuratelyinterpretedbothpartiesaresatisfiedHowever,differentpeopleusedifferentstylesWhenstylesdon’tmatch,municationcanfailinterpretationisnotaccuratepatternisinterpretedliterallybothpartiesarefrustratedoneorbothmayfeeltheyhavenotmunicatedSuccessfulmunicationdependsonmutualityofstylesponentsofSuccessfulmunication

ConfusionbetweenintentandeffectcausesfrustrationinbothpartiesWhenStylesClash

Missingtheritualaspectofstylecancauseconfusion,frustrationandeveninsultUnitedStates:“Howareyou?”“Fine.Howareyou?”“Well,myback’sbeenbad…”Philippines“Whereareyougoing?”“Nowhere.I’mstandingheretalkingtoyou.”France“Bonjour”“Hey,how’reyadoin?”StyleClash:Examples

ListenersreceivebestwhentransmissionmatchestheirstyleYourcanincreaseeffectivenessbygainingunderstandingaboutyourlistener’sstyleexpandingpersonalstyletomatchlistener’sstyleadaptingtoaudiencemorerealisticthanexpectingthemtoadapttoyouExpandingyourstyletomatchthatofyourlistener(s)

willimproveyourmunicationIncreasingYourEffectivenessCanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgenda

YourmunicationstylecanimpactperceptionofyourpetenceSuespeaksoutinmeetings,statingherideasforcefully,andchallengingothersMatch:SueisconfidentClash:SueisrudeandarrogantWhenstylesmatch,

perceptionoflistenerispositiveWhenstylesclash,perceptionoflistenerisoftennegativemunicationandPerceptionSamesituationfromanotherperspectivehassameresultSuefocusesherparticipationinmeetingsonsupportingothers’ideasandaskingquestionsMatch:SueiscollaborativeClash:SueisinsecuremunicationandPerceptionPerceptionbesthebasisforfutureactionSuespeaksoutinmeetings,statingherideasforcefully,andchallengingothersMatch:SueisconfidentClash:Sueisrudeandarrogant“Suehasrealleadershippotential”“I’mnotsureSue’sgotwhatittakestoleadthisteam”municationandPerceptionSuefocusesherparticipationinmeetingsonsupportingothers’ideasandaskingquestionsMatch:SueiscollaborativeClash:Sueisinsecure“Suehasrealleadershippotential”“I’mnotsureSue’sgotwhatittakestoleadthisteam”municationandPerceptionYourmunicationoftenrepresentsyourworkjudgmentsaboutworkofteninferredfromhowitispresentedmuchofthatpresentationisintheformoftalkWhenstyledoesn’tmatchnorms,work(insteadofstyle)maybejudgedinadequateMissedsignalshavepowerfulimpact:reducedpersonalsatisfactionreducedopportunitiestoexcelskewedperformanceassessmentIntheworkplace,yourmunicationstyleimpactsperceptionofyourpetenceImplicationsatWorkYourmunicationstylecanimpactperceptionofyourpetenceSuespeaksoutinmeetings,statingherideasforcefully,andchallengingothersMatch:SueisconfidentClash:Sueisrudeandarrogant“Sueshouldbepromoted””“Let’swaitandconsiderherfornextyear”ImplicationsintheWorkplace:ExampleSuefocusesherparticipationinmeetingsonsupportingothers’ideasandaskingquestionsMatch:Sueiscollaborative,hasleadershippotentialClash:Sueisinsecure,can’tleadteam“Sueistheonetohandlethisnewproject”‘Sue’snotreadytotakeonthislevelofresponsibility”ImplicationsintheWorkplace:ExampleCanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgenda

Everymunityhasamunicationnormthe“waythingsaredone”manystylesmaybepresentingroupdominantstylebesgroupnormWorkplaces,likeothermunities,havemunicationnormsdominantstyledependsonstyleofleaderstypeofindustryregionallocationsizeoforganizationclientneedsworkprocessesDominantmunicationstylewithinagroupisitsnormmunicationStylesintheWorkplace

Generallytwomunicationstylesinanorganizationhierarchy:organizesrelationshipsintermsofstatusequality:organizesrelationshipsintermsofconnectionDominantstylewillbeorganization’snormTherearegenerallytwoprimarystylesintheworkplace.Theyareorganizedbyafocusonhierarchyorequality.municationStylesintheWorkplace

Bothsystemsorganizeinteractionsandrelationships--theyjustdoitdifferently.HierarchyObjectiveDescriptionProcessEqualityMaintainequalstatusingroupEachgroupmemberstrivestominimizedifferencesbymaintainingappearanceofequalstatusMembersavoidtakingcenterstage,deflectorshareattentioniftheygetit,avoidchallengesMaintainrankedstatusingroupEachgroupmemberstrivestobeoneupbyputtingothersdownIndividualsjockeyforcenterstage,challengethosewhogetit,leaderdeflectschallenge

CharacteristicsofHierarchyandEqualityTheworldisseenverydifferentlyineachsystem.Hierarchy/Equality(ViewsoftheWorld)Processofinteractionisalsoseenverydifferentlybythetwosystems.Hierarchy/EqualityInteractionThefunctionofbothsystemsistoorganizerelationshipsintermsofbothstatusandconnectionTheirprimaryfocusisdifferentThetwosystemsdifferintheirfocus,nottheirfunction.FunctionandFocusofWorkplaceStylesEachstyletendstobebiasedtowardownnorm,hasanegativeviewoftheother,andmisseselementsthatdon’tfittheirperceptionofthemselves.Styles’ViewofEachOtherHistorically,workplacewasprimarilymalementendtomunicateinhierarchicalstyleworkplacereflectsinfluencemanyorganizationshavehierarchicalnormWomen’spresenceintroducednewstylewomentendtomunicateinegalitarianstyleorganizationsadoptnewstyletothedegreeit:reflectsstyleofleadersisrepresentedinorganizationsupportsworkpracticesmayusestylesituationallyifnotusedasnormmunicationsintheworkplacereflectthegenerallydifferentstylesofmenandwomen.TheImpactofGenderEachofusbelievesdeeply:ournormisthebestwaytomunicatemakesthemostsense,hasthemostvalueeveryoneshouldmunicatethewaywedoiftheydon’t,theyshouldchangeThisbiasreduceseffectivenessinanormthatdoesn’tmatchourstyleWeholdstrongbiasesaboutthegroupnormwesubscribeto...UnderstandingGroupNormsWheneveryoujoinanestablishedmunity,individualstylemayormaynotmatchgroupnormIfitdoesn’t,mayclashwithsomeormanystylisticbehaviorscanbeveryfrustratingclashesmayfeelpersonalremember:clashesresultfromstylisticdifferencesIfyourstyleclasheswithorganization’snorm:getsmartaboutoperatingeffectivelywithinitlookatnewgroupasnewaudiencefocusonlearninghowaudiencefunctionsWhenyoujoinagroup,yourindividualstylemayormaynotmatchthenorm.JoiningaNewGroupObserveittounderstanditparewhattheydotowhatyoudolookforcongruenciesinyourvaluesandtheirsbothvaluedeliveringanexcellentproductprocessfordoingsoisdifferentunderstandhowtheirprocessservesthecultureKeytounderstandinganothergroup’snormisobjectivitystrategicallyassessnewculturewhatittakestobeheardwhatittakestohaveworkrecognizedwhatittakestoexcelEverystyleislogicalandvaluabletotheindividualororganizationthatholdsitUnderstandingOther’sGroupNormsEachstylehasa“wayofdoingthings.”Stylecharacteristicsaresummarizedhere,andexplainedindetailinthenextsection.StyleinAction:ASummaryScenario1Scenario2MariolooksforanopportunitytospeakinmeetingsOthersspeakwithoutstopping,orinterrupteachotherquicklyHeleavesthemeetingwithoutsayinganythingAsSimonespeaks,shepausesbrieflyexpectsotherstojumpinandchallengeideasWhennoonedoes,shecontinuestoelaborateonherideaStyleinAction-ParticipationinMeetingsBothMarioandSimoneareusingpausestosignalwhentostartandendtheirparticipationMarioislookingforalongpauseasawayinSimone‘sbriefpausesareinvitationsforotherstojoinherNeitherareoperatinginanormthatmatchestheirstyleMario’sgroupusepausestooshortforhimtorecognizeMariofeelshecan’tgetawordinedgewisehisgroupthinkshedoesn’thaveanythingtocontributeSimone’sgroupneedslongerpausesthansheprovidesSimonefeelslikesheisalwayscarryingtheballhergroupthinkssheisself-absorbedKeytakeawayAnalyzingStyle-ParticipatinginMeetingsStylisticNorms-ParticipatinginMeetingsHierarchyEqualityStyleAssumptionStatusAssumptionMeetingsareachancetograbthespotlightAssertStatusBy:SpeakingAssertivelyHoldingthefloorChallengingothers’ideasInterruptingMeetingsareaplacetoconnectaroundsharedconcernsMaintainequalstatusby:Speakingonlywheninvitedfollowinglongpausefollowingliteralinvitation:“Whatdoyouthink?”Duringtraining,ahospitalresidentaskedquestionsaboutpatientsandtheirillnessesmethodsofprovidingcareAtendofterm,residentreceivedapoorevaluationSupervisor’sexplanationwasresidentknewlessthanothersingroupevidence:“Youaskedmorequestions”StyleinAction-AskingQuestionsResidentandSupervisorhelddifferentexpectationsofquestionsresident:questionsindicatedpetencehadtohaveknowledgetoknowwhattoaskaskingquestionsresultedinbettercareforpatientssupervisorquestionsindicatedignoranceyouonlyaskwhatyoudon’tknowthemorequestions,themoreignorancestyleperceptionoutweighedotherevidenceofpetenceAnalysisofStyle-AskingQuestionsStylisticNorms-AskingQuestionsApologiesareusedtoacceptblameandtodemonstrateconcern.Theyareanimportantelementofnegotiatingstatusinrelationship.Scenario1TylerdelivershisreportlateHesays:“I’msorrythereportislate”Hisbosssays:“Iacceptyourapology”Scenario2TylerdelivershisreportlateHesays:“I’msorrythereportislate”Hisbosssays:“It’sokay.Thedeadlinewastight.”Scenario3TylerdelivershisreportlateHesays:“Thisjustdidn’tturnoutwellatall”Hisbosssays:“I’msorry.Iknowyou’veworkedhardonthis.”StyleinAction-ApologizingScenario1TylerdelivershisreportlateHesays:“I’msorrythereportislate”Hisbosssays:“Iacceptyourapology”Scenario2TylerdelivershisreportlateHesays:“I’msorrythereportislate”Hisbosssays:“It’sokay.Thedeadlinewastight.”Scenario3TylerdelivershisreportlateHesays:“Thisjustdidn’tturnoutwellatall”Hisbosssays:“I’msorry.Iknowyou’veworkedhardonthis.”ResponseassignsblametoapologizerPutsapologizerinone-downpositionResponsesharesblameMovesapologizeroutofone-downpositionRestoresbalancetorelationshipResponseexpressesconcernneithersharesorassignsblameshiftsfocusfromnegativetopositiveRestoresbalancetorelationshipAnalyzingStyle-Apologizing(1of2)Mostobviousmisinterpretationisbetweenacceptingblameanddemonstratingconcernfrequentapologizingmaybeheardliterallyevenifmeanttoexpressconcernmaybeseenweaker,ipetent,blameworthyAvoidingapologyalsocanbemisinterpretedgenerallyintendedasawaytosavefacecanbetakenasunwillingnesstotakeresponsibilityblindtoeffectofactionsonothersAswithanyactivitywhichservesmultiplepurposes,apologiescaneasilybemisinterpreted.AnalyzingStyle-Apologizing(2of2)StylisticNorms-ApologizingPresentingideasWeshouldstoptheinterviewsimmediatelyandshiftinsteadtophonesurveys.Iknowwe’veputalotoftimeintotheseinterviews,andtheyareuseful,butI’mwonderingifmaybeweshouldconsiderphonesurveys’.I’msorrytodisrupteverything…ResponsefromgroupHaveyoucalculatedthecosts?They’vegottobeoutrageous.Andwe’llneverconvincetheclient?It’llkillourcredibilityNo,don’tworry.It’sagoodidea.Explainalittlemoreabouthowitwouldwork.Now,whatdoyouthinkaboutcost?Wouldtherebeanyproblemthere?RebuttalIalreadyexplainedhowwecouldmakeupthecosts.Theclientisnotaproblem,wejusthavetoshowhowbeneficialthisis.Wecandothateasily.Icouldbewrong,butIdon’tthinkthecostswillbeanyproblem.Itookafirstpassatanewbudget,anditseemedtobefine.Icantakeanotherlook.JanDeanStyleinAction-PresentingIdeasinMeetings(1of2)BothscenariosarerelyingonpatternsofinteractiontotestideasanddeliveragoodproductJan’smeetingusesverbaloppositionaritualfighttestsforweaknessesthroughchallengesandrebuttalspresenterholdscenterstageandfendsoffchallengersDean’smeetingusesverbalsupportaritualdiscussiontestsforweaknessesthroughinquiryanddialoguepresentersharesinteractionandinvitesinteractionIfindividualstyledoesnotmatchnormJan’smeetingmayfeellikeseriesofhostile,personalattacksDean’smeetingmayfeellikenothinggetsdoneStyleinAction-PresentingIdeasinMeetings(2of2)

HierarchyEqualityStyleAssumptions:StyleAssumptions:IdeasarebestexploredthroughoppositionFocusisonbestoueAttentiontofeelingsisunnecessaryIfyouaregoodyoucan“takeit”IdeasarebestexploredthroughdialoguePrimaryattentionisonpreservingrelationshipBestouewillemergefrominteractionsPresenterassumesone-uppositionbytakingfloorandkeepingitRetainsrankbyfightingoffchallengersPresenteroffsetsone-upuppositionthroughdisclaimersDisagreementsareneutralizedthroughquestionsanddisclaimersStylisticNorms-PresentingIdeasinMeetings

Francestellstwomarketingcoordinators,AlandJohn,torewritemostrecentreport.beginsbypraisingthereportcitesoverallimpact,clarity,creativitythenidentifiesmajorproblemstobefixedinthere-writeAlandJohnturninre-writesAl’scontainminorcorrections,ignoremajorweaknessesJohn’saddressesallofFrances’concernsAssumptionsabouthowfeedbackshouldbegivenmaymakefeedbackimpossibletobeheard.StyleinAction-GivingFeedback(1of2)

Francesassumedthatcriticismshouldbetemperedwithpraiseincludingpraiseequalizestheotherwiseone-downpositionJohnrecognizedtheritualheardpraiseasfirststepofpatternappreciatedtactofapproachunderstoodthatcriticismwasthemainmessageAlassumedfeedbackwouldbedirectshouldbedirect:whatissaidisthemessageFrancetoldhimeverythingwasfinecriticismwassuggestionratherthandirectionAnalysisofStyle-GivingFeedback(2of2)HierarchyEqualityStyleAssumptions:StyleAssumptions:BluntfeedbackisdirectandhonestFeedbackisaboutbusiness,notfeelingsBluntfeedbackiscallousandharshTherelationshipisasimportantasthemessageImportanttobetactful;includepraiseGivingcriticismisaninherentlyone-uppositionitcan’tbedisguisedOne-upnatureneedstobeequalized“Saveface”byprovidingpraiseaswellascriticismStylisticNorms-GivingFeedbackIsabelleintroducesanideainameetingItisignoredLaterinthemeeting,Janesuggeststhesameideaagainexpandsonit,sellingittogroupIdeaisadopted;JanereceivescreditNeitherIsabellenorJaneacknowledgetheideaasIsabelle’sInitiatinggoodideasisnotenough.Youalsohavetogetcreditforthem.StyleinAction-GettingCreditforYourIdeas(1of2)

Isabelle’smentsdidnotgetheardintroducedherideaindirectly,usingadisclaimer“thisprobablywon’tworkbut…”spokesoftlyspokebrieflyspoketentativelyJane’smentsdidgetheardintroducedherideadirectlyandsuccinctlyspokeenthusiasticallyspokeatlengthspokewithcertaintyAnalyzingStyle-GettingCreditforYourIdeas(2of2)HierarchyEqualityStyleAssumptions:StyleAssumptions:SeekvisibilityDownplaydoubtsotherwiseyou’llappearinsecureClaimcreditforyourideasSeekequalexposureDownplaycertaintyotherwiseyou’llappearboastfulGoodworkwillberecognizedShiftstatusuponebyclaimingcreditMaintainequalstatusbyneverclaimingcreditStylisticNorms-GettingCreditforYourIdeasCanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgendaDirectmunicationAggressiveinteractionPro-activeproblem-solvingIdeaassessmentbychallengeBain’sdominantstylereflectsmanyhierarchicalcharacteristics.Stylefavors:Bain’sNorm(1of2)WhileBain’smunicationnormisprimarilyhierarchical,thenormmaydependonthesituation.SituationOne-on-onewithmanagerCaseteammeetingTaskforcemeetingClientmeetingStyleDependsonmanagerHierarchicalEqualityDependsonclientnormBain’sNorm(2of2)Bain’sdominantstyleevolvedfromworkandclientneedsStylesupportsworkdirectmunicationisfast;bestforshorttimeframedisplayslogicclearlysoproblemscanbefoundquicklyStylemeetsclientneedsclientswantstronganalysispresentedclearlyexpectsBaintodrivedecisionsthroughtheirorganizationStylepreparesteamforclientinteractionchallengingideasincaseteamanticipateschallengesfromclientmatchespredominantstyleofmanyclientsWhyItIstheWayItIsCanYouUseThisModule?HowmunicationWorksmunicationandPerceptionStylesintheWorkplacemunicatingatBainUnderstandingYourIndividualStyleManagingmunicationatBainAgendaBeginbyconsideringthefollowingcharacteristics:HowDoIKnowWhatMyStyleIs?(1of2)Looktoseewhichcharacteristicsreflectyoumayhavesomefromboths