We all communicate in a mix of four different communication styles, the analytical, the managerial, the persuasive, and the relational. However, there are those who feel more uncomfortable communicating in one style than another. We all have a natural style or a mix of various natural communication styles.
Morganthau's model of communication styles is based on external behaviors that are observable during the communication process and not on personalities.
There are two aspects of communication behavior that determine how we interact with other people and how they perceive us.
The first aspect is the degree of assertiveness and the second the degree of sensitivity that we show.
Defining
1) Assertiveness as the amount of control that is supported in a personal exchange and
2) Sensitivity as the degree of importance that one puts to maintain the relationship, is the opposite to fulfill the objective.
The easiest and simplest way to identify assertiveness is by judging how direct the person is. Assertive communicators speak bluntly, get to the point. They speak in well defined terms and lose little time in sharing their point of view. At one extreme assertive communicators can be abrupt and abrupt. Directive and persuasive communicators are both assertive communicators.
Non-assertive communicators are indirect, they turn things around. They generally talk slowly, taking care to choose the right words, and usually take longer to get where they want. Analytical and relational communicators are non-assertive communicators.
Regarding the degree of Sensitivity, sensitive communicators are people-oriented and communicators insensitive to the task.
Sensitive communicators allow them to enter into their emotional conditions and respond openly to questions asked. When we talk to these people, it is easy to detect their mood. Relators and Persuasives are sensitive communicators.
Callous communicators as the name implies are cold and calculating when communicating. The relationship is not the important thing but the matter to deal with. Analytics and Managers are callous communicators.
In summary, the most obvious distinctions of the four communication styles are:
- Relationship: Considerate, Friendly, Pleasant Persuasive: Extroverted, Convincing, Enthusiastic Analytical: Serious, Methodological, Accurate Directive: Efficient, Independent, Authoritarian
All this helps us in the negotiation process, by understanding in what style our counterparty preferably communicates, we will be able to more easily understand the interest behind their position in order to reach a win-win solution.
