| > | | | | more on describing her own thoughts and feelings |
| One of the many insights that will help you to use | | | | than she is in talking about the thoughts and feelings |
| your influence to change your world is blending with | | | | of others, she has a need for appreciation. She needs |
| communication behavior. And because behavior | | | | to hear that you appreciate her in the way you talk. |
| changes, you must pay some attention in order to | | | | These needs, action, accuracy, approval and |
| notice the changes and respond to them. | | | | appreciation, get communicated through the style or |
| Here is an insight to help you communicate more | | | | structure by which a person speaks. And there are |
| effectively. When you talk with individuals, match | | | | indicators (when you notice them) that allow you to |
| your style to their need. Pay close attention, because | | | | speak to the need. |
| style is behavior, and behavior changes depending on | | | | 4 Styles |
| the situation. | | | | 1. Action = Get to the point |
| In this model, there are four communication styles | | | | The person with a need for action will speak directly, |
| that reflect four communication needs. Notice the | | | | and to the point. There's no mincing of words here, |
| needs and speak in kind and you speak to the needs | | | | as momentum and movement are of a high priority. |
| and thus strengthen the communication. | | | | She is apt to talk in an authoritative and commanding |
| 2 Variables | | | | way. Blending reveals that when a person is direct |
| To recognize the style of a person's communication | | | | and to the point, you want to be direct and to the |
| need, you need only make two distinctions. First, is | | | | point in dealing with her. |
| their communication about people or a task? And | | | | 2. Accuracy = Give the details |
| secondly, do they communicate directly or indirectly? | | | | The person with a need for accuracy will speak |
| Sometimes, people talk about what they're doing, | | | | indirectly, offer a lot of detail, and take her time |
| either the end result, the details, or both. I'm calling | | | | before arriving at the point. You may find yourself |
| this a task focus. The task could be discussing an | | | | wondering... about the point of it, but eventually she'll |
| idea, making a decision, resolving a dispute or | | | | get there. |
| achieving an objective. | | | | When accuracy is important, she is likely to ask |
| Sometimes, people talk more about the human side | | | | questions to acquire information, or make long |
| of life, either about the people around them or about | | | | statements to establish facts and stimulate thinking. |
| themselves. This is what I call a 'people-focus' | | | | The revelation of blending is that when a person is |
| whether they are describing thoughts or feelings or | | | | detailed and indirect with you, you can be detailed |
| views about others or themselves. | | | | and indirect in your responses with her. |
| A person focused more on a task than on people | | | | 3. Approval: Be Friendly and Considerate |
| may pay more attention to the end result of the | | | | The person with a need for approval will speak |
| task than the details they encounter along the way. | | | | indirectly and express concern for the opinions and |
| Or, they may pay more attention to the details of | | | | feelings of others. This person will... consistently check |
| the task than to the end result. You can notice this in | | | | that no offense has been given, and she will have |
| the way they talk. A person focused more on people | | | | sensitivity and respect for their time. |
| than on a task may express more interest in the | | | | The revelation of blending is that whenever someone |
| opinions and feelings of others, or in their own | | | | talks to you in a considerate and indirect way, you |
| opinions and feelings. | | | | can can be considerate and indirect in your responses. |
| 4 Communication Needs | | | | 4. Appreciation = Speak with energy and enthusiasm |
| 1) Need for Action: When a person is focused on the | | | | The person with a need for appreciation will speak |
| end result of an interaction or an idea, she has a | | | | directly and enthusiastically. Using exclamations and |
| communication need for action. She needs you to | | | | personal stories this person works to grab attention |
| speak directly and actively. She needs to hear | | | | and evoke feelings, in order to hold the spotlight of |
| movement in a direction in the way you talk. | | | | your attention (and by inference, your appreciation |
| 2.) Need for Accuracy: When a person is focused on | | | | for what they have to say.) |
| the details of an interaction or an idea, she has a | | | | And you may be wondering why they're going on |
| communication need for accuracy. She needs to hear | | | | and on about it. Blending reveals that when a person |
| that you are paying attention to the details in the | | | | is direct and enthusiastic, you want to be direct and |
| way you talk. | | | | enthusiastic in your communication with her. |
| 3.) Need for Approval: when a person is focused | | | | An excellent way to use the needs-style approach in |
| more on what others think and say than on her own | | | | your persuasive communication, in order to make |
| thoughts and feelings, she has a need for approval. | | | | what you say more compelling and powerful, is to try |
| She has a need to hear in the way you talk that you | | | | delivering your ideas in each of these ways: action, |
| have that same concern for her feelings and thought. | | | | accuracy, approval and appreciation. |
| 4.) Need for Appreciation. When a person is focused | | | | |