Communication_theory_consulting_MAY_ver1.pptx

Communication and consulting

1. Fisher & Ury’s “Getting to Yes” Main theme: Focus on interests instead of positions Position is a proposal Likely to be rejected Interest is the why of the proposal – what is sought to be achieved There may be multiple ways of achieving that interest This perspective in a negotiation is counter-intuitive

2. Focus on interests instead of positions Pathway 1 Pathway 2 Pathway 3 Pathway 4 Pathway n Acceptable to one party Acceptable to other party A position identifies only one pathway forward An interest usually identifies several pathways forward Pathway in common is the solution Solution

3. “Getting to Yes” Strategy Separate People from the Problem Focus on Interests, not Positions Invent Options for Mutual Gain Use Objective Criteria Develop Your BATNA (Best Alternative to a Negotiated Agreement)

4. Feedback/Learning Approach Focus on the situation, issue or behavior that you hope will change. Recognize accomplishments and effort. Frame comments in terms of perceptions and potential consequences. Be specific, future-oriented, and timely. Engage in joint problem solving.

5. Elements of Building Trust Take responsibility for your own actions. Stay interested in others without much self-promotion. Act to draw out the best in others. Appreciate and value differences. Tell the truth when it matters.

6. Fact versus assumptions What do we conclusively know? What don’t we know? What do we need to know more about? What assumptions can we make at an early stage in order to get things moving? How do we scale or rate the assumptions? How will we prove or disprove these assumptions later? By when? For what purpose?

7. STC case STC case – fact versus assumptions

8. Your audience should first understand your topic and identify with it. You make sure they do, by starting with a familiar starting point: the  Situation . In the  Complication  you sound the alarm. As a result, the audience pays extra attention and feels the urgency of your story. There is a problem, something must be done! The  Question  makes them curious. Will an answer be found? The  Answer  makes the story ’round’. You show how the complication is solved, and how the question is answered. The Process

9. The maxim of Quantity 1. Make your contribution as informative as is required for the current purposes of the exchange. 2. Do not make your contribution more informative than is required. The maxim of Quality Try to make your contribution one that is true, specifically: 1. Do not say what you believe to be false. 2. Do not say that for which you lack adequate evidence. The maxim of Relation (or Relevance) Make your contributions relevant The maxim of Manner Be perspicuous, and specifically: 1. Avoid obscurity of expression. 2. Avoid ambiguity. 3. Be brief (avoid unnecessary prolixity). 4. Be orderly. . Grice

10. What is the McKinsey style of presentation?           It advocates structuring your presentation in an inverted pyramid format. At the very top, you present the core message or main takeaway, which encapsulates the essence of your presentation. As you move down the pyramid, you break down the argument into layers of related and supporting points. By employing the Pyramid Principle, you ensure that your audience immediately grasps the key message, allowing them to understand the main takeaway without getting lost in excessive details. This approach not only helps maintain focus but also reinforces the hierarchy of information, making your presentation more organized and logical.

11. SSSAP: Set, Support, Sequence, Access, Polish 1) Set - creating the right mood or atmosphere - unveiling your topic or theme - establishing your credibility 2) Support - giving the reasons, logic, and examples 3) Sequence - putting content in the ideal order 4) Access - displaying your message to the eye - making it vivid and memorable 5) Polish - putting the professional touch on your message SSAP approach to effective presentations SSSAP

12. Follow the 5/5/5 rule To keep your audience from feeling overwhelmed, you should keep the text on each slide short and to the point. Some experts suggest using the 5/5/5 rule: no more than five words per line of text, five lines of text per slide, or five text-heavy slides in a row.

13. Consider employing the “5-5-5" rule.  No more than 5 lines, no more than 5 words, no more than 5 minutes . Think short and sharp memory joggers instead of rambling paragraphs. Where possible, consider replacing text with visuals to represent your point. No walls of text

14. Maxim of Quantity : Communicate an appropriate amount of information, neither too much nor too little, to avoid overloading or under informing the listener. Maxim of Quality : Communicate truthfully and accurately, avoiding false or misleading information. Maxim of Relation : Ensure that the information provided is relevant to the conversation and contributes to the ongoing discourse. Maxim of Manner : Communicate clearly and coherently, avoiding ambiguity, obscurity, or unnecessary complexity.

15. Shannon-Weaver Model  sender : the person or entity from which the message originates. encoder : The process by which the source converts the message into a form that can be transmitted over the channel. channel : The medium through which the message is transmitted, e.g. a face-to-face conversation, an email or a video conference. decoder : The process by which the receiver converts the message back into an intelligible form. receiver : the person or entity that receives the message and interprets its meaning.

16. Shannon-Weaver

17. Cultural theory of communication The relationship between culture and communication is discussed in the  cultural theory of communication .  [9]  According to this, culture plays an important role in how people interact and understand signals. Our views, values, attitudes and behaviours are shaped by culture, and this affects how we communicate and perceive other people's messages. According to the cultural theory of communication, effective communication requires a thorough understanding of the cultural environment in which it takes place. Understanding the cultural norms, attitudes and expectations of the parties involved in communication falls into this category. A project manager is better able to interact with stakeholders and solve problems that arise if he or she is aware of certain cultural elements. For example, in a project involving stakeholders from different cultural backgrounds, project managers can use cultural communication theory to understand cultural differences that may negatively affect communication and develop communication strategies that address these differences. This can include using a common language, but also avoiding culturally insensitive language and adapting the tone and style of communication to the cultural standards of the stakeholders involved. This theory can be used by project managers before or during the project to define possible problems in communication or issues that may arise in the project. Before the project, the project manager can conduct an analysis of the cultural characteristics and needs of the different stakeholders. If problems occur despite this analysis, the theory can be used to look for possible causes. These causes can then be eliminated by changing the communication while taking cultural expectations into account