Digital Key ConceptsManagement 102

Professor Estenson

Chapter ThreeInterpersonal Communication

1

Key Concepts

• Relationships• Communication Styles• Conflict

Build and Maintain Relationships

• Clear Expectations• Reciprocity• Create Trust

Two Style Dimension

• Feedback• Disclosure– Closed – Limited disclosure, seek limited feedback– Blind- Limited feedback yet discloses a great deal

(highly confident in themselves)– Hidden-Limited disclosure but high feedback seeking

(good listeners)– Open- Excessive disclosure, seeking feedback

continually. Can make those around them uncomfortable

Style Observations

• Disclose slowly• Seek feedback and learn how to take tough

feedback.• Give feedback only when sought by others

Using Conflict Strategies

Cooperativeness

Avoiding

Ass

erti

ven

ess

HighLow

High

Low Avoidance Accommodation

Competition

Compromise

Collaboration

6Copyright Cengage © 2011

Win-lose--Competition

Lose-lose--Compromise

--Accommodation

--Avoidance

Win-win--Collaboration

--Consensus

© N

OVA

D

evelo

pm

ent

© N

OVA

D

evelo

pm

ent

Reaching Consensus

7Copyright Cengage © 2011

Cultural Differences

• Individualist versus Collective• Low Context (things spelled out clearly)• High Context (minimal spoken or direct

communication of expectations)