They Don't Teach Corporate in College, Updated Edition by Alexandra Levit

Author:Alexandra Levit
Language: eng
Format: epub
ISBN: 9781632657725
Publisher: Red Wheel Weiser

Making Yourself Understood

Many people assume that communication is common sense and that there’s nothing to learn about it. A manager, for example, wouldn’t send a new employee on a client visit without providing in-depth training on what the employee should talk about, but that same manager might ignore the specifics of how the rep should speak to the client. Sounds pretty dumb, huh? If the employee doesn’t communicate effectively with the client in the first few minutes of interaction, he might have the door slammed in his face before he has a chance to recite his product’s compelling features. Your everyday work life is similar. You could be the smartest, most qualified employee in the company, but no one will care what you have to offer if you’re unable to make yourself understood. So how do you ensure that your communication style is a competitive advantage rather than a liability? I’ll get to that soon. But first, let’s dissect three types of communication found in the business world.

1. Aggressive: Communication that infers blame, places responsibility for a bad outcome on the other person, and takes credit for any and all successes. The aggressive communicator discourages collaboration and cooperation.

2. Passive: Communication that does not convey the whole picture. The passive communicator shares information with reluctance, fails to offer feedback, and responds with blanket agreement—particularly at the first sign of confrontation.

3. Assertive: Communication that is not accusatory, nonjudgmental, and conversational in tone. Assertive communicators are in control of themselves. They think before responding, avoid personalizing problems, and consider the big picture.

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