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Chapter 11. Challenge #3: Developing Sit... > Situational Communication Strategies

Situational Communication Strategies

Telling, Selling, Consulting or Joining

Technical experts’ communication is influenced by years of rigorous academic study, a self-imposed drive for excellence and achievement, and intense periods of working alone. As a result, they often rely too heavily on “telling” or “selling” instead of the underused “consulting” and “joining” styles of communication.

Each of these four styles, originally presented in Supervising Technical and Professional People, by Martin Broadwell and Ruth Sizemore House, is valuable in the right situation. The proactive technical supervisor needs to learn to use each type (a strategy) and its specific actions (tactics) to his or her advantage.


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