Types of Business Communication
You position according to the matrix influences the quality and efficiency of your communication
Lecture 9.
Types of Business
Communication
Joary Window.
Communication styles.
1
Joary Window: four types of
communication
I don’t
I realize
realize
They realize
Openness Blindness
They don’t
realize
Secrecy Uncertainty
2
Joary Window: main theses
0. You position according to the matrix influences the
quality and efficiency of your communication
1. You can reach openness by means of cutting the
secrecy zone (opening yourself to others) and cutting blindness
zone via feedback
2. There is a thin equilibrium between openness and
secrecy
Minimize communication when in the zone of blindness or
uncertainty and look for feedback, receiving other people’s words
positively
3
Communication types:
Uncertainty
You negotiate with a new buyer. Neither she nor you all
the more realize how serious her home problems are. As
a result, you misinterpret the situation and apprehend her
behavior as hostile or indifferent.
4
Communication types: Blindness
You have just presented an economic project that means
cutting the budget of one important department. You leave
thinking the presentation sounded convincing and objective.
However, the audience may say that you did not take their
proposals into account. You failed because of your ‘objective’
language and tone of voice, which you haven’t realized
5
Communication types: Secrecy
You found your client’s proposals as to the
advertising campaign weak and unimpressive. But
you don’t want to disappoint him at the early stage
and make yourself hide your real feelings and express
your ‘enthusiasm’ toward the proposed plan.
6
Communication types: Openness
You work with a colleague keeping the same
pace. You know each others views and openly
criticize the proposals on the new business
plan.
You are sure your colleague will not go personal
to spoil the productivity of discussion
7
Communication exercise for teams:
0. In teams analyze the communication between
students and teachers in terms of Joary window.
1. Draw the matrix and write down the aspects which
occurred in each zone
Should you try to decrease the secrecy zone? Why?
How to decrease the blindness zone?
8
Communication Styles
Accusatory style – negative tone, looking for guilty ->negative
sender’s reaction
Directive style – one-way communication, no discussion, no
feedback
Persuasive style – considering and approving information,
independent choice, action-oriented;
Problem-oriented style – looking for compromise on resulting
actions, two-way communication, common decision-
making
9
Communication Styles
Persuasive style
Strong
interaction
zone
z
Directive style Problem-solving
style
Weak
interaction
zone
zz
Accusatory style
10
7 myths about Communication:
Myth # 1
A Myth
0. We communicate only when we
consciously and intentionally opt for
communicating
A Reality
1. We exchange information even when are
not aware of being involved in the
communication process
11
7 myths about Communication:
Myth # 2
A Myth
0. A listener understands words the same
way we do
A Reality
2. Words do not have meanings; their
meanings are determined by our experience and
perception
12
7 myths about Communication:
Myth # 3
A Myth
1. We communicate mainly with the help of
words
A Reality
3. Majority of messages we send are based
not on words (only 7%) but on non-verbal signals
13
7 myths about Communication:
Myth # 4
A Myth
2. Non-verbal communication is a language
of silence
A Reality
4. Non-verbal communication uses all five
senses
14
7 myths about Communication:
Myth # 5
A Myth
3. Communication is a one-way action
A Reality
4. Communication is a two-way action
15
7 myths about Communication:
Myth # 6
A Myth
5. The message you send is identical to the
message the sender receives
A Reality
6. The message you send is never identical
to the message the sender receives
16
7 myths about Communication:
Myth # 7
A Myth
7. There is never too much information
A Reality
8. Too much information can harm people
with overload
17
