Behavioural Science Pp t

8/10/2019 Behavioural Science Pp t

1/98

Name of Institution

1

AMITY BUSINESS SCHOOL

MBA

BEHAVIOURAL SCIENCES

DR TARANJEET DUGGAL


2/98

Name of InstitutionObjectives of the programs

To encourage the participants to

understand communication, human

communication and interpersonal

communication.

To establish inter personal

communications the core of our existence


3/98

Name of InstitutionOBJECTIVES

To define communication andunderstand the communication process

in detail

To help personnel use communication

as a tool for improving interpersonal

relations.


4/98

Name of InstitutionCOMMU!C"T!O

Communication is the process of managingmessage for the purpose of creating

meaning.

Communication can be said to be the

passing of information from one person to

another and understanding it.


5/98

Name of Institution

Message

Managing

Meaning.

Three #e$ elements of

communication process %


6/98

Name of InstitutionCOMMUNICATION

MESSAGE

Messages are the &ords sounds, actions and gestures that people

express to one another &hen the$ interact.

MANAGING

Managing refers to the handling or supervising of people or some

process or material.

MEANING

Meaning refers to the interpretation people assign to a message ' ho&

it is recogni(ed or understood.


7/98

Name of InstitutionThe Communication )rocess

" T*O *"+ )OC-

-ncoding Channel /ecoding eceiver

Message Message Message Message

0eedbac

Source


8/98

Name of Institution

0"CTO O0

COMMU!C"T!O

-/- O T"M!TT-

)U)O-

-CO/!2

T"M!!O

/-CO/!2

0--/3"C#


9/98

Name of Institution

3-4"5!OU"6

COMMU!C"T!O

7 " problem &ell stated is alread$ half solved8

COMMUNICATE COMMUNICARE


10/98

Name of InstitutionCOMMUNICATION AS PERSUASION

Communication as persuasion involvesinfluencing others in order to achieve $our o&n

goals.

)ersuasion is the use of communication toreinforce change or modif$ an audience

attitude, value, belief or actions.

uccessful communication is measured b$

$our abilit$ to persuade others and move them

in the direction $ou choose.


11/98

Name of Institution

9 C:s O0 COMMU!C"T!O

Completeness

Conciseness

Considerateness

Concreteness

Clarit$

Courtes$

Correctness


12/98

Name of InstitutionT4- 0OU :s

hortness

implicit$

trength

incerit$


13/98


14/98

Name of InstitutionCOM)O-T O0 3O/+

6"2U"2-KINESICSKINESICS

0acial -xpressions-$e Contact

2estures

"ppearance

4ead and )osture


15/98

Name of Institution

)""6"2U"2-

!ts components are%

5oice

)itch 5ariation

peaing peed

)ause


16/98

Name of Institution4o& to !mprove verbal

communication Thin and prepare before $ou spea.

3e brief and to the point.

a$ the most important things first, to helpthe person remember them.

Using positive &ords to challenge limiting

belief. "sing the right Auestions.

cont..


17/98

Name of Institution

"l&a$s give the person the opportunit$ to

as clarif$ing Auestions. !f the$ don:t

understand &hat $ou are asing, the$

can:t give $ou accurate information.

educe $our usage of verbal pauses.

"void careless language.

3e explicit, /onBt raise irrelevant points.

4o& to !mprove verbal

communication


18/98

Name of Institution*hat is inter personal

communication !nterpersonal communication is a special form of

human communication that occurs &hen &e

interact simultaneousl$ &ith another person and

mutuall$ influence each other.

imultaneous interaction means that the

communication partners are both acting upon

the same information at the same time.

Mutual influence means that both partners are

affected b$ the interaction


19/98

Name of InstitutionCOMPARING KEY DEFINITIONS

Term

Communication

4uman Communication

!nterpersonalCommunication

/efinition

The process of acting upon

information

The process of maing senseout of the &orld and sharing that

sense &ith others.

The process of interacting

simultaneousl$ and sharingmutual influence &ith another

person.


20/98

Name of Institution4uman Communication% " t&o &a$

process

RXTX

COMMUNICATION

FEEDBACK


21/98

Name of InstitutionCommunication as sharing

meaningTwo models of sa!in" #ommuni#ation a!e$

!nteractive Model

Transactional Model

!nteractive model% use communication assharing meaning and adds off feedbacloop that lins the receiver to the source

Transactional model% maintains that peopleare senders and receiver of messagessimultaneousl$.


22/98


23/98

Name of Institution

THREE GOALS FOR INTERPERSONAL

COMMUNICATION

Mae sure $our message is understood

Mae sure $our message has the effect $ou

intended.

Mae sure $our message is ethical.


24/98

Name of InstitutionC(ARACTERISTICS O& INTERPERSONA%

RE%ATIONS(IPS

!nterpersonal relationships..

ange from impersonal to interpersonal

-mphasi(e content and emotions

Ma$ be complementar$ or s$mmetrical

"re governed b$ rules

-volve in stages.

ange from self;oriented to other;oriented.


25/98

Name of Institution%ISTENING AN) (EARING

%ISTENING

6istening is a learned communication sill so it

emplo$s much more than hearing.

(EARING

4earing is an automatic process that involves

the ps$chological repetition of sound.


26/98

Name of Institution

%ISTENING PROCESS

%e*ellin"

Sa!'enin"

Assimilation


27/98

Name of Institution*4"T ! 6!T-!2D

ensing

!nterpreting

-valuating

emembering

esponding


28/98

Name of InstitutionM+T4 = -"6!T!- O0

COMMU!C"T!O M+T4' *e Communicate

Consciousl$ "nd

/eliberatel$

' *e Communicate

)rimaril$ Through*ords

' *ords *e pea

mean The ame To

-ver$one

' Communication !s "

One ided )rocess

' Message ent =

eceived "re !dentical

-"6!T!-

' *e Communicate

UnConciousl$ "t "ll Times

on;5erball$

' *e Communicate Most

Through on 5erbal, igns,-tc.

' Meaning Of The poen

*ords 6ies More !n The

)erception Of The 6istener

' !t !s -ssentiall$ " T&o *a$

)rocess

' Transmission and eception

Of Message Can ever 3e

!dentical


29/98

Name of Institution

7!t reall$ boils do&n to thisE that

all life is interrelated. *e are

caught in an inescapablenet&or of mutualit$.8

Martin 6uther #ing Fr. 1GH9

IG


30/98

Name of Institution/efining !nterpersonal

Communicationo far &e:ve seen that interpersonal

communication is a primar$ &a$ to meet a

range of human needs. *e no& &ant to

clarif$ &hat interpersonal communication is

so that &e have shared understanding of

&hat it includes and means.

?J


31/98

Name of Institution*hat distinguish interpersonal

communicationD*hat distinguishes interpersonal

communication is the particular Aualit$ or

character, of interaction. This emphasi(es

&hat happen bet&een people, not &here

the$ are or ho& man$ are present. 0or

starters, then, &e can sa$ that interpersonalcommunication is a distinct t$pe of

interaction bet&een people.

?1


32/98

Name of InstitutionThe Communication Continuum

!mpersonal !nterpersonal!t +ou Thou

These distinctions are captured in poetic

terms b$ philosopher Martin 3uber K1G9JL

&ho distinguishes bet&een three levels ofcommunication% !; !t, !; +ou and !; Thou

?I


33/98

Name of Institution!;!t Communication

!n an !;!t relationship, &e treat others ver$impersonall$, almost as objects.

!n !;!t communication &e do not

acno&ledge the humanit$ of other peopleE&e ma$ not even affirm their existence.

alespeople, severs in restaurants and

clerical staff often are treated not aspeople but as instruments to tae orders

and deliver &hat &e &ant.

??


34/98

Name of Institution!;$ou Communication

!;+ou communication, &hich accounts forthe majorit$ of our interactions. )eople

acno&ledge one another as more than

objects.

The$ don:t full$ engage each other as

uniAue individuals. 0or example% suppose

$ou go shopping and sales cler ass, 7Ma$

! help $ouD8 Chances are $ou &on:t have adeep conversation &ith the cler, but might

treat him or her as more than it.

?


35/98

Name of Institution

!;+ou relationship ma$ also be more

personal than interactions &ith salesclers. 0or instance, &e tal &ith others in

our classes and on our sports teams in

&a$s that are some&hat personal. !n the &orplace the majorit$ our

relationships are !;+ou.

*e interact &ith peers, superiors andsubordinates &ithin our job roles.

?>

! Th C i i


36/98

Name of Institution!;Thou Communication

The rarest ind of relationship involves !;Thou

Communication. 3uber regarded this is as thehighest form of human dialogue because each

person affirms the other as cherished and uniAue.

*hen &e interact on an !;Thou level, &e meet

other in their &holeness and individualit$. !nstead of dealing &ith them as occupants of

social roles, &e see them as uniAue human

beings &hom &e no& and accept in their totalit$.

?H


37/98

Name of Institution

"lso, in !;Thou communication &e don:t

mas ourselves% instead, &e openourselves full$, trusting others to accept us

as &e are &ith virtues and vices, hopes

and fears, strengths and &eanesses. 3uber believed that onl$ in !;Thou

relationship do &e become full$ human,

&hich for him meant &e discard the guise&e use most of the time and allo&

ourselves to be completel$ genuine in

interaction.?9


38/98

Name of Institution

!n !;Thou relationships, ho&ever, &e

engage in Nbeing: through &hich &e reveal&ho &e reall$ are and ho& &e reall$ feel.

0or 3uber, onl$ !;Thou communication is

full$ interpersonal because onl$ in !;Thou

encounters do &e met each other as

&hole existential people.

?@


39/98

Name of InstitutionModels of !nterpersonal

Communication To gain that, &e:ll examine three models of

interpersonal communication to see ho&

thining about interpersonal

communication has progressed over the$ears.

Models are attempts to represent &hat

something is and ho& it &ors.

?G


40/98

Name of Institution1. 6inear Model

!n 1G@ 4arold 6as&ell developed an

initial model of communication.

"ccording to 6as&ell:s model,

communication is a linear, or one;&a$,

process in &hich one person acts on

another person.

6as&ell didn:t use a visual diagram to

represent his vie& of communication.

J


41/98

Name of Institution

!nstead, he provided a verbal model that

consisted of five Auestions describing a

seAuence of acts that mae up

communication%

;*hoD

;a$s *hatD

;!n *hat ChannelD

;To *homD

;*ith *hat -ffectD

1


42/98

Name of Institution6inear Model of Communication

0ig1.? hannon = *eaver:s Model

I


43/98

Name of Institution

"lthough earl$ models, such as those b$

6as&ell and hannon and *eaver areuseful starting points in thining about

&hat interpersonal communication is and

ho& it &ors. These linear models havethree serious shortcomings.

0irstl$, the$ portra$ communication as

flo&ing in the onl$ one direction fromsender to receiver.

This suggests that listeners onl$ listenE

the$ never send messages.?


44/98

Name of Institution

"lso, it suggests that speaers onl$ spea%

the$ never listen or receive messages fromlisteners.

The second &eaness of linear models is

that listeners passivel$ absorb sender:smessages and don:t respond.

The third deficienc$ of listen model is that

the$ represent communication as aseAuential set of actions in &hich

stepKlisteningL follo&s an earlier

stepKtaling.L


45/98

Name of Institution!nteractive Model of

Communication

>


46/98

Name of Institution?. Transactional Model To overcome the &eaness of interactive

models, &e need a model that emphasi(es thed$namism of interpersonal communication and

the multiple roles assume during the process.

"n accurate model &ould include the factor oftime and &ould depict other aspects of

communication; such as messages, noise and

fields of experience; as var$ing over time

rather than as constant.

H


47/98

Name of InstitutionTransactional Model of

Communication

9


48/98

Name of Institution/efinition of !nterpersonal

Communication

!nterpersonal communication is a

selective, s$stematic, uniAue and ongoing

process of interaction bet&een people

&ho reflect and build personal no&ledge

of one another and create shared

meanings.

@


49/98

Name of Institution *e:ll discuss e$ terms in this definition so that &e

have a common understanding of interpersonal

communication.;elective

;$stematic

;UniAue

;Ongoing process

;!nteraction

;!ndividuals

;)ersonal #no&ledge;Meanings

G


50/98

Name of Institution)rinciples of !nterpersonal

Communication

The definition of interpersonal

communication and our discussion of

reasons &e communicate suggest eight

basic principles. Understanding these &ill

help $ou communicate more effectivel$ in a

variet$ of contexts.

>J


51/98

Name of Institution

*e cannot not communicate

Communication is irreversible

!nterpersonal communication involves ethical choices

Meanings are constructed in interpersonal communication Meta communication affects meanings

!nterpersonal communication develops and sustains

relationships

!nterpersonal communication is not a panacea !nterpersonal communication effectiveness can be learned

>1


52/98

Name of Institution2uidelines for !nterpersonal

Communication Competence0ive sills are closel$ tied to competence in

interpersonal communication%

/evelop a range of sills

"dapt communication appropriatel$

-ngage in dual perspective

Monitor $our communicationCommit to effective and ethical

interpersonal communication

>I


53/98

Name of Institution

INTERPERSONA% COMMUNICATION

ST+%ES

"ssertiveness

on;assertiveness

"ggressiveness

"ssertiveness is standing up for oneself one:s


54/98

Name of Institution

g p

rights in such a &a$ that the other person:s right

are not violated.

on;assertiveness is to fail to stand up for oneself

and one:s rights effectivel$ and also is an

expression of po&erlessness.

"ggression is a form of negative personal po&er.

!t is concerned &ith standing up for oneself and

one:s rights in such a &a$ that the right:s of othersare violated.


55/98

Name of InstitutionSEE-SAW OF BEHAVIOURS

SELFOTHERS

AGGRESIVE

ASSERTIVE

NON-ASSERTIVE

Inflate ones ego

Incapacitate

Self

Epo!e" Self

F#el ot$e"s

Hig$ $an%e%ness

t %o!n

Ot$e"s

Epo!e"

Ot$e"s


56/98

Name of Institution

!nterpersonal

elationship !s "ffected3$ !nterpersonal

Communication


57/98

Name of Institution,at is Inte!'e!sonal

Relationsi' -IR./

)efinition


58/98

Name of Institution

Inte!'e!sonal !elations dete!mine te wa0 a 'e!son 1ea*es wit ote!s

It is te inte"!ation of 'eo'le into wo!2 situations tat moti*ates tem to

wo!2 to"ete! '!odu#ti*el0 and #oo'e!ati*el0 fo! '!o*idin" e#onomi#3

's0#olo"i#al and so#ial satisfa#tion

Inte!'e!sonal !elations e*ol*e o*e! a se!ies of t!ansa#tions and

instan#es 1etween two o! mo!e indi*iduals4


59/98

Name of InstitutionConcept

Te #on#e't of inte!'e!sonal !elations #omes

f!om unde!standin" ote!s feelin"s and

attitude3 te!e10 de*elo'in" mo!e !es'e#t fo!

'eo'le and a##e'tin" tem as indi*iduals


60/98


61/98

Name of Institution2oals Of !nterpersonal

elations

To gain better understanding of one:s self

To broaden and sharpen sensitivit$ to the

feelings of others

To develop respect for others and

create a conducive environment


62/98

Name of Institution

!nterpersonal elationships

so#ial asso#iations

#onne#tions

affiliations

1etween two o! mo!e 'eo'le


63/98

Name of Institution/!M-!O O0 !T-)-O"6

-6"T!O4!)

TRUST The degree to &hich &e are comfortable disclosing personal

information about ourselves to another.

INTIMAC+ The degree to &hich individuals depend upon each other for

acceptance and confirmation of their self;image.PO,ER The abilit$ to influence another person in a desired direction.

lf -ffi


64/98

Name of Institutionelf -fficac$

elf -fficac$ is N! can : belief .

elf -fficac$ is defined as people:s beliefsabout their capabilities to produce

designated levels of performance thatexercise influence over events.

" strong sense of efficac$ enhances human

accomplishment and personal &ell;being. uccess builds a robust belief in one:s

personal efficac$.


65/98

) l -ffi K ! C 3 li fL


66/98

Name of Institution)ersonal -fficac$ K ! Can 3eliefL

and ole -fficac$

)ersonal -fficac$ is a generalised notion

&hile self efficac$ is a subset and refers to

specific sill sets and competencies. ole -fficac$ is ho& confident a person

feels in approaching a role.

-ff t f -ffi


67/98

Name of Institution-ffects of -fficac$

!nfluences the choices people mae

Course of action people pursue

/etermines ho& much effort people expend !nfluences the amount of stress and anxiet$

individuals experience.

The level of accomplishment the$ realise.


68/98

Name of Institution

St!on" effi#a#0 1eliefs #!eate feelin"of #e!taint0 in a''!oa#in" diffi#ult

tas2s4

,ea2 self effi#a#0 foste!s st!ess 3

de'!ession3 and a na!!ow *ision ofow 1est to sol*e a '!o1lem4


69/98

Name of Institution

Identif0 te a!ea of i" andlow effi#a#0 in 0ou! wo!2

-P!ofessional . situation


70/98

Name of Institution

SE%& )ISC%SOURE$ A KE+ TO

INTIMATE -Com'lete

A##e'tan#e .RE%ATIONS(IPS

Self )is#losu!e % A )an#e


71/98

Name of InstitutionSelf )is#losu!e % A )an#e

"s per )aul !nsel Nelf /isclosure has

been described as a )an#e:

Must be reciprocated at a mutuall$regulated pace.


72/98

Name of Institution

Info!mation a1out Self

Self

)es#!i'tion

%ow Ris27ualit0 - su# as

a"e3 fa*ou!ite

food.

Self )is#losu!e

(i" Ris2 7ualit0

-ones fea!s 3 t!aumaset#4.

SE%& )ISC%OSURE AN) RECIPROCIT+


73/98

Name of InstitutionSE%& )ISC%OSURE AN) RECIPROCIT+

Re#i'!o#it0 is te st!on"est no!m ofdis#losu!e4

T!ou" !e#i'!o#al dis#losu!e 3 one #an#onfi!m ote! 'e!son8s self #on#e't and

also a*e one8s self #on#e't #onfi!med4

T!ou" !e#i'!o#it03 we "ain info!mation

and !edu#e un#e!taint0 a1out te ote!

'e!son4

S lf )i l A f l f


74/98

Name of InstitutionSelf )is#losu!e $ A fuel of

Intimate Relationsi's

A##o!din" to )e!ele"a3 it 'la0s a ma5o!

!ole in intimate !elationsi's4

Intimate Relationsi' im'liesun#onditional 'ositi*e !e"a!d4


75/98

Name of Institution

Jou!a!d3 foundin" fate! of

self dis#losu!e teo!0 and

!esea!# $

P!ima!0 "oal ismaintenan#e of one8s

mental ealt4

Goals of self dis#losu!e


76/98

Name of Institution

To gain no&ledge about the other person

as &ell as about oneself.

ense of support and confirmation of self

&orth.

"cceptance of one:s Ntrue self:.

)eople become free, open and trusting ofothers.

Benefits of Self )is#losu!e


77/98

Name of Institution

!ncreased accurac$ in communication )eople need to report both 0acts and

feelings.

eduction of stress

elationships built on Nless than honest$are built on sand,:

-xcellent method of repairing a damagedrelationship.

Ris2s of dis#losu!e


78/98

Name of InstitutionRis2s of dis#losu!e

(i" de"!ee of *ulne!a1ilit04

9T!ue self8 ma0 1e !e5e#ted4

Too mu# o! too little dis#losu!e#an dama"e a !elationsi'

-'!o#ess of dis#losu!e is #onfusin"

and diffi#ult .

(ow mu# )is#losu!e is


79/98

Name of Institution(ow mu# )is#losu!e is

a''!o'!iate /

Unde!)is#lose! %

*ants to remain

in control

O*e!)is#lose! %

*ants someone

to tae charge of

one:s o&n life.

Golden Rule $ See2 a Balan#e

Com'lete

Con#ealment Com'lete O'enness

T&o Models of elf "&areness


80/98

Name of InstitutionT&o Models of elf "&areness

ocial )enetration Model K !r&in "ltman

and /almas Ta$lor L

Fohari *indo& K Foseph 6uft and 4arr$

!ngham L

SOCIA% PENETRATION MO)E%S


81/98

Name of Institution

+our Nelf: &ith all its various dimensions. The pies represent

the breadth of $our Nself: , and the rings represent the depth.

A

SOCIA% PENETRATION MO)E%S


82/98

Name of Institution

"n intimate relationship. /isclosure is complete. The inner

most circle is an individual:s sense of self or the real self . !t is

disclosed in an intimate relationship.

)

FO4"! *!/O* KF h 6 ft d 4 ! h L


83/98

Name of InstitutionFO4"! *!/O* KFoseph 6uft and 4arr$ !nghamL

#no&n to self ot no&n to self

#no&n

to

Other

o

t

#n

o&n

to

Other

OPEN B%IN)

UNKNO,N(I))EN

(O, )ISC%OSURE (E%PS


84/98

Name of Institution(O, )ISC%OSURE (E%PS 64

SE%& )ISC%OSURE

Awa!eness of self and

Awa!eness of ote!s

(i"e! Self

A##e'tan#e

%A+S T(E &OUN)ATION &OR (ONEST RE%ATIONS(IPS

fInte! Pe!sonal Relationsi'


85/98

Name of InstitutionInte! Pe!sonal Relationsi'

A state of Relatedness o!

Conne#tedness 1etween

'eo'le - es'e#iall0 anemotional #onne#tion .

N f I tit tiInte! Pe!sonal Relationsi'


86/98

Name of InstitutionInte! Pe!sonal Relationsi'

el's to.

To gain better understanding of one:s

self. To broaden and sharpen one:s

sensitivit$ to the feelings of others.

To create a conducive &oringenvironment.

N f I tit ti


87/98

Name of Institution

RELATIONAL

DEVELOPMENT

INTE

RPER

SONAL

COM

MUNI

CATION


88/98

N f I tit ti

Model of !elationsi' de*elo'ment

.


89/98

Name of Institution

-Es#alation.tagetage 0eatures0eatures

P!e:P!e:Inte!a#tionInte!a#tionAwa!enessAwa!eness

-silent-silent

E;amination.E;amination.

;Passi*e St!ate"0Passi*e St!ate"0

A#


90/98

Name of Institution

Intensifi#atioIntensifi#atio

n sta"en sta"e

Be"innin" of de'enden#eBe"innin" of de'enden#e

on ote! fo! self:on ote! fo! self:#onfi!mation4#onfi!mation4

Intima#0Intima#0sta"esta"e

Pa!tne!s see2Pa!tne!s see2#onfi!mation and#onfi!mation anda##e'tan#e of one8s self:a##e'tan#e of one8s self:#on#e't#on#e't

Name of InstitutionRelational )e:es#alation


91/98

Name of Institution

Tu!moil=Tu!moil=

Sta"nationSta"nation

Mutual A##e'tan#e de#linesMutual A##e'tan#e de#lines

)e:)e:intensifi#atiintensifi#ati

on sta"eon sta"e

)e#!ease te de'enden#e)e#!ease te de'enden#eon te ote! fo! self:on te ote! fo! self:

#onfi!mation4#onfi!mation4



92/98

Name of Institution

Indi*iduali>Indi*iduali>ation Sta"eation Sta"e

Get to te!ms wit !ealit0Get to te!ms wit !ealit0

Se'a!ationSe'a!ation

Sta"eSta"e

Intentional de#ision toIntentional de#ision to

eliminate fu!te! inte!a#tion4eliminate fu!te! inte!a#tion4



93/98


Post:Post:Inte!a#tionInte!a#tion

Effo!ts ma0 1e needed toEffo!ts ma0 1e needed to!e5u*enate one8s sense of!e5u*enate one8s sense ofself4self4

Name of InstitutionEs#alatin" Relationsi'


94/98

Name of InstitutionEs#alatin" Relationsi'

"s relationship escalates

*e become more trusting

/isclosure increase

elationship becomes

!ntimate K Complete "cceptance L

Name of InstitutionMaintainin" Relationsi's


95/98

Name of InstitutionMaintainin" Relationsi's

:As 'e! !esea!#e! Ste*e )u#23 te 1esttool to sustain a !elationsi' is TA%K4

; A1le to *e!if0 and #onfi!m tei!CONNECTE)NESS4



96/98

Name of InstitutionRelational )e es#alation

; eduction in intimac$.

; eduction in self;disclosure.

; elationship ma$ descend throughvarious stages before reaching

termination.

; Termination is not inherentl$ bad.

Name of Institution


97/98

Name of Institution

The primar$ goal of self disclosure is tobuild strong and health$ interpersonal

relations.


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