Communication breakdowns, how things are received, perceived, and internally translated are probably the main things causing discord in the workplace. So what’s going on? Are the managers speaking another language? Arguably, they might well be! Verbal communication is only 7% of how we communicate. The other 93% is what we call sensory acuity and includes things like tone, pitch, pace, and body language.
Any of that 93% can completely change the intended meaning of a verbal interaction. But there is something else muddying the water too, representational systems… basically, how we learn and how our brain translates information.
There are four main representational systems:
- Kinesthetic
- Visual
- Auditory
- Auditory digital.
We actually fluctuate through these learning and information processing systems depending on our situation. Try this. Imagine a flat-pack shelving unit.
Do you…
- Do you just get it out of the box and go for it? (Kinesthetic)
- Do you spend time looking at the picture and then go for it? (Visual)
- Do you need someone to read you the instructions while you build? (Auditory)
- Do you get everything out of the box and line the little screws and bits of wood up in order of size or purpose? (Auditory Digital)
You may do more than one of those things, but your first instinct is probably your dominant representational system. How annoying is it if you are predominantly kinesthetic or visual, and you’re working with an Auditory Digital? You just want to crack on, but they want to spend time lining screws up.
Knowing the representational system of your team can greatly increase communication and learning by understanding how they best learn and operate. A manager who is kinesthetic with a team of Auditory Digitals is a recipe for revolt!
And likewise, if the manager is Auditory Digital and the team is kinesthetic or visual.
I spend a lot of time helping managers to recognise their own representational systems and that of their team, helping them to adjust how they communicate to suit everyone’s learning styles within the team.
Body language is so much more than crossing your arms because you’re bored or defensive; every muscle in your body is communicating, especially your facial muscles… are you sure they are saying what you want them to?
My course on advanced communication is probably the most popular and rewarding at work and play and helps to solve many workplace issues.