| |
Face-to-Face |
Telephone |
Written |
| Pace |
Nonverbal (physiology, and appearance, paralanguage)
Vocabulary
Values, beliefs, and criteria
|
Voice (tone, pitch, and rate of speech)
Context and expectation
Vocabulary
Values, beliefs, and criteria
|
Format and appearance
Context and expectations
Vocabulary
Values, beliefs, and criteria
|
| Lead |
Nonverbal (change posture or voice tone, rate, or pitch.
Vocabulary (new words, especially sense-based)
Values, beliefs, criteria (reframe use counterexamples, or
reverse presuppositions)
|
Voice (tone, rate, pitch)
Questions (content and structure)
Explanations and reasons
Values, beliefs, and criteria (reframe, counter- example,
reverse presuppositions)
|
Explanations and reasons
Reader orientation (you- attitude)
Questions
Values, beliefs, and criteria (reframe, counter- example,
reverse presuppositions)
|
| Blend |
Create win-win solutions
Develop new options
Clarify values
Maintain relationship
|
Create win-win solutions
Develop new options
Clarify values
Maintain relationship
|
Create win-win solutions
Develop new options
Clarify values
Maintain relationship
|
| Motivate |
Futurepace
Clarify who does what next
Solicit commitment
Watch for congruence
Maintain relationship
|
Futurepace
Clarify who does what next
Solicit commitment
Listen for congruence
Maintain relationship
|
Futurepace
Clarify who does what next
Solicit commitment
Make action easy
Maintain relationship
|
