Games People Play in Communication – Test Yourself!

Another exciting communication model is Eric Berne's Transactional Analysis. The basic idea behind this theory is that people can have (and react out of) different ego-states, such as Parent (normative or caring), Adult (objective, solutions-oriented) and Child (spontaneous, intuitive, feelings-oriented, rebel/obedient). Communication and interaction thus happen between different ego-states of the communication partners and can lead … Continue reading Games People Play in Communication – Test Yourself!

Social Interaction Via Language – The Co-operative Principle in Conversation

The usual underlying assumption in conversation is that the participants are co-operating with each other. But are they? Always? Did you ever have a conversation that was not only ineffective, but it left you completely unfulfilled and bamboozled? I know. Been there, done that. The reason for this is probably quite simple. Either you or your … Continue reading Social Interaction Via Language – The Co-operative Principle in Conversation

3 Tips For Doing Business With Germans

I have thought long and hard about how to summarize all that I've learned in my years of living, working and doing business with Germans. If somebody stopped my on the street, outside of a workshop setting, and just asked for some quick advice, what would I tell them? On the one hand, I am not a … Continue reading 3 Tips For Doing Business With Germans

Communication Insights from Social Psychology

Did you know? Simply introducing yourself (mentioning your name before making a request) improves the odds of people complying with your request? When fund-raising, adding a short "even a penny can help" after your pitch actually gets people to donate more? By making your request so minimal, you make it almost impossible for people to say "no". … Continue reading Communication Insights from Social Psychology

Trouble saying ‘NO’? 10 Rules of Assertiveness

Before we go down this path (I can just hear the mothers-in-law wailing in the background, "When has my son become so assertive?" 🙂 ), let's first try to define the concept we're talking about. So, what is assertiveness? No, I don't think being brash and selfish qualifies.  No, assertiveness is not veiled verbal aggression or … Continue reading Trouble saying ‘NO’? 10 Rules of Assertiveness

The Psychology of Communication – The Power of Phrasing!

Ah, rhetoric!  Ars bene dicendi, as the ancient Romans would put it. In short, the theoretical know-how and the practical skill of effective text production and its (usually oral) delivery. Used and abused over the centuries, it is often nowadays equated with manipulation and bombast. But let us have a closer look. What does "effective" … Continue reading The Psychology of Communication – The Power of Phrasing!

6 Secrets of Persuasion

If you need to communicate professionally, you've probably read your way through tomes of sales and negotiation literature by now. There is a plethora of tactics, techniques and tricks out there which purport to help you sway partners over to your side. But what is the underlying foundation of all these techniques?  How can they … Continue reading 6 Secrets of Persuasion