The 5 Keys to Interpersonal Success
Part 1
by Joseph Sommerville, PhD
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In survey after survey, interpersonal communication skills are consistently ranked at or near the top of a list of skills necessary for career success. People who possess these skills enjoy a richer personal life, better relationships at work and more productive interactions with those around them.
Teams with members who excel at these skills are more productive and more cohesive. No one is born with these "people skills." They are the result of attention and practice. Here are five guaranteed ways to hone your people skills.
1. Recognize differences in people and be ready to adapt.
Because we think of ourselves at operating within a norm, we tend to see people who act and communicate differently from us as deviating from the norm. As a result, we believe that one communication style (ours) should fit all. Overcome this limiting mindset by recognizing differences in preferences and motivations among people.
If it's all about communicating you say, why do we need all the distinctions? You don't use a rolling pin to chop vegetables and you don't use a chef's knife to roll out bread dough, even though it's all cooking. You have to choose the right tool for the right job.
For example, a fundamental principle of adult learning theory is that we have different preferences for acquiring knowledge. Depending on those preferences, we'll be more effective in communicating our message when we learn whether to emphasize visual, verbal or tactile approaches.
People also have different motivations. Anne may be motivated by the promise of a salary increase while David strives for peer recognition. Discovering and applying the right motivation will help you get the cooperation you need from others.
2. Learn to listen well.
When people compliment someone on being a great communicator, they often mean that the person is a good listener. Although most of us will have had at least one, if not several courses on reading, writing and speaking during our years of formal education, have you ever taken a listening course?
We spend more time listening than in any other communication activity. In fact, given how much time we spend listening, it's neglect is surprising.
A major problem with listening occurs when we approach an interaction with different goals. I may be listening to gather information and solve a problem while my partner wants me to listen so that I empathize with his or her feelings.
If I'm focused on generating solutions when my partner is looking for support, I'll be perceived to be "not listening" or unsympathetic to my partner's point of view.
Sometimes, what you see as a simple yes or no question designed to elicit information will be interpreted as a criticism of the other person.
Don't become frustrated when your question is met with more information than you expected. It's probably designed to establish a context for the answer and explain the behavior that your partner thought you criticized.

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Dr. Joseph Sommerville helps professionals create more persuasive messages. He is the President of Peak Communication Performance, a Houston-based firm working worldwide to help professionals develop skills in strategic communication. Contact him at Sommerville@Peakcp.Com
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