6 distinct styles of

communication
which work in
different situations.
 People do not respond to what is
said, but to the manner in which the
words are used. For example, close
the door and CLOSE THE DOOR
both convey different meanings,
even though the words are the
same.
 If you can control
communication style, you can
control the outcome of most
interactions. But remember that
each person expects the other
to communicate exactly as he
does. When these expectations
are not met, conflict exists.
 There are six styles of
communication – Noble,
Socratic, Reflective,
Magistrate, Candidate, and
Senator. You can learn to use
all of the styles or a
combination of them to talk
your way out of trouble and into
success.
 The Noble is a tell-it-like-it-is
communicator like the character
played by Clint Eastwood. He
typically says what other people
only think. He believes that
each person should say exactly
what he feels and that to do
less is dishonorable. He tends to
be unconcerned with the
feelings of others.
Nobles talk to produce a result, but
they often forget that building a
relationship at the beginning of a
conversation will have an impact on
the outcome. A Noble will walk in,
sit down, and say, Okay let’s get to
work. There’s no chitchat. You may
have blood dripping from your nose,
but the Noble sits down and says,
Okay let’s get to work, it’s business a
usual.
 Nobles are bottom line
communicators who want to go from
A to Z in a straight line and not be
bothered with the details in
between. They do not need detail to
grasp the main idea. They skip the
descriptive prose when reading a
novel. They read the words in
quotation marks because that is
where the action is.
Dealing with Nobles is easy because they
are predictable, uncomplicated
communicators who do not get hurt easily.
In talking with them, be direct. Start your
conversation by stating your purpose or
conclusion first. Identify your main points
and ask if they would like additional
information. Do not be intimidated by
Nobles. Learn to ignore some of their
statements. They do not mean to offend
you; they just do not filter their thoughts
before they speak. If you want them to do
something, give alternatives from which to
choose.
In the Socratic, a series of questions leads
the answer to a logical conclusion.
Socratics are persuasive communicators
who enjoy discussion, debate, and
negotiation. They can look at the total
picture and sort through the grey areas in
a situation. This can be a valuable asset in
the workplace, particularly when resolving
conflicts. However, this ability is often
overshadowed by the Socratic tendency
to be directive.
 Socratics talk in foot notes. They begin
telling you something then drop down the
footnote to provide information about the
topic, then go back to the topic, then drop
back down to the footnote, and so on.

Those who do not think in footnotes get

lost in the maze.
 Do not expect any interaction with a Socratic
to be brief. Do not be offended when he begins
to lecture you. This is part of his style and it
does not have anything to do with how he feels
about you. Nothing is ever complete enough
for the Socratic, and if you expect him to
accept your project or proposal on the first try,
you will be frustrated. You probably do several
rewrites and get irritated when the Socratic
requests further changes on your final product.
Instead of bringing him a final product, let him
see it in various stages. At each stage, ask the
Socratic for input.
 The Reflective type is concerned
with the interpersonal aspects of the
interaction. Accurate transmission of
information, expression of opinions,
and tangible results play secondary
roles because Reflectives believe
that maintaining the personal
relationship assumes precedence.
Reflectives will say nothing if, expressing an
honest opinion will cause the other person to
become angry or displeased. They will tell you
what you want to hear rather than what they
feel, to avoid conflict.

Reflectives are reluctant to express strong

opinions but do engage in self-disclosure. They
will share their inner most feelings and allow
the other person to do the same. People tell
their problems to the Reflective because he
listens. Reflectives are good at getting people
to open up, a positive management skills.
 Credibility is a problem for
Reflectives because of their
reluctance to be directive or
assertive. Their ideas are often
ignored in meetings, because they
do not speak with confidence. Strong
willed individuals take advantage of
the courteous Reflective by talking
over or interrupting him.
 The Magistrate believes that
honest exchange of opinions and
information and analysis of detail are
the primary reasons for
communicating. He is like
Muhammad Ali – direct, straight and
forward. At first glance, this
combination of characteristics
appears ideal for one who aspires to
lead. The Magistrate can be an
illuminating leader, but people tend
to think of him as a would be
 Magistrates are intense and often over
bearing. They don’t feel the need to be honest
all the time. If they think you can take it they
will tell you like it is. Otherwise, they will soften
the way they tell you, you are wrong.

The Magistrate is concerned with the bottom

line and details. As a result Magistrates
produce a polished product without the help of
others. But this characteristic turns out to be a
double- edged sword. The Magistrate’s self
contained abilities lead people to think of him
as a know it all.
 Magistrates are persuasive in the public
arena, but totally inept in interpersonal
encounters. As eloquent orators,
Magistrates can persuade audiences of
thousands to move mountains. But one-in-
one they can be dismal failures.

Magistrates tend to have difficulty

dealing with people at work. They are
often argumentative and get into trouble
because talking without listening is part of
their style.
 The Candidate is – pleasant and patient, and
believes that problems can be solved by
talking. He is a communicator who is warm,
supportive, analytical, and verbose.
Candidates are soft spoken story tellers who
want people to like them. A Candidate will
attempt to establish a personal relationship by
making self disclosure statements and
narrowing in on the personal aspects of others.

Candidates know a lot of words. When they

are on the losing end of an argument, they will
dig deep into their inner dictionary and pull out
words to baffle their opponents. The other
person will back off, rather than admit he
doesn’t understand what the Candidate is
saying.
 When attempting to persuade the
Candidate, be patient and willing to
listen. If you cut the conversation short or
become overbearing, he will withdraw into
his shell. He will say nothing or say what
you want to hear. Once you have accepted
that you must listen to this chatty
communicator, the key to persuasion rests
on personal experience. Allow yourself to
be included in the Candidate’s world of
personal experiences and vice-versa.
 Probably the most clever type, the
Senator views communication as a
strategy for success. They makes a
conscious effort to control the
environment. Before they speak, Senators
think about the situation, whom they are
speaking with, and the style they think will
work best.

The Senator listens as a Reflective, but

speaks as Noble. Because people think
Senators are harmless. Reflectives, they
divulge information. Once they have the
Senators are experts at the hooded eye
technique of not letting others know how
you really feel. They use it to sabotage
they don’t favor and get even.

But the Senator has one unique problem:

unpredictability. He may even be
perceived as fickle by those who observe
him in more than one situation.
 To control the Senator, observe him in
more than one setting. Watch for the shift
from Reflective to Noble, which shows an
attempt to gain the information advantage.
It is a challenge to be able to persuade a
Senator. You have to be on your toes
every minute. When you are good at doing
this, you can draw him into responding in a
style you’re most comfortable with.