Monday morning. The meeting to approve the budget for the new employer branding campaign. At the table sit Alexandru – the Financial Director, a cerebral analyst, organized and detail-oriented, whose words are precise and whose calculations are flawless, and Mihaela – the Marketing Director, a jovial personality, and a true whirlwind of creativity, unconstrained by too much structure.
The meeting gradually filled with tension, as Alexandru meticulously dissected every cost line of the campaign, criticizing everything from supplier selection to materials. Mihaela, feeling stifled by Alexandru's rigid approach, became increasingly frustrated, especially since regardless of the arguments she brought up about the creative approach and the anticipated results, they were treated uncompromisingly only in relation to cost lines.
Does such a meeting sound familiar? Have you often seen such personalities at the discussion table? Certainly. Each of us has entered into conflicts that could have been avoided if we had a better understanding of our own communication style, the style of the other person, and the elements that cause us anxiety or discomfort.
But how can we gain such understanding?
Developed in the 1970s by clinical psychologist Taibi Kahler, the PCM model (Process Communication Model) is based on his discovery related to the stress patterns that each of us exhibits. Further research led to the identification of 6 personality types found in individuals, to a lesser or greater extent.
His research was refined during the period when he assisted NASA in the astronaut selection process for space missions. Over time, both he and the specialists involved in the recruitment process realized that 10 minutes of observing certain patterns and traits from his research allowed for a profile just as accurate and detailed as a series of interviews and behavioral psychological tests that took hours.
In 1982, Dr. Kahler translated the results of his research into what we now call PCM, a tool that, far from labeling people, recognizes, celebrates and uses the differences between individuals to create better work and life environments, exceptional results in business and in personal life.
Essentially, through PCM, communication is improved by working on 4 different levels:
- Awareness of one's own style of communication and stress pattern – understanding what we need to maintain a state of well-being and meeting those needs.
- Recognizing the communication style and stress pattern of those around us – if we pay attention to the behaviors of the people we interact with, we understand the best way to approach them in communication.
- Adapting our own communication style – once we observe certain behavioral traits, we will know what to say and do in order to create an authentic connection with those we communicate with
- Building better relationships – by changing the way we relate to ourselves and to those around us, we experience positive social interactions
The 6 behavioral patterns highlighted in PCM are the Harmonizer, the Rebel, the Persister, the Imaginer, the Thinker, and the Promoter.
Each of them has different preferences for communication style, and knowing these can save us both precious time and feelings of frustration in dialogue.
- People from the Harmonizer type are full of compassion, genuinely want everyone to feel good in interactions, and react positively when appreciated for their natural way of being. A good way to connect with such a person is by creating a relaxed, informal atmosphere and by constantly showing that we appreciate them.
- People who act from the energy of the Promoter are direct, charming, and always manage to get what they want. For effective communication, it's recommended to skip unnecessary talk, offer them truly interesting challenges, and create contexts where they can shine.
- Those who fall into the Rebel type are spontaneous, creative, have lots of energy, and always want to try something new. To easily connect with them, it's useful to be open to spontaneous reactions, create space for new ideas and experiences, and use a playful style with plenty of humor.
- Those in the Persister category are very attentive and dedicated to their purpose. For effective communication, it's useful to ask for their opinion and show them that we value their contribution.
- People with the Imaginer type are calm, reflective, and contemplative. They need time to think things over and weigh information. Communication with them is facilitated when we give them time and space for their thinking process, when we offer clear instructions, and when
- The Thinker personality type behaves extremely responsibly and relies heavily on logic, always seeking facts and data. Effective communication with them provides detailed information, gives them proof that their work and time are valued, and asks for their ideas and reasoning.
Armed with all these insights about the person in front of us, we can build environments where communication is a source of good mood and satisfaction, not of frustration and, in some more serious cases, even burnout. Let's not forget that a study by McKinsey found that job satisfaction depends 39% on the quality of personal relationships (i.e., communication) within the organization.
One of the flagship programs we run consistently is "Improved communicators through PCM" – a learning journey that supports awareness of one's own communication style, identifies the communication preferences of those we meet, and facilitates finding common ground between different styles, with the goal of increasing the level of engagement and satisfaction of all employees.
Article published in Revista Cariere, on 27.02.2024.