Question

Ray Perkins has been employed at Grant Real Estate for almost two years. Prior to receiving his real estate license, he was a property manager with a large real estate agency in another community. During his first year with Grant, he was assigned to the residential property division and sold properties totaling $825,000. He then requested and received a transfer to the commercial division.
Three months ago, Ray obtained a commercial listing that consisted of 26 acres of land near a growing residential neighborhood. The land is zoned commercial and appears to be ideally suited for a mediumsized shopping center. Ray prepared a detailed prospectus and sent it to Vera Maynard, president of Mondale Growth Corporation, a firm specializing in development of shopping centers.
One week later he received a letter from Ms. Maynard requesting more information. Shortly after receiving Ray’s response, Ms. Maynard called to set up an appointment to inspect the property. A time and date were finalized, and Ray agreed to meet her plane and conduct a tour of the property. Ray is a quiet, amiable person who displays the Supportive communication style. Friends say that they like to spend time with him because he is a good listener.
Question:
1. If Ms. Maynard displays the characteristics of the Supportive communication style, how should Ray conduct himself during the meeting? Be specific as you describe those behaviors that would be admired by Ms. Maynard. What if Ms. Maynard displays a Reflective Communication style? Emotive Communication Style?

Answer 1

1. People who display the characteristics of supportive communication style would be low in dominance and would encourage cooperation, patience, listening, friendly interactions and making decisions through open communication. Hence Ray should openly express his opinions apart from listening to Ms. Maynard. As both of them are of same communication style, they can understand each other’s communication better and can reach the decisions without any chances of conflicts. Ms. Maynard would admire open suggestions and friendly interaction from Ray. Ray should suggest new ideas regarding the shopping center as Ms.Maynard would be more into listening than giving suggestions and reach the final decision through discussion.

If Ms. Maynard displays a Reflective Communication style, she would be more interested in spending time alone to make decisions from the facts. She may require more time to reach the decisions. Hence Ray should provide opportunity for Ms. Maynard to think properly focusing on the facts and analyzing the results alone. She should be left alone for some time to reach the decision through analysis and Ray should agree her decision without getting into arguments.

If Ms. Maynard displays emotive style she would be high in enthusiasm, expressions and open communication. She would require recognition of her ideas from the listener. Hence Ray should acknowledge Maynard while she expresses her ideas and support them with facts available. This would motivate her to establish better relationship with Ray and buy the property when she feels valued through the relationship.