receptivity

Receptivity is the willingness to listen to and work with someone else to make an interaction productive. Think of receptivity as a line on a graph. As we engage in conversation, the other person’s line may move above or dip below a minimal level of receptivity. Sometimes, he is highly involved; sometimes, not at all. It can change from moment to moment. 

Effective communication depends on raising receptivity as high as possible. If we do nothing to budge low receptivity, we lose the lively interplay of ideas, insights, debate, and the weighing of options that characterize quality discussion.

If we can’t get that synergy going, we will be far less successful as leaders engaging in activities that depend on good communication, such as motivating, coaching, or training. So, it’s worthwhile to work on raising receptivity…

A good technique for creating interest is to actually answer their question, “What’s in it for me?” by making a benefit statement. Take the time at the beginning of a discussion and at other appropriate moments to state what the benefit will be for them to participate.

“Karen, I’m glad I caught you. I did an inventory check at the warehouse. I want to talk about it because I think we can solve your shortage problem.” The other person’s ears perk up. Something to solve my problem? I’m listening!

That’s fine if it’s good news. What if the topic is unpleasant? Keep finding the benefit. Suppose you are a team leader and must talk to a member who monopolizes discussions, and runs roughshod over the views of others? You might say “John, I’m concerned about the way you approach out team discussions. If everyone were allowed more of a chance to contribute, your ideas would be better received and have a greater chance of being adopted.” A positive outcome is stated up front as a reward for John’s willingness to work out the problem. That makes more sense than, “John, you’re being a loudmouth, and people are complaining about it. So, knock it off.” Receptivity will be a lot higher in the first conversation, even though the statement in the second may be just as accurate.

Ann Buzzotta, Larry Gross, and Les Muckerman (the research and development team of Psychological Associates)

Leadership Through People Skills® Workshop Prework – Article 2: Communication by. For more information about programs and services, call (800) 345-6525.