Metaprogram: Direction of Attention: Self - Others
Does the person pay attention to the nonverbal behavior of others or to their own internal experience? This category shows whether someone automatically perceives and responds to the body language and tonality of others or not.
Self:
Self-oriented individuals show little emotion, even if they experience it. Sometimes there is a time delay between perceiving a stimulus and responding to it. They behave as they see fit. They are convinced only by content, not by tonality, body language, or rapport, that accompany the statement. They find it difficult to establish rapport, as they do not notice the body language of others and therefore miss many cues. People with this pattern do not perceive hints. They judge the quality of communication based on their own feelings. Therefore, they are generally not very skilled in interpersonal communication. In the work context, self-oriented individuals are mostly employed as technical experts in areas where communication skills are not crucial.
Others:
Other-oriented individuals automatically and reflexively respond to the behavior of others. They are lively within their cultural framework and respond to others with facial expressions, body movements, and vocal changes. They judge the quality of communication based on the reactions they consciously and unconsciously perceive in the other person. They have a good ability to establish or maintain rapport, provided they also have other relevant patterns.
Pattern Investigation
Southwest Airlines found that 95% of all complaints were caused by 7% of the workforce. Subsequently, a recruitment test was conducted, focusing on whether someone sorts by themselves or by others, and only applicants from the latter group were hired. Since this measure, the airline has had the fewest complaints in its history.
Statistical Distribution
self 7%, others 93%
Recognition Possibilities in Conversation
Self: Lack of culturally appropriate response, such as nodding, "Mm-hmm," etc., responds only to the content of what is said, does not pick up "the pencil dropped by someone else," does not pay attention to or respond to your tonality. Little or no facial expression or variation in tonality.
Others: responds to both content and nonverbal aspects of communication, responds with nodding, body movements, "mm-hmm," etc., lively (within their cultural framework).
Handling
Self: Focus on the content, use the criteria as well as the convincer channel and mode of your counterpart.
Others: Influenced by the quality of rapport.
