Page 372 - Effective Communication Soft Skills Strategies For Success by Nitin Bhatnagar, Mamta Bhatnagar

360 | Model Question Papers

5. If you are thinking mostly in terms of what you could lose, you are likely to hold out
for more and lose everything. For some reason, most people will take a sure small
gain over a risky greater gain but not a sure small loss over a possible larger loss. We
hate to lose, even by a little. The wise negotiator facing big losses may quickly ‘cut
his/her losses’. However, when you have accepted a small loss, emphasize to your
opponent what he/she has to gain by your cooperativeness.

Section - c

8. Our self concept develops through interpersonal communication. It is also maintained and
changed through communication. Each person and experience we encounter, changes our
view about the world and others, as well as ourselves through the process of confirmation
and disconfirmation. A study of the verbal patterns of persons with low self-concept and
high self-concept, shows some tendencies which can be identified. Self-concept may vary
with situation or people with whom one is communicating. The way people see them-
selves in relation to others has a great effect on the changing patterns of communication.
The following are some verbal patterns which may characterize low self-concept:
• Frequent use of cliched phrases or a few words which are used not so much to help iden-
tify something in common with others, because the person with low self-concept.
• A need to talk about self in terms of criticism, weaknesses and difficult experiences
which help to explain why he or she is not better.
• Inability to accept praise gracefully.
• Defensiveness about blame to the degree that the person may be more anxious about
who gets credit or blame.
• A cynicism about accomplishment or possessions a hypercritical attitude about
others.
• A persistently whining or sneering tone of voice, or posture as assumed in relation to
one’s own or others’ success.
• A pessimistic attitude expressed about competition.
9. Listening is the most important skill of all the skills of a language that one has to master in
order to be successful in a career. This extremely critical skill is neither taught nor studied as
much as the other three skills (speaking, reading and writing) of communication. Therefore,
if one wants to be a good listener one must put in a great deal of effort and self-discipline to
listen attentively.

Physical listening
Listening involves giving physical attention to the speaker. Listening with the whole body
shows ones interest in what is being said. Good listeners must have face and eye contact and
incline their body towards the speaker. It is important to position oneself appropriately. Too

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