If Ms. Hernandez displays the characteristic of the directive communication style, how should Eric conduct himself during the meeting?
Eric Welch has been employed at Grant Real Estate for almost two years. Before receiving his real estate license, he was a property manager with a large real estate agency in another community. During the 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, Eric 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 medium-sized shopping center. Eric prepared a detailed prospectus and sent it to Susan Hernandez, president of Mondal Growth Corporation, a firm specializing in the development of shopping centers. One week later, he received a letter from Ms. Hernandez requesting more information. Shortly after receiving Eric’s response, Ms. Hernandez called to set up an appointment to inspect the property. A time and date were finalized, and Eric agreed to meet her and conduct a tour of the property. An hour before the meeting Eric’s friend called and advised him that he thinks another friend would be willing to pay double the price which means double the commission fee. It is not a sure thing, however, he is 80% sure the person would be willing to complete the deal. The friend suggests that Eric, persuade Ms. Hernandez to wait a day before making an offer, this will ensure enough time to show the property and get the required signature. However, Eric is convinced that Ms. Hernandez will like the property. Eric questions if he is conducting himself in an ethical manner.
Eric is a quiet, amiable person who displays a supportive communication style. Friends say that they like to spend time with him because he is a good listener.
1. If Ms. Hernandez displays the characteristic of the directive communication style, how should Eric conduct himself during the meeting? Be specific as you analyze those behaviors that would be admired by Ms. Hernandez.
2. If Ms. Hernandez wants to build rapport with Eric Welch, what behaviors should she display?
3. It is not a good idea to put a label on someone and then assume the label tells us everything about the person. As Eric attempts to build rapport with Ms. Hernandez, what other personal characteristics should he try to identify?
4. There are many times when there are hidden agendas in business interactions. Opportunities remain unseen if an individual operates blindly, what steps would you take to ensure you have all of the facts?
5. Think about your communication style, and how it changes during a dilemma, what areas would you say you need to improve when conveying bad news?
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