All right buddy. Hello, welcome to module three, you made it. When we are talking about communication in the virtual age, we're talking about two things. One is the way we communicate virtually, and two is how does that impact the way we communicate in real life. The answer is the thing you all complain about. It's the thing you complain about that makes you feel like you're getting older. You got to get attention span. These kids nowadays have 30 seconds with their video games and their iPads. But it's true. More and more often, our attention span is getting shorter, which means we have to be able to catch someone, get someone to listen to us in a much shorter period of time. So if you believe that our attention spans are getting shorter, that we need to understand why things are happening quicker, then that impacts not only the way we communicate virtually through email, in texts, that also impacts the way we communicate in person. Which means that if we want to be convincing, if we want to negotiate, if we want to persuade, we have to do that in a much shorter period of time which means thinking less about what we're saying, and thinking more about what the listener is actually hearing which means, we have to know their communication styles, their motivations, why they want but they want, before we even send them an email. So we're about to categorize everyone into four different communication types. They're based on the book, Persuasion IQ by Kurt Mortensen. Are sometimes people in more than one, depending on their mood? Sure, before the purposes of this course, I want you to think of every person you work with, every person you have to go and speak to in the next week, and see if you can put them into one of these four styles. The first style is the hostile person. This is a person that isn't afraid to disagree with you openly. The kind of person that is like, "I don't like it. That's not going to work." If I'm going to be a little stereotypical, it might be you're more technically minded individual. Maybe your accountants, your engineers, the type of people that you work within a team that are great to work with, but maybe hard to communicate with. How do you communicate with them? How do you get them on your side? Sometimes that can be the manager, that's got so many things, that they have like, "I can give you 30 seconds, and they give you a yes or no, or like that's not going to work in and they leave." How do you get that person on your side? The second communication style is the indifferent person. The person that with every look in every response is literally just saying, "So. Okay. Yeah." These are your gatekeepers. Sometimes there are people who have been in an administrative position in a bureaucracy for 30 years. They see people come and go, they have their very specific job, and they don't like deviating outside of that job. They're not mean, it's just hard to get them to do anything outside of their specific task in a timely manner. We all know someone like that. The third communication style is the uninformed style. So the person that's always like, "That's right. I have to get to that. You know what, I've just been reviewing it." But deep down inside you know they haven't looked at anything. The person that when you have meetings with them they'll be like, "You know what, I haven't gotten to that yet. I'll get to that eventually. I'll get to that soon. Let me just review it one more time. Could you remind me please?" How do you get that person to act. So that's a situation where maybe you're in an office environment, or you have a client and everything is on hold until one person can say, yay or nay. How do you get them to act? The last one is the supportive person. That's the person that's all yeses. Is the yes person. "Great idea. I think that's great. Yes. I would love to be involved." How? That's where the problem is. The person who always supports you, but rarely commits. The kind of person that is just, yes, yes, yes. But you can't lock them down. How do you get that person on your side? How do you get that person acting? In the following videos, we're going to review each type specifically. How you can communicate with them, how you can get them on your side, and how you get them to listen to you in a virtual age.