„‚ CONDITIONS THAT HINDER EFFECTIVE COMMUNICATION

Figure 1. The Communication Model: Indicators of Representational Systems
Auditory representation is indicated by the use of phrases such as “I hear what you
say,” “It sounds good to me,” and “I’m in tune with the situation.” The characteristic eye
movements that accompany this preference are glances downward and to the left.
The kinesthetic representational system centers around movement, touch, and
feeling. Phrases such as “I’m in touch with the situation,” “It feels right to me,” and “It’s
going to be a rough job” are frequently used by an individual whose style preference is
kinesthetic. Typical eye movements are glances downward and to the right.
An activity that can be used with a group to illustrate these phenomena is as
follows: A volunteer is asked to close his or her eyes. All other participants are given
copies of Figure 1 and are asked to listen and observe closely as the volunteer responds
during the activity. To elicit information about the volunteer’s visual sensitivity, the
facilitator uses probes such as the following: “How many windows are on the front of
your house?” “Imagine that you are standing in front of this building. What color is the
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