Read Chapter 16.3: Interpersonal needs and Chapter 16.4: Social penetration theory in Saylor Academy (Ed.) 2012. Business Communication for Success. (See pages 614 – 626 in PDF version.)

Chapter 16.3 discusses Maslow’s (1970) popular hierarchy of needs theory and how it may generally apply to workplace communication. This reading also discusses Shutz’ (1966) related interpersonal style typology.

While these theories are intuitively appealing, it is important to recognize that stereotyping people can lead to bias and negative self-fulfilling prophecies. To avoid making inaccurate assumptions, think critically about the evidence for your beliefs, and truly consider other perspectives (Marshik, 2015). As you learned earlier, people are multidimensional and often behave differently in different contexts.

For alternative views on Maslow’s theory, read “Abraham Maslow and the pyramid that beguiled business” by William Kremer and Claudia Hammond (BBC News Magazine 2013). This article presents current academic and business views on Maslow’s theory. While there is no empirical evidence for his theory, his peers acknowledge his important contribution to shifting managerial styles from the old transactional view to a more people-centred, relational approach.

Chapter 16.4 discusses relationship theory on how social intimacy develops and key principles of appropriate self-disclosure. This theory is important in business communication because people need a sense of interpersonal comfort to communicate openly, especially in conflict or crisis situations. Relationship-building is also an important way to engage client feelings of connection to your business products.

1. In your learning journal, write down five terms that describe your personal self, and five terms that describe your professional self.
   • Identify what differences there are between the two lists and articulate the reasons for those differences.
2. Think of four specific examples of information about yourself which you may or may not wish to disclose in their workplace.
   • For each of your examples, make notes in your learning journal about how disclosing that information may impact on your relationships with work colleagues, including your managers and any staff who are junior to you. Note that the Saylor textbook is based on a particular set of American cultural norms and expectations; when you are doing this exercise you should consider the expectations of the culture you currently work in or are likely to work in.

Note: it is recommended that you do not publish any learning journal entries that contain personal information.