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by Jack R. Gibb
(Transcribed from a mimeographed paper discovered at the University of Toledo, 4/88. Edited only to reduce gender-specific references. des — Note: The original text, with references, appears in Appendix C of the Trust book. Jack has said that this article, which came out of research performed for the Office of Naval Research, "has been more widely distributed than any of my other publications.") One way to understand communication is to view it as a people process rather than a language process. If one is to make fundamental improvement in communication, one must make changes in interpersonal relationships. One possible type of alteration—and the one with which this paper is concerned—is that of reducing the degree of defensiveness. Definition and Significance

Defensive behavior is defined as that behavior which occurs when an individual perceives threat or anticipates threat in the group. The person who behaves defensively, even though he or she also gives some attention to the common task, devotes an appreciable portion of energy to defending himself or herself. Besides talking about the topic, he thinks about how he appears to others, how he may be seen more favorably, how he may win, dominate, impress or escape punishment, and/or how he may avoid or mitigate a perceived attack. Such inner feelings and outward acts tend to create similarly defensive postures in others; and, if unchecked, the ensuing circular response becomes increasingly destructive. Defensive behavior, in short, engenders defensive listening, and this in turn produces postural, facial and verbal cues which raise the defense level of the original communicator. Defense arousal prevents the listener from concentrating upon the message. Not only do defensive communicators send off multiple value, motive and affect cues, but also defensive recipients distort what they receive. As a person becomes more and more defensive, he or she becomes less and less able to perceive accurately the motives, the values and the emotions of the sender. The writer's analysis of tape recorded discussions revealed that increases in defensive behavior were correlated positively with losses in efficiency in communication.(2) The converse, moreover, also is true. The more "supportive" or defense-reductive the climate, the less the receiver reads into the communication distorted loadings which arise from projections of his own anxieties, motives and concerns. As defenses are reduced, the receivers become better able to concentrate upon the structure, the content and the cognitive meanings of the message. Categories of Defensive and Supportive Communications

In working over an eight-year period with recordings of discussions occurring in varied settings, the writer developed the six pairs of defensive and supportive categories presented in Table 1. Behavior which a listener perceives as possessing any of the characteristics listed in the left-hand column arouses defensiveness, whereas that which he interprets as having any of the qualities designated as supportive reduces defensive feelings. The degree to which these reactions occur depends upon the person's level of defensiveness and upon the general climate in the group at the time.(3) Evaluation and Description

Speech or other behavior which appears evaluative increases defensiveness. If by expression, manner of speech, tone of voice or verbal content the sender seems to be evaluating or judging the listener, the receiver goes on guard. Of course, other factors may inhibit the reaction. If the listener thought that the speaker regarded him as an equal and was being open and spontaneous, for example, the evaluativeness in a message would be neutralized and perhaps not even perceived. This same principle applies equally to the other five categories of potentially defense-producing climates. These six sets are interactive. Because our attitudes toward other persons are...
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