JUNE 8 RC#3

Passage 34
Sarah Meyers McGinty, in her useful new book Power Talk: Using
Language to Build Authority and Influence, argues that while the
simple lingual act of declaring power doesn not help a powerless
person gain influence, wellconsidered linguistic techniques and
maneuvers do.
McGinty does not dispute the importance of factors such as expertise
and ability in determining stature, but argues persuasively that these
power determinants amount to little in a person unable to communicate
effectively. Management theorists share McGinty's view that
communication is essential for success and many surveys have shown
that the ability to communicate effectively is the characteristic
judged by managers to be most critical in determining promotability.

McGinty divides speech into two categories: "language from the center"
and "language from the edge". In McGinty's words, "Language from the
center makes a speaker sound like a leader." McGinty suggests that not
only is language from the center for those in high positions of power,
but it is also for those of lower ranks who wish to gain more power
and credibility. A speaker using language from the center exhibits the
following: he directs rather than responds; he makes statements rather
than asks questions; he contradicts, argues, and disagrees; he uses
his experience persuasively; and he maintains an air of impersonality
in the workplace. McGinty suggests that the use of language from the
center can alter or create a new balance of power. These assertions
are
supported by studies that show that people accept leadership from
those they perceive to be experts.

Language from the edge stands in stark contrast to language from the
center. Language from the edge is careful, exploratory, and inquiring.
It is inclusive, deferential, and collaborative. A speaker using
language
from the edge responds rather than directs; asks questions; strives to
make others feel heard and protected; and avoids argument. The main
purpose of language from the center is to claim authority for a
speaker, while language from the edge strives to build consensus and
trust. McGinty argues that true power comes from a deep understanding
of when to use which style and the ability to use both as necessary.

What distinguishes McGinty's discussion of effective communication is
her focus on communication skills as a way of gaining power; this
contrasts with most general management theory, which focuses on
communication skills as a way of preventing misunderstandings,
avoiding conflict, and fostering interpersonal relationships. McGinty,
however, holds that language not only helps maintain relationships but
also lends authority. According to Power Talk, effective communication
skill "is an understanding of how situation shapes speech and how
speech shapes situation" and "an understanding of how speech styles
and the forces that affect those styles . . . can build your
authority, and enhance your credibility and impact."

1. The passage suggests that McGinty would be most likely to agree
with which of the following?

a) Language from the center is more effective than language from the edge.

b) Managers who use language from the edge are not authoritative.

c) Powerful people are both authoritative and inclusive.

d) The only way to become powerful is to learn to use language from the center.

e) Language from the edge is used primarily by lowlevel employees.

2. The primary focus of the passage is on which of the following?

a) Demonstrating the effectiveness of a certain framework in the business world

b) Explaining the advantages and disadvantages of a proposed approach
to business communication

c) Analyzing the details of a controversial theory of business

d) Presenting a new model of business communication

e) Defending an outdated method of personnel management

3. The passage suggests that which of the following would be an
example of someone using language from the center?

a) A low-level employee requesting help on a project beyond his capabilities

b) A manager explaining the benefits of a new procedure by drawing on
the procedure's success in another setting

c) A low-level employee believing that he has been wrongly criticized
by his supervisors

d) A manager soliciting opinions from his workforce regarding a proposed change

e) A low-level employee refusing to alter his behavior despite
repeated warnings

4. Which of the following best describes the relation of the fourth
paragraph to the passage a whole?

a) It summarizes and contextualizes McGinty's argument.

b) It questions the usefulness of McGinty's thesis.

c) It casts doubt on the universality of management theory.

d) It supports an alternative view of McGinty's proposal.

e) It offers additional support for McGinty's conclusions.