By contrast, listening results from a concentrated effort; it requires both physical and

By contrast, listening results from a concentrated effort; it requires both physical and

mental effort. .

Listening requires a special effort because physical and psychological factors work

against the process. In this chapter .we review those physical and psychological barriers

to listening and then analyze techniques to reduce these barriers.

Psychological barriers to listening .

A major psychological barrier to listening is lack of motivation. Many find. maintaining

the continuous motivation required for listening a challenge. The need for motivation

stands out when one recalls the speed of the thought process compared with that of

speech. During the 75 per cent of time when the mind is not being stimulated with words,

motivation for listening is a challenge. Managers who should be listening may be

day-dreaming, making private plans, or even focusing on an emotional problem. During

that 75 per cent void many things can take place that overpower the 25 per cent

listening.

Researchers have long known that motivation or incentive is a prevalent problem in the

listening process. Research c.ompleted almost 30 years ago demonstrated that people

score better on listening achievement tests when they know in advance that they are

going to be tested than when they think they are just supposed to listen. More recent

research has also indicated that scores on listening tests rise as the incentive to listen

increases. Since listening is hard work, we can expect greater effort when the goal is

known, and listeners can observe a positive outcome of the effort. This is why the

listening goal discussed later is so important.