Interpersonal Communication Tools for Financial Communication
Tipo di corso: Master +2
Valore in crediti ECTS: 6
Riferimenti bibliografici sul sito della biblioteca (CoRe)
Academic year 2010/2011 - Fall semester
Objective of the course
The course considers human communication processes in different contexts relevant for finance, focusing on their interpersonal component and their relational quality. The key features of interpersonal communication as opposed to mass communication and routine communication will be introduced and discussed with respect to the different communication flows relevant in the field of finance. Particular attention will be devoted to the advisor-client interpersonal relationship in the context of private banking. Other contexts of communication typical of finance merging features of interpersonal and mass communication will be also addressed, including the interaction of firms with investors and information intermediaries through a variety of written and conversational media (from letters to investors to analysts´ conference calls). Students will be able to build a critical competence in interpersonal communication and, in particular, to identify, analyse, evaluate and develop the key skills for managing appropriate communicative interpersonal interactions within financial institutions.
1. Definition of interpersonal communication.
2. Communication processes and the role of information in finance.
3. Mass communication and interpersonal communication in finance: financial news, earnings announcements, investors´ presentations and conference-calls.
4. The interpersonal relationship in the context of relationship banking.
5. The portrayal of interpersonal relationships in financial advertisement.
6. Features of the advisory dialogue in private banking.
7. Questioning, active listening and inferencing in the advisory dialogue.
8. Explanation and argumentation in the advisory dialogue.
9. The assessment of risk tolerance in the advisory dialogue.
10. Politeness, rapport and trust in the advisory dialogue.
Besides attending classes regularly, students will be expected to take part in a series of exercises, designed to help them practise their communicative skills in writing and speech. In particular, extended role-playing simulations of the private banking dialogue will be held. The course will also see the participation of professionals from the private-banking sector.
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