Westin said to his division manager, "Roberto, if we win the Johnson contract next year, my business unit will contribute a profit of $1.5 million to your division. But, the odds of us winning the contract are quite small, so my annual plan should assume a profit of $0.8 million, which is still a record high number for us. That is much more realistic, but still challenging." "Great," said Roberto, "I'll put you down for $1.5 million." Westin left the meeting, frustrated that Roberto appeared to ignore him. Roberto was guilty of

Question

Quizplus · Accepted Answer

Roberto is filtering, which is a type of communication barrier where the receiver selectively hears only some parts of the message, ignoring others. In this case, Roberto only heard the $1.5 million profit figure and ignored Westin's explanation that it was unlikely and that the more realistic number was $0.8 million.

Westin Said to His Division Manager, "Roberto, If We Win