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Communicating with Purpose
Ruth GraczkowskiTri-S Consulting
social styles
analytical driver
amiable expressive
social styles
• Results– ‘Just do it!’– Wants know what and when– Measures their personal worth by how much they do– Wants you in turn to get to the point, because they are
irritated by inefficiency and indecision– Their main priority is the task in hand, and the results
achieved – Direct, to the point– Is motivated by results– Bottom line
social styles
driver
analytical driver
amiable expressive
Strength – Gets Things DoneResults
social styles
• Strength – Gets Things Done– Seek productivity – Just do it!– Goal-oriented– Motivated others to action– Leads and organizes – Excels in emergencies – Works in priority order– Go getter– Ambitious– Energized under stress
social styles
driver
analytical driver
amiable expressive
Strength – Gets Things DoneWeakness – Bulldozes People
Results
social styles
• Weakness – Bulldozes People– Likes to take charge– Dislikes loss of control– End justifies the means– Can over dominate– May be preceived as rude or tactless– Decides for others– Impatient – Direct, to the point– Pushy – Autocratic
social styles
driver
analytical driver
amiable expressive
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganized
Results
social styles
• Disorganized
social styles
driver
analytical driver
amiable expressive
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganized-Wants - Power
Results
social styles
analytical driver
amiable expressive
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - Power
Walks/Talks – Fast
Results
social styles
• Walks / Talks – Fast– Decisive pace– Idleness drives them crazy– Measures personal worth by how much they do– I will… – States, commands– Direct assertion– Louder– Uses voice to emphasize points– Leans forward– Intense eye contact– Deliberate movements– May interrupt– Likes to summarize
social styles
driver
analytical driver
amiable expressive
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
social styles
• Dress – Power– Image
social styles
driver
analytical driver
amiable expressive
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
social styles
• Pictures in Office – Accomplishments – Seeks power
social styles
driver
driver
• Motivation – Success• Prioritize – Action, immediate results• Personality – Direct, forceful, driven • Attitude toward goals – sets many goals• Under Stress – Is energized, becomes
assertive, seeks control
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
social styles
• Fear – Being Taken Advantage Of– Wants to be appreciated for productivity and
making an impact– Loss of control
social styles
driver
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Relationships
social styles
• Relationships– ‘let’s all do it!’– Energy and optimism – Friendly and easy-going– Measures their personal worth by the amount of recognition
and acknowledgement (or complaints) they receive– Happy spirit– Creative and colorful– Talkative / storyteller– Tries to create an atmosphere that encourages flexibility– Volunteers for jobs– Lots of people interaction
social styles
expressive
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Strength – CommunicationRelationships
social styles
• Strength – Communication – Talkative / storyteller– Holds listener physically– Enthusiasm – Enjoys conversation– Reacts to what you’re saying– Socializer – Networker– Achieves acceptance through sociability and creating a
stimulating environment – Charms others into work
social styles
expressive
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Strength – CommunicationWeakness – Dislikes Conflict
Relationships
social styles
• Weakness – Dislikes Conflict– Struggles with commitment and follow-through– Dislikes being ignored– Prefers talk, may waste time– Undependable– Center of attention– Undisciplined– Forgets obligations– Easily distracted
social styles
expressive
analytical driver
expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Strength – CommunicationWeakness – Dislikes ConflictDisorganized
Relationships
social styles
amiable
• Disorganized
social styles
expressive
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - Popularity
Relationships
social styles
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
social styles
• Walks / Talks – Fast– works at a fast and spontaneous pace– Struggles with commitment and follow-through– I want…– Easily excited– Lots of gestures– Talks a lot– Likes freedom– Bores easily– Moves from one thing to another
social styles
expressive
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
social styles
• Dress – Trendy
social styles
expressive
analytical driver
amiable expressive
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
social styles
• Pictures in Office – Family / Friends / Pets– Gadgets– Novelty items– Give-aways readily displayed
social styles
expressive
expressive
• Motivation – Approval• Prioritize – Collaboration, enthusiasm• Personality – Convincing, enthusiastic,
optimistic• Attitude to goals – Goals kill spontaneity• Under Stress – Rises to challenge at first then
may get stressed/may turn to the dark side
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
social styles
• Fear – Not Being Liked– Wants to be appreciated for contribution and
giving others opportunities – Wants recognition– Rejection– Being bored
social styles
expressive
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Routine
social styles
• Routine– Loyal– We are great!– Works well with others– Promotes harmony– Seek deep meaning in relationships and experiences – Competent and steady– Agreeable– Easygoing– Relaxed– Low-key personality
social styles
amiable
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Strength – Steady, Loyal, DependableRoutine
social styles
• Strength – Steady / Loyal / Dependable– Works well with others and promotes harmony– Works at a slow and easy pace, which tends to
lend an air of relaxation to others in the group – Finds the easy way– Good under pressure– Bridge builder– Peacemaker
social styles
amiable
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Strength – Steady, Loyal, DependableWeakness – Change
Routine
social styles
• Weakness – Change– Not goal-oriented– Seeks approval– Needs time to change– Dislikes pressure– No sense of urgency– Lacks self-motivation– Prefers to be a spectator– Stays uninvolved – Resists change– Indifferent
social styles
amiable
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Strength – Steady, Loyal, DependableWeakness – ChangePile Organized
Routine
social styles
• Pile Organized
social styles
amiable
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedResults OrientedWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- Peace
Routine
social styles
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
social styles
• Walks / Talks - Slow– Slow – rarely in a hurry– Cooperative– May seem vague– Informal, casual– Leans back– Does not vary voice much– Indirect assertion– I feel…
social styles
amiable
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
social styles
• Dress – Causal / Comfortable
social styles
amiable
analytical driver
amiable expressive
Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
social styles
• Pictures in Office – Old Pictures of Kids– Sentimental mementos and souvenirs
social styles
amiable
amiable
• Motivation – Harmony• Priorities – Giving support, stability• Personality – Calm, predictable, deliberate• Attitude to goals – Cautious about
commitment• Under Stress –Worries, try to avoid,headdown
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
social styles
• Fear – Change That Threatens Security – Wants to be included– Wants to be appreciated for involvement and
being considerate of others– Being alone – Loss of security – Wants peace
social styles
amiable
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Rules
social styles
• Rules– Conscientious– Do it right or not at all– Schedule – Wants things done right– ‘do it right or not at all!’– Strong sense of duty and obligation
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Strength – AnalyzeRules
social styles
• Strength – Analyze– Careful preparation – Strong work ethic– Wants things done right– High standards– Thorough– Fact finder
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Strength – AnalyzeWeakness – Paralyzed by Analysis
Rules
social styles
• Weakness – Paralysis of Analysis– Takes on too much responsibility– Too much time spent on planning – Prefers analysis to action– Indecisive– May withdraw under stress
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganized
Rules
social styles
• Organized– Detail-oriented– Orderly– Conscientious– Thorough– References are at fingertips– Methodical
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants Perfection
Rules
social styles
• Process Oriented– Wants to know how– Likes to plan – Main priority is the job at hand and process to achieve
it– Schedule-oriented– Finishes what they start– Step by step procedures– Methodical – Likes a predictable routine
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants PerfectionWalks/Talks – Deliberate
Rules
social styles
• Walks / Talks – Deliberate– Specific– Serious and purposeful– I think…– Clear, logical – Does not vary voice much– Limited or no facial expression– Limited eye contact and gestures – May appear unresponsive
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Dress – Formal
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedProcess OrientedWalks/Talks – Deliberate
Rules
social styles
• Dress – Formal– Formal and conservative
social styles
analytical
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Dress – Formal
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants PerfectionWalks/Talks – Deliberate
Rules
Picture in Office – Graphs / Formal / Few
social styles
• Pictures in Office – Graphs / Formal / Few
social styles
analytical
analytical
• Motivation – Getting it right• Priorities – Accuracy, quality• Personality – Careful, cautious, systematic• Attitude to goals – Goals must be met on time• Under Stress – Over focused on detail/may
withdraw
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Dress – Formal
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants PerfectionWalks/Talks – Deliberate
Rules
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
social styles
analytical• Fear – Being Wrong– Tend to be worriers– Being criticized– Quick decisions– Wants perfection
social styles
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Passive
Dominant
Ask Assertive
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Dress – Formal
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants PerfectionWalks/Talks – Deliberate
Rules
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
Tell Assertive
social styles
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Passive
Dominant
Logical Emotional
Ask Assertive
Decision MakingDecision Making
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Dress – Formal
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants PerfectionWalks/Talks – Deliberate
Rules
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
Tell Assertive
social styles
Fear PurposeServes self Serves others
ClientCompany
TeamAND
Fight or Flight
fear to purpose
group dynamics
20 – lead _____
60 – follow______
20 – heel draggers
When dealing with a driverDO – Focus on the present
Be brief and efficientGet to the bottom lineSpeak in terms of short term concrete resultsGive them optionsLet them feel in controlStress how the Driver will win with your proposition
DON’T – Focus on the long-termGive too much detailBe ambiguousBeat around the bushGet to personalGet into a control contestBack down, however, if you believe you are right
When dealing with an expressiveDO – Focus on the future
Illustrate concepts with storiesSeek their ideas, inputFocus on the big pictureShow personal interest and involvementStimulate their creative impulseCompliment themStress how the Expressive will stand out from the others
DON’T – Get Straight down to businessDwell on detailsBe impatient with side trips and creativityNit pickBe cool and impersonalBe too seriousTalk down to themPut down their enthusiasm and excitement
When dealing with an amiableDO -
Focus on traditionBe flexiableBe easy and informalBe personal and personableTalk about the process / time tableEmphasize a team approachStress how the Amiable can be safe
Don’t –Push for too much detailPress hard to change thingsHurry themPush for immediate commitment Be cool and impersonalConfront themAttack
When dealing with an analyticalDO –
Focus on past, present and futureTalk factsFocus on detail and accuracyBe logical and well-organizedTell them exactly what you will do and whenAllow time to ponderStress how the Analytical can be assured of being right
DON’T – Be vague, inconsistent or illogicalBe intolerant of detailsOverlook the pastRush thingsBe too personalBe overly casualAppear to not be seriousPress for immediate action
analytical driver
amiable expressive
Fear – Change That Threatens Security Fear – Not Being Liked
Fear – Being Taken Advantage Of
Passive
Dominant
Logical Emotional
Ask Assertive
Decision MakingDecision Making
P
Dress – Power
Strength – Gets Things DoneWeakness – Bulldozes PeopleDisorganizedWants - PowerWalks/Talks – Fast
Results
Picture in Office – Of Accomplishments
Dress – Trendy
Strength – CommunicationWeakness – Dislikes ConflictDisorganizedWants - PopularityWalks/Talks – Fast
Relationships
Picture in Office – Family / Friends / Pets
Dress – Casual, Comfortable
Strength – Steady, Loyal, DependableWeakness – ChangePile OrganizedWants- PeaceWalks/Talks – Slow
Routine
Picture in Office – Old Pictures of Kids
Dress – Formal
Strength – AnalyzeWeakness – Paralyzed by AnalysisOrganizedWants PerfectionWalks/Talks – Deliberate
Rules
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
Tell Assertive
social styles
commitments
What’s your commitment?
THANK YOU
