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Social Styles Social Styles and Leadershipand Leadership
Corvinius UniversityCorvinius UniversityEE--Leader Budapest 2010Leader Budapest 2010
Tero JärvinenTero Järvinen
What propotionWhat propotion
of of
an iceberg an iceberg
is above the sea ?is above the sea ?
EXPERIENCESEXPERIENCES
DO / SAYDO / SAY
VALUESVALUES
ATTITUDESATTITUDES
EXPERIENCESEXPERIENCES
GENETICSGENETICS
assertiveness assertiveness
Sosicial Styles ModelSosicial Styles Model
assertiveness assertivenessassertivenessassertiveness assertiveness
+-assertiveness assertivenessassertiveness
Assertiveness and Assertiveness and verbal behaviour verbal behaviour
Low AssertivenessLow Assertiveness High AssertivenessHigh Assertiveness
�� Less talkativeLess talkative�� Listens/supportsListens/supports�� Suggestive opinionsSuggestive opinions�� Lower voice volume Lower voice volume
�� More talkativeMore talkative�� Tells/drivesTells/drives�� Strong opinionsStrong opinions�� Higher voice volume Higher voice volume
Assertiveness and Assertiveness and nonnon--verbal behaviour verbal behaviour
Low Assertiveness Low Assertiveness
Undirect eye contactUndirect eye contact
High AssertivenessHigh Assertiveness
Direct eye contact Direct eye contact �� Undirect eye contactUndirect eye contact�� Horizontal use of hands Horizontal use of hands �� Leans back Leans back �� Takes observant roleTakes observant role
�� Direct eye contact Direct eye contact �� Vertical use of hands Vertical use of hands �� Leans forwardLeans forward�� Takes visible role Takes visible role
responsiveness
-
Social Styles ModelSocial Styles Model
responsivenessresponsiveness
+
Responsiveness Responsiveness and verbal behaviour and verbal behaviour
Low responsivenessLow responsiveness High responsivenessHigh responsiveness
�� Formal speechFormal speech�� Technical factsTechnical facts�� Facts and figuresFacts and figures�� Monotonous toneMonotonous tone
�� Informal speechInformal speech�� Opinions and feelingsOpinions and feelings�� Stories and peopleStories and people�� Animated toneAnimated tone
Responsiveness and Responsiveness and nonnon--verbal behaviour verbal behaviour
LowLow responsivenessresponsiveness High responsivenessHigh responsiveness
�� Limited Limited useuse of of handshands�� CoolCool and business and business likelike�� PokerfacePokerface
�� KeepingKeeping distancedistance
�� More use of hands More use of hands �� Colourful and casual Colourful and casual �� Animated faceAnimated face�� Getting closeGetting close
-12 -10 -8 -6 -4 -2 0 2 4 6 8 10 12
-
Spot yourselfSpot yourself
-12 -10 -8 -6 -4 -2 0 2 4 6 8 10
-12 -10 -8 -6 -4 -2 0 2 4 6 8 10 12
+
+-2 0 2 4 6 8 10 12
ANALYTICALANALYTICAL DRIVER DRIVER
directs
controlsfacts-
Social Styles Model Social Styles Model
assertivenessassertiveness
responsivenessAMIABLE AMIABLE EXPRESSIVEEXPRESSIVE
directssays
expressesfeelings
askslistens
+
+-assertivenessassertiveness
responsivenessresponsiveness
NEEDNEED :: results
ORIENTATIONORIENTATION :: doing
CHALLENGECHALLENGE:: to acknowledge
NEED:NEED: to be right
ORIENTATION:ORIENTATION: evaluating
CHALLENGE:CHALLENGE: change
DriverDriverAnalyticalAnalytical
NEEDNEED :: be active
ORIENTATIONORIENTATION :: giving ideas
CHALLENGECHALLENGE :: to check
NEEDNEED :: be accepted
ORIENTATIONORIENTATION :: socializing
CHALLENGECHALLENGE :: to take initiative
ExpressiveExpressiveAmiableAmiable
DriverAnalytical fastslow
punctual
Takes risks
Competetive A
void
s ri
sks
operative
Facts , figures,
Distant, cool, formal
ExpressiveAmiable
fastslow
flexible
Takes risks
Competetive A
void
s ri
sks
Co-operative
Opinions,feelings
Approachable, casual, easy going