Welcome to

11–13 November 2013

Social StylesPage 1

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Welcome to


Social StylesPage 2

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SUCCESS

LEADS TO

The Success Model

UnderstandingBehavior and

Appropriate Responses

INTERPERSONALEFFECTIVENESS

LEADS TO


Social StylesPage 3

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Two Indisputable Truths

We need each other.

What we give to others, unconditionally, will always come

back in equal or greater proportion.


Social StylesPage 4

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People Skills

What adjectives would you use to describe the people who seem to

get under your skin most quickly … the ones you find it hardest to

tolerate?


Social StylesPage 5

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People Skills

When it comes to the way you interact with other people, what would you like to be able to do

better?What would other people like to see

you do better?


Social StylesPage 6

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Definitions

Behavior — What you say (verbal) and do (non-verbal) Interpersonal Behavior — What you say and do when interacting with one or more peopleSOCIAL STYLEsm— A particular pattern of actions that others can observe and agree upon for describing one’s behaviorPersonality — The combination of ideas, values, hopes, dreams, attitudes, abilities, as well as the behavior that others can observe that encompasses everything a person is

ObservableBehavior Personality


Social StylesPage 7

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Assertiveness

A dimension of behavior that measures the degree to which others perceive a person as tending to ask or tell in interactions with

others.

Askingwith Some

TellingMoreTelling

MoreAsking

Tellingwith Some

Asking

D B ACASKS TELLS


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Responsiveness

A dimension of behavior that measures the degree to which others perceive a person as tending to control or display their feelings and emotions when interacting.

MoreControlling

EmotingWith SomeControlling

Controllingwith SomeEmoting

MoreEmoting

EMOTES

CONTROLS

1

4

3

2


Social StylesPage 9

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SOCIAL STYLE ModelTM AnalyticalSerious

ExactingIndecisive

Logical

DrivingIndependent

FormalPractical

Dominating

ExpressiveAnimatedForceful

OpinionatedImpulsive

AmiableDependableSupportive

PliableOpen

EMOTES

ASKS TELLS

CONT

ROLS


Social StylesPage 10

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Definitions

Style Need — The general goal of each style, indicated by the observed behaviors associated with that particular SOCIAL STYLE Position.

Style Orientation — The typical/observed behavior of each SOCIAL STYLE, used to obtain the style need.

Style Growth Action — Those behaviors that are infrequently used in favor of the more preferred behaviors of each style; viewed by others as the greatest weakness of that particular style. Not taking our style growth action can lead to unproductive interpersonal relationships.



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Definitions

Backup Behavior An exaggerated form of style behaviors

used by a person to reduce tension within the relationship that caused

the tension.



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Tension ProductivityModel

Tension — A force which stimulates activity.

AppropriateLevel of Tension

Low Levelof Tension

High Levelof Tension

HighProductivity

LowProductivity

LowProductivity

LOW HIGHTENSION

PRO

DU

CTIV

ITY

LOW

HIGH

= =

=



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Backup Behavior Model

Backup Behavior — An exaggerated form

of style behaviors used by a person to reduce

tension within the relationship that

caused the tension.

AVOIDS AUTOCRATIC

ACQUIESCES ATTACKS

Analytical Driving

Amiable Expressive

BACKUP BACKUP

BACKUP BACKUP

ASKS

EMOTES

TELLS

CONT

ROL

S



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Key Characteristics of the Social Styles

Need: To Be Right

Analytical

Orientation: ThinkingGrowth Action: To Declare

Need: Personal Security

Amiable

Orientation: RelationshipsGrowth Action: To Initiate

Need: Results

Driving

Orientation: ActionGrowth Action: To Listen

Need: Personal Approval

Expressive

Orientation: SpontaneityGrowth Action: To Check

EMOTES

ASKS TELLS

CONT

ROLS



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What are the Pluses and the Minuses of each Social Style?



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SOCIAL STYLE ModelTM ANALYTICAL DRIVING

AMIABLE EXPRESSIVE

EMOTES

ASKS TELLS

CONT

ROLSD B

D

A

BC A

1

C

2

3

4

1

2

3

4



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Versatility

Versatility — A measure of the level of social endorsement accorded to an individual by others.

BehaviorsSeen as Focusing onMy Tension

BehaviorsSeen as

Focusing onOthers’ Tension

LowVersatility

HighVersatility

W Y ZX



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Four Sources of Social Endorsement

APPROPRIATE USE OF

IMAGE PRESENTATION COMPETENCE FEEDBACK

SOCIAL ENDORSEMENT

(Versatility)

Leads to



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Steps for Earning Endorsement

1. Know Yourself 2. Control Yourself 3. Know Others 4. Do Something for Others



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Observable BehaviorSayDo

Under-The-Bracket Model

HonestIntelligentArrogantMotivated

Self-CenteredSincereCritical

I like him.He annoys me.

She interests me.He irritates me.I distrust her.I hate him.I trust him.

QuietSlower-paced

Facially controlledMonotone voice

Indirect eye contactCasual posture

Leans back

- Loud- Faster-paced- Facially animated- Inflected voice- Direct eye contact- Rigid posture- Leans forward

ATraits

CJudgments

BUnder-the-Bracket

Behavior(Say/Do)



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Under-The-Bracket Behaviors

· Slower Pace· Fewer Statements· Non-directive/ Relaxed Use of Hands· Quieter Volume· Leans Back· Indirect Eye Contact

· Less Hand Movement· Controlled Facial Expressions

· Monotone· Task Subjects· Facts/Data· Rigid Posture

· Faster Pace· More Statements· Directive Use of Hands/Points for Emphasis· Louder Volume· Leans Forward· Direct Eye Contact

· Inflection· People Subjects· Opinions/Stories· Casual Posture

· More Hand Movement· Animated Facial Expressions

ASKS TELLS

CONT

ROLS

EMOTES



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Rules for Observing Style1. Avoid trying to define a style too quickly.2. Get out of the way. 3. Learn to observe more accurately and

describe what a person does without making early “good,” “bad” or “why” judgments.

4. Separate style clues from assigned authority or role.

5. Moderate stress clarifies style. 6. Set the stage for the person being observed.



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The PRO Strategy

1. Acknowledge other’s style NEED,

2. Encourage other’s style ORIENTATION,

3. Take your style GROWTH ACTION,

4. Help others take their GROWTH ACTION.



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My Pro-Action PlanName of other person: ___________________________________________________________

Other’s Style: Driving Expressive Amiable Analytical

Other’s Need: Personal PersonalResults Approval Security To Be Right

Other’sOrientation: Action Spontaneity Relationships Thinking

My GrowthAction: To Listen To Check To Initiate To Declare

Other’sGrowth Action: To Listen To Check To Initiate To Declare

I will acknowledge his/her style need by: _________________________________________________________________________________________________________________________

I will encourage his/her style orientation by: ______________________________________________________________________________________________________________________

I will take my growth action by: ________________________________________________________________________________________________________________________________

I will help him/her take his/her growth action by: __________________________________________________________________________________________________________________

Documents

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