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Communicating with Purpose
Ruth Graczkowski
Tri-S Consulting
social styles
social styles
analytical
driver
amiable
expressive
social styles
driver
• Results
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‘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
analytical
driver
Results
Strength – Gets Things Done
amiable
expressive
social styles
driver
• Strength – Gets Things Done
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
amiable
expressive
social styles
driver
• Weakness – Bulldozes People
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
amiable
expressive
social styles
driver
• Disorganized
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
DisorganizedWants - Power
amiable
expressive
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
amiable
expressive
social styles
driver
• Walks / Talks – Fast
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
amiable
expressive
social styles
driver
• Dress – Power
– Image
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
amiable
expressive
social styles
driver
• Pictures in Office – Accomplishments
– Seeks power
driver
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Motivation – Success
Prioritize – Action, immediate results
Personality – Direct, forceful, driven
Attitude toward goals – sets many goals
Under Stress – Is energized, becomes
assertive, seeks control
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
social styles
driver
• Fear – Being Taken Advantage Of
– Wants to be appreciated for productivity and
making an impact
– Loss of control
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
social styles
expressive
• Relationships
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‘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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
social styles
expressive
• Strength – Communication
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
social styles
expressive
• 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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
social styles
expressive
• Disorganized
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
social styles
expressive
• Walks / Talks – Fast
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
social styles
expressive
• Dress – Trendy
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
social styles
expressive
• Pictures in Office – Family / Friends / Pets
– Gadgets
– Novelty items
– Give-aways readily displayed
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
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
expressive
• Fear – Not Being Liked
– Wants to be appreciated for contribution and
giving others opportunities
– Wants recognition
– Rejection
– Being bored
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• Routine
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• 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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• Weakness – Change
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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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• Pile Organized
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Results Oriented
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• 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
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• Dress – Causal / Comfortable
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• Pictures in Office – Old Pictures of Kids
– Sentimental mementos and souvenirs
amiable
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Motivation – Harmony
Priorities – Giving support, stability
Personality – Calm, predictable, deliberate
Attitude to goals – Cautious about
commitment
• Under Stress –Worries, try to avoid,headdown
social styles
analytical
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
amiable
• 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
analytical
Rules
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• 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
Rules
Strength – Analyze
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• Strength – Analyze
– Careful preparation
– Strong work ethic
– Wants things done right
– High standards
– Thorough
– Fact finder
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• 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
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• Organized
– Detail-oriented
– Orderly
– Conscientious
– Thorough
– References are at fingertips
– Methodical
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• 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
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
Walks/Talks – Deliberate
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• 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
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Process Oriented
Walks/Talks – Deliberate
Dress – Formal
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• Dress – Formal
– Formal and conservative
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
Walks/Talks – Deliberate
Dress – Formal
Picture in Office – Graphs / Formal / Few
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• Pictures in Office – Graphs / Formal / Few
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
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
Walks/Talks – Deliberate
Dress – Formal
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
• Fear – Being Wrong
– Tend to be worriers
– Being criticized
– Quick decisions
– Wants perfection
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
Walks/Talks – Deliberate
Dress – Formal
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
Walks/Talks – Deliberate
Dress – Formal
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
fear to purpose
Fear
Purpose
Serves self
Serves others
Fight or Flight
Client
Company
AND
Team
group dynamics
20 – lead
_____
60 – follow
______
20 – heel draggers
When dealing with a driver
DO –
Focus on the present
Be brief and efficient
Get to the bottom line
Speak in terms of short term concrete results
Give them options
Let them feel in control
Stress how the Driver will win with your proposition
DON’T –
Focus on the long-term
Give too much detail
Be ambiguous
Beat around the bush
Get to personal
Get into a control contest
Back down, however, if you believe you are right
When dealing with an expressive
DO – Focus on the future
Illustrate concepts with stories
Seek their ideas, input
Focus on the big picture
Show personal interest and involvement
Stimulate their creative impulse
Compliment them
Stress how the Expressive will stand out from the others
DON’T –
Get Straight down to business
Dwell on details
Be impatient with side trips and creativity
Nit pick
Be cool and impersonal
Be too serious
Talk down to them
Put down their enthusiasm and excitement
When dealing with an amiable
DO Focus on tradition
Be flexiable
Be easy and informal
Be personal and personable
Talk about the process / time table
Emphasize a team approach
Stress how the Amiable can be safe
Don’t –
Push for too much detail
Press hard to change things
Hurry them
Push for immediate commitment
Be cool and impersonal
Confront them
Attack
When dealing with an analytical
DO –
Focus on past, present and future
Talk facts
Focus on detail and accuracy
Be logical and well-organized
Tell them exactly what you will do and when
Allow time to ponder
Stress how the Analytical can be assured of being right
DON’T –
Be vague, inconsistent or illogical
Be intolerant of details
Overlook the past
Rush things
Be too personal
Be overly casual
Appear to not be serious
Press for immediate action
social styles
analytical
Rules
Strength – Analyze
Weakness – Paralyzed by Analysis
Organized
Wants Perfection
Walks/Talks – Deliberate
Dress – Formal
Picture in Office – Graphs / Formal / Few
Fear – Being Wrong
amiable
Routine
Strength – Steady, Loyal, Dependable
Weakness – Change
Pile Organized
Wants- Peace
Walks/Talks – Slow
Dress – Casual, Comfortable
Picture in Office – Old Pictures of Kids
Fear – Change That Threatens Security
driver
Results
Strength – Gets Things Done
Weakness – Bulldozes People
Disorganized
Wants - Power
Walks/Talks – Fast
Dress – Power
Picture in Office – Of Accomplishments
Fear – Being Taken Advantage Of
expressive
Relationships
Strength – Communication
Weakness – Dislikes Conflict
Disorganized
Wants - Popularity
Walks/Talks – Fast
Dress – Trendy
Picture in Office – Family / Friends / Pets
Fear – Not Being Liked
commitments
What’s your commitment?
THANK YOU
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