Communication/Social Styles - descriptors
1. How does this person appear in personal relationships?
2. How does this person use time?
3. How does this person make decisions?
High Responsiveness
AMIABLES
Base need: Safety
EXPRESSIVES
Base need: Recognition
Slow at taking action
Likes close personal relationships
Dislikes conflict
Supports, actively listens to others
Good counselling skills
Seeks security and belonging
Weak at goal setting, self direction
Spontaneous actions, decisions
Likes involvement
Dislikes being alone
Works quickly and excitedly
Good persuasive skills
Jumps from activity to activity
Exaggerates and generalises
Low
High
Assertiveness
Assertiveness
Works slowly alone
Good problem solving skills
Over reliant on data
Prefers objective, task-orientated work
Dislikes involvement
Likes organisation and structure
Cautious actions, decisions
Seeks esteem, self actualisation
Good admin skills
Low tolerance for feelings
Prefers freedom to manage self
Works quickly, impressively alone
Dislikes inaction
Cool, independent, competitive
Likes control
ANALYTICALS
Base need: To be right
DRIVERS
Base need: Control
Low Responsiveness
How to respond to EXPRESSIVES
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Do not hurry discussions. Try and develop mutually stimulating ideas
together.
The Expressive does not like to lose arguments, so try not to argue.
Instead, explore alternative solutions.
When you reach agreement, iron the specific details concerning, what,
when, who and how. Be sure you both agree on the specifics.
Summarise in writing what you both agree upon even though it may not
appear necessary (do not ask permission just do it).
Be entertaining and fast moving.
How to deal with DRIVERS
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Ask questions that allow Drivers to discover things rather than be told.
Keep your relationship business like. Do not attempt to establish a
personal relationship unless that is one of their objectives.
If you disagree with a Driver, argue facts, not personal feelings.
Give recognition to the Driver’s ideas, not to the Driver personally.
To influence the decision of a Driver, you should provide alternative
actions with probabilities of their success (backed up by facts, if possible).
Be precise, efficient, time disciplined, and well organised with the Driver.
How to relate to AMIABLES
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Try to support the Amiable’s feelings; show you are interesting in the
Amiable as a person.
Show the Amiable that you are “actively” listening and are “open in
your discussions.
When you disagree with the Amiable, do not debate facts and logic;
discuss personal opinions and feelings and use warm words.
If you quickly establish an objective and come to a fast decision,
explore potential areas for future misunderstanding.
The Amiable likes guarantees that actions will involve a minimum of
risk; offer personal assurances of support.
How to work with ANALYTICALS
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Be systematic, exact, organised and prepared with the Analytic
List advantages and disadvantages of any plan you propose and have
viable alternatives for dealing with the disadvantages.
Give the Analytic time to verify your words and actions.
Analytics prefer things in writing, so follow-up your personal contacts
with a memo, email.
Provide solid, tangible evidence (not someone’s opinion) that what you
say is true and accurate.
An Analytic likes guarantees that his or her actions can not backfire.