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 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 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 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 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.