Social Style Profile for Effective Communication
The purpose of the Social Style Profile is to build awareness of and to improve
interpersonal communications. In general, an individual’s communication style does not
change. In addition, the Social Style Profile can be used to help individuals learn to
modify and adjust their communication style temporarily in order to improve their
relationships with others.
source: Social Styles Handbook: Adapt Your Style to Win Trust. Kom Kramlinger, Wilson Learning
Library, 2011
I. The Social Style Profile for effective communication processes includes five steps
A. self assessment of a communication style
1. additional assessment as seen by others
B. versatility assessment
C. determine how to modify a communication style
D. reading the communication styles of others
E. adapt to the communication styles of others
II. Communication Style
A. definition
1. “the patterns of behavior that others observe and react to”
2. finite number of styles (i.e., 4 styles and equally divided in populations)
B. individual communication style
1. individuals display an array of verbal and nonverbal characteristics
2. combine characteristics into a style that is the preferred way of communicating
C. communication style assessment
1. two dimensional model
2. task or people (i.e., dominance) axis
a. high = control, demand, aggressive
b. low = cooperative, low control and assertiveness
3. tell or sell (i.e., sociability) axis
a. high = express feelings, prefer interaction, outgoing, informal
b. low = control feelings, solitude, reserved, formal
III. Social Styles Questionnaire: I Would Best Describe Myself As:
goes along..............................takes charge
D
C
B
A
quiet...............................................talkative
D
C
B
A
supportive..................................challenging
D
C
B
A
compliant......................................dominant
D
C
B
A
asks questions...............makes statements
D
C
B
A
cooperative................................competitive
D
C
B
A
introverted................................extroverted
D
C
B
A
slow, studied..............................fast-paced
D
C
B
A
constrained.........................................open
D
C
B
A
private................................................warm
1
2
3
4
calm...............................................excitable
1
2
3
4
task-oriented.....................people-oriented
1
2
3
4
eyes serious............................eyes friendly
1
2
3
4
talks only business.....................shares personal
feelings
1
2
3
4
reserved........................................outgoing
1
2
3
4
wants or uses facts ......................wants or uses
opinions
1
2
3
4
does not express emotion....................expresses
emotion
1
2
3
4
objective........................................ personal
1
2
3
4
IV. Calculation of a Social Style of Communication
A. total the number of times that each letter and number is circled. The letter and
number with the highest totals combine to represent an indication of your Social Style
by verbal and non-verbal behavior.
B. use the Social Style Matrix below to plot where your highest letter and highest
number intersect and determine your self-perceived Social Style
V. Description of the Four Communication Styles
A. Drivers
Drivers are businesslike and results-oriented and like to take initiative, challenge new
ideas, respond quickly and often correct, modify or add to others' suggestions
Drivers are most comfortable pursuing goals when they feel in charge and respond well
to situations in which they can map out plans and have others carry them out. They take
risks to make things happen and view problems as ‘just another challenge’
Statements describing Drivers:
1. direct and to the point when dealing with others
2. strong opinions and convictions
3. initiate and control
4. efficient, hardworking and results-oriented
Strengths:
1. confident and competent to take charge
2. enjoy challenges and prefer to deal with things that are difficult to master
3. direct and coordinate the work of others
4. take responsibility and make things happen
D. Expressive
Expressives are perceived as energetic, inspiring, emotional and feel comfortable taking
the social initiative; spend time engaging in friendly conversation prior to moving on to
the task at hand
Expressives rely on feelings to help make decisions and are easily excitable and ready
to share insights
Statements describing Expressives:
1. excitable, talkative and intuitive
2. enjoy audiences, applause and recognition
3. risk takers, competitive and spirited
4. visionary, creative and inspirational
Strengths:
1. able to energize and motivate others
2. stimulate creative exchange of ideas
3. enthusiastic and ambitious
4. share ideas and dreams
C. Amiables
Amiables are quiet, unassuming and supportive; friendly listeners and get along with
people enjoying personal contact and shared responsibility
Amiables pursue goals by first establishing strong personal ties and avoid risks or fast
decisions unless they have strong support or data; prefer to build relationships and to
seek support and feedback from others before making decisions
Statements describing Amiables:
1. place a high priority on getting along
2. quiet, cooperative and supportive
3. easy to get to know and work with
4. minimize interpersonal conflict when possible
Strengths:
1. give advice or counsel, provide positive comments about other people's work and
accomplishments
2. deep sense of loyalty and dedication to those in their work and peer groups
3. communicate a great deal of trust and confidence in other people
4. make people feel comfortable about themselves
D. Analyticals
Analyticals are deliberate, thorough, logical and as listeners who follow procedures;
carefully weigh the alternatives and remain steadfast in purpose
Analyticals are disciplined, independent who are likely to let others take the social
initiative; conservative, businesslike and persistent in their relationships with others
Analyticals pursue goals only after elimination of the risk and compiled data to support
a project’s purpose and practicality
Statements describing Analyticals:
1. technically oriented, seek structure, certainty and evidence prior to making decisions
2. quiet and unassuming, show little emotion when dealing with others
3. take little social initiative with others; remain guarded until a strong relationship has
been developed
Strengths:
1. approach problems on the basis of facts and logic and create solid solutions
2. practical decision making by being thorough and researching ideas
3. discover new ways of solving old problems
4. competent in working out a problem and getting the job done correctly
VI. Communication Style Bias
A. occurs when two or more individuals communication with different preferred styles
B. minimizing communication style bias
1. versatility is one’s ability to minimize communication-style bias
2. style-flexing is the deliberate attempt to adjust one’s preferred communication style to
accommodate the style(s) of others
VII. Style-Flexing
A. communicating with Directives
1. appear businesslike
2. be efficient, disciplined, organized
3. focus on goals
4. ask questions and be attentive to responses
B. communicating with Expressives
1. be enthusiastic
2. do not appear stiff or formal
3. establish goodwill and relationships
4. maintain eye contact
5. listen
C. communicating with Amiables
1. build relationships
2. listen to opinions and feelings
3. provide assurances
4. be patience, provide time to comprehend
D. communicating with Analyticals
1. apply thoughtful, well-organized approaches
2. present information deliberately and logically
3. provide evidence
4. no pressure for quick decisions
VIII. Warning About Communication Style Labels
A. do not let labels rule behavior
B. labels make people feel boxed in or judged
C. don’t classify people; classify strengths and preferences
Global Perspective on the Social Style Communication