May 19-22, 2014, Toronto ON Canada
Communication Styles &
Methods: Meeting the Needs of
the Firm
Presented by
Kristine A. Sexter
CM30
5/21/2014
9:30 AM - 10:30 AM
The handouts and presentations attached are copyright and trademark
protected and provided for individual use only.
Communication
Styles &
Methods:
Meeting
the Needs of
the Firm
1
A trek into the
jungle
to discover
how not merely
to survive,
but to thrive!
2
1
Objectives & Goals
• Identify your individual
‘wild’ communication
style
• Determine how to talk to
the ‘other animals in your
jungle’
• Discuss the top seven
barriers to clear, concise
communication
3
Learn Your Wild
Communication Style
1.Locate the handout.
2. For each question
(horizontal), check the one
box that BEST represents
your preferences.
2. When completed,
add columns vertically.
3. Place numerical score on
line below that column.
4
2
If your highest score
is in column #1
HORSE
• People oriented
• Very likeable
• Warm, friendly and accepting
• Steady and calm
• Loyal and dependable
• Team-players
• Able to gain support
of others
• Excellent listeners
• Patient and considerate
• Dislikes interpersonal conflict
• Guards their emotions
• Accepts change slowly
• Slow to act; slow to decide
• Asks many questions
5
HORSE
Motivated by:
• Harmonious relationships
• Sincere appreciation
Stressed by:
•
•
•
•
Pushy, aggressive behavior
Fast change
Possibility of offending others
Presenting in front of others
6
3
HORSE
Others may see them as:
•
•
•
•
•
•
•
A pushover
Wishy washy
Submissive
Indecisive
Defensive
Needing acceptance
Unable to complete tasks
7
HORSE
How to Adapt
if You're a Horse:
• Say no more often
• When relevant, put task
completion over others
feelings
• Take the well-calculated
risk
• Ask for help; delegate to
others
• Adapt more readily to
positive change
• Confidently state opinions &
8
thoughts
4
If your highest score
is in column #2
MONKEY
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
People Oriented
Very friendly
Enthusiastic; Spontaneous
Talkative
Promotes group collaboration
Quick paced
Optimistic
Likes involvement
Risk taker
Jumps from one thing to next
Shows emotions
Exaggerates and generalizes
Undisciplined about time
Not always prepared
Tends to be disorganized 9
MONKEY
Motivated by:
• Sincere recognition &
appreciation
• Opportunities to help
• Be involved
• Stable, predictable
environments
• Attention
Stressed by:
• Social rejection
• Disapproval
• Being ignored
• Being alone
10
5
MONKEY
Others may see them as:
•
•
•
•
•
•
Manipulative
Over eager
Time-waster
Lacking in focus
Superficial
Overly-emotional
11
MONKEY
How to Adapt if You're a
Monkey:
• Focus on completing tasks
• Control emotions when
necessary to remain
objective
• Consciously manage time
• Concentrate on the task
at hand (‘Unitask’)
• Engage in active listening
12
6
If your highest score
is in column #3
LION
• Task Oriented
•
•
•
•
•
•
•
•
•
•
•
•
•
Wants immediate results
Confident; Authoritative
Good organizational skills
Decisive; Goal-orientated
Independent; Competitive
Likes challenges
Bold, adventurous
Prefers being alone
Seeks to have power
Strong ego; dominant
Low tolerance for feelings,
attitudes and advice of others
Likes, and seeks, control
13
Fast, impatient pace
LION
Motivated by:
•
•
•
•
Winning, success
Getting tasks completed
Hitting goals
Being a leader
Stressed by:
• Wasting time
• 'Touchy-feely' behavior
that blocks actions/results
• Inaction in others
• Disorganization
• High-maintenance
situations and individuals
14
7
LION
Others may see them as:
•
•
•
•
•
•
•
Aloof
Egotistical
Cold
Pushy
Arrogant
Insensitive
Impatient
15
LION
How to Adapt if You're a
Lion:
• Listen more effectively
• Consider the emotions,
feelings of others,
especially in tense
situations
• Be more patient
• Allow others to lead and
make decisions
• Use more caution
• Slow down
16
8
If your highest score
is in column #4
OWL
• Task Oriented
•
•
•
•
•
•
•
•
•
•
•
•
•
Seeks facts, data, objectivity
Serious, persistent
Orderly, logical
Follows directions &standards
Time-disciplined and precise
Perfectionist, must be right
Structured and organized
Conventional, systematic
Works in slow, cautious pace
Prefers to work alone
Over-relies on data & proof
Dislikes involvement
Wants to always be right 17
OWL
Motivated by:
• Opportunities to use
expertise &
gain knowledge
• Being correct; right
Stressed by:
• Strong displays of emotion
• Criticism
• Being wrong
• Casual approaches to
projects
• Disorganized processes &
18
people
9
OWL
Others may see them as:
Unemotional
Lacking in imagination
Resentful
Withdrawn; aloof
Resistant to change
Too reliant on facts,
data
• Weak
• Perfectionistic
•
•
•
•
•
•
19
OWL
How to Adapt if You're an
Owl
• Be willing to accept
constructive criticism
• Share opinions, feelings
• Seek fast methods to
achieve objectives
• When appropriate, relax
standards so that
perfectionism does not
paralyze forward
20
momentum
10
When
communicating
with the HORSE
• Be congenial and pleasant,
• Be warm, approachable.
• Show concern for
their feelings.
• Offer your point of view, but
in an easygoing manner.
• Indicate your willingness to
work collaboratively with
them.
• Offer options, not
demands.
21
• Be willing to compromise.
When
communicating
with the MONKEY
• Be optimistic and enthusiastic.
• Talk in terms of collaboration,
team work.
• Praise and recognize their
efforts.
• Make it a point to make a
personal connection.
• Value their energy.
• Appreciate their talent for
getting others involved.
• Assure them that you value the
22
relationship.
11
When
communicating with
the LION
• Get straight to the point.
• Talk in terms of action and
results.
• Focus on the big picture and
avoid over analysis.
• Expect directness, candor.
Don’t take it personally.
• Be prepared to answer
questions with confidence.
• Appeal to their desire to
set goals, compete, win, be
victorious
• Match their quick pace.
23
When
communicating
with the OWL
• Talk about the
objective, fact-based aspects.
• Speak with a calm and
methodical tone.
• Do not pressure for an
immediate decision.
• Expect skepticism.
• Show appreciation for their
knowledge, logic.
• Do not be forceful or emotional
in your approach.
• Expect assumptions to be
challenged.
24
12
The Top 7 Barriers
to Clear, Concise
Communication
“There is little doubt that
organizational communication has
changed. Top down approaches
and controlled messaging is
no longer the accepted method
of sharing information.
Technology, generational
differences, shortages of highly
skilled and semi-skilled workers
and economic challenges have all
contributed to a dramatic shift in
25
communication best practices.”
The Top 7 Barriers
to Clear, Concise
Communication
1. Organizational Vision,
Mission, Values and Goals
that are nonexistent or
simply irrelevant, rhetoric
26
13
The Top 7 Barriers
to Clear, Concise
Communication
2. Maintaining a
hierarchical, closed
and/or silo-approach to
sharing information.
27
2nd Quarter
Town Hall Meeting
The Top 7 Barriers
to Clear, Concise
Communication
3. Failing to capitalize
upon all methods and
mediums of
communication.
28
14
The Top 7 Barriers
to Clear, Concise
Communication
4. Lack of recognition,
combined with a lack
of broadcasting,
communicating
individual recognition
to the organization.
29
The Top 7 Barriers
to Clear, Concise
Communication
5. Inconsistent
communication.
30
15
The Top 7
Barriers
to Clear, Concise
Communication
6. Failing to
recognize the
power of ‘what
is not being
said.’
31
The Top 7
Barriers
to Clear, Concise
Communication
7. Leaders who
are not role
models of the
organizational
Vision, Mission,
Values and
Goals.
32
16
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
Introduction
“Communication Styles & Methods- Meeting the Needs of the Firm!”
Communication Styles & Methods:
Meeting the Needs of the Firm
“To effectively communicate, we must realize that we are all different in the way we perceive
the world and use this understanding as a guide to our communication with others.”
-Tony Robbins
elcome to this unique and very engaging educational event designed specifically for
business of law leaders. As a role model and leader of your law firm’s ‘jungle,’ your ability to
communicate with persons inside (and out) the ‘tribal organization’ is critical to thriving, and
not merely surviving, as a business of law leader.
W
Objectives & goals of this training:
 Identify your individual ‘wild’
communication style
 Determine how to talk to the ‘other
animals in your jungle’
 Discuss the top seven barriers to clear,
concise communication
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
1
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
I. Learn Your ‘Wild’ Communication Style: For each question, check the one box
that BEST represents your preferences. When completed, add the checkmarks on each vertical
column. Place the numerical score on the line below that column.
Patient;
Calm
Enthusiastic;
Talkative
Resultsoriented:
Confident
Analytical:
Quiet
2. Decision
making:
Methodical;
Cautious
Emotional;
Consensus
Quick;
Purposeful
Fact-based;
Systematic
3. I talk about:
Personal,
heartfelt
experiences;
Positive side of
others
Social network;
Building teams
Achievements;
Overcoming
challenges
The facts;
Best approaches
4. Using time:
Not rushed
Socializer
Hurrying
Precisely on time
5. Relates to others:
Supportive;
Listens
Accepting;
Highly social
Direct;
Commands
Restrained;
Quiet
6. Gestures:
Sparse; minimal
Open;
welcoming
Thought-out;
Impatient
7. Clothing:
Timeless basics;
Conforms
Today’s trends;
Bright
Formal, yet
stylish
Conservative;
Monochromatic
8. Work pace:
Steady
Enthusiastic
Fast
Controlled
9. Listening:
Interested
Distracted
Impatient
Selective
10. Work area has:
Keepsakes
Pictures
Awards
Charts
11. Oriented toward:
Support;
Status Quo
Socializing;
Positive
recognition
Getting results;
Leading,
Winning
Accuracy, Facts,
Gaining
knowledge
Laid back
Outgoing
Assertive
Stoic; Nononsense
13. Communication:
Low-key
Animated
Direct
Reserved
Responsive to
others
Steady
Friendly
Restless
Guarded
1.
12.
14.
Manner is
basically:
Basic
personality:
1.____________
2. ____________
3. ____________
Closed; Little to
none
4. ____________
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
2
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
If your highest score is in column #1, your animal style is:
The HORSE
Overall:
 People oriented
 Very likeable
 Warm, friendly and accepting
 Aware of the reactions of others
 Agreeable and supportive
 Steady and calm
 Loyal and dependable
 Humble
 Team-players
 Great ability to gain support from others
 Excellent listeners
 Supportive of others
 Prefers first name/informality
 Consistent
 Patient and considerate
 Dislikes interpersonal conflict
 Guard their emotions in front of others
 Accepts change slowly and reluctantly
 Approaches risk cautiously
 Slow to take action and make decisions
 Asks many questions
Motivated by: Harmonious relationships, sincere appreciation
Stressed by: Pushy, aggressive behavior from others, fast change, possibility of offending others,
presenting in front of others.
Others may see them as: A pushover, wishy washy, submissive, indecisive, defensive, needing
acceptance, unable to complete tasks,
In adapting to your jungle, may want to consider:
 Learn to effectively say no more often
 Place task completion over others feelings when necessary
 Step outside comfort zone and take the well-calculated risk
 Ask for help; delegate to others
 Adapt more readily to positive change
 Confidently state opinions and thoughts when important
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
3
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
If your highest score is in column #2, your animal style is:
The MONKEY
Overall:
 People Oriented
 Very friendly
 Enthusiastic
 Spontaneous
 Talkative
 Promotes group collaboration
 Quick paced
 Optimistic
 Likes involvement
 Risk taker
 Persuasive
 Jumps from one activity to another
 Shows emotions
 Relies on intuition
 Exaggerates and generalizes
 Undisciplined about time
 Not always prepared
 Tends to be disorganized
Motivated by: Sincere recognition and appreciation, opportunities to help and be involved, stable,
predictable environments, attention
Stressed by: Social rejection, disapproval, being ignored, being alone
Others may see them as: Manipulative, over eager, time-waster, lacking in focus, superficial, overlyemotional
In adapting to your jungle, may want to consider:
 Focusing on completing tasks
 Controlling emotions when necessary to remain objective
 Managing time
 Concentrating on the task at hand
 Engaging in active listening
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
4
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
If your highest score is in column #3, your animal style is:
The LION
Overall:
 Task Oriented
 Wants immediate results
 Takes action
 Confident
 Good administrative, organizational skills
 Decisive
 Goal-orientated
 Independent
 Competitive
 Likes challenges and solving problems
 Bold, adventurous
 Strong-willed, authoritative
 Prefers autonomy
 Seeks to have power
 Strong ego and dominant
 Low tolerance for feelings, attitudes and
advice of others
 Likes and seeks control
 Fast, impatient pace
 Questions status quo
Motivated by: Winning, success, getting tasks completed, hitting goals, being a leader
Stressed by: Wasting time, 'Touchy-feely' behavior that blocks actions/results, inaction in others,
disorganization, ‘high-maintenance’ situations and individuals
Others may see them as: Aloof, egotistical, cold, pushy, arrogant, insensitive, impatient
In adapting to your jungle , may want to consider:
 Listen more effectively
 Consider the emotions and feelings of others, especially in tense situations
 Be more patient
 Allow others to lead and make decisions
 Use more caution
 Slow down
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
5
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
If your highest score is in column #4, your animal style is:
The OWL
Overall:
 Task Oriented
 Seeks facts, data, objectivity
 Serious, persistent
 Orderly, logical
 Follows directions and standards
 Time-disciplined and precise
 Good problem-solving skills
 Perfectionist, wants to be right
 Structured and organized
 Conventional, systematic
 Works in a slow, cautious pace
 Concentrates on detail
 Complies with authority
 Prefers to work alone in a slow and
precise manner
 Likes controlled circumstances
 Over-relies on data collection and proof
 Critical of others’ performance
 Dislikes too much involvement
 Wants to always be right
Motivated by: Opportunities to use expertise and gain knowledge, being correct and right,
Stressed by: Strong displays of emotion, criticism, being wrong, casual approaches to projects, and
disorganized processes.
Others may see them as: Unemotional, lacking in imagination, resentful, withdrawn, and resistant to
change, too reliant on facts and data, weak, perfectionist.
In adapting to your jungle, may want to consider:
 Be willing to accept constructive criticism
 Share opinions and feelings more often
 Seek fast methods to achieve objectives
 When appropriate, relaxing standards so that perfectionism does not paralyze forward
momentum
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
6
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
Let’s Talk to the Animals….
When communicating with the HORSE
 Be congenial and pleasant.
 Be warm and approachable.
 Show concern for their feelings.
 Offer your point of view, but in an easygoing manner.
 Indicate your willingness to work collaboratively with them.
 Offer options, not demands.
 Be willing to compromise.
 “Charlene, good morning! How was the new healthcare law training last
week? Did you enjoy it and find it valuable? What was the best part? I stopped
by today to see if you would consider partnering with me for an upcoming
mock trial for the interns. The topic is certainly your strength and it would be
great if we could co-facilitate it. I understand how incredibly busy you are so I
thought that maybe you could pick the date and I’d get all the materials
organized. How do you feel about this? ”
When communicating with the MONKEY








Be optimistic and enthusiastic.
Talk in terms of collaboration, team work.
Praise and recognize their efforts.
Make it a point to make a personal connection.
Value their energy.
Appreciate their talent for getting others involved.
Assure them that you value the relationship.
Hey Jim! How’s it going?! Play any golf lately? You and I need to
hit the greens again soon. How about Sunday? Anyway, I wanted
to stop by to ask you a couple of things. Got 10 minutes? I’ve
decided to volunteer as our firm’s leader for the United Way
Campaign. I remember how amazing you were last year when
you got a group together and raised a bunch of money for the
American Heart Association. We can hang out together while we
help run a couple of great events to raise money for Tulsa’s
United Way. Channel 6 is going to be there interviewing us. I’d
really appreciate your help and all the nonprofits that get United Way monies will too. It would
mean a lot. So, what do ya think? And what about that golf game this Sunday”
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
7
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
When communicating with the LION
Get straight to the point.
Talk in terms of action and results.
Focus on the big picture and avoid over analysis.
Expect directness, candor. Don’t take it personally.
Be prepared to answer questions with confidence.
Appeal to their desire to set goals, compete, win, be
victorious
 Match their quick pace.
 “Judy, is this a convenient time? I have a quick question for
you. I need a volunteer to review the applications for the open
paralegal position with me. Will last about 90 minutes. I am
determined to only bring the finest candidates into the firm from
now on. I have full confidence you’re the ideal choice to assist in
this tough job. Yes or no?”






When communicating with the OWL








Talk about the objective, fact-based aspects.
Speak with a calm and methodical tone.
Do not pressure for an immediate decision.
Expect skepticism.
Show appreciation for their knowledge, logic.
Do not be forceful or emotional in your approach.
Expect assumptions to be challenged.
“Barbara, Thank you for your promptness to this meeting to discuss the sequencing and final
presentation schedule for the Marcus case. In review, we are, one, on schedule for the
January 28th preliminary. Please accept my sincerest appreciation for all your diligence and
attention to detail in keeping this project on schedule. Your efforts kept us on budget, and on
time. Two, the fact remains that you and I must now prepare the post-project report to our
Senior Partners. I would like to see it their desks no later than February 1 because you and I
both know they expect deadlines to be hit. Based on your
current workload, when do you believe we could meet again
to focus primarily on the report? How about you check your
schedule and get back to me within a day or 2? Would that
work for you? Thank you again Barbara, Great job..”
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
8
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
Overview of Communication Styles:
(Remove this page and keep handy on your desk)
LION
MONKEY
Priorities: Getting results; hitting goals; challenges
Priorities: Group inclusiveness; team collaboration; positive
relationships
Attributes: Task-oriented; pushes for results; decisive;
confident; conveys urgency; speaks up about concerns;
fast-paced; independent; seeks power.
Attributes: People-oriented; generates enthusiasm in others;
highly social; talkative; spontaneous; risk-taker; emotional
Relate to them by: Get to the point; minimize small talk;
focus on end results; avoid over analysis; don’t take their
bluntness personally; expect candor
Relate to them by: Listening; show value in the relationship;
praise their efforts; talk in terms of collaboration; teamwork
Misunderstood as: Blunt; rude; unfriendly; intimidating;
egotistical; loners; aloof; pushy
Misunderstood as: Disorganized; too emotional; in need of
lots of recognition; too willing to take unnecessary risks;
manipulative; superficial; overeager
People I know who are Lions:
People I know who are Monkeys:
OWL
HORSE
Priorities: Harmonious relationships, stability; support; sincere
appreciation
Priorities: Accuracy; maintaining high standards; order;
objectivity
Attributes: People-oriented; calm; tactful; patient; likeable;
loyal; dependable; team players; accommodating; avoids
confrontation; risk-adverse; indecisive
Attributes: Task-oriented; reliable; logical; questions ideas;
skeptical; conventional; serious; slow; cautious; detailed;
autonomous; on-time
Relate to them by: Avoid last minute changes; allow time to
process information; be congenial; offer options; be willing
to compromise; show respect for their feelings
Relate to them by: Bring facts and research to support your
position; do not pressure to make a decision; respect their
time; avoid emotionalism
Misunderstood as: Too accommodating; submissive,
indecisive, needing acceptance, unable to complete tasks
Misunderstood as: Arrogant; fault-finding; too cautious;
unemotional; weak; perfectionist; withdrawn
People I know who are Horses:
People I know who are Owls:
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
9
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
III. The Top 7 Barriers to Clear, Concise
Communication
here is little doubt that organizational communication has changed. Top down approaches
and controlled messaging is no longer the accepted method of sharing information.
Technology, generational differences, shortages of highly skilled and semi-skilled workers and
economic challenges have all contributed to a dramatic shift in communication best practices.
T
1. Organizational Vision, Mission, Values and Goals that are nonexistent or simply irrelevant, rhetoric.
This is the single most vital facet when seeking to build (or re-build) a high-functioning, trust-filled and
communicative workplace. The Vision, Mission, Values and Goals are the touchstone, the defining
voice that gives the organization its authentic meaning and direction. Generation X and Y
particularly need for this sense of higher purpose and integrity.
2. Maintaining a hierarchical, closed and/or siloapproach to sharing information. This type of
communication, or lack thereof, breeds resentment, fear
and distrust in employees. Highly productive, profitable
organizations understand that transparent, honest and
inclusive communications, company-wide builds trust.
3. Failing to capitalize upon all methods and mediums of
communication. Highly communicative workplaces utilize
both old-school forms of communication (Company-wide,
in person meetings; printed intra-company newsletter,
bulletin boards, voicemail, email, written letters) and
modern and emerging types of communication (video
messaging, electronic messaging, Facebook, Twitter,
large-scale monitors, etc).
4. Lack of recognition combined with a lack of broadcasting, communicating individual recognition
to the organization. Verbal appreciation that is genuine, specific and delivered in a timely manner is
a major component of employee engagement and trust. Sharing the names (and pictures!) of those
being recognized to the entire organization brings dramatic increases in productivity and morale!
5. Inconsistent communication. Schedule all routine, non-emergent communications. And never miss
a deadline! Ensure steps are taken to avoid ‘mixed messages’ as well.
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
10
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
6. Failing to recognize the power of ‘what is not being said.’ Absent senior leaders, hypocritical
actions, inappropriate behavior, and tolerance of underperforming, even toxic, employees
communicate, loud and clear, that the organization is not to be trusted, no matter what they ‘say.’
7. Leaders who are not role models of the organizational Vision, Mission, Values and Goals. It comes
full circle, back to #1. Every employee who is in a leadership and/or management position must be
the unwavering role model of the organizational values and communications.
Notes:
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
11
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
I. Learn Your ‘Wild’ Communication Style: For each question, check the one box
that BEST represents your preferences. When completed, add the checkmarks on each vertical
column. Place the numerical score on the line below that column.
Patient;
Calm
Enthusiastic;
Talkative
Resultsoriented:
Confident
Analytical:
Quiet
2. Decision
making:
Methodical;
Cautious
Emotional;
Consensus
Quick;
Purposeful
Fact-based;
Systematic
3. I talk about:
Personal,
heartfelt
experiences;
Positive side of
others
Social network;
Building teams
Achievements;
Overcoming
challenges
The facts;
Best approaches
4. Using time:
Not rushed
Socializer
Hurrying
Precisely on time
5. Relates to others:
Supportive;
Listens
Accepting;
Highly social
Direct;
Commands
Restrained;
Quiet
6. Gestures:
Sparse; minimal
Open;
welcoming
Thought-out;
Impatient
7. Clothing:
Timeless basics;
Conforms
Today’s trends;
Bright
Formal, yet
stylish
Conservative;
Monochromatic
8. Work pace:
Steady
Enthusiastic
Fast
Controlled
9. Listening:
Interested
Distracted
Impatient
Selective
10. Work area has:
Keepsakes
Pictures
Awards
Charts
11. Oriented toward:
Support;
Status Quo
Socializing;
Positive
recognition
Getting results;
Leading,
Winning
Accuracy, Facts,
Gaining
knowledge
Laid back
Outgoing
Assertive
Stoic; Nononsense
13. Communication:
Low-key
Animated
Direct
Reserved
Responsive to
others
Steady
Friendly
Restless
Guarded
1.
12.
14.
Manner is
basically:
Basic
personality:
1.____________
2. ____________
3. ____________
Closed; Little to
none
4. ____________
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
1
WorkWise Productions and
KristineSexter.com LLC
Association of Legal Administrators- 2014 Annual Conference
presents:
“Communication Styles & Methods- Meeting the Needs of the Firm!”
Overview of Communication Styles:
(Remove this page and keep handy on your desk)
LION
MONKEY
Priorities: Getting results; hitting goals; challenges
Priorities: Group inclusiveness; team collaboration; positive
relationships
Attributes: Task-oriented; pushes for results; decisive;
confident; conveys urgency; speaks up about concerns;
fast-paced; independent; seeks power.
Attributes: People-oriented; generates enthusiasm in
others; highly social; talkative; spontaneous; risk-taker;
emotional
Relate to them by: Get to the point; minimize small talk;
focus on end results; avoid over analysis; don’t take their
bluntness personally; expect candor
Relate to them by: Listening; show value in the relationship;
praise their efforts; talk in terms of collaboration; teamwork
Misunderstood as: Blunt; rude; unfriendly; intimidating;
egotistical; loners; aloof; pushy
Misunderstood as: Disorganized; too emotional; in need of
lots of recognition; too willing to take unnecessary risks;
manipulative; superficial; overeager
People I know who are Lions:
People I know who are Monkeys:
OWL
HORSE
Priorities: Harmonious relationships, stability; support; sincere
appreciation
Priorities: Accuracy; maintaining high standards; order;
objectivity
Attributes: People-oriented; calm; tactful; patient; likeable;
loyal; dependable; team players; accommodating; avoids
confrontation; risk-adverse; indecisive
Attributes: Task-oriented; reliable; logical; questions ideas;
skeptical; conventional; serious; slow; cautious; detailed;
autonomous; on-time
Relate to them by: Avoid last minute changes; allow time
to process information; be congenial; offer options; be
willing to compromise; show respect for their feelings
Relate to them by: Bring facts and research to support your
position; do not pressure to make a decision; respect their
time; avoid emotionalism
Misunderstood as: Too accommodating; submissive,
indecisive, needing acceptance, unable to complete
tasks
Misunderstood as: Arrogant; fault-finding; too cautious;
unemotional; weak; perfectionist; withdrawn
People I know who are Owls:
People I know who are Horses:
 2014 Full reprint permission granted to all ALA Members. www.KristineSexter.com
2