Influencing others and communicating effectively relies on a deep sense of self awareness and an ability to understand others. This guide identifies the four social styles of communication and how you can use them to influence others.
4. analytical driver
amiable
People & team focused
High empathy
Consensus driven
Avoid conflict
Supportive and loyal
Can deal with conflict
Direct & short answers
Proud of achievements
Impatient & decisive
Objective focussed
Process oriented
Rational
Concerned with details
Logical & sequential
Prudent
expressive
Big picture focus
Low attention to detail
Healthy ego
Competitive & ambitious
High energy creative thinkers
Riccardo Cuppini
!
David Goehring
Gabe Austin
Jacob Bøtter
21. r
e
s
p
o
n
s!
!
v
e
n
e
s
s
a s s e r t i v e n e s s
avoiding autocratic
analytical
expressive
driver
amiable
acquiescing attacking
+
+
_
_
22. style under stress
less assertive
more responsive
goal is harmony
First level
r
e
s
p
o
n
s!
i!
v
e
n
e
s
sa s s e r t i v e n e s s
amiable
acquiescing
+
_
25. r
e
s
p
o
n
s!
i!
v
e
n
e
s
s
a s s e r t i v e n e s s
avoiding
analytical
style under stress
First level
less assertive
less responsive
goal is correctness
_
_
26. style under stress
Second level
Behrooz Nobakht
The second shift
under extreme stress is
a reversal of style
29. Y N
More likely to lean backward when stating opinions
More likely to be erect or learn forward when stating opinions
Less use of hands when talking
More use of hands when talking
Demonstrates less energy
Demonstrates more energy
More controlled body movement
More flowing body movement
Less forceful gestures
More forceful gestures
Less facial expressiveness
More facial expressiveness
preferred style inventory
put an x in EITHER THE ‘Y’ OR ’N’ box FOR EACH PAIR OF QUESTIONS.
Y N
More likely to ask questions
More likely to make statements
Less inflection in voice
More inflection in voice
Less apt to exert pressure for action
More apt to exert pressure for action
Less apt to show feelings
More apt to show feelings
More tentative when expressing opinions
Less tentative when expressing opinions
More task-oriented conversations
More people-oriented conversations
Y N
Slower-paced
Faster-paced
Less likely to use small-talk or tell anecdotes
More likely to use small-talk and tell anecdotes
Slower to resolve problem situations
Quicker to resolve problem situations
Appears more serious
Appears more fun-loving
Softer-spoken
Louder voice
More oriented towards facts and logic
More oriented toward feelings and opinions
SOURCE: Bolton, Robert & Bolton, Dorothy G. (1996). People Styles at Work: Making Bad Relationships Good and Good Relationships Better. AMACOM, New York.
Engineering Leaders of Tomorrow Faculty of Applied Science and Engineering University of Toronto - http://www.ecelot.com/resources/Discovering%20Your%20Leadership%20Strengths.pdf
30. Y/N ASSERTIVE/RESPONSIVE
MOSTLY y? MORE ASSERTIVE
moSTLY n? LESS ASSERTIVE
moSTLY y? MORE RESPONSIVE
moSTLY n? LESS RESPONSIVE
r
e
s
p
o
n
s
!
v
e
n
e
s
s
a s s e r t i v e n e s s
_ +
+
_
plot YOUR STYLE
33. effective communication
Adapting your style
Greater self awareness of your
own style helps you understand
what motivates you and why you
behave the way you do.
Understanding the preferred
styles of others helps you to
adopt the most appropriate
approach when communicating.
Influencing others means
concentrating on what matters
most to them, not you.
34. Sources: Dr Stephen Mugford ; Social Style / Management Style: Developing Productive Work Relationships by Robert Bolton;!
Sales Channel Europe- Becoming a trusted Adviser - II
meTHIS IS
@rdkmy
go! be awesome