Directions: Please complete the 12 sentences. Rank each of the four endings according to how well you think each one applies to you. Using the spaces provided, rank 4 for the sentence ending that best describes you, down to 1 for that which least describes you. Rank all endings. Please do not make ties.
Remember: 4= most like you; 3= second most like you; 2= third most like you; and 1= least like you. Rank ACROSS.
Example: I am
/ 4 / HAPPY / 1 / FAST / 2 / LOGICAL / 3 / CAREFUL1. In most situations I prefer to: / ___ / Deal with my feelings / ___ / Listen and watch / ___ / Think about a situation / ___ / Make things happen
2. I most trust: / ___ / My intuitions / ___ / My observations / ___ / My thoughts / ___ / My actions
3. I am best described as: / ___ / Emotional / ___ / Passive / ___ / Intellectual / ___ / Active
4. I view myself as: / ___ / Warm / ___ / Introspective / ___ / Cool / ___ / Outgoing
5. I like to be: / ___ / Close / ___ / Tactful / ___ / Distant / ___ / Direct
6. I am oriented towards: / ___ / Relationships / ___ / Listening / ___ / Task / ___ / Talking
7. I tend to: / ___ / Be gentle / ___ / Wait for direction / ___ / Be discriminating / ___ / Initiate
8. I enjoy: / ___ / Personal involvement / ___ / Taking time to reflect / ___ / Evaluating ideas / ___ / Seeing results
9. A strength I have is: / ___ / Maintaining harmony / ___ / Following / ___ / Analysing / ___ / Leading
10. I could be seen as: / ___ / Impulsive / ___ / Passive / ___ / Suspicious / ___ / Aggressive
11. In communications I am: / ___ / Accepting / ___ / Hesitant / ___ / Challenging / ___ / Dominant
12. With information I: / ___ / Figure out my feelings about it / ___ / Save it / ___ / Ponder it / ___ / State it
TOTALS / ___ / COLUMN A / ___ / COLUMN B / ___ / COLUMN C / ___ / COLUMN D
SOCIAL STYLES Score Sheet
Column C (Analytical) / ______ / Column D (Dominant) / ______
Column A (Solid) / ______ / Column B (Expressive) / ______
C-A TOTAL
(Thinking/Feeling) / ______ / D-B TOTAL
(Doing/Watching) / ______
Rapport and Effective Communication
BEHAVIOURAL STYLES: PERSONALITY FACTORS
ANALYTICAL
§ Planner/organiser§ Details/technicalities
§ Show decisions
§ Must be right
§ Conservative/cautious
§ Low pressure
§ Precise/critical/logical
§ Problem solver
§ Persistent
§ Follows procedures/compliant / DOMINANT
§ Goal oriented/results oriented
§ Impatient
§ Task oriented/high achiever
§ Workaholic
§ Decisive
§ Opinionated/stubborn/blunt
§ Innovative
§ Tough/firm in relationships
§ Control oriented
§ Competitive/loves challenge
SOLID
§ Needs people
§ Good listener
§ Status quo/dislikes change
§ No risks
§ No pressure
§ Counsellor/helps others
§ Questioning
§ Insecure/needs reassurance
§ Supportive
§ No conflict / EXPRESSIVE
§ Dreamer
§ Unrealistic goals
§ Creative, ideas flow
§ Needs approval and compliments
§ Generalises
§ Persuasive, outgoing
§ Opinionated
§ Fast decisions
§ Excitable
§ Enthusiastic, shows confidence
Behavioural Styles
SOLID
v Start (briefly) with a personal commitment. Be agreeable.
v Show sincere interest in them as people.
v Listen well. Be responsive and supportive.
v Elicit personal goals and work to help achieve these goals as related to the forum.
v Ask “how” questions.
v If you agree easily, look for possible areas of their disagreement or dissatisfaction.
v If you disagree, look for hurt feelings.
v Be informal, orderly and friendly.
v Guarantee their decision will minimise risks.
v Offer clear, specific solutions with assurances.
Behavioural Styles
EXPRESSIVE
v Plan interaction that supports their feelings/intuitions. Be stimulating. Use enough time to be sociable, yet fast-moving.
v Leave time for relating, socialising after completing meeting.
v Talk about people, their goals, opinions they find stimulating.
v Don’t discuss extensive details related to proposal.
v Ask for their opinions/ideas regarding improvement.
v Provide ideas for implementing action.
v Provide testimonials from people they perceive as important, prominent.
v Offer special, immediate and extra incentives for their willingness to accept your proposal.
v Continue supporting the relationship, be casual.
v Recognise their accomplishments.
Behavioural Styles
DOMINANT
v Be clear, specific, brief and efficient.
v Stick to business.
v Present the facts logically.
v Ask specific (preferably “what”) questions.
v Provides choices and options.
v Provide facts and figures about the results of your proposal.
v If you disagree, take issue with facts, not the person.
v Motivate and persuade by referring to objectives and results.
v Support, maintain, use discretion.
Behavioural Styles
ANALYTICAL
v Approach them in a straightforward, direct but low-keyed way; stick to business.
v Support their logical, methodical approach; build your credibility by listing pros and cons of your proposal.
v Present specifics and do what you say you can do. Take your time, but be persistent.
v Create a schedule to implement actions with step-by-step timetable. Assure them there won’t be surprises.
v If you agree, follow through and document for the record.
v If you disagree, make an organised presentation of your position and ask for their suggestions to resolve the situation.
v Give them time to verify predictability of your actions; be accurate, realistic.
v Provide solid, tangible, practical evidence and options.
v Provide long-term assurances.