D person has an emphasis on shaping the

D person has an emphasis on shaping the environment by overcoming opposition to accomplish results Dominance Influence Steadiness Description Tendencies • Getting immediate results Desires an environment which includes • Power and authority Conscientiousness Action plan Need others who • Weigh pros and cons • Difficult assignments • Opportunity for • Accepting challenges individual accomplishments • Making quick decisions • Questioning the status • Wide scope of operations quo • Use caution • To understand that they need people • Structure a more predictable environment • Techniques based on practical experience • An occasional shock • Research facts • Taking authority • Deliberate before deciding • Identification with a group • Causing action • Managing trouble • Solving problems • Prestige and challenge • Calculate risks To be more effective needs • Direct answers • Opportunity for advancement • To verbalize reasons for conclusions • Recognize the needs of • Freedom from control others • An awareness of and supervision existing sanctions • Many new and varied activities • To pace self an relax more 1

I person has an emphasis on shaping the environment by influencing or persuading others Dominance Influence Steadiness Description Tendencies • Contacting people • Making a favorable impression • Verbalizing with articulateness Conscientiousness Action plan Desires an environment which includes Need others who To be more effective needs • Popularity, social recognition • Concentrate on the task • Control of time, of D or S is low • Public recognition of ability • Seek facts • Objectivity in decision -making • Speak directly • Freedom of expression • Respect sincerity • Participatory management • Creating a • Group activities • Develop systematic motivational outside of the job • More realistic approaches environment appraisals of others • Democratic • Prefer dealing with • Generating enthusiasm relationships things to dealing with • Priorities and deadlines • Entertaining people • Viewing people and situations optimistically • Freedom from control and detail • • Opportunity to verbalize proposals • • Participating in a group • Coaching and counseling • Favorable conditions people Take a logical approach • To be more firm with others if D is low Demonstrate individual follow through 2

S person emphasizes on cooperating with others to carry out the task Dominance Influence Description Tendencies Desires an environment which includes • Performing on a • Maintenance of the consistent, predictable status quo unless manner given reasons for a change • Demonstrating patience • Develop specialized skills • Predictable routines • Credit for work accomplished • Desiring to help others • Minimal work infringement on home • Showing loyalty life • Being a good listener • Sincere appreciation • Calming excited people • Identification with a • Creating a stable, group harmonious work • Standard operating environment procedures • Minimal conflict Steadiness Conscientiousness Action plan Need others who To be more effective needs • React quickly to unexpected change • Conditioning prior to change • Stretch towards the • Validation of self-worth challenges of accepted • Information on how tasks one’s effort contributes • Become involved in to the total effort more than one thing • Work associates of • Are self-promoting • Apply pressure on others • Work comfortably in an unpredictable environment similar competence and sincerity • Guidelines to accomplishing the task • Encouragement of creativity • Help prioritize work • Are flexible in work procedures 3

C emphasizes on working conscientiously within existing circumstances to ensure quality and accuracy Dominance Influence Steadiness Description Tendencies Conscientiousness Action plan Desires an environment which includes Need others who To be more effective needs • Attention to key directives and standards • Clearly defined performance expectations • Delegate important tasks • Opportunity for careful planning • Concentrating on key details • Valuing quality and accuracy • Make quick decisions • Thinking analytically, weighting pros and cons • Reserved, businesslike atmosphere • Use policies only as guidelines • Exact job description and performance objectives • • • Compromise with the opposition • Control over those • Being diplomatic with factors that affect their people performance • Using subtle or indirect • Opportunity to ask approaches to conflict “why” questions • Checking for accuracy • Recognition for specific skills and Analyzing performance accomplishments critically • Using systematic approach State unpopular positions Initiate and facilitate discussions Encourage teamwork • Scheduled performance appraisals • Specific feedback on performance • To respect people’s personal worth as much as their accomplishments • To develop tolerance for conflict 4