Effective Communication communication styles Flexing to others styles

Effective Communication: communication styles Flexing to others’ styles Analytical Driving Expressive Amiable ► Cool ► Impersonal ► Stimulating ► Warm ► Distant ► Secretive ► Unstructured ► Agreeable ► Formal ► Organized ► Enthusiastic ► Cooperative ► Conservative ► Demanding ► Outgoing ► Careful ► Logical ► Factual ► Personal ► Quiet Know this person wants to be… Right In control Recognized Sure Strengthen this relationship by supporting… Principles and thinking Conclusions and actions Dreams and intuitions Feelings and relationships Use time to… Be accurate Be efficient Be stimulating Be agreeable Evidence with service Options with probabilities Testimony with incentives Guarantees with assurances ► Logic, ► Results, ► Praise ► Visible Anticipate this behavior… Get action by providing… organization ► Moderate approach of past record specific, to the point of past results and competencies factually ► Drive, ability to get things done quickly ► Deadlines ► Competitiveness ► Ideas, ► Demonstration ► Being ► Shortcuts ► Being ► Ignoring ► Haste ► Dwelling ► Detail ► Facts, data, evidence ► Written documentation ► Time to think ► Planning time and immediate action ► Forgetting the past ► Being Know this person rejects… of ideas, vision ► Being ► Consideration Know this person accepts… sales impatient with details ► Over-personalizing or emotions pushy on the phone ► Being pressed for immediate decision ► Being abstract, vague input future-oriented ► Constant follow-up ► Emphasizing the big picture concern ► Need for help enthusiasm, sensitivity, awareness ► Praise, ► Team approach ► Creativity ► One-to-one ► Lots ► Flexibility of strokes enthusiasm ► Being cool on the long-term ► Being non-committal on expectations of results ► Being impersonal ► Being impatient with their creativity ► Pressing ► Detail ► Putting ► Assumption and thorough written reporting ► Long term projects ► Inputting too much at once task ahead of fun ► Too much detail ► Accuracy above appearance hard for change hard for details and written analysis, homework ► Pushing that deadlines will be met ► Being impersonal, unavailable ► Being autocratic, dictatorial © The TRACOM Corporation. All Rights Reserved.

Effective communication: communication styles Flexing to others’ styles Driving style • Spoken/visual • Blunt • Impatient • Interrupts frequently • Likes conclusions first • Dislikes introductions and background • Likes content complete but concise Asks Tells Expressive style • Dialogue • Informal • Agreeable • Patient • Likes discussions • Dislikes high pressure • Likes to hear opinions • Visual/spoken • Dramatic • Curious • Easily distracted • Likes to contribute ideas • Dislikes details • Likes to be entertained Emotes Amiable style Analytical style • Values facts, logic, and caution • Analyses situations and events in detail • Procedure and process oriented • Evaluates alternatives leading to decisions and conclusions about actions Controls • Written • Aloof • Sceptical • Listens critically • Likes documentation • Dislikes exaggerated claims Communication skills Driving style • Values actions • Results-oriented • Actions speak louder than words • Direct and frank about events, situations and people • Down to earth and practical in doing work Asks Tells Amiable style Expressive style • Values human interaction • Persuasive • Reflects emotion • Demonstrates understanding of • Values ideas and innovation • Original and new concepts that have people • Patient and talkative with people • Shows concerns for personal impact on organisation Emotes Analytical style Controls Communication long-term implications • Inquiry-minded and imaginative about identifying and solving problems • Grasps theory and appreciates intellectual research © The TRACOM Corporation. All Rights Reserved.