10 0 5
THE PROCESS DISCOVERING ASK QUESTIONS AND LISTEN. ADVOCATING RELATIONSHIP SUPPORTING HURRYTRUST NEEDHELP
CONTROLLED AND EMOTIONAL
CONTROLLED
Secretive, cautious communicator. More controlled in expression of feelings. Measured opinions and actions. Strict, disciplined attitudes. Focus more on facts. Fact orientated decision-making. Seems difficult to get to know. Self –disciplined,guarded.
CONTROLLED Requiring of self and others. Impersonal and businesslike. Limited use of gestures. Less facial expressiveness. Dresses more formally. Appears more task-orientated than people orientated. Time conscious.
EMOTIONAL
Open, impulsive communicator Less guarded in expression of feelings Dramatic opinions and actions Permissive, fluid attitudes Focuses more on feelings Emotional decision-making Seems easy to get to know
EMOTIONAL Emotionally expressive, open Easy-going with self and others Personal and friendly Gestures more frequently More facial expressiveness Dresses less formally Appears more people orientated than task orientated Less time conscious
PERCEPTION OF ASSERTIVENESS
ASKS Less Assertive TELLS More Assertive
PERCEPTION OF ASSERTIVENESS ASKS Less Assertive Quiet (slow, deliberate, softer) Moderate Opinions Thoughtful Decisions Go-along Attitude Supportive
PERCEPTION OF ASSERTIVENSS cont. Tends to avoid use of power Lets others take social initiative Asks Questions Acts Slowly Tentative body language Less direct eye contact Less Confrontive
PERCEPTION OF ASSERTIVENESS TELLS More Assertive Talkative (quick, intense, louder) Strong Opinions Quick Decisions Take-charge Attitude Directive
PERCEPTION OF ASSERTIVENESS cont. Tends to use power Takes social initiative Makes Statements Acts Quickly Emphatic body language Direct eye contact More Confrontive
THE GRID
ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL
VERBAL BEHAVIOURS
Slower Pace Of Speech faster Fewer Statements Quantity of speech More statements Quieter VOLUME OF SPEECH Louder
VERBAL BEHAVIOURS CONTROLLED monotoneTask subjectsFacts/data EMOTION IN VOICE SUBJECTS OF SPEECH FORM OF DESCRIPTION INFLECTIONS PEOPLE SUBJECTSPEOPLE OPINIONS EMOTIONAL
NON-VERBAL BEHAVIOURS
NON VERBAL BEHAVIOURS CONTROLLED Relaxed Use USE OF HANDS Points for Emphasis BODY POSTURE Leans Back Leans Forward EYE CONTACT Indirect Eye Contact Direct Eye Contact EMOTIONAL
NON -VERBAL BEHAVIOURS CONTROLLED RIGID POSTURE Less Use Controlled BODY POSTURE USE OF HANDS FACIAL DESCRIPTIVES CASUAL POSTURE More UseAnimated EMOTIONAL
Developing Winning Teams
RE-CAP
ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL
Anger Patterns
ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL
ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL AVOIDAUTOCRATIC ACQUIESCE ATTACK
ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK
ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK
ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK
ANALYTICALDRIVER EXPRESSIVE AMIABLE AVOIDAUTOCRATIC ACQUIESCE ATTACK
PRIMARY NEEDS
ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL RESPECT POWER APPROVALRECOGNITION