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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