1. Communicating with Purpose Ruth Graczkowski Tri-S Consulting

2. social styles

3. analytical driver amiable expressive social styles

4. Results – ‘Just do it!’ – Wants know what and when – Measures their personal worth by how much they do – Wants you in turn to get to the point, because they are irritated by inefficiency and indecision – Their main priority is the task in hand, and the results achieved – Direct, to the point – Is motivated by results – Bottom line social styles driver

5. analytical driver amiable expressive Strength – Gets Things Done Results social styles

6. Strength – Gets Things Done – Seek productivity – Just do it! – Goal-oriented – Motivated others to action – Leads and organizes – Excels in emergencies – Works in priority order – Go getter – Ambitious – Energized under stress social styles driver

7. analytical driver amiable expressive Strength – Gets Things Done Weakness – Bulldozes People Results social styles

8. Weakness – Bulldozes People – Likes to take charge – Dislikes loss of control – End justifies the means – Can over dominate – May be preceived as rude or tactless – Decides for others – Impatient – Direct, to the point – Pushy – Autocratic social styles driver

9. analytical driver amiable expressive Strength – Gets Things Done Weakness – Bulldozes People Disorganized Results social styles

10. Disorganized social styles driver

11. analytical driver amiable expressive Strength – Gets Things Done Weakness – Bulldozes People Disorganized- Wants - Power Results social styles

12. analytical driver amiable expressive Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results social styles

13. Walks / Talks – Fast – Decisive pace – Idleness drives them crazy – Measures personal worth by how much they do – I will… – States, commands – Direct assertion – Louder – Uses voice to emphasize points – Leans forward – Intense eye contact – Deliberate movements – May interrupt – Likes to summarize social styles driver

14. analytical driver amiable expressive Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results social styles

15. Dress – Power – Image social styles driver

16. analytical driver amiable expressive Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments social styles

17. Pictures in Office – Accomplishments – Seeks power social styles driver

18. Motivation – Success Prioritize – Action, immediate results Personality – Direct, forceful, driven Attitude toward goals – sets many goals Under Stress – Is energized, becomes assertive, seeks control

19. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments social styles

20. Fear – Being Taken Advantage Of – Wants to be appreciated for productivity and making an impact – Loss of control social styles driver

21. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Relationships social styles

22. Relationships – ‘let’s all do it!’ – Energy and optimism – Friendly and easy-going – Measures their personal worth by the amount of recognition and acknowledgement (or complaints) they receive – Happy spirit – Creative and colorful – Talkative / storyteller – Tries to create an atmosphere that encourages flexibility – Volunteers for jobs – Lots of people interaction social styles expressive

23. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Strength – Communication Relationships social styles

24. Strength – Communication – Talkative / storyteller – Holds listener physically – Enthusiasm – Enjoys conversation – Reacts to what you’re saying – Socializer – Networker – Achieves acceptance through sociability and creating a stimulating environment – Charms others into work social styles expressive

25. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Strength – Communication Weakness – Dislikes Conflict Relationships social styles

26. Weakness – Dislikes Conflict – Struggles with commitment and follow-through – Dislikes being ignored – Prefers talk, may waste time – Undependable – Center of attention – Undisciplined – Forgets obligations – Easily distracted social styles expressive

27. analytical driver expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Strength – Communication Weakness – Dislikes Conflict Disorganized Relationships social styles amiable

28. Disorganized social styles expressive

29. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Relationships social styles

30. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships social styles

31. Walks / Talks – Fast – works at a fast and spontaneous pace – Struggles with commitment and follow-through – I want… – Easily excited – Lots of gestures – Talks a lot – Likes freedom – Bores easily – Moves from one thing to another social styles expressive

32. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships social styles

33. Dress – Trendy social styles expressive

34. analytical driver amiable expressive Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets social styles

35. Pictures in Office – Family / Friends / Pets – Gadgets – Novelty items – Give-aways readily displayed social styles expressive

36. Motivation – Approval Prioritize – Collaboration, enthusiasm Personality – Convincing, enthusiastic, optimistic Attitude to goals – Goals kill spontaneity Under Stress – Rises to challenge at first then may get stressed/may turn to the dark side

37. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets social styles

38. Fear – Not Being Liked – Wants to be appreciated for contribution and giving others opportunities – Wants recognition – Rejection – Being bored social styles expressive

39. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Routine social styles

40. Routine – Loyal – We are great! – Works well with others – Promotes harmony – Seek deep meaning in relationships and experiences – Competent and steady – Agreeable – Easygoing – Relaxed – Low-key personality social styles amiable

41. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Strength – Steady, Loyal, Dependable Routine social styles

42. Strength – Steady / Loyal / Dependable – Works well with others and promotes harmony – Works at a slow and easy pace, which tends to lend an air of relaxation to others in the group – Finds the easy way – Good under pressure – Bridge builder – Peacemaker social styles amiable

43. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Strength – Steady, Loyal, Dependable Weakness – Change Routine social styles

44. Weakness – Change – Not goal-oriented – Seeks approval – Needs time to change – Dislikes pressure – No sense of urgency – Lacks self-motivation – Prefers to be a spectator – Stays uninvolved – Resists change – Indifferent social styles amiable

45. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Routine social styles

46. Pile Organized social styles amiable

47. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Results Oriented Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Routine social styles

48. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine social styles

49. Walks / Talks - Slow – Slow – rarely in a hurry – Cooperative – May seem vague – Informal, casual – Leans back – Does not vary voice much – Indirect assertion – I feel… social styles amiable

50. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine social styles

51. Dress – Causal / Comfortable social styles amiable

52. analytical driver amiable expressive Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids social styles

53. Pictures in Office – Old Pictures of Kids – Sentimental mementos and souvenirs social styles amiable

54. Motivation – Harmony Priorities – Giving support, stability Personality – Calm, predictable, deliberate Attitude to goals – Cautious about commitment Under Stress –Worries, try to avoid,headdown

55. analytical driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids social styles

56. Fear – Change That Threatens Security – Wants to be included – Wants to be appreciated for involvement and being considerate of others – Being alone – Loss of security – Wants peace social styles amiable

57. analytical driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Rules social styles

58. Rules – Conscientious – Do it right or not at all – Schedule – Wants things done right – ‘do it right or not at all!’ – Strong sense of duty and obligation social styles analytical

59. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Strength – Analyze Rules social styles

60. Strength – Analyze – Careful preparation – Strong work ethic – Wants things done right – High standards – Thorough – Fact finder social styles analytical

61. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Strength – Analyze Weakness – Paralyzed by Analysis Rules social styles

62. Weakness – Paralysis of Analysis – Takes on too much responsibility – Too much time spent on planning – Prefers analysis to action – Indecisive – May withdraw under stress social styles analytical

63. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Strength – Analyze Weakness – Paralyzed by Analysis Organized Rules social styles

64. Organized – Detail-oriented – Orderly – Conscientious – Thorough – References are at fingertips – Methodical social styles analytical

65. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Rules social styles

66. Process Oriented – Wants to know how – Likes to plan – Main priority is the job at hand and process to achieve it – Schedule-oriented – Finishes what they start – Step by step procedures – Methodical – Likes a predictable routine social styles analytical

67. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Walks/Talks – Deliberate Rules social styles

68. Walks / Talks – Deliberate – Specific – Serious and purposeful – I think… – Clear, logical – Does not vary voice much – Limited or no facial expression – Limited eye contact and gestures – May appear unresponsive social styles analytical

69. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Dress – Formal Strength – Analyze Weakness – Paralyzed by Analysis Organized Process Oriented Walks/Talks – Deliberate Rules social styles

70. Dress – Formal – Formal and conservative social styles analytical

71. driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Dress – Formal Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Walks/Talks – Deliberate Rules Picture in Office – Graphs / Formal / Few social styles

72. Pictures in Office – Graphs / Formal / Few social styles analytical

73. Motivation – Getting it right Priorities – Accuracy, quality Personality – Careful, cautious, systematic Attitude to goals – Goals must be met on time Under Stress – Over focused on detail/may withdraw

74. analytical driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Dress – Formal Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Walks/Talks – Deliberate Rules Picture in Office – Graphs / Formal / Few Fear – Being Wrong social styles

75. analytical Fear – Being Wrong – Tend to be worriers – Being criticized – Quick decisions – Wants perfection social styles

76. analytical driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Ask Assertive Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Dress – Formal Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Walks/Talks – Deliberate Rules Picture in Office – Graphs / Formal / Few Fear – Being Wrong Tell Assertive social styles

77. analytical driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Ask Assertive Decision Making Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Dress – Formal Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Walks/Talks – Deliberate Rules Picture in Office – Graphs / Formal / Few Fear – Being Wrong Tell Assertive social styles

78. Fear Purpose Serves selfServes others Client Company Team AND Fight or Flight fear to purpose

79. group dynamics 20 – lead _____ 60 – follow ______ 20 – heel draggers

80. When dealing with a driver DO – Focus on the present Be brief and efficient Get to the bottom line Speak in terms of short term concrete results Give them options Let them feel in control Stress how the Driver will win with your proposition DON’T – Focus on the long-term Give too much detail Be ambiguous Beat around the bush Get to personal Get into a control contest Back down, however, if you believe you are right

81. When dealing with an expressive DO – Focus on the future Illustrate concepts with stories Seek their ideas, input Focus on the big picture Show personal interest and involvement Stimulate their creative impulse Compliment them Stress how the Expressive will stand out from the others DON’T – Get Straight down to business Dwell on details Be impatient with side trips and creativity Nit pick Be cool and impersonal Be too serious Talk down to them Put down their enthusiasm and excitement

82. When dealing with an amiable DO - Focus on tradition Be flexiable Be easy and informal Be personal and personable Talk about the process / time table Emphasize a team approach Stress how the Amiable can be safe Don’t – Push for too much detail Press hard to change things Hurry them Push for immediate commitment Be cool and impersonal Confront them Attack

83. When dealing with an analytical DO – Focus on past, present and future Talk facts Focus on detail and accuracy Be logical and well-organized Tell them exactly what you will do and when Allow time to ponder Stress how the Analytical can be assured of being right DON’T – Be vague, inconsistent or illogical Be intolerant of details Overlook the past Rush things Be too personal Be overly casual Appear to not be serious Press for immediate action

84. analytical driver amiable expressive Fear – Change That Threatens Security Fear – Not Being Liked Fear – Being Taken Advantage Of Ask Assertive Decision Making Dress – Power Strength – Gets Things Done Weakness – Bulldozes People Disorganized Wants - Power Walks/Talks – Fast Results Picture in Office – Of Accomplishments Dress – Trendy Strength – Communication Weakness – Dislikes Conflict Disorganized Wants - Popularity Walks/Talks – Fast Relationships Picture in Office – Family / Friends / Pets Dress – Casual, Comfortable Strength – Steady, Loyal, Dependable Weakness – Change Pile Organized Wants- Peace Walks/Talks – Slow Routine Picture in Office – Old Pictures of Kids Dress – Formal Strength – Analyze Weakness – Paralyzed by Analysis Organized Wants Perfection Walks/Talks – Deliberate Rules Picture in Office – Graphs / Formal / Few Fear – Being Wrong Tell Assertive social styles

85. commitments What’s your commitment?

86. THANK YOU