1. WORKING WITH DIFFERENT SOCIAL STYLES Donald Heer 10/14/09 Adapted from Terri Fiez, Director, School of EECS 1

2. 2 Why do I Need to Work with Other Styles? ‘It takes all types’. The people person (Amiable) The thought person (Analytical) The action person (Driver) The front person (Expressive)

3. 3 Weaknesses of Social Styles StyleStrengthsWeaknesses Amiable (Stretch) Supportive Easygoing Conforming Permissive Analytical (Decide) Precise Systematic Exacting Inflexible Driver (Listen) Determined Objective Dominating Insensitive Expressive (Restrain) Enthusiastic Imaginative Undisciplined Unrealistic

4. 4 Basic Social Styles & Communication Orientation Analytical (Process-Oriented) Communicates about: Facts & Figures Policies & Organization Planning & Forecasting Analysis & Control Driver (Action-Oriented) Communicates about: Getting Things Done Objectives & Results Performance & Productivity Efficiency & Moving Ahead Decisions & Achievements Amiable (People-Oriented) Communicates about: Needs & Motivations Teamwork & Team Spirit Feelings & Beliefs Values & self-Devleopment Expressive (Idea-Oriented) Communicates about: Innovation & Change New Ways of Doing Things Creativity & Possibilities Alternatives or Options

5. 5 Flexing to Different Social Styles Flexing to AmiablesFlexing to AnalyticalsFlexing to DriversFlexing to Expressives Be relaxed & moderately paced, have comfortable posture, speak softly, avoid harshness in voice Make person-to-person contact when possible. Be genuine. Don’t engage in lengthy “small talk” Communicate patiently Mutually agree on goals Offer personal assurance Maintain ongoing contact more than with other social styles Be on time. Be moderately paced; lean back somewhat; avoid loud voice. It is better to be more rather than less formal in clothing, speech manners. Get to business quickly; be prepared, systematic, factual, logical, exact but still keep a human touch. Show why this approach is best and has relatively little risk. Don’t exaggerate the advantages; these people are turned off by overstatement When possible, allow them to proceed deliberately, even slowly. When they are too indecisive, encourage them to make a decision but refrain from making it for them. Be on time Be energetic and fast paced; have erect posture and direct eye contact. Get to business quickly, use time efficiently. Be specific, clear, and brief. Don’t over explain, ramble, or be disorganized. From the beginning to end, focus on results. Select the key facts, and use them when making your case. Present them logically and quickly. Provide a limited number of options so that the Driver can make his or her own choice. Provide data about the plusses and minuses of the options. Stay on the topic; keep the pace up; and honor time limits. If at all appropriate, ask directly for a decision. Depart quickly buy graciously. Be energetic and fast paced; have erect but not stiff posture and direct eye contact. Allow time for socializing. Talk about experiences, opinions, and people. Tell about yourself, too. To a degree, adopt their entertaining, fun- loving behavior. Expressives like arguments, to a point. Avoid becoming too dogmatic even when they are. Discover their dreams and intuitions. In support of your ideas, use testimonials from people they like or see as prominent. Focus first on the “big picture.” Follow up with action plans and details Tap their competitive spirit. Find a way to have fun while achieving the objective. Paraphrase agreements. Keep a balance between flowing with the Expressive and getting back on track.

6. 6 Exercise In your groups, using the slide, ‘Flexing to Different Social Styles’ identify two things for each person that the rest of the group should do to make sure they work well together. Write them down and turn them in.