5. 10 0 5

9. THE PROCESS DISCOVERING ASK QUESTIONS AND LISTEN. ADVOCATING RELATIONSHIP SUPPORTING HURRYTRUST NEEDHELP

11. CONTROLLED AND EMOTIONAL

12. CONTROLLED

13. 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.

14. 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.

15. EMOTIONAL

16. 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

17. 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

18. PERCEPTION OF ASSERTIVENESS

19. ASKS Less Assertive TELLS More Assertive

20. PERCEPTION OF ASSERTIVENESS ASKS Less Assertive Quiet (slow, deliberate, softer) Moderate Opinions Thoughtful Decisions Go-along Attitude Supportive

21. 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

22. PERCEPTION OF ASSERTIVENESS TELLS More Assertive Talkative (quick, intense, louder) Strong Opinions Quick Decisions Take-charge Attitude Directive

23. PERCEPTION OF ASSERTIVENESS cont. Tends to use power Takes social initiative Makes Statements Acts Quickly Emphatic body language Direct eye contact More Confrontive

24. THE GRID

25. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL

26. VERBAL BEHAVIOURS

27. Slower Pace Of Speech faster Fewer Statements Quantity of speech More statements Quieter VOLUME OF SPEECH Louder

28. VERBAL BEHAVIOURS CONTROLLED monotoneTask subjectsFacts/data EMOTION IN VOICE SUBJECTS OF SPEECH FORM OF DESCRIPTION INFLECTIONS PEOPLE SUBJECTSPEOPLE OPINIONS EMOTIONAL

29. NON-VERBAL BEHAVIOURS

30. 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

31. NON -VERBAL BEHAVIOURS CONTROLLED RIGID POSTURE Less Use Controlled BODY POSTURE USE OF HANDS FACIAL DESCRIPTIVES CASUAL POSTURE More UseAnimated EMOTIONAL

33. Developing Winning Teams

36. RE-CAP

37. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL

47. Anger Patterns

48. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL

49. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL AVOIDAUTOCRATIC ACQUIESCE ATTACK

50. ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK

51. ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK

52. ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK

53. ANALYTICALDRIVER EXPRESSIVE AMIABLE AVOIDAUTOCRATIC ACQUIESCE ATTACK

54. PRIMARY NEEDS

56. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL RESPECT POWER APPROVALRECOGNITION