The Impact of Behavior Styles

Exercise: Let’s find out something about ourselves…

• Complete the Communication Behavior Style Exercise– Circle every word that describes you at

school– There are no right or wrong answers– No one will see your selections

CRITICAL INDUSTRIOUS PUSHY STRONG-WILLED

INDECISIVE PERSISTENT SEVERE INDEPENDENT

STUFFY SERIOUS TOUGH PRACTICAL

PICKY EXPECTING DOMINATING DECISIVE

MORALISTIC ORDERLY HARSH EFFICIENT

ALOOF THOUGHTFUL COLD GOAL-ORIENTED

CONFORMING SUPPORTIVE MANIPULATING AMBITIOUS

UNSURE RESPECTFUL EXCITIBLE STIMULATING

INGRATIATING WILLING UNDISCIPLINED ENTHUSIASTIC

DEPENDENT DEPENDABLE REACTING DRAMATIC

AWKWARD AGREEABLE EGOTISTICAL FRIENDLY

WISHY-WASHY APPROACHABLE FLAKY CREATIVE

COMMUNICATION BEHAVIOR STYLE EXERCISE

Behavior Styles Exercise

ANALYZER CONTROLLER

Organizer PERSUADER

Your Behavior Style

• External conditions and situations exist at the present time that may impact your current response

• Avoid labels

Tasks vs. People

More, better, faster Capable, competent

Likeable

Tasks People

Process vs. Expediency

Thorough, comprehensive, Fast, gut, quick

need to make one RIGHT

decision

Process Expediency

Behavior Styles

Task

People

Process Expediency

ANALYZER CONTROLLER

Organizer PERSUADER

Behavior Styles

Task

People

Process(Ask)

Expediency(Tell)

ANALYZER CONTROLLER

Organizer PERSUADER

(Do)

(Do with)

Behavior Styles

Task

People

Process(Ask)

Expediency(Tell)

Accuracy Action

ApprovalAppreciation

ANALYZER CONTROLLER

STABILIZER PERSUADER

(Do)

(Do with)

Analyzers

• Tendency towards perfectionism• Deal with facts, data, logic, details• Sometimes slow to make decisions• May appear overly cautious and not good risk-

takers• Decisions and information provided are usually

accurate and thoughtful• Feelings and emotions kept inside

Organizers

• “Warm and fuzzies”• People and friendships are very important• Like to get others involved in activities• Good at juggling multiple tasks• Concerned about feelings of others• Less inclined to speak their mind openly• Can get hurt feelings or be offended easily

Persuaders

• Party people• Love to have a good time• Highly creative and enthusiastic• Operate primarily by intuition• Little tolerance for those who are not expressive• Easily bored• Difficult to keep on task• Easily distracted

Controllers

• Strong, decisive and results-oriented• Provide strong guidance for others• May appear pushy at times• Demanding of themselves and others• Highly self-critical• Resent those who “waste” time with idle chit-

chat

Positives and Negatives per StylePos

IndustriousPersistentSeriousExactingOrderly

Pos Strong-willed Independent

PracticalDecisiveEfficient

PosSupportiveRespectful

WillingDependableAgreeable

PosAmbitious

StimulatingEnthusiastic

DramaticFriendly

A C

PO

Positives and Negatives per StyleNeg

CriticalIndecisive

StuffyPicky

Moralistic

Neg Pushy Severe Tough

Dominating Harsh

NegConforming

UnsurePliable

DependentAwkward

NegManipulative

ExcitableUndisciplined

ReactingEgotistical

A C

PO

Positives and Negatives per StylePos

IndustriousPersistentSeriousExactingOrderly

NegCritical

IndecisiveStuffyPicky

Moralistic

Pos Strong-willed Independent

PracticalDecisiveEfficient

Neg Pushy Severe Tough

Dominating Harsh

PosSupportiveRespectful

WillingDependableAgreeable

NegConforming

UnsurePliable

DependentAwkward

PosAmbitious

StimulatingEnthusiastic

DramaticFriendly

NegManipulative

ExcitableUndisciplined

ReactingEgotistical

A C

PO

Discussion

• Look at the “Positives and Negatives per Style” matrix.

• Do those ring true for you? Do they suggest approaches that may result in successful outcomes when working with or communicating with people whose style is different than your own?

Potentially toxic relationships

Natural tensions occur between individuals whose orientations are dramatically different from one another:

Analyzer Persuader

Controller Organizer

Potentially compatible relationships

Controller and AnalyzerAnalyzer and OrganizerOrganizer and PersuaderController and Persuader

With Analyzers…

DO… DON’T…- Prepare in advance - Be disorganized or messy

- Be accurate - Be casual, informal or loud

- Be direct - Rush decision-making

- List pros and cons - Fail to follow through

- Present specifics - Waste time

- Be persistent - Leave things to chance

- Use timetables for actions- Threaten or cajole

- Provide tangible, practical- Use opinions as evidence

evidence - Be manipulative

With Organizers…

DO… DON’T…- Start with a personal comment - Rush into business- Show sincere interest in them as - Stick constantly to

people business

- Listen and be responsive - Force them to respond quickly

- Be casual and non-threatening - Be demanding

- Ask “how” questions - Debate facts & figures

- Watch for hurt feelings - Be abrupt

- Provide assurances - Be patronizing

- Decide for them

With Controllers…

DO… DON’T…- Be specific & brief - Ramble or waste time

- Stick to business - Be disorganized or messy

- Be prepared - Leave loopholes or be unclear

- Present facts clearly - Ask rhetorical questions

- Ask “what” questions - Make decisions for them

- Provide alternative solutions - Speculate

- Take issue with facts - Be directive

With Persuaders…

DO… DON’T…- Be fast-moving, entertaining - Legislate

- Leave time for socializing - Be cold, aloof, or tight-lipped

- Talk about their goals - Press for solutions

- Deal with the “big” picture - Deal with details

- Ask for their opinions & ideas - Be dogmatic- Provide examples from people - Talk down to them

they believe are important

- Offer incentives or rewards

Impact of Tension on Behavior

• How does tension impact our behavior?

• Do all styles react the same way?

• What happens when we can’t get rid of the tension?

Tension – Reaction Behavior

NitpickLeave

Prove they are “right”Pull away

Withhold emotions

ExplodeBlameDictate

Take overSuppress emotions

Wait too long to actTell others

AvoidGive in & get evenWorry emotionally

Verbal attackTalk about everything

Cry“Dump” it & forget it

Overreact emotionally

(Analyzer)

(Organizer)

(Controller)

(Persuader)

Four Domains of Emotional Intelligence

Self Awareness

Self Management Social Awareness

Relationship Management

SocialCompetencies

PersonalCompetencies

Watch your words; they become actions.

Watch your actions; they become habits.

Watch your habits; they become character.

Watch your character; it becomes your destiny.

Frank Outlaw

Food For Thought