1. Two Underlying Dimensions
Active
Person Focussed
Task Focussed
Dominance Influencing
Compliance Steadiness
Passive 1

2. General Characteristics
D (18%) VALUE TO THE TEAM: TENDENCY
UNDER STRESS:
Bottom-line organizer Demanding
DOMINANCE Forward-looking Nervy
Challenge-oriented Aggressive
Initiates activity Egotistical
DESCRIPTORS:
Innovative
Adventuresome POSSIBLE LIMITATIONS:
Competitive IDEAL ENVIRONMENT: Overuse of position
Freedom from controls, Set standards too
Daring
supervision and details high
Decisive
An innovative and Lack tact and
futuristic-oriented diplomacy
Direct
environment Take on too much,
Innovative Forum to express ideas too soon, too fast
Persistent and viewpoints
Non-routine work EMOTION OF THE
Problem Solver Work with challenge HIGH D: Anger
Result-oriented and
opportunity
Self-starter
2

3. I am the Conductor
Dominance Influencing Steadiness Compliance
High “D” (Dominance) Tendencies
Psychological Need: To direct/dominate others
Predominant Strengths: High ego strength and
task oriented
Goal Directed To: Personal challenges
Avoidance Goal: Being taken advantage of
Overextensions: Impatience
3

4. General Characteristics
VALUE TO THE TEAM:
I (28%) Optimism and
enthusiasm
TENDENCY UNDER
STRESS:
INFLUENCE Creative problem solving Self-promoting
Motivates others toward Overly optimistic
goals Gabby
DESCRIPTORS: Team player Unrealistic
Charming Negotiates conflicts
POSSIBLE LIMITATIONS:
Confident Inattentive to
Convincing IDEAL ENVIRONMENT: details
Be unrealistic in
Enthusiastic appraising people
High degree of people
Inspiring Trust people
contacts
indiscriminately
Freedom from control
Optimistic Situational listener
and detail
Persuasive Freedom of movement
Forum for ideas to be
Popular EMOTION OF THE
heard
HIGH I: optimism
Sociable Democratic supervisor
with
Trusting
whom he can associate
4

5. I am the Promoter
Dominance Influencing Steadiness Compliance
High “I” (Influencing) Tendencies
Psychological Need: To interact with others
Predominant Strengths: Optimistic and
people-oriented relaters
Goal Directed To: Social recognition and
need to be loved
Avoidance Goal: Social rejection
Overextensions: Disorganization
5

6. General Characteristics
VALUE TO THE TEAM:
S (40%)
Dependable team
TENDENCY UNDER
STRESS:
player Non-demonstrative
STEADINESS Work for a leader Unconcerned
and a cause Hesitant
DESCRIPTORS:
Patient and Inflexible
Amiable empathetic
POSSIBLE LIMITATIONS:
Logical step-wise
Friendly Yield to avoid
thinker controversy
Good Listener Service-oriented Difficulty in
establishing
Patient priorities
IDEAL ENVIRONMENT:
Dislike of unwarranted
Relaxed Stable and predictable change
Sincere environment Difficulty dealing with
Environment that diverse situations
Stable allows time
to change
Steady Long-term work
relationships EMOTION OF THE
Team Player Little conflict between
HIGH S:
people
Understanding Freedom from Non-emotional
restrictive rules
6

7. I am the Supporter
Dominance Influencing Steadiness Compliance
High “S” (Steadiness) Tendencies
Psychological Need: To serve others
Predominant Strengths: Team player, loyal, and
concrete results-oriented
Goal Directed To: Traditional practices and
harmony
Avoidance Goal: Loss of stability
Overextensions: Possessiveness
7

8. VALUE TO THE TEAM: TENDENCY UNDER
C (14%) Maintains high
Standards
STRESS:
Compliance Conscientious and Pessimistic
steady Picky
DESCRIPTORS: Defines, clarifies, gets Fussy
information and tests Overly critical
Accurate Objective – “the anchor
Analytical of reality”
Comprehensive problem POSSIBLE LIMITATIONS:
Conscientious solver Be defensive when
Courteous IDEAL ENVIRONMENT: criticized
Get bogged down in
Diplomatic Where critical thinking is details
needed Be overly intense for
Fact-finder
Technical work or the situation
High Standards specialized areas Appear somewhat
Close relationship with aloof and cool
Mature
small group
Patient Familiar work
EMOTION OF THE
environment
Precise HIGH C: Fear
Private office or work
area
8

9. I am the Analyser
Dominance Influencing Steadiness Compliance
High “C” (Compliance) Tendencies
Psychological Need: To comply with their own
high standards
Predominant Strengths: Accuracy and intuitiveness
Goal Directed To: Correct or proper way
Avoidance Goal: Criticism of their work
Overextensions: Overly critical of themselves
and others
9

10. Group Profile
Active
Person Focussed
Task Focussed
Dominance Influencing
Compliance Steadiness
Passive 10

11. People Reading – 3 key steps
1.
2.
3.
11

12. People reading guide
Is this persons behaviour more…
Outgoing / Direct Reserved / Indirect
Faster pace Slower pace
More ‘telling’ More asking
Louder speech Softer speech
More inflection More monotone
Task / Results focussed Person / Relationship focussed
Closed posture / Unexpressive / cool face Open Posture /Relaxed / warm face
Feelings unexpressed Feelings expressed
Formal Casual
Focuses on ‘What’ and ‘Why’ Focuses on ‘Who’ and ‘How’
Priority on logic and results Priority on approval and stability
12

13. People reading guide
Is this persons behaviour more…
More competitive & Directing (D) More Talkative & Interactive (i)
Closed posture / Unexpressive / cool face Open Posture
Feelings unexpressed Animated / warm face
Formal Feelings expressed
Focuses on ‘What’ ? Casual
Priority on Goals and results Focuses on ‘Who’?
Priority on people / approval
More Assessing & Thinking (C) More Accepting & Doing (S)
Closed Posture Open Posture /Relaxed / warm face
Unexpressive / cool face Feelings expressed
Feelings unexpressed Casual
Formal Focuses on ‘How’ ?
Focuses on ‘Why’? Priority on co-operation and stability
Priority on quality and analysis
13