Communicating styles

1. WHAT WE HAVE HERE IS A FAILURE TO Adapt your style to influence Communicate

2. Bolton and Bolton spontaneous controlled assertivecautious r e s p o n s ! v e n e s s a s s e r t i v e n e s s_ model + + _

3. _ analytical expressive driver amiable spontaneous controlled assertivecautious r e s p o n s ! v e n e s s a s s e r t i v e n e s s + + _ _

4. analytical driver amiable People & team focused High empathy Consensus driven Avoid conﬂict Supportive and loyal Can deal with conﬂict Direct & short answers Proud of achievements Impatient & decisive Objective focussed Process oriented Rational Concerned with details Logical & sequential Prudent expressive Big picture focus Low attention to detail Healthy ego Competitive & ambitious High energy creative thinkers Riccardo Cuppini ! David Goehring Gabe Austin Jacob Bøtter

5. understand their strengths

6. amiable Supportive People oriented Dependable Diplomatic Strengths If overused Passive Dependant Inattentive to task Avoids conflict Riccardo Cuppini

7. Impractical Distracting Impatient Poor listener expressive Visionary Fun loving Articulate Fast paced Strengths If overused ! David Goehring

8. driver Independent Results oriented Pragmatic Candid Strengths Abrasive Short sighted Impersonal Poor collaborator Gabe Austin If overused

9. analytical Systematic Task oriented Painstaking Prudent Strengths Impersonal Nit picky Indecisive Bureaucratic If overused Jacob Bøtter

10. Adapt to their style

11. amiable Get to know them Avoid conflict Be friendly not business like Build rapport harmony Adapting your style

12. amiable who and how questions soft gestures focus on group slower pace be quiet and ask Motivators harmony

13. recognition expressive be concise recognise their success propose challenges acknowledge expertise Adapting your style

14. expressive who and what questions busy gestures focus on ego faster pace be loud and tell Motivators recognition

15. achievement driver be direct bottom line up front be prepared say it well say it once Adapting your style

16. driver what and when questions deliberate gestures focus on results faster pace be loud and tell Motivators achievement

17. correctness analytical show details explain logic and process give evidence show bottom line Adapting your style

18. analytical how and why questions minimal gestures focus on detail slower pace be quiet and ask Motivators correctness

19. recognise signs of stress

20. Neil Moralee style under stress First level the first shift is an exaggeration of style

21. r e s p o n s! ! v e n e s s a s s e r t i v e n e s s avoiding autocratic analytical expressive driver amiable acquiescing attacking + + _ _

22. style under stress less assertive more responsive goal is harmony First level r e s p o n s! i! v e n e s sa s s e r t i v e n e s s amiable acquiescing + _

23. expressive attacking + + r e s p o n s! i! v e n e s s a s s e r t i v e n e s s First level style under stress more assertive more responsive goal is recognition

24. autocratic driver r e s p o n s! i! v e n e s s a s s e r t i v e n e s s _ + First level style under stress more assertive less responsive goal is achievement

25. r e s p o n s! i! v e n e s s a s s e r t i v e n e s s avoiding analytical style under stress First level less assertive less responsive goal is correctness _ _

26. style under stress Second level Behrooz Nobakht The second shift under extreme stress is a reversal of style

27. r e s p o n s! ! v e n e s s a s s e r t i v e n e s s autocratic avoiding analytical expressive driver amiable attacking acquiescing

28. know your own style

29. Y N More likely to lean backward when stating opinions More likely to be erect or learn forward when stating opinions Less use of hands when talking More use of hands when talking Demonstrates less energy Demonstrates more energy More controlled body movement More flowing body movement Less forceful gestures More forceful gestures Less facial expressiveness More facial expressiveness preferred style inventory put an x in EITHER THE ‘Y’ OR ’N’ box FOR EACH PAIR OF QUESTIONS. Y N More likely to ask questions More likely to make statements Less inflection in voice More inflection in voice Less apt to exert pressure for action More apt to exert pressure for action Less apt to show feelings More apt to show feelings More tentative when expressing opinions Less tentative when expressing opinions More task-oriented conversations More people-oriented conversations Y N Slower-paced Faster-paced Less likely to use small-talk or tell anecdotes More likely to use small-talk and tell anecdotes Slower to resolve problem situations Quicker to resolve problem situations Appears more serious Appears more fun-loving Softer-spoken Louder voice More oriented towards facts and logic More oriented toward feelings and opinions SOURCE: Bolton, Robert & Bolton, Dorothy G. (1996). People Styles at Work: Making Bad Relationships Good and Good Relationships Better. AMACOM, New York. Engineering Leaders of Tomorrow Faculty of Applied Science and Engineering University of Toronto - http://www.ecelot.com/resources/Discovering%20Your%20Leadership%20Strengths.pdf

30. Y/N ASSERTIVE/RESPONSIVE MOSTLY y? MORE ASSERTIVE moSTLY n? LESS ASSERTIVE moSTLY y? MORE RESPONSIVE moSTLY n? LESS RESPONSIVE r e s p o n s ! v e n e s s a s s e r t i v e n e s s _ + + _ plot YOUR STYLE

31. r e s p o n s ! v e n e s s a s s e r t i v e n e s s _ + + _ analytical expressive driver amiable KNOW YOUR traits

32. –Greek aphorism “Know thyself.”

33. effective communication Adapting your style Greater self awareness of your own style helps you understand what motivates you and why you behave the way you do. Understanding the preferred styles of others helps you to adopt the most appropriate approach when communicating. Influencing others means concentrating on what matters most to them, not you.

34. Sources: Dr Stephen Mugford ; Social Style / Management Style: Developing Productive Work Relationships by Robert Bolton;! Sales Channel Europe- Becoming a trusted Adviser - II meTHIS IS @rdkmy go! be awesome