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WHAT WE HAVE HERE
IS A FAILURE TO
Adapt your style to influence
Communicate
Bolton and Bolton
spontaneous
controlled
assertivecautious
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a s s e r t i v e n e s s_
model
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analytical
expressive
driver
amiable
spontaneous
controlled
assertivecautious
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!
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a s s e r t i ...
analytical driver
amiable
People & team focused
High empathy
Consensus driven
Avoid conflict
Supportive and loyal
Can deal ...
understand their
strengths
amiable
Supportive
People oriented
Dependable
Diplomatic
Strengths If overused
Passive
Dependant
Inattentive to task
Avoid...
Impractical
Distracting
Impatient
Poor listener
expressive
Visionary
Fun loving
Articulate
Fast paced
Strengths If overuse...
driver
Independent
Results oriented
Pragmatic
Candid
Strengths
Abrasive
Short sighted
Impersonal
Poor collaborator
Gabe Au...
analytical
Systematic
Task oriented
Painstaking
Prudent
Strengths
Impersonal
Nit picky
Indecisive
Bureaucratic
If overused...
Adapt to their
style
amiable
Get to know them
Avoid conflict
Be friendly not business like
Build rapport
harmony
Adapting your style
amiable
who and how questions
soft gestures
focus on group
slower pace
be quiet and ask
Motivators
harmony
recognition
expressive
be concise
recognise their success
propose challenges
acknowledge expertise
Adapting your style
expressive
who and what questions
busy gestures
focus on ego
faster pace
be loud and tell
Motivators
recognition
achievement
driver
be direct
bottom line up front
be prepared
say it well
say it once
Adapting your style
driver
what and when questions
deliberate gestures
focus on results
faster pace
be loud and tell
Motivators
achievement
correctness
analytical
show details
explain logic and process
give evidence
show bottom line
Adapting your style
analytical
how and why questions
minimal gestures
focus on detail
slower pace
be quiet and ask
Motivators
correctness
recognise signs of
stress
Neil Moralee	

style under stress
First level
the first shift is an
exaggeration of style
r
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a s s e r t i v e n e s s
avoiding autocratic
analytical
expressive
driver
amiable
acquiescin...
style under stress
less assertive
more responsive
goal is harmony
First level
r
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expressive
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autocratic
driver
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style under stress
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a s s e r t i v e n e s s
avoiding
analytical
style under stress
First level
less assertive
...
style under stress
Second level
Behrooz Nobakht	

The second shift
under extreme stress is
a reversal of style
r
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a s s e r t i v e n e s s
autocratic avoiding
analytical
expressive
driver
amiable
attacking ...
know your own
style
Y N
More likely to lean backward when stating opinions
More likely to be erect or learn forward when stating opinions
Less...
Y/N ASSERTIVE/RESPONSIVE
MOSTLY y? MORE ASSERTIVE
moSTLY n? LESS ASSERTIVE
moSTLY y? MORE RESPONSIVE
moSTLY n? LESS RESPON...
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a s s e r t i v e n e s s
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analytical
expressive
driver
amiable
KNOW YOUR traits
–Greek aphorism
“Know thyself.”
effective communication
Adapting your style
Greater self awareness of your
own style helps you understand
what motivates y...
Sources: Dr Stephen Mugford ; Social Style / Management Style: Developing Productive Work Relationships by Robert Bolton;!...
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Communicating styles

Influencing others and communicating effectively relies on a deep sense of self awareness and an ability to understand others. This guide identifies the four social styles of communication and how you can use them to influence others.

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Communicating styles

  1. 1. WHAT WE HAVE HERE IS A FAILURE TO Adapt your style to influence Communicate
  2. 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. 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. 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. 5. understand their strengths
  6. 6. amiable Supportive People oriented Dependable Diplomatic Strengths If overused Passive Dependant Inattentive to task Avoids conflict Riccardo Cuppini
  7. 7. Impractical Distracting Impatient Poor listener expressive Visionary Fun loving Articulate Fast paced Strengths If overused ! David Goehring
  8. 8. driver Independent Results oriented Pragmatic Candid Strengths Abrasive Short sighted Impersonal Poor collaborator Gabe Austin If overused
  9. 9. analytical Systematic Task oriented Painstaking Prudent Strengths Impersonal Nit picky Indecisive Bureaucratic If overused Jacob Bøtter
  10. 10. Adapt to their style
  11. 11. amiable Get to know them Avoid conflict Be friendly not business like Build rapport harmony Adapting your style
  12. 12. amiable who and how questions soft gestures focus on group slower pace be quiet and ask Motivators harmony
  13. 13. recognition expressive be concise recognise their success propose challenges acknowledge expertise Adapting your style
  14. 14. expressive who and what questions busy gestures focus on ego faster pace be loud and tell Motivators recognition
  15. 15. achievement driver be direct bottom line up front be prepared say it well say it once Adapting your style
  16. 16. driver what and when questions deliberate gestures focus on results faster pace be loud and tell Motivators achievement
  17. 17. correctness analytical show details explain logic and process give evidence show bottom line Adapting your style
  18. 18. analytical how and why questions minimal gestures focus on detail slower pace be quiet and ask Motivators correctness
  19. 19. recognise signs of stress
  20. 20. Neil Moralee style under stress First level the first shift is an exaggeration of style
  21. 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. 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. 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. 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. 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. 26. style under stress Second level Behrooz Nobakht The second shift under extreme stress is a reversal of style
  27. 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. 28. know your own style
  29. 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. 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. 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. 32. –Greek aphorism “Know thyself.”
  33. 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. 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

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