The document outlines various cognitive and behavioral styles, categorizing them into contrasting pairs such as concrete vs. abstract, experiential vs. theoretical, and initiating vs. receiving. It emphasizes the characteristics and preferences associated with each style, including how individuals seek efficiency, novelty, and social interaction. The content appears to serve as a comprehensive guide to understanding different personality traits and their implications in interpersonal dynamics.

1. TM
© Copyright 2012, 2013 by Al Cini. All rights reserved.

2. 2

3. 3

4. 4

5. 5

6. 6

7. CONCRETE
Exact facts, literal, tangible  ABSTRACT intangible
Figurative, symbolic,
REALISTIC
Sensible, matter-of-fact, seek efficiency  IMAGINATIVE seek novelty
Resourceful, inventive,
PRACTICAL
Pragmatic, results- oriented, applied  CONCEPTUAL intellectual
Scholarly, idea-oriented,
 EXPERIENTIAL
Hands-on, empirical, trust experience
 THEORETICAL
Seek patterns, hypothetical, trust theories
TRADITIONAL  ORIGINAL
Conventional, customary, tried-and-true Unconventional, different, new and unusual
7

8. Impersonal, seek impartiality, objective analysis EMPATHETICharmony, central values
LOGICAL
Personal, seek
 REASONABLE effect, apply principles  COMPASSIONATE
Truthful, cause-and- Tactful, sympathetic, loyal
QUESTIONING
Precise, challenging, want discussion  ACCOMMODATING harmony
Approving, agreeable, want
CRITICAL
Skeptical, want proof, critique  ACCEPTING give praise
Tolerant, trusting,
TOUGH  TENDER
Firm, tough-minded, ends-oriented Gentle, tender-hearted, means-oriented
8

9.  INITIATING
Sociable, congenial, introduce people  RECEIVING are introduced
Reserved, low-key,
 EXPRESSIVEeasier to know, self-revealing
Demonstrative,  CONTAINED to know, private
Controlled, harder
 GREGARIOUS circle, join groups
Want to belong, broad  INTIMATE one-on-one, find individuals
Seek intimacy,
 ACTIVE want contact, listen and speak
Interactive,  REFLECTIVE space, read and write
Onlooker, prefer
 ENTHUSIASTIC spotlight
Lively, energetic, seek  QUIET solitude, seek background
Calm, enjoy
9

10. SYSTEMATIC
Orderly, structured, dislike diversions  CASUAL
Relaxed, easygoing, welcome diversions
PLANFUL
Future-focused, advance planner, make firm  OPEN-ENDED go with the flow, make
Present-focused,
plans flexible plans
MotivatedSTARTING steady progress,  PRESSURE-PROMPTED and spurts,
EARLY
by self-discipline, Motivated by pressure, bursts
late start stressful early start not stimulating
SCHEDULED
Want routine, make lists, procedures help  SPONTANEOUSthe unexpected,
Want variety, enjoy
METHODICAL procedures hinder
Plan specific tasks, note subtasks, organized  EMERGENT
Plunge in, let strategies emerge, adaptable
10

11. 11

12. 12

13. 13

14. 14

15. 15

16. 16

17. 17

18. 18

19. 19

20. 20

21. 21

22. 22

23. 23

24. 24

25. 25

26. 26

27. 27

28. 28

29. 29

30. 30

31. 31

32. 32

33. 33

34. 34

35. Iv = 1 - P( Ie )
Iv
P( Ie )
35

36. … + You
36

37. 37

38. 38

39. TM
© Copyright 2012 by Al Cini. All rights reserved.

40. TM
© Copyright 2012 by Al Cini. All rights reserved.