3. Social Style
•Managers who consistently accomplish a
lot are notably inconsistent in their
manner of attacking problems and
approaching situations. They continually
change their focus, priorities, behavior
patterns and their own leadership styles
based on with whom they interact.
• — Harvard Business Review, 2008
4. Social Style
• Are predictable patterns of actions that
others can observe and agree upon for
describing one’s behavior
• All styles are successful and get results
• We all have style range and the ability
to situationally flex or adapt
5.
6. Social Styles…identifying my
behaviors:
Ask/Listen
Softer
Moderate Paced
Lean back
Less Opinions
Slower decisions
Less eye contact
Tell/Talk
Louder
Fast Paced
Leans Toward
More Opinions
Faster decisions
More eye contactEmotive
Feeling/Emotion
More Expression
Inflected
Varied Pace
People
Controlled
Fact
Less Expression
Monotone
Moderate Pace
Task
Analytical Driver
ExpressiveAmiable
11. Flexing to Style Preferences
Don’t rush, don’t waste time
Answer all questions
Give solid, tangible evidence
Do not push/hard sell
Do not over-promise
Be fast-paced, get to the point quickly
Start with business, give the bottom line
Use facts, not feelings
Be clear, concise, and brief
Don’t waste time
Offer options with brief supporting data
Be relaxed, moderately paced
Actively listen
Get to know them
Show personal interest
Ask for their input/reaction
Be upbeat, fast-paced, fun
Let them talk
Allow time for socializing
Tolerate digressions
Give them choices
Focus on the big picture
12. Styles Under Stress
Driver
Commands / Takes Over
Analytical
Avoids / Withdraws
Amiable
Acquiesces / Goes Along
• Logically discuss the issue
• Acknowledge a need for time
• Set a deadline
• Restate their concerns
• Offer options for moving forward
• Recommit to results and time frame
Controlled
Emotive
TellAsk
• Ask open questions about concerns
• Allow them to express disagreement
• Acknowledge feelings and
points of view
• Separate emotions from facts
Expressive
Attacks / Confronts
13. Three Universal Human Modeling Processes
*NLP has found that any human modeling activity (e.g., the way we create our model of the
world, how we represent our inner experience linguistically, etc.) is based on the same three
universal human modeling processes, i.e., Deletion, Generalization and Distortion.
One of the three universal human modeling processes is Deletion.
No Time → No Effective Call " Don't Assume “
The second of the three universal human modeling processes is Generalization.
Your fingers do not resemble each
The last of the three universal human modeling processes is Distortion. when
someone says "The doctor makes me angry", this sentence may be regarded as
semantically ill-formed, because it is to be supposed that nobody can cause directly in
another person a specific state of mind. (The statement "I make myself angry, because the
doctor doesn't care about me" may be regarded as rather well formed.)
*NLP (Neuro-linguistic Programming)
was born initially as an alternative school of psychotherapy in California, USA, during the mid-seventies. It was initiated by John Grinder,
a linguistic professor, and Richard Bandler, a mathematician, at the University of California at Santa Cruz (UCSC).