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Understanding!Personal!Behavioural!Characteristics!

Neuro!Empowerment!Experiential!TrainingTM!

Ted!Adzelan,!Phd!Organizational+Psychology++

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Neuro!Empowerment!Experiential!Training™!

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2!©www.nextcoach.org;!2011/2012!Kuala!Lumpur!

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Effective!Interpersonal!Skills!Training!Workshops!through!

Understanding!Personal!Behavioural!Characteristics!

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Improving!the!Interpersonal!Skills!of!Your!Managers!and!Employees!If!you!were!a!school!teacher!at!reportIcard!time,!what!kind!of!communication!grades!would!you!give!the!members!of!your!team?!How!important!are!interpersonal!skills!in!your!business?!

Most!organizations!do!a!great!job!in!training!their!managers!and!employees!in!onItheIjob!skills,!but!completely!overlook!interpersonal!skills!training.!How!important!is!communication!training?!What!is!the!value!of!an! interpersonal!communication!workshop?!No!other!single! investment!you!can!make!will!give!you!the!kind!of!ROI!you'll!receive!from!training!your!team!in!the!art!and!science!of!effective!interpersonal!communication.!

The! way! your! managers! and! employees! communicate! dramatically! affects! morale,! teamwork,!productivity,! employee! retention,! customer! relations! and! your! bottom! line.! If! your! team! could!achieve!a!10%,!20%!or!30%!improvement!in!their!communication!skills,!what!would!it!mean!to!your!business?!

The!Art!and!Science!of!Effective!Interpersonal!Communication!Interpersonal!communication!is!an!art.!Some!people!are!naturally!good!at!it,!and!they!can't!really!tell!you!why.! They! are! just! great! communicators.! They! get! along!with!most! people! and! know!how! to!build! strong! working! relationships.! They! know! how! to! listen.! They! know! how! to! get! their! point!across.! They! know! how! to! collaborate! and! negotiate.! When! they! need! to! confront,! they! don't!hesitate,!but!they!don't!erode!the!relationship!in!the!process.!In!fact,!the!clarity!they!bring!to!difficult!situations! strengthens! the! respect! that! underlies! their! working! relationships.! These! people! are!artists.!

Some! communication! artists! have! an! amazing! inborn! talent! for! effective! interpersonal!communication.! Others! have! developed! their! skills! through! study,! practice! and! a! lot! of! trial! and!error.!Regardless!of!how!they!acquired!their!interpersonal!skills,!effective!communicators!stand!head!and!shoulders!above!their!peers.!

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Is!It!The!Art!or!Science?!!Interpersonal! communication! is! truly! an! art,! but! it's! also! a! science.! The! science! of! clear!communication,! active! listening,! persuasion! and! collaboration! is! easy! to! teach,! but! hard! to! learn.!Effective!communication!is!situational.!The!"right"!thing!to!say!or!do!in!one!situation!may!backfire!in!another.!What! works! with! one! person! doesn't! work! with! another.! Effective! communicators! have!mastered! both! the! science! and! the! art! of! interpersonal! communication,! applying! the! principles! of!emotional!intelligence!to!each!situation!they!encounter.!

In!our! interpersonal! communication!workshops!and! seminars,!we! teach! the!art! and! the! science!of!effective!communication.!Each!participant!typically!completes!an!assessment!prior!to!the!workshop!and!receives!a!20Ipage!personal!profile!outlining!her/his!communication!style.!During!the!workshop,!participants!get! to!know!themselves,!how!they!act! (or! react)! in!various! situations,!and!where! they!are! effective! or! ineffective! as! communicators.! We! teach! them! the! science! of! interpersonal!communication,!and!we!coach!them!on!becoming!more!effective!as!communication!artists.!

Our!interpersonal!communication!workshops!are!fun,!entertaining,!practical,!challenging!and!highly!effective! in! bringing! about! a! change! in! behaviour.! Dr! Ted! Adzelan! conducts! each! workshop,! and!teaches! the! principles! of! interpersonal! communication! through! a! wealth! of! personal! stories! and!illustrations.!As!an!expert!facilitator,!he!uses!roleIplay,!group!discussions!and!interactive!dialogues!to!actively!involve!every!participant!in!the!learning!process.!

If! you!want! to!expand!your!manager/employee! training!program!to! include!effective! interpersonal!skills! training,!all!you!have!to!do! is!contact!us! to! learn!more!about!our!communication!workshops.!Don't!wait.!Schedule!an!inIhouse!interpersonal!communication!workshop!for!your!team!today!!!

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CONTACT!US!

[email protected]!www.nextcoach.org!

!!!!!!!Effective!Interpersonal!Skills!Training!Workshops!through!!

Understanding!Personal!Behavioural!Characteristics!©Neuro!Empowerment!Experiential!Training™;!2011/2012!Kuala!Lumpur.!

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INTRODUCTION!D!INTERPERSONAL!STYLES!!

Consider!the!fact!that!in!some!ways!you!and!I!are:!

• Like!everybody!else!• Like!nobody!else!• More!like!some!people!than!other!people!

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Looked!at!from!one!point!of!view,!we!are!all!exactly!alike,!just!embodiments!of!a!common!humanity.!From!another!point!of!view,!we!are!unique.!There!has!never!been!anyone!exactly!like!us,!and!there!never!will! be.! And! from! a! third! point! of! view,!we! can! each! be! grouped!with! certain! other! people!according!to!characteristics!we!have!in!common.!

Research!done!with!thousands!of!men!and!women!in!a!variety!of!cultures!has!shown!that!as!far!as!behavior! is!concerned,!each!of!us! falls! into!one!of! four!distinct!groups.!People!everywhere,! in! fact,!tend! to! react! predictably! and! automatically! to! the! circumstances! and! situations! they! encounter! in!one!of!four!main!ways.!Thus,!all!of!us!can!be!grouped!into!one!of!four!predominant!behavioral!styles:!Promoting!Style,!Controlling!Style,!Supporting!Style!and!Analyzing!Style.!

It! is! crucial! to! recognize! that! no! style! is! better! or! worse! than! any! other! style.! Each! style! has! its!strengths!and!weaknesses.!There!are!successful!and!happy!men!and!women!from!all!walks!of!life!–!including! heads! of! companies,! presidents! of! countries,! athletes,! entertainers,! scientists,! artists,!doctors,!teachers,!and!so!on!–!who!fall!into!each!of!the!four!major!stylistic!groups.!

However,! the! fact! that! 75%! of! the! people!we! encounter! are! different! from! us! in! important!ways!sometimes! creates! problems.! We! tend! to! see! other! people! through! the! filter! of! our! own!predominant!style,!and!to!assume!that!what!we!like!and!want!and!need!is!what!others!like!and!want!and!need.!But!the!truth!is!that!threeIfourths!of!people! in!our! lives!have!different! likes!and!dislikes,!different!wants!and!needs,!than!we!do!–!sometimes!very!different.!This!can,!and!often!does,!create!misunderstandings!and!conflict!between!people!with!different!interpersonal!styles.!

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Our! style! has! an! especially! important! effect! on! the! area! of! our! interpersonal! relationships! and!communication! with! other! people! –! which! is! why! we! call! them! Interpersonal! Styles.!We! tend! to!communicate! in! very! predictable! and! distinct! ways,! depending! on! our! interpersonal! style,! and! to!assume!that!what!will!be!effective!in!communicating!with!others!is!what!works!with!us.!As!a!result,!we!need!to!adjust!our!way!of!communicating!if!we!are!going!to!be!effective.!!

The!most! effective! communicators! are! those!who! are! flexible! –!who! have! learned! to!modify! and!adjust!their!own!predominant!interpersonal!style!to!meet!the!needs!of!other!people!whose!styles!are!different.!The!key!to!flexibility!are!awareness!of!one’s!own!style!and!the!styles!of!others!–!and!the!willingness!to!give!up!the! limiting!point!of!view!that!“my!way! is! the!right!way”.! In!communication,!the!right!way!is!what!works,!and!what!works!is!going!to!be!different!than!my!way!75%!of!the!time.!

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The!Four!Quadrant!Model!(FQM)!!

The!fourIquadrant!model!is!used!to!explain!human!behavior.!Although!the!model!is!extremely!simple!and! easy! to! learn,! it’s! also! as! complex! and! varied! as! we! are! as! humans.! Using! the! model! to!understand!yourself!and!others!and!developing!the!skills!to!adapt!your!behavior!can!greatly!improve!communications!and!performance!leading!to!greater!personal!and!professional!success.!!

The!fourIquadrant!model!provides!a!nonjudgmental!language!for!exploring!behavioral!issues!across!four!primary!dimensions:!

Dominance:!Direct!and!Decisive!!Influence:!Optimistic!and!Outgoing!!Steadiness:!Sympathetic!and!Cooperative!!Conscientiousness:!Concerned!and!Correct!!!

How!FQM!Can!Help!You!and!Your!Business/Organization!!!

• Improve!communication!with!others!• Ease!frustration!and!conflicts!in!the!workplace!• Improve!sales!ability!• Enhance!customer!service!• Build!relationships!• Build!productive!teams!• Develop!effective!managers!• Develop!effective!relationships!• Coach!yourself!and!others!

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!Questions!FQM!Can!Help!Answer!!!

• What!are!my!strengths?!• What!are!my!limitations?!• How!do!I!relate!to!people!and!my!environment?!• What!are!my!strategies!for!creating!positive!relationships!with!colleagues,!clients,!friends,!

family!and!others?!• How!can!I!increase!my!own!and!others'!effectiveness?!• How!do!I!behave!as!a!manager?!• What!are!my!strategies!for!managing!others?!• How!do!I!direct,!delegate,!motivate!and!problem!solve?!• What!is!my!natural!approach!to!selling?!• How!do!I!handle!objections,!gain!commitment!and!service!my!clients?!• What!motivates!and!deImotivates!me?!• In!what!types!of!work!environments!do!I!thrive?!• What!do!I!tend!to!avoid!doing!and!why?!• How!do!I!respond!to!conflict?!• How!do!I!make!decisions,!manage!time,!solve!problems!or!handle!stress?!

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What!is!psychometric!analysis?!!

Psychometric!analysis!is!the!analysis!of!psychological!tests!and!measurements!to!ensure!that!scores!are! as! reliable! and! valid! as! possible.! Psychometric! analysis! can! be! applied! to! improve! or! validate!almost! any! instrument! that! measures! human! behavior,! performance,! attitudes,! abilities,! or!personality!traits.!!

Psychometric!analysis!is!essential!when!an!instrument!produces!a!score!that!is!used!for!high!stakes!decisions! in! organizations,! such! as! hiring,! performance! review,! assessment! of! potential,! culture!audits!or!management!effectiveness.!

To! be! able! to! understand! human! behavioural! characteristics! better! is! to! fully! understand! one’s!personal! characteristics.! A! ! psychometric! analysis! on! the! human! behavioural! characteristics! was!designed!to!tabulate!a!probability!of!one’s!personal!behaviour!pattern.!Through!this,!understanding!other!people!!would!be!attainable!and!logical.!

!Some!Uses!for!the!FQM!System!!!

• Better!understand!yourself!and!others!!• Enhance!your!personal!and!professional!relationships!!• Increase!productivity!and!efficiency!!• Engage!more!effectively!with!clients,!managers,!employees,!vendors,!customers!and!

prospects!!! !

Table!1.1!!!!Behavioural!Characteristic!Basics.!!

PROMOTER! SUPPORTER!

• High!energy!• Enjoyable!to!be!around!• Creative!imagination!• Initiates!relationships!• Motivating!• Competitive!spirit!• Goal!oriented!

• Dedicated!and!committed!• Loyal!team!member!• Good!listener!• Patient!• Good!at!reconciling!factions!• CauseIoriented!• Dependable!

CONTROLLER! ANALYZER!

• Task!accomplisher!!• BottomIline!results!!• SelfImotivated!!• Forward!looking!!• Fast!decisionImaker!!• Initiates!activities!!• Disciplined!!• Likes!to!control!others!

• Objective!!• Conscientious!!• Defines,!clarifies!!• Concerned!with!accuracy!!• Gathers!needed!data/information!!• Tests!data!!• Maintains!standards!!

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Behavioural!Perception!Matrix!!

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FORMAL!(TASK!ORIENTED)!

INFORMAL!(PEOPLE!ORIENTED)!

EASYGG

OING!

!DOMINANT!

PROMOTING!STYLE!Creative,!enthusiastic!and!expressive!!Weaknesses;!Lack!follow!through,!appears!phony,!pushy!and!insincere.!!Backup!Style!:!Tantrum!!(WHO?)!!

SUPPORTING!STYLE!Accepting,!cooperative!and!friendly.!!Weaknesses;!Appears!weak,!indecisive,!wishyIwashy!and!smothering.!!Backup!Style:!Compliance!!(Why?)!!

CONTROLLING!STYLE!Driving,!efficient!and!resultIoriented.!!Weaknesses;!Appears!insensitive,!brassy!and!overbearing!!!Backup!Style:!Tyrant!!(WHAT?)!!!

ANALYSING!STYLE!Thorough,!exacting!and!persistent.!!Weaknesses;!Apathy,!boring,!picky!and!stubborn.!!!Backup!Style:!Avoiding!

(Clams+Up)+(HOW?)!!

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Table!1.2!!!Behavioural!Characteristics!Motivational!Differences.!!

!! CONTROLLING! PROMOTING! SUPPORTING! ANALYSING!

Respond!to!products!and!projects!that!promise:!

Achievement,!results! Excitement,!risks! Rewards,!friends! Alternatives,!

safety!

Respond!well!to!an!approach!that!answers!the!question:!

WHAT?! WHO?! WHY?! HOW?!

Rationale! ResultIoriented! Personal!challenge!

Personal,!not!goalIoriented! Technical!

Want!to!save:! Time! Effort! Relationship! Face!

Want!to!gain:!Immediate!results! Visibility! Cooperation!,!

companionship! Certainty!

Are!influenced!to!decide!by:!

Freedom!to!make!decisions! Emotional!appeal! Clear!options,!

safe!choices! Detailed!plans!

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Table!1.3!!!Behavioural!Characteristics!Stylistic!Differences.!!

!! CONTROLLING! PROMOTING! SUPPORTING! ANALYSING!

Strengths!Efficiency;!get!it!done!well,!on!time!

Social!skills;good!at!winning!people!

Relationships!make!others!feel!safe!and!comfortable!

Knowledge;!relate!to!others!around!information!

Potential!growth!areas!

Listen!to!feelings!as!well!as!words!

Pause,!check,!count!to!10!

Set!and!achieve!selfImade!goals!

Take!initiative;!make!timely!decisions!

Preferred!situation!

Winner!in!a!competitive!challenge!

FastIpaced!challenge!with!rapid!gains!

Amiable,!conflictIfree!relationships!

Limited!pressure;!unlimited!time!or!an!escape!route!

Measures!of!progress!

Results,!results,!results!

Applause,!sincere!feedback! Attention! Activity!"busyI

ness"!

Time!management!style!

OverIeager! OverIcommitted! Lacking!urgency! OverlyIdetailed!

TrustGbuilding!style!

Congruence! Openness! Acceptance! Reliability!

Initial!reaction!to!pressure!

Become!more!controlling! Talk!too!much! Give!in! Fall!silent!

Reaction!to!continued!pressure!

Become!a!dictator! Tantrum! Pout!or!sulk! Withdraw!

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Table!1.4!!!Behavioural!Characteristics!Essentials.!! !

PERSONS!WITH!CONTROLLING!

STYLE!PROMOTING!

STYLE!SUPPORTING!

STYLE!ANALYZING!

STYLE!

Need!to!learn:!

Humility,!feelings,!to!listen!to!others,!to!follow.!

Discipline,!to!think!it!through,!to!pause.!

Determination,!to!reach!for!goals,!to!act!without!agreement.!

Initiation,!to!act,!to!enjoy,!to!appear!wrong.!

Measure!progress!by:!

Results.!Goal!oriented:!many!run!over!people!to!get!there.!

Applause.!Active,!dominant!feedback!from!audience.!

Attention.!Likes!to!have!others!acknowledge!them.!

Activity.!Keep!busy!and!the!results!will!fall!into!place.!

Must!be!allowed!to:!

Know!the!score.!Get!into!competitive!situations!&!win!(or!appear!to).!

Get!ahead!quickly!with!a!fast!moving!challenge.!

Relax!&!feel!good!about!the!people!around!them.!

Be!let!off!the!hook,!not!cornered!or!pressured.!

Need!leadership!which:!

Allows!them!freedom!to!do!things!their!way.!

Inspires!them!to!bigger!and!better!accomplishments.!

Details!specific!plans!and!activities.!

Structures!a!framework!or!track!to!follow.!

Want!to!save:!

Time.!They!come!across!as!busy!and!efficient.!

Effort.!They!like!to!take!the!easy!way.!

Relationships.!Friendship!means!a!lot!to!them.!

Face.!They!hate!to!look!bad!or!get!caught!without!data.!

Take!endorsements!from:!

Getting!the!job!done!well!and!on!time.!

Social!skills.!They!like!to!be!good!at!winning!people!over.!

Friends.!If!they!still!like!me,!i!must!be!doing!it!right.!

Knowledge.!They!relate!to!others!around!information.!

Become!most!effective!with:!

Positions!of!authority!and!responsibility.!

Some!direction!with!which!to!reach!goal.!

Structure!and!methods!to!reach!goal.!

Avenues!to!apply!logical!analysis.!

Rely!on!the!power!of:!

Competence.!Knows!they're!strong!enough!to!wing!it.!

Charm.!Expects!their!winning!ways!will!carry!them!through.!

Acceptance.!The!ability!to!please!others!will!save!the!day!

Expertise.!When!in!doubt,!bring!in!more!data.!

On!the!job,!excels!at:!

Organization,!development,!planning,!coordination.!

Promotion,!ideas!drama,!selling,!graphic!art.!

Service,!social!or!relationship!tasks,!personnel!teaching.!

Research!and!development!analysis,!statistics,!data!gathering.!

Express!emotion!High!Negative!Low!Positive!

High!Positive!High!Negative!

High!Positive!Low!Negative!

Low!Negative!Low!Positive!

Typically!position!themselves!emotion!

Low!physical!contact/Forward!and!directing!high!eye!contact!

High!animation!Dramatic!Unrestricted!

High!Physical!contact!Relaxed!Gentle!

Restricted!Low!eye!contact!


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Table!1.5!!!!How!To!Improve!Relationships!With!Others.!!

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CONTROLLER! ANALYZER! SUPPORTER! PROMOTER!

CONTROLLER!

Agreement!in!advance!on!goals.!Freedom!to!work!within!agreedIupon!limits.!Let!them!win!and!be!in!charge.!

Summarize!facts.!Let!them!decide.!Rely!on!selfIdiscipline.!Recognize!results!tangibly.!

Be!businesslike.!Let!them!decide.!Stick!to!agenda.!Don't!insist!on!personal!relationship.!Let!them!tell!you!what!they!want.!

Back!up!ideas!and!enthusiasm!with!results.!Keep!agreements.!Let!them!choose.!Demonstrate!workability!of!ideas.!

ANALYZER!

Bring!facts!and!logic!in!writing.!Be!patient!while!they!evaluate.!Assist!in!coming!to!decision.!Work!with!time!limits.!

Recognize!need!to!set!timetables!for!decision.!Encourage!riskItaking.!Provide!perspective!on!decision!at!hand.!

Demonstrate!technical!competence.!Acknowledge!need!for!facts!and!data.!Work!with!time!limits.!

Talk!facts,!not!opinions.!Provide!detail.!Back!up!facts!with!detail.!Be!patient.!

SUPPORTER!

Show!personal!concern!for!them!and!family.!Provide!details!and!specifics.!Acknowledge!their!contribution.!Be!supportive!of!efforts!and!accomplishments.!Build!relationship.!

Establish!personal!relationship.!Encourage!them!to!increase!goals!and!upgrade!prospects.!

Be!strong,!insistent!and!directive.!Encourage!and!support!work!through!interpersonal!relationship.!

Slow!down!the!pace!and!volume.!Allow!time!for!relationship.!Work!on!one!agenda!at!a!time.!Move!on!after!completion.!Encourage!suggestions!and!participation.!

PROMOTER!

Be!more!open!about!self!and!emotions.!Relax!timeIconsciousness.!Give!incentives.!Let!them!win.!Provide!public!recognition.!Loosen!up.!Play.!

Spend!informal!time!with!them.!Recognize!need!for!excitement.!Ask!for!ideas.!Move!quickly.!Take!risks.!

Be!firm!when!challenged.!Public!acknowledgement.!Provide!focus!and!followIup.!Be!in!a!relationship.!

Provide!discipline!and!focus.!Stay!on!track.!Move!quickly.!Use!creativity!and!excitement.!

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Summary!I!Controlling!Style!GENERAL!

People! with! a! Controlling! Style! tend! to! be! active,! independent! and! ambitious.! They! give! an!appearance!of!selfIconfidence.!They!tend!to!take!the! initiative!with!other! individuals!and! in!groups!and!enjoy!running!things,!which!they!may!do!with!a!take!charge!attitude.!They!are!generally!strongIwilled,!forceful!and!are!willing!to!confront!others!about!their!ideas!and!attitudes.!They!usually!make!decisions!easily!and!sometimes!rapidly,!having!a!sense!of!urgency!about!them.!It!may!be!difficult!for!them!to!show!their! feelings!and!so! they!often!appear! to!be!businessIlike!and!concerned!only!with!efficiency.!They!may!resent!other!people!having!power!over!them.!They!want!to!run!their!own!lives.!

!AT!WORK!

In! a! job! setting! a! person!with! a! Controlling! Style! of! behavior!will! generally! respond! best! to! a! fast!moving! challenge! and! will! tend! to! get! bored! if! they! find! the! pace! to! be! too! slow.! They! are! task!oriented!and!may!offend!others!with!their!eagerness!to!get!the!job!done.!They!want!to!know!what!is!going!on!around!them,!to!be!‘in!the!know’!and!to!help!direct!the!course!of!the!group.!Not!having!the!situation!under!control!raises!their!tensions.!They!tend!to!set!their!objectives!and!then!work!towards!them!without!delay.!Because!they!direct!their!energy!towards!task!results,!others!will!tend!to!accept!their!authority!and!leadership.!

!IN!RELATIONSHIPS!

Relationships!with!others!will!usually!be!marked!by!certain!characteristics.!They!will!be!looked!to!by!others! for! results,! but! probably! not! for! encouragement,! inspiration! or! support.! They! can! be!demanding!at!times!and!may!work!to!meet!their!own!objectives!without!realizing!that!their!behavior!might!be! irritating!others.!They!will!be! seen!as!competent!and!determined!but,!at! times! they!may!push!too!hard!before!taking!time!to!work!on!interpersonal!relationships.!

!THINGS!TO!WATCH!OUT!FOR!

A!person!with!a!Controlling!Style!tends!to!lack!patience,!and!may!not!find!it!rewarding!to!work!with!the!same!problems!for!a! long!period!of!time.!They!may!need!to!strengthen!their!ability!to!listen!to!others! and! recognize! the! importance! of! feelings! and! attitudes! as! well! as! logic.! Their! need! for!personal! success! may! limit! their! ability! to! cooperate! with! others! to! accomplish! organizational!objectives.!They!will!be!more!effective!when!they!remember!that!they!can!come!on!too!strong!with!others!and!that!their!behavior!can!be!overwhelming.!

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Summary!I!Promoting!Style!GENERAL!

People!with!a!Promoting!Style!tend!to!get!involved!with!people!in!active,!rapidly!moving!situations.!They!generally! like!exciting!activities!of!an! inspirational!nature.!Not!given!to!detailed!analysis,! they!can! easily! make! generalizations! without! sufficient! pause! to! gather! information.! They! are! usually!stimulating!people!to!be!with,!lively!and!personable.!Socially!outgoing!and!friendly,!they!tend!to!be!fun! loving! people! who! enjoy! being! with! people.! Others! experience! them! as! acting! impulsively.!Because!of!a!somewhat!dramatic!nature,!they!may!think!out!loud!with!others!in!such!a!way!that!they!temporarily!convince!them.!Their!vigor!and!excitement!can!come!across!to!others!as!egotism.!

!AT!WORK!

In!a!job!setting!a!person!with!a!Promoting!Style!of!behavior!will!generally!be!eager!to!please!others,!especially!those!who!respond!to!their!outgoing!ways.!They!attach!themselves!to!people!they!admire!and!want! recognition! from.!They! tend! to!be! imaginative!and! respond! to! incentives,!wanting! to!be!measured! by! their! personal! contribution.! They! tend! to! get! personally! involved! with! others! and!sometimes! will! settle! for! less! than! the! best! in! order! to! get! on! to! something! else! because! they!frequently!like!to!move!from!task!to!task.!Although!they!may!not!always!like!it,!they!work!best!in!a!setting!which!provides!some!structure!where!they!can!be!helped!in!the!planning!and!followIthrough,!which!is!unnatural!to!them.!

!IN!RELATIONSHIPS!

Relationships!with!other!people!will!usually!be!marked!by!certain!characteristics.!They!may!be!seen!as!trying!to!sell!themselves!to!others,!to!persuade!them!of!their!point!of!view.!Even!though!they!are!viewed!as!socially!outgoing!and!forceful,!they!may!be!perceived!by!others!as!manipulative!and!users!of!people.!They!are!aware!of!and!concerned!with!the!feelings!of!others!rather!than!only!their!ideas!and!they!try!to!include!others!in!their!plans!and!activities.!They!tend!to!be!open!with!their!feelings!and! try! to! be! helpful! in! interpersonal! situations.! They! may! try! to! achieve! status! and! prestige! by!attaching!themselves!to!people!that!they!believe!have!those!qualities.!


A!person!with!a!Promoting!Style!usually!lacks!concern!for!details!and!may!move!forward!too!rapidly!before! completing! a! task.! They!may! jump! to! conclusions! too! rapidly.! A!more! organized! approach!could!make! their! enthusiasm!more!effective,!because! they!may!appear! careless! in! their! approach.!Changing! decisions! will! have! a! disrupting! effect! on! those! around! them.! They! can! be! highly!competitive! and! if! they! are! thwarted! in! their! efforts,! they! can! dismiss! other! people! rather!dramatically.!They!tend!to!learn!to!work!through!and!with!others.!

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Summary!I!Supporting!Style!GENERAL!

People!with!a!Supporting!Style!tend!to!be!perceived!by!others!as!casual!and!likeable!people!that!try!to!minimize! interpersonal!conflict.!Though! they!are! responsive! to!people,! they!generally! let!others!take!the!initiative!in!social!situations.!They!find!it!difficult!to!turn!down!a!request!because!they!want!to! be! helpful,! even! if! they!must! subordinate! their! own! interests! to! the! interests! of! others.! Their!understanding!and!friendly!approach!to!people!make!them!nonIthreatening!and!easy!to!be!with.!Not!usually!a!highly!competitive!person,!they!tend!not!to!impose!themselves!on!others!or!try!to!convince!others!of!their!point!of!view.!They!tend!to!be!more!concerned!with!the!feelings!of!others!and!their!relationship!with!them!than!logic!and!reason.!Generally!unpretentious!themselves,!they!tend!to!be!permissive!with!others.!

!AT!WORK!

In!a!job!setting!a!person!with!a!Supporting!Style!of!behavior!will!generally!be!cooperative!and!willing!to! be! of! service! to! others.! They! will! tend! to! work! through! the! structure! in! order! to! prevent!interpersonal!misunderstandings,! and! therefore!will! accept! supervision! readily.! They! try! to! please!others!by!doing!what!is!expected!of!them!and!like!reassurance!that!they!are!doing!well!and!respond!to! the! personal! attention! they! get! from! superiors.! Because! they! do! not! like! to! hurt! others! or! be!disliked!by! them,! they!may! sometimes!withhold!unpleasant! information.!They! frequently!welcome!direction!from!others!to!overcome!their!natural!desire!to!continue!to!work!with!what! is!familiar!to!them.!If!they!believe!that!their!ideas!can!benefit!others,!they!will!put!them!forth!in!a!nonIthreatening!manner.!

!IN!RELATIONSHIPS!

Relationships!with!other!people!will!usually!be!marked!by!certain!characteristics.!They!will!probably!be!seen!as!someone!who!seeks!close,!warm!and! lasting!relationships.!They!are!good! listeners!who!take!time!with!people!and!help!them!relax!and!be!at!ease.!They!extend!themselves!to!others!and!are!accepting! of! different! styles! of! people,! partly! because! of! their! need! to! please.! They! pretend! to!consent! to! and! agree! with! people! even! though! they! disagree! and! do! not! intend! to! ultimately!consent.!They!are!usually!sensitive!to!other’s!feelings!and!try!to!keep!from!hurting!them.!

!THINGS!TO!WATCH!OUT!FOR!!A!person!with! a! Supporting! Style! tend! to! lack! interest! in! planning! and! goalIsetting! and!may! need!structuring!and!specific!descriptions!of!the!activity!expected!of!them.!They!extend!effort!to!be!liked,!but! they!will!be!more!effective!as! they!apply! their! relationship! skills! to! the! job!at!hand.!There!are!times!when!more!open!and!honest!feedback!to!others!will!benefit!them!and!others.!They!may!need!to! learn! to! stand! up! for! their! ideas,! although! their! likeable! style!will! undoubtedly! be! a! benefit! to!them.!


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Summary!I!Analysing!Style!GENERAL!

People!with!an!Analysing!Style!tend!to!take!a!problem!solving!approach!to!situations.!They!lean!more!towards! ideas! and! concepts! than! towards! feelings.! They! prefer! study! and! analysis! to! immediate!action,!and!give!off!a!thoughtful!and!perhaps!even!hesitant!impression.!They!tend!to!be!a!steadying!influence!in!a!group!setting!with!their!restrained!and!unassuming!way.!Deliberate!and!unaggressive,!they!usually!wait!for!others!to!come!to!them!rather!than!offering!their!opinion.!They!typically!want!to!collect!a!great!many!facts!and!opinions!before!making!a!decision.!The!consulting!role!with!other!people! seems! to! suit! their! serious!and!precise!manner.!Other!people! sometimes!perceive! them!as!academic!and!taking!themselves!very!seriously.!

!AT!WORK!

In!a!job!setting!a!person!with!an!Analysing!Style!of!behavior!will!generally!take!an!orderly,!systematic!approach.!A!detailed!and!thorough!person,!they!usually!like!things!to!be!rational!and!well!organized.!They! are! likely! to! pause! until! they! are! sure! the! task! is! clear,! then! they!work! at! it! in! a! persistent,!conscientious! and! industrious! manner.! Well! established! rules! and! procedures! will! create! an!environment!in!which!their!methodical!effort!will!be!most!effective.!They!may!become!tense!when!surrounded!by!confusion!or!ambiguity,!and!perhaps!even!immobilized.!They!are!not! likely!to!thrive!on!tough!competition,!and!so!would!more!naturally!move!to!an!advisory!role.!Their!steady!and!quiet!manner!will!probably!cause!others!to!look!to!them!for!advice.!!

!IN!RELATIONSHIPS!

Relationships!with!other!people!will!usually!be!marked!by!certain!characteristics.!They!are!probably!seen!as!hesitant!in!relationships!with!others,!not!easily!taking!risks!or!giving!trust.!Though!they!tend!not! to! initiate! relationships,! others!will! seek! them!out! because! they! are! good! listeners,! quiet! and!nonIthreatening!to!others.!They!tend!not!to!seek!personal!recognition,!but!instead!use!their!ability!as!a! problemIsolver! to! establish! and! build! relationships.! They!will! usually!wait! until! they! are! sure! of!their! ground!before! they!offer! their! opinion.! Though! they!appear!unemotional,! they! can!be! tough!and! arbitrary! when! their! tensions! are! high.! They! prefer! to! avoid! interpersonal! confrontation! and!conflict.!


A!person!with!an!Analysing!Style!appears!to!lack!the!ability!to!be!casual! in!interpersonal!situations,!and!therefore!may!sometimes!be!perceived!as!aloof!or!even!stuffy.!They!can!procrastinate!and!get!too! involved! in!analysis,! still! seeking!more!data!when! it!may!be!time!for!action.!They!may!need!to!look!at!the!forest!more!than!the!trees!by!establishing!overall!priorities!and!not!get!distracted!by!the!details.! They! can!be!more! effective! if! they! learn! to! be! less! critical,! loosen!up! and!enjoy! situations!more.!


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The!Four!Quadrant!Model!(FQM)!!!!!!!!!!!!!!!!!!!!!!!I!Interpersonal!Style!

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21!Brief!Style!Descriptions!!

!1. May!talk!only! to!refine!their!own! ideas.!Likes!people,! relates!quite!naturally! to!others,!and!

needs! their! good! will.! May! be! seen! as! somewhat! impulsive.! Usually! has! something!interesting!to!say!and!can!say!it!well,!but!may!get!caught!short!on!facts!and!figures!needed!to!support! ideas.! Ideas!may! flow! faster! than! can!be! thought! through.!May! sometimes! like! to!test! out! persuasive! powers! on! other! people.!May! have! a! tendency! to! attach! to! respected!people,!please!them,!earn!their!recognition.!

!2. Assertive!and!competitive.!Enthusiastically!expresses!own!concepts!and!ideas.!May!be!seen!

as!talkative,!impulsive,!even!overwhelming,!but!still!liked!by!others.!May!express!ideas!others!find! convincing! but! are! really! only! experimental.! Needs! warmth! from! others;! concerned!about! others’! feelings! and! thinking.! Comfortable! with! others.! Informal! and! relaxed,! and!others! find! it! easy! to! relax! with! them.! Oriented! towards! admired! people,! and! wants!admiration!in!return.!Could!benefit!from!checking!on!details,!working!at!followIthrough.!

!3. Skillful!with!words,! assertive! and!driving,! but!has! a! strong! feeling! for!human! relations! and!

wants! peoples’! esteem.! Tries! to! ‘sell’! self! to! highly! respected! people.! Strong! beginner,!creative,!takes!initiative,!but!may!be!weak!finisher.!Finds!details!and!followIup!unnatural!and!difficult.!Thinks!in!quick,!bold!strokes.!Needs!job!structure!to!be!more!effective,!but!resists!it,!preferring!freedom!from!restraints!and!limits.!Tends!to!be!dramatic,!both!to!entertain!and!to!manipulate!or!convince.!Takes!pleasure!in!influencing!others.!

!4. Makes!good!first! impression!by!being!receptive,!casual! in!approach!to!others.!Likeable!and!

personable,!able!to!express!self!well,!can!even!be!inspiring!if!committed!to!an!idea.!Sensitive!to!nuances!of!interpersonal!relations,!prefers!to!avoid!conflict.!Can!be!influenced!by!feelings!more! than! logic.! Other! ! people! are! drawn! to! their! pleasant,! even! playful! manner.! More!interested!in!relationships!than!in!details!of!the!job.!Balances!well!the!sending!and!receiving!parts!of!communication.!

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5. Receptive!and!personable!style!allows!for!quick!building!of!interpersonal!bridges.!Social!skills!highly!developed.!Shows!good!feelings!toward!most!people!even!if!they!are!disliked.!Strong!desire!to!please!comes!from!need!to!be!liked.!Tends!towards!subjective,!looking!for!reasons!to!do!things!which!suit!own!needs!rather!than!logical!basis.!Laughs!easily,!tells!stories.!May!spend! too!much! time!with! ‘small! talk’! (more! likely! about! people! than! ideas).! Exacting! job!demands!create!stress;!needs!others!to!handle!details.!

!6. Attuned! to! other! people’s! wavelengths.! Puts! competitive! people! at! ease! by! being! nonI

competitive.! With! expressive! people,! a! responsive! listener.! May! hold! back! own! opinion!particularly! if! it! might! shatter! a! mutual,! agreeable! mood! or! upset! another! person.!Unpretentious!with! self,! also!with! others.! Sometimes! perceived! by! others! as! sharing! their!characteristics.!Tries!to!overcome!problems,!personal!and!on!the!job,!by!working!closely!with!others.! Likes! reassurance! and! can! often! excel! by! receiving! personal! attention! from! a!respected!superior.!

!7. WellIliked! and! looked! up! to! as! being! understanding! and! friendly.! Let! others! take! the!

initiative.!Often!more!concerned!about!people!and!their!good!feelings!than!about!a!quest!for!success!and!achievement.!Works!hard! to!avoid! conflict;!more! concerned!with! its! effect!on!people! than! on! the! issue! involved.! Cooperative! to! the! point! of! permissiveness.! Accepts!direction! from! others.! May! withhold! unpleasant! information! rather! than! risk! causing!irritation.!Relationships!with!others!are!warm,!close!and!longIlasting.!May!try!to!maintain!a!relationship!by!pretending!to!agree;!thus!may!be!perceived!as!a!fuzzy!thinker.!

!8. Listens! carefully! to! others,! not! just! to! hear!what! they! say! but! to! discover!what! they! feel.!

Known! for! innate!understanding,! amiable!manner.! Relaxed! and! informal,! helps!others! feel!the!same!by!removing!all!competitiveness!from!the!relationship.!Genuinely!likes!to!be!liked.!Asks!questions!that!express!own!point!of!view!rather!than!make!statements.!Prefers!quiet,!harmonious! environment.! Avoids! intense! bad! feelings! or! conflicts.! Helpful.! Can! put! own!needs!in!the!background!to!take!care!of!others;!may!later!resent!it.!Needs!to!learn!to!be!less!subtle;!indirectness!can!cause!miscommunication.!

!9. Thinks! things! through! before! taking! action,! then! can! be! persuasive! and! personable.! Has! a!

technical!side,!but!can!be!peopleIoriented!when!necessary.!Gives!off!a!thoughtful,!somewhat!deliberate!appearance.!Prefers!to!speak!and!act!only!when!sufficient!facts!and!opinion!have!been!collected!to!satisfy.!Balances!people!and!things.!Open!with!known!and!trusted!people;!reserved!in!new!relationships.!Hesitant!to!initiate!ideas!and!projects!in!unfamiliar!situations.!Can!be!quiet!and!nonIcompetitive,!but!will!be!tough!under!pressure!and!when!mind!is!made!up.!

!10. Seldom!takes! initiative! in! interpersonal! situations.!Prefers! to! let!others!express! themselves!

first.!Will!go!along!with!effective!leadership;!will!bow!out!gracefully!in!a!distasteful!situation!rather!than!confronting!and!trying!to!change!it.!Operates!fluidly!in!both!the!world!of!people!and!the!world!of!action,!may!be!the!last!to!join!in.!In!a!group,!hesitant!to!voice!an!opinion,!even! when! feeling! strongly.! Finds! it! easier! to! follow! than! lead.! Can! be! looked! to! as! a!counselor,!especially!within!a!familiar!circle!of!friends.!

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11. More!oriented!toward!work!or!own! interests!rather!than!toward!people!and!their! feelings.!Precise;!will!take!the!time!to!do!things!carefully!and!thoroughly.!Prefers!study!and!analysis!to!immediate! response.!Action! comes! slowly.!Decisions!made!with!deliberation!and! restraint,!weighing! many! factors.! Experiences! tension! when! there! is! not! time! and! environment! to!pursue! a! task! in! a! thoughtful! fashion.! May! not! function! well! in! ambiguity! or! confusion.!Appears! to! friends! as! relaxed! and! congenial.! Prefers! people! to! come! to! him! /! her.! Often!quiet,!conservative,!seemingly!uninvolved.!

!12. A!thorough!person,! likes!things!orderly!and!systematic.!Weighs!matters!deliberately!slowly,!

carefully!arriving!at!a!solution.!Works!persistently!at!a!task,!which!becomes!paramount!over!a! personal! life! and! feelings.! If! situation! is! confused! and! irrational,! can! experience!mental!shortIcircuit!and!become!immobilized.!Prefers!work!that!is!selfIdirected!and!not!rushed.!Can!come! across! as! cold! or! distant!with! unfamiliar! people;! prefers!world! of! facts! over! that! of!people! who! really! are! not! easily! understood.! Can! be! a! resource! of! information,! sparingly!dispersed.!Can!become!arbitrary,!even!angry,!with!error.!

!13. Responds!well!when!asked!for!information!but!may!often!appear!withdrawn!or!holding!back.!

Has!active!mental!internal!life,!not!external.!Enjoys!opportunity!to!help!others!within!area!of!expertise;!not!comfortable!venturing!outside!it.!Can!be!immobilized!by!interpersonal!tension,!tight!time!schedule!or!excessive!external!stimulation.!Can!be!difficult!to!get!to!know,!but!kind!and!loyal!to!trusted!friends.!Often!a!specialist;!likes!to!dig!deep!to!mine!rich!ore!but!can!get!bogged! down! in! details,! become! singleIminded,! ignore! people.! Admires! stability! and!precision,!not!emotion!and!enthusiasm.!

!14. A!person!who!gets! things!done!and!gets! them!done! right.!Often! intense!and!unemotional,!

can! get! so! involved! that! they! take! charge!of! a! project,! then! get! it! done!despite!obstacles.!When! so!occupied,! can!be! seen!as! cold! and!aloof;!works!hard! to! seek!out! all! aspects!of! a!problem.!In!dealing!with!people,!can!be!skilled!at!drawing!out!information.!May!be!seen!as!cautious,!but!can!be!persuasive!when!committed!to!a!course!of!action.!Can!be!cautious!with!people!unknown!to!them!or!people!who!have!not!gained!their!trust,!testing!the!water.!With!familiar! people,! can!be!warm!and!disarming.!Needs! to! set! own! goals! and!not! be!mentally!sideItracked!by!extraneous!technical!matters!that!capture!interest.!

!15. Efficient!and!businessIlike!with!others;!may!believe!too!much! in! individual!effort!and!avoid!

group!work.!Oriented!towards!business! technicalities! rather! than!human!relationships.!Can!organize!new!projects!in!an!orderly,!systematic!way!and!follow!them!through!to!completion,!but! often! prefers! to! work! alone! rather! than! with! others.! Can! be! seen! as! reserved,! even!distant,! but! others! often! respect! this! person’s! ideas! and! advice.!More! apt! to! analyze! and!judge! others! than! to! accept! them.! Others! may! understand! the! need! to! work! alone,! or!misunderstand!moods!when!thwarted!in!pursuing!a!problem.!

!16. Eager! to! overcome! obstacles,! likes! to! take! charge! of! situations.! May! offend! others! with!

concern! for! getting! the! job! done! efficiently! without! regard! for! others.! Resourceful! and!competitive;!also!restless!and!irritable,!particularly!if!resources!and!permission!for!all!desired!projects! are! not! readily! available.! Seeks! to! control! situation,! can! be! frustrated! if! power! is!lacking.!When!deep!within!a! task,!can!be!seen!as!cold,!not!careful!about!people’s! feelings;!but!when!relaxed!socially!can!be!bright,!stimulating!and!personable.!

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17. Looks!for!results,!not!excuses.!Likes!leadership!roles.!Likes!to!think!up!projects!and!get!them!done! quickly! and! efficiently.! Cooperation! with! others! not! always! easy.! Ambitious,!competitive!sometimes!just!for!the!sake!of!the!challenge.!Even!in!social!setting,!may!assume!self!the!logical!leader.!Enjoys!running!things;!has!authoritative!manner.!Can!be!disciplinarian;!raise!tensions!by!coming!across!stronger!than!aware.!Asked!for!advice!and! information!but!not!so!often!for!motivation,!support!or!encouragement.!Could!learn!tolerance,!patience.!!

!18. Likes!to!win,!often!does.!Even!enjoys!the!competition!for!its!own!sake,!and!may!not!be!giving!

enough! attention! to! the! people! involved.! Projects! may! count! more! than! personal!relationships.!Wants! to! be! in! charge! in! almost! every! situation,! certainly! those! considered!important.! People! might! feel! an! edge! of! competitiveness! even! in! relaxed! circumstances.!Gravitates! toward! leadership! roles.! Thought! process! clear! and! objective,! not! emotional.!Establishes! longIrange! goals! and! sticks! to! them! through! thick! and! thin.! Personal! and!organizational!achievements!are!high!personal!values.!!

!19. Combines!personality!with!personal!push.!SelfIassured!but!with!enough!social!savvy!to!come!

across! as! energetic! and! enthusiastic.! Verbally! assertive,! quick! to! perceive! the! reactions! of!others!when!communicating!own!views.!Likeable!and!motivating.!Wants!to!win!but!includes!others! in! the! winning.! Perceived! by! others! as! resourceful,! challenging! and! in! control! of!situations,!but!people!and!taskIoriented!to!an!equal!degree.!Can!agree!to!undertake!projects!too!quickly!and!for!what!is!later!seen!as!the!wrong!reason.!Likes!fastImoving!activities,!may!require!more!guidance!and!counsel!than!words!can!accept.!

!20. Competitive! and! assertive.!Makes!up!own!mind,! and!once!made!up,! often! stays! that!way.!

Believes!in!own!decisions,!rapidly!made.!Can!work!diligently!to!achieve!selfImade!objectives.!Independent,!can!be!stifled!by!bureaucracy.!Impatient!and!easily!bored,!wants!to!get!on!with!things!quickly.!Enjoys!a!challenge;!likes!to!win,!and!will!become!as!taskIoriented!as!necessary!to!do! so.! Strongly!assertive,!may!dominate! conversation.!Pursues!ambitions!with! intensity,!perhaps!antagonizing!some!people!in!the!process.!Fluid!verbal!style!an!asset,!but!needs!to!be!more!alert!to!the!price!of!winning.!

!21. This!style!is!like!a!mirror;!it!can!reflect!the!outside!accurately!but!still!maintain!a!sharp,!clear!

image.! People! come! for! advice! and! counsel,! professionally! and! personally;! the! reward! is!growth! in! proportion! to! the! understanding! given! to! others.! The! centrist! style! brings! this!person! to! the!centre!of! situations,! since!all!people!can! find!something! inside! this!person!–!some!characteristic!to!which!they!can!relate.!The!feeling!may!be!that!of!a!chameleon,!but!the!behavior! tends! to! unite! people! into! a! team.! Relationships! with! people! of! all! styles! come!easily.!!

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the four quadrants

Documents

s communication

o interpersonal

empowe psychology

rece way