WORKING TRAITS SUMMARY

SCOPE

Question: There is no question for this category.Specific: Deals with details and sequences. Cannot see the overview.General: Prefers the overview, big picture. Can handle details for short

periods.Distribution: Specific 15%

Equally Specific and General 25%General 60%

(from Rodger Bailey, in the Context of work)Influencing Language

Specific: exactly; precisely; specifically; gives lots of detailsGeneral: the big picture; essentially; the point is; in general

ATTENTION DIRECTION

Question: There is no question for this categorySelf: Attends to own experience. Doesn’t notice nonverbal behaviour or

voice tone.Other: Has automatic reflex responses to nonverbal behaviour.Distribution: Self 7%

Other 93%Influencing Language

Self: Focus on the content, match their Criteria and ConvincerOther: They are influenced by the depth of rapport.

STRESS RESPONSE

Question: Tell me about (a work situation) that gave you trouble.Feeling: Emotional responses to “normal” levels of stress. Stays in feelings.Choice: Can move in and out of feelings voluntarily. Good at empathy.Thinking: Do not go into feeling at normal levels of stress. Poor at showing

empathy. Keep cool in high-stress work.

Distribution: Feeling 15%Choice 70%Other 15%(from Rodger Bailey, in the work Context)

Influencing LanguageFeeling: intense; exciting; mind boggling; wonderfulChoice: empathy; appropriate, makes good sense and feels rightThinking: clear thinking; logical; rational; cold reality; hard facts; statistics

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STYLE

Question: Tell me about a (work) experience where you had (Criteria). What did you likeabout it?

Independent: Likes to work alone with sole responsibility.Proximity: Prefers to have own territory with others around.Co-operative: Productive when sharing responsibility with others.

Distribution: Independent 20%Proximity 60%Co-operative 20%

(from Rodger Bailey, in the work Context)

Influencing LanguageIndependent: you get to do it by yourself; you alone; total responsibilityProximity: you’ll be in charge; with others around, you’ll direct; leadCo-operative: us; we; all together; share responsibility; let’s; do it together

ORGANIZATION

Question: Tell me about a (work) situation that was (Criteria). What did you like about it?Person: Concentrate on feels and thoughts. They become the task.Thing: Focus on task, systems, ideas, tools, things. Getting the job done is

the most important thing.

Distribution: Person 15%Equally Person and Thing 30%Thing 55%(from Rodger Bailey, in the work Context)

Influencing LanguagePerson: use people’s names; personal pronouns; feelings; thoughts; feel good;

people likeThing: things; systems; the thing is; the goal is; process; task; impersonal

Pronouns

RULE STRUCTURE

Question: What is a good way for you to increase your success (at work)?What is a good way for someone else to increase their success (at work)?

My/My: My rules for me. My rules for you. Able to tell others what theyexpect.

My/.: My rules for me. I don’t care about others.No/My: Don’t know rules for me. My rules for you. Typical middle

management patter.My/Your: My rules for me. Your rules for you. Hesitant to tell others what to

do.

Distribution: My/My 75%2

My/. 3%No/My 7%My/Your 15%(from Rodger Bailey, in the work Context)

Influencing LanguageNo specific phrases; just match the thinking processes in specific Contexts.

CONVINCER CHANNEL

Question: How do you know that someone else is good at their work?See: Needs to see evidenceHear: Needs an oral presentation or to hear somethingRead: Needs to read something.Do: Needs to do something with the evidence.

Distribution: See 55%Hear 30%Read 3%Do 12%(from Rodger Bailey, in the work Context)

Influencing LanguageMatch the sensory channel (see, hear, read, do) with your language.

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