Inspiration Communication

People are Different

Communication Styles

Amiable Expressive

Analytical Driver

Controls

Emote ResponsiveAsk Assertive

Control ResponsiveAsk Assertive

Emote ResponsiveTell Assertive

Control ResponsiveTell Assertive

Emotes

Observable BehaviorSayDo

HonestIntelligentArrogantMotivated

Self-CenteredSincereCritical

I like him.He annoys me.

She interests me.He irritates me.I distrust her.

I hate him.I trust him.

QuietSlower-paced

Facially controlledMonotone voice

Indirect eye contactCasual posture

Leans back

- Loud- Faster-paced- Facially animated- Inflected voice- Direct eye contact- Rigid posture- Leans forward

ATraits

CJudgments

BUnder-the-Bracket

Behavior(Say/Do)

Assertive Behaviours

Verbal behavioursAsk Assertive Tell Assertive

Slower … Pace of Speech … FasterLess … Quantity of Speech … More

Quieter … Volume of Speech …Louder

Relaxed … Use of Hands … DirectiveLean Back … Body Posture … Lean Forward

Indirect … Eye Contact … Direct

Ask Assertive Tell Assertive

Non-Verbal behaviours

ASKS TELLS

Key Characteristics of the Social Styles

Need: To Be Right

Need: Personal SecurityAmiable

Analytical

Orientation: ThinkingGrowth Action: To Declare

Orientation: Relationships

Growth Action: To Initiate

Need: Results

Driving

Orientation: ActionGrowth Action: To Listen

Need: Personal Approval

Expressive

Orientation: Spontaneity

Growth Action: To Check

ASKS TELLS

CONTROLS

EMOTES

SOCIAL STYLE ModelTM

AnalyticalSeriousExacting

IndecisiveLogical

DrivingIndependent

FormalPractical

Dominating

ExpressiveAnimatedForceful

OpinionatedImpulsive

AmiableDependableSupportive

PliableOpen

EM

OT

ES

ASKS TELLS

CO

NT

RO

LS

Key Characteristics of the Social Styles

Need: To Be Right

Need: Personal SecurityAmiable

Analytical

Orientation: ThinkingGrowth Action: To Declare

Orientation: Relationships

Growth Action: To Initiate

Need: Results

Driving

Orientation: ActionGrowth Action: To Listen

Need: Personal Approval

Expressive

Orientation: Spontaneity

Growth Action: To Check

ASKS TELLS

CONTROLS

EMOTES

Versatility

Versatility — A measure of the level of social endorsement accorded to an individual by others.

BehavioursSeen as Focusing onMy Tension

BehavioursSeen as

Focusing onOthers’ Tension

LowVersatility

HighVersatility

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