APPENDIX A Perceived Positive and Negative Qualities of the Communication Styles Analytical Amiable Perceived Positive Perceived Negative Perceived Positive Perceived Negative Qualities Qualities Qualities Qualities Industrious Stuffy Supportive Conforming Persistent Quiet Respectful Retiring Indecisive Exacting Willing Indecisive Serious Impersonal Dependable Emotional Orderly Personable Weak Driver Expressive Perceived Positive Perceived Negative Perceived Positive Perceived Negative Qualities Qualities Qualities Qualities Determined Personable Opinionated Demanding Severe Stimulating Excitable Thorough Dominating Enthusiastic Reacting Decisive Mean Dramatic Undisciplined Efficient Inspiring Promotional APPENDIX B Dos and Don’ts for the Communication Styles Analytical Amiable Do Don't Do Don't Acknowledge their Be informal Pre-talk: Rush • • •Informal • expertise Rush Show Interest in Jump right into • • Give Credentials Use unreliable them business • • Discuss Pros & Cons sources people Be formal • •Reference • Stick to Business Guess they know Debate facts / • • • How Specific Use opinion Common figures • • •Find Evidence Be abrupt •Ask “How?” • questions Driver Expressive Do Don't Do Don't Ramble Support Overwhelm with • • • Listen to their Speculate dreams detail • •
APPENDIX A Perceived Positive and Negative Qualities of the Communication Styles Analytical Amiable Perceived Positive Qualities Perceived Negative Qualities Perceived Positive Qualities Perceived Negative Qualities Industrious Persistent Indecisive Serious Orderly Stuffy Quiet Exacting Impersonal Supportive Respectful Willing Dependable Personable Conforming Retiring Indecisive Emotional Weak Driver Expressive Perceived Positive Qualities Perceived Negative Qualities Perceived Positive Qualities Perceived Negative Qualities Determined Demanding Thorough Decisive Efficient Severe Dominating Mean Personable Stimulating Enthusiastic Dramatic Inspiring Opinionated Excitable Reacting Undisciplined Promotional APPENDIX B Dos and Don’ts for the Communication Styles Analytical Amiable Do Don't Do Don't • Acknowledge their expertise • Give Credentials • Discuss Pros & Cons • Stick to Business • How Specific Evidence • Be informal • Rush • Use unreliable sources • Guess • Use opinion •Informal Pre-talk: Show Interest in them •Reference people they know •Find Common •Ask “How?” questions • Rush • Jump right into business • Be formal • Debate facts / figures • Be abrupt Driver Expressive Do Don't Do Don't • Listen to their • Ramble • Speculate • Support dreams • Overwhelm with detail