Avoiding Acquiescing Autocratic Attacking BACK-UP BEHAVIOR Decide Initiate Listen FOR GROWTH, NEEDS TO MEASURE OF PERSONAL Respect Approval Power Recognition VALUE NEEDS CLIMATE Describes Process Responds Collaborates THAT LET THEM Face Relationships Time Effort SAVE MAKE EFFORT Accurate Cooperative Efficient Interesting TO BE SUPPORT Principles and Relationships Conclusions and Visions and THEIR Thinking and Feelings Actions Intuitions STRESS BENEFITS HOW problem is WHY solution is WHAT solution WHO else has THEIR solved best will do used ANSWER Evidence and Assurances and Options and Testimony and FOR DECISIONS Service Guarantees Probabilities Incentives GIVE THEM Service Support Results Attention FOLLOW-UP WITH How about taking another look at what you think your social style is? To fill out the two scales below, examine each pair of words (“dominant” and for example). “easy-going” Decide which most describes you, although it might not be completely accurate. Place a check next to that word. When you are done the ten pairs, total only the column above the line (for the Assertiveness Index, total only check marks in the column that starts with for example). “dominant,” STYLE HYPOTHESIS Assertiveness dominant easy-going HYPOTHESIS WORKSHEET take charge go along assertive hesitant challenging accepting ANALYTICAL CONTROL DRIVING active thoughtful 10 confronting supporting 9 talkative quiet 8 bold retiring 7 intense relaxed 6
BACK-UP BEHAVIOR Avoiding Acquiescing Autocratic Attacking FOR GROWTH, NEEDS TO Decide Initiate Listen MEASURE OF PERSONAL VALUE Respect Approval Power Recognition NEEDS CLIMATE THAT Describes Process Responds Collaborates LET THEM SAVE Face Relationships Time Effort MAKE EFFORT TO BE Accurate Cooperative Efficient Interesting SUPPORT THEIR Principles and Thinking Relationships and Feelings Conclusions and Actions Visions and Intuitions STRESS BENEFITS THEIR ANSWER HOW problem is solved WHY solution is best WHAT solution will do WHO else has used FOR DECISIONS GIVE THEM Evidence and Service Assurances and Guarantees Options and Probabilities Testimony and Incentives FOLLOW-UP WITH Service Support Results Attention How about taking another look at what you think your social style is? To fill out the two scales below, examine each pair of words (“dominant” and “easy-going” for example). Decide which most describes you, although it might not be completely accurate. Place a check next to that word. When you are done the ten pairs, total only the column above the line (for the Assertiveness Index, total only check marks in the column that starts with “dominant,” for example). STYLE HYPOTHESIS Assertiveness dominant easy-going HYPOTHESIS WORKSHEET take charge go along assertive hesitant challenging accepting ANALYTICAL CONTROL DRIVING active thoughtful 10 confronting supporting 9 talkative quiet 8 bold retiring 7 intense relaxed 6
SocialStylesHandout2011.docx