o
Amiables
o
o
Low assertiveness
High responsiveness.
Support specialists
o Slow in making decisions or taking
actions
o Likes close, personal relationships
o Dislikes interpersonal conflict
o Supports and actively listens to
others
o Weak in goal setting and selfdirection
o Seeks security and identification
with a group
o Has good counseling and listening
skills
High
assertiveness
o High responsive.
o Social
specialists
o
Expressives
Spontaneous actions and
decisions
o Likes involvement
o Exaggerates and generalizes
o Tends to dream and get others
caught up in those dreams
o Jumps from one activity to
another
o Works quickly and excitedly
with others
o Seeks esteem and group
identification
o Has good persuasive skills
o
Versatility as a communication tool
o
o
Conflict can happen if we use our own styles
One person must adapt
Behavior Flexibility or
Versatility
The willingness to control personal
behavior and adapt.
The Law of
Psychological
Reciprocity
Human beings are instinctively impelled to
return to others the feelings and emotions they
give to us.
o When we move toward their style then they
are compelled to move toward our style.
o Called mirroring and matching
o You can impact the thoughts, actions and
feelings of others by modeling what you want
to have happen
Identifying
Pace and Priority
Style Clues
in the Prospect’s
Environment
o
o
o
o
o
o
How fast are decisions made?
How competitive?
How much feeling is displayed?
Office decorations
Furniture
Pictures, diplomas etc