Social Styles

Analyse patterns and characteristics

Determine the style of others
Assess your own style
Plan to accommodate others' needs
Treat others as they want to be treated

Analyse patterns and characteristics

Individuals are all different, but

2

Trigon Systems Consultants P/L (Aust)

Four Social Styles

hi

(Merrill & Reid)

EXPRESSIVE

ANALYTICAL

AMIABLE

lo

ASSERTIVENESS

DRIVER

lo

RESPONSIVENESS

hi

Personal styles at work

Tell

DRIVER

EXPRESSIVE

just do it!
wants to know what and when
likes to take charge

lets all do it!

wants to know who else
likes energy and optimism

Tasks

People
were great!
wants to know why and who
likes co-operation and loyalty

do it right or not at all!

wants to know how
likes to plan

ANALYTICAL

AMIABLE
Ask
4

Trigon Systems Consultants P/L (Aust)

Driver
O
O

O
O
O
O

z
z

(hi A, lo R)

Is obsessed by a compulsion to perform

Has a passion for knowledge and is constantly searching to answer
the whys of life
Works at a fast and decisive pace (idleness drives them crazy )
Likes to be in charge, seek productivity, and dislike loss of control
Measures their personal worth by how much they do
Wants you in turn to get to the point, because they are irritated by
inefficiency and indecision
Has the ability to deal with tough interactions without becoming
upset by criticism or personal rejection

Their main priority is the task in hand, and the results achieved
Under pressure, they will assert themselves strongly and dictate the way
things are going to be

The Control Specialist

5

Expressive
O
O
O
O
O

O
O

z
z

(hi A, hi R)

Is friendly and easy-going

Works at a fast and spontaneous pace
Struggles with commitment and follow-through
Tries to create an atmosphere that encourages flexibility
Achieves acceptance through sociability and creating a stimulating
environment
wants to be admired and seeks recognition; dislikes being ignored
measures their personal worth by the amount of recognition and
acknowledgement (or complaints) they receive

They like to try the new and different; to live for the here and now
They have happy spirits and can endure hardships and trials easier than
other social styles

The Social Specialist

6

Trigon Systems Consultants P/L (Aust)

Amiable
O
O
O
O
O
O
O
O

z
z

(lo A, hi R)

Works well with others and promotes harmony

Prefers to maintain relationships and avoid confrontation
Is a good listener and is sensitive to others feelings
Is a strong and loyal team player
Prefers an atmosphere that encourages close relationships
Achieves acceptance through conformity and loyalty
Likes to have direction and want to be appreciated
Works at a slow and easy pace, which tends to lend an air of
relaxation to others in the group

They seek deep meaning in relationships and experiences

Can sometimes create tension for others because of their personal
insistence on doing things in a slow-paced, warm and frie ndly,
responsible but non-aggressive way

The Support Specialist

7

Analytical
O
O
O
O
O
O
O
O
O

z
z

(lo A, lo R)

Is more formal and conservative

Has a strong sense of duty and obligation
Is steadfast, reliable, and dependable
Has a forceful work ethic, with a measured and systematic pace
Prefers an atmosphere that encourages careful preparation
Achieves recognition through being correct, logical and thorough
Is a natural giver
Often takes on too much responsibility and tend to be worriers
Does not like unpredictability and surprises

Their main priority is the job at hand and the process to achieve it
Under pressure, an Analytical will withdraw into their own world and
avoid contact with the causes of their stress.

The Technique Specialist

8

Trigon Systems Consultants P/L (Aust)

Driver

(hi A, lo R)

EMOTIONS
STRENGTH

z
z
z
z
z
z
z

WEAKNESS

z
z
z
z
z
z
z

AT WORK

Unemotional
Independent, self-sufficient
Strong-willed and decisive
Change "junkie"
Must correct wrongs
Exudes confidence
Not easily discouraged

Bossy, insensitive
Quick-tempered
Impatient, cant relax
Enjoys argumentation
Wont give up when losing
Unsympathetic
Dislikes show of emotions

z
z
z
z
z
z

z
z
z
z
z
z

AS A FRIEND

Goal-oriented
Sees the whole picture
Organizes & plans ahead
Motivates people to action
Seeks practical solutions
Insists on production
Thrives on opposition

End justifies the means

Can over dominate
Doesnt analyze details
May make rush decisions
Manipulates people
Intolerant of mistakes
Can be a workaholic

z
z
z
z
z

z
z
z
z
z

Has little need for friends

Will lead and organize
Stimulates activity
Excels in emergencies
Will work for group activity
Is usually right

Uses people, dominates

May be rude or tactless
Decides for others
Possessive, unforgiving
Too independent, proud
Cant say Im sorry.

Expressive

(hi A, hi R)

EMOTIONS
STRENGTH

z
z
z
z
z
z
z

WEAKNESS

z
z
z
z
z
z
z

AT WORK

Emotional, demonstrative
Lives in the present
Talkative, storyteller
Good sense of humor
Sincere heart, curious
Holds listeners physically
Always a child

Exaggerates
Egotistical
Naive and gullible
Seems phony to some
Weak-willed, reactive
Restless
Fearful

z
z
z
z
z
z

z
z
z
z
z
z

AS A FRIEND

Volunteers for jobs

Starts in flashy way
Has energy & enthusiasm
Thinks up new activities
Creative and colorful
Looks great on the surface
Charms others into work

Prefers talk, wastes time

Undisciplined
Decides by feelings
Priorities out of order
Forgets obligations
Easily distracted
Confidence fades fast

z
z
z
z
z
z

z
z
z
z
z
z

Makes friends easily

Appealing, life of the party
Likes spontaneous activity
Thrives on compliments
Envied by others
Apologizes quickly
Doesn't hold grudges
Undependable, reactive
Hates to be alone
Needs to be center stage
Dominates conversations
Makes excuses
Looks for credit
Interrupts; does not listen
10

Trigon Systems Consultants P/L (Aust)

Amiable

(lo A, hi R)

EMOTIONS
STRENGTH

z
z
z
z
z
z
z

WEAKNESS

z
z
z
z
z
z
z

AT WORK

Low-key personality
Quiet, but witty
Calm, cool and collected
Sympathetic and kind
Patient and well-balanced
Easygoing and relaxed
Happily reconciled to life

Keeps emotions hidden

Unenthusiastic, shy
Indecisive
Too compromising
Self-righteous
Fearful, worried
Avoids responsibility

z
z
z
z
z
z

z
z
z
z
z
z

AS A FRIEND

Competent and steady

Has administrative ability
Avoids conflicts
Finds the easy way
Peaceful and agreeable
Mediates problems
Good under pressure

Not goal-oriented
Lacks self-motivation
Lazy and careless
Prefers to be a spectator
Hard to get moving
Resents being pushed
Discourages others

z
z
z
z
z
z

z
z
z
z
z
z

Easy to get along with

Inoffensive
Dry sense of humor
Has many friends
Pleasant and enjoyable
Good listener
Has compassion, concern
Stays uninvolved
Dampens enthusiasm
Resists change
Indifferent to plans
Judges others
Sarcastic and teasing
Stubborn, awkward
11

Analytical

(lo A, lo R)

EMOTIONS
STRENGTH

z
z
z
z
z
z
z

WEAKNESS

z
z
z
z
z
z
z

AT WORK

Deep and thoughtful

Serious and purposeful
Idealistic
Appreciate of beauty
Sensitivity to others
Self-sacrificing
Conscientious

Remembers the negatives

Enjoys being hurt
Too introspective
Depressed, even moody
Low self-image
Rigid
Stuffy

z
z
z
z
z
z

z
z
z
z
z
z

AS A FRIEND

Schedule/Detail-oriented
Orderly and organized
Wants things done right
Likes charts, figures, etc
Sets high standards
Persistent and thorough
Finishes what he starts

Not people oriented

Hard to please, rigid
Too much time planning
Prefers analysis to action
Depressed at imperfection
Self-Deprecating
Deep need for approval

z
z
z
z
z
z

z
z
z
z
z
z

Makes friends cautiously

Avoids seeking attention
Will listen to complaints
Deep concern for others
Self-sacrificing
Faithful, devoted, loyal
Solves others' problems
Lives through others
Holds back affection
Moralistic, unforgiving
Indecisive
Critical of others
Antagonistic and vengeful
Self-centered
12

Trigon Systems Consultants P/L (Aust)

Other Theories
Merrill & Reid

(approx correlation)

Driver

Expressive

Amiable

Analytical

Hippocrates/Galen

Choleric

Sanguine

Phlegmatic

Melancholic

Le Haye/Littauer

Powerful
Choleric

Popular
Sanguine

Peaceful
Phlegmatic

Perfect
Melancholic

Jung

Director

Intuitor

Feeler

Thinker

Extrovert/Thinker

Extrovert/Feeler

Introv ert/Feeler

Introv ert/Thinker

Drucker

Action Man

Front Man

People Man

Thought Man

LIFO Sy stem (Atkins)

ControllingTaking

AdaptingDealing

SupportingGiving

ConservingHolding

DISC

Dominance

Influencing

Steadiness

Compliance

Lefton

DominantHostile

DominantWarm

SubmissiveWarm

SubmissiveHostile

My ers-Briggs

* P Bender

13

Caveats
z

Style is an explanation, not an excuse

There is no such thing as

Good or Bad Style

Right or Wrong Style

Beware of
O

Generalities (simplistic stereotyping)

Snap Judgments avoid them

Just remember:
75% of the world is not in your quarter!

14

Trigon Systems Consultants P/L (Aust)

Determine the style of others

z

Talking
O What they talk about
O How they talk
O Tone of voice
O Pace of speech

Body Language
Communication Style
Responsiveness
Listening Pattern

z
z
z
z

Working
O Style
O Area
O Pace
15

Talking: what they talk about

DRIVER

EXPRESSIVE

I will

I want

I think

I feel

ANALYTICAL

AMIABLE
16

Trigon Systems Consultants P/L (Aust)

Talking: the way they talk

DRIVER

O
O

O
O

TELL

EXPRESSIVE

States, commands
Direct assertion

O
O

Enquires
Indirect assertion

ANALYTICAL

O
O

States, commands
Direct assertion

Enquires
Indirect assertion

AMIABLE

ASK

17

Talking: tone of speech

DRIVER
z
z

Louder
Uses voice to emphasise points

EXPRESSIVE
z
z
z

z
z

Quieter
Does not vary voice much

ANALYTICAL

z
z

Louder
Uses Voice to emphasise points
Gets easily excited

Quieter
Does not vary voice much

AMIABLE
18

Trigon Systems Consultants P/L (Aust)

Talking: pace of speech

DRIVER

EXPRESSIVE

Very fast

Fast

Moderate

Slower

ANALYTICAL

AMIABLE
19

Body Language
DRIVER
z
z
z
z

z
z
z
z

Leans forward
Limited or no facial expressions
Intense eye contact
Deliberate movements
Leans back
Limited or no facial expressions
Limited eye contact
Limited gestures

ANALYTICAL

EXPRESSIVE
z
z
z
z

z
z
z
z

Leans forward
Controlled facial expressions
Good eye contact at others?
Lots of gestures
Leans back
Some facial expressions
Good eye contact
Regular gestures

AMIABLE
20

Trigon Systems Consultants P/L (Aust)

10

Communication Style
DRIVER
z
z
z

z
z
z

EXPRESSIVE

Direct, to the point

Can be outspoken
Formal, business-like

Specific, concise
Clear, logical
Formal, bottom-line

z
z

z
z

ANALYTICAL

Animated, excitable
Can come on too strong
Informal, casual

Dreamy thoughts
May seem vague
Informal, casual

AMIABLE
21

Responsiveness
DRIVER
z
z
z

z
z
z

EXPRESSIVE

May appear pushy

More reserved & cautious
Can appear preoccupied

May appear unresponsive

Reserved and cautious
Can appear preoccupied

ANALYTICAL

z
z

z
z

Open and warm

Animated and enthusiastic
Enjoys the conversation

Friendly
Responsive
Enjoys the conversation

AMIABLE
22

Trigon Systems Consultants P/L (Aust)

11

Listening Pattern
DRIVER
Can be a poor listener
Wants to control conversation
May interrupt
Likes to summarize

z
z
z
z

Listens but may appear as

though theyre not

EXPRESSIVE
z
z
z

z
z
z

ANALYTICAL

Listens
Reacts to what youre saying
Talks a lot

Good listener
Reacts to what youre saying
Cares

AMIABLE
23

Work Style
DRIVER
z
z
z
z

z
z
z

Works in priority order

Does several things at once
Intense, driven
Generates ideas
Thorough, attentive to detail
Step by step procedures
Concentrates on one thing at a
time, pensive

ANALYTICAL

EXPRESSIVE
z
z
z

z
z
z
z

Unstructured, likes freedom

Lots of people interaction
Makes lists of people to call &
places to go
Easy going, cooperative
Always willing to be of service
Goes with the flow
No strong sense of urgency

AMIABLE
24

Trigon Systems Consultants P/L (Aust)

12

Work Area
DRIVER
z
z

Functional, organized
Work is in priority order

EXPRESSIVE
z
z

z
z
z

References are at fingertips

Lots of paper
Work is in piles

z
z
z

ANALYTICAL

Interesting things, gadgets,

novelty items
Give-aways readily displayed
Sentimental mementos and
souvenirs
Pictures of family and friends
Desk area may appear cluttered

AMIABLE
25

Work Pace
DRIVER
z
z

Works fast a whirlwind

Likes change

EXPRESSIVE
z
z
z

z
z
z

Methodical
Steady stream of work
Likes a predictable routine

ANALYTICAL

z
z
z

Faster
Bores easily
Moves from one thing to another
Slower / rarely in a hurry
Needs time to change
Dislikes pressure

AMIABLE
26

Trigon Systems Consultants P/L (Aust)

13

Ascertain your own style

27

How To Recognize Your Own Style

z

Self-assessment
z
z
z
z

Characteristics
Motivations & attitudes; needs & wants
Self-image
Behaviour questionnaire

When all else fails:

ask your family and friends . they know!

28

Trigon Systems Consultants P/L (Aust)

14

Characteristics
DRIVER
z
z
z
z
z
z
z
z
z
z
z
z

Action-Oriented
Adventurous
Authoritative
Candid
Challenging
Competitive
Hard-Driving
Impressive
Powerful
Results-Oriented
Self-Reliant
Strong-Willed

EXPRESSIVE
z
z
z
z
z
z
z
z
z
z
z
z

Animated
Charismatic
Dramatic
Enthusiastic
Lively
Motivating
Optimistic
Outgoing
Popular
Spontaneous
Stimulating
Talkative

AMIABLE
z
z
z
z
z
z
z
z
z
z
z
z

Accommodating
Agreeable
Appreciative
Cooperative
Diplomatic
Even-Tempered
Generous
Patient
Sentimental
Supportive
Trusting
Understanding

ANALYTICAL
z
z
z
z
z
z
z
z
z
z
z
z

Accurate
Analytical
Consistent
Detail-Oriented
Diligent
Logical
Meticulous
Orderly
Precise
Task-Oriented
Technical
Thorough

29

Driver

(hi A, lo R)

Primary Characteristic
[Strength]

Go getter
Ambitious

Motivated By

Results

Attitude to Goals

Sets many goals

Group Role

Leader

Needs to

Be in control

Wants To Be Appreciated for

Productivity
Making an impact

Likes to be Rewarded with

Power

30

Trigon Systems Consultants P/L (Aust)

15

Expressive

(hi A, hi R)

Primary Characteristic
[Strength]

Networker
Socialiser

Motivated By

Applause

Attitude to Goals

Goals kill spontaneity

Group Role

Rapport builder

Needs to

Be centre of attention

Wants To Be Appreciated for

Contribution
Giving others opportunities

Likes to be Rewarded with

Recognition

31

Amiable

(lo A, hi R)

Primary Characteristic
[Strength]

Peacemaker
Bridge builder

Motivated By

Approval

Attitude to Goals

Cautious about commitment

Group Role

Interpersonal

Needs to

Feel included

Wants To Be Appreciated for

Involvement
Being considerate of others

Likes to be Rewarded with

Approval

32

Trigon Systems Consultants P/L (Aust)

16

Analytical

(lo A, lo R)

Primary Characteristic
[Strength]

Fact finder
Pragmatist

Motivated By

Activity

Attitude to Goals

Goals must be met on time

Group Role

Information provider

Needs to

Be given focus and direction

Wants To Be Appreciated for

Quality
Sound judgement

Likes to be Rewarded with

Responsibility

33

Self-image
Merrill & Reid

Driver

Expressive

Amiable

Analytical

Boss

Impulsive

Helper

Processor

Behav ioural
Commander

Affective
Socializer

Interpersonal
Supporter

Cognitive
Logistical

Dominance

Inducement

Submission

Compliance

True Colours

Green

Orange

Blue

Gold

Bird Symbols

Eagle

Peacock

Dove

Owl

Lion

Otter

Cocker Spaniel

Beaver

triangle

parallelogram

circle

square

Other Expressions

Animal Symbols
Shapes

* P Bender

Trigon Systems Consultants P/L (Aust)

34

17

Behaviour Grid (Lite)

DRIVER

16

A
S
S
E
R
T
I
V
E
N
E
S
S

EXPRESSIVE

15
14
13
12
11
10
9
8
7
6
5
4
3
2

ANALYTICAL

AMIABLE

0
1

10

11

12

13

14

15

16

RESPONSIVENESS
35

Plan to accommodate others needs

Murphys Law of Thermodynamics:

things get worse under pressure
36

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18

What do you fear in a change situation?

Panic
Zone
Comfort Zone

Discomfort Zone
uncertainty
fear

37

Fears .
DRIVER

EXPRESSIVE

Being taken advantage of

Being bored

Loss of control

Rejection

Being criticised

Being alone

Quick decisions

Loss of security

ANALYTICAL

AMIABLE
38

Trigon Systems Consultants P/L (Aust)

19

Under Stress
DRIVER
z
z
z

z
z

Is energised
Will become assertive
Seeks control
Gets over-focused on detail
May withdraw

EXPRESSIVE
z
z

z
z
z

Rises to the challenge at first,

but may get stressed
May flip to the dark side!
Worries, so try to avoid hassle
Keeps head down, chats to mates
Seeks chocolate!

ANALYTICAL

AMIABLE
39

Under Extreme Stress

DRIVER
z

Will become autocratic

Will withdraw

ANALYTICAL

EXPRESSIVE
z

Will become offensive or

sarcastic

Will submit

AMIABLE
40

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20

BEHAVIOUR ZONES
DRIVER

EXPRESSIVE

normal

under stress

under
extreme
stress

ANALYTICAL

AMIABLE
41

WORKING TOGETHER
DRIVER

EXPRESSIVE

mutual
overlap
broad
comfort
zones

ANALYTICAL

AMIABLE
42

Trigon Systems Consultants P/L (Aust)

21

WORKING - under stress

DRIVER

EXPRESSIVE

little
mutual
overlap

reduced
comfort
zones

ANALYTICAL

AMIABLE
43

WORKING - under extreme stress

DRIVER

EXPRESSIVE

Disjoint
(no overlap)

minimal
comfort
zones

ANALYTICAL

AMIABLE
44

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22

CHAMELEON - all things to all people

DRIVER

ANALYTICAL

EXPRESSIVE

AMIABLE
45

Treat others as they want to be treated

46

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23

Wants
DRIVER

EXPRESSIVE

Power

Popularity

Perfection

Peace

ANALYTICAL

AMIABLE
47

Causes of conflict

ANALYTICAL

PRIORITIES

PA
CE

&

ES
TI
RI

PR IO
PRIO R
IT
E
IE
C
S
PA
&

PRIORITIES

EXPRESSIVE

PACE

PACE

DRIVER

AMIABLE
48

Trigon Systems Consultants P/L (Aust)

24

Driver

(hi A, lo R)

When dealing with

DO

DONT

Focus on the present

Focus on the long-term

Be brief and efficient

Give too much detail

Get to the bottom line

Be ambiguous

Speak in terms of short-term

concrete results

Beat around the bush

Get too personal

Give them options

Get into a control contest

Let them feel in control

Stress how the Driver will win

with your proposition

Back down, however, if you

believe that you are right

49

Expressive

(hi A, hi R)

When dealing with

DO

DONT

Focus on the future

Get straight down to business

Illustrate concepts with stories

Dwell on details

Seek their ideas, input

Focus on the big picture

Be impatient with side-trips and

creativity

Show personal interest and

involvement

Nit-pick

Be cool and impersonal

Stimulate their creative impulse

Be too serious

Compliment them

Talk down to them

Stress how the Expressive will

stand out from others

Put down their enthusiasm and

excitement
50

Trigon Systems Consultants P/L (Aust)

25

Amiable

(lo A, hi R)

When dealing with

DO

DONT

Focus on tradition

Push for too much detail

Be flexible

Press hard to change things

Be easy and informal

Hurry them

Be personal and personable

Push for immediate commitment

Allow time to feel good

Be cool and impersonal

Emphasise a team approach

Confront them

Stress how the Amiable can be

safe

Attack

Be dictatorial or autocratic

51

Analytical

(lo A, lo R)

When dealing with

DO

DONT

Focus on past, present and

future

Be vague, inconsistent or
illogical

Talk facts

Be intolerant of details

Focus on detail and accuracy

Overlook the past

Be logical and well-organised

Rush things

Tell them exactly what you will

do & when

Be too personal

Be overly casual

Allow time to ponder

Appear to not be serious

Stress how the Analytical can

be assured of being right

Press for immediate action

52

Trigon Systems Consultants P/L (Aust)

26

ADAPT - Interpersonal Versatility

Low Versatility

High Versatility

Concern for self

Concern for others

Reduces tension for self

Reduces tension for others

Narrow interests

Broad interests

Rigidity

Flexibility

Unwilling to adapt

Adapts readily

Resistant to feedback

Open to feedback

Versatility does not come easily - for most, it takes practice

53

References
z

The 16 Personality Types, Descriptions for Self-Discovery

by Linda V. Berens & Dario Nardi

Personal Styles and Effective Performance: Make Your Style Work for You
by David W. Merrill & Roger H. Reid

Im Not Crazy, Im Just Not You: The Real Meaning of the 16 Personality Types
by Roger R. Pearman & Sarah C. Albritton

Please Understand Me: Character and Temperament Types

by Davis Keirsey & Marilyn Bates

What Color is Your Personality?: Red, Orange, Yellow, Green

by Carol Ritberger

The Delicate Art of Dancing with Porcupines: Learning To Appreciate the Finer
Points of Others
by Bob Phillips
54

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27