! ! ! ! ! ! ! ! !

Understanding! Personal! Behavioural! Characteristics!

Neuro!Empowerment!Experiential!TrainingTM!

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Ted!Adzelan,!Phd!Organizational+Psychology+
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Neuro!Empowerment!Experiential!Training!

! ! Effective!Interpersonal!Skills!Training!Workshops!through!

Understanding!Personal! Behavioural!Characteristics
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Improving!the!Interpersonal!Skills!of!Your!Managers!and!Employees!
If!you!were!a!school!teacher!at!reportIcard!time,!what!kind!of!communication!grades!would!you!give! the!members!of!your!team?!How!important!are!interpersonal!skills!in!your!business?! Most!organizations!do!a!great!job!in!training!their!managers!and!employees!in!onItheIjob!skills,!but! completely!overlook!interpersonal!skills!training.!How!important!is!communication!training?!What!is! the!value!of!an!interpersonal!communication!workshop?!No!other!single!investment!you!can!make! will!give!you!the!kind!of!ROI!you'll!receive!from!training!your!team!in!the!art!and!science!of!effective! interpersonal!communication.! The! way! your! managers! and! employees! communicate! dramatically! affects! morale,! teamwork,! productivity,! employee! retention,! customer! relations! and! your! bottom! line.! If! your! team! could! achieve!a!10%,!20%!or!30%!improvement!in!their!communication!skills,!what!would!it!mean!to!your! business?!

The!Art!and!Science!of!Effective!Interpersonal!Communication!
Interpersonal!communication!is!an!art.!Some!people!are!naturally!good!at!it,!and!they!can't!really!tell! you! why.! They! are! just! great! communicators.! They! get! along! with! most! people! and! know! how! to! build! strong! working! relationships.! They! know! how! to! listen.! They! know! how! to! get! their! point! across.! They! know! how! to! collaborate! and! negotiate.! When! they! need! to! confront,! they! don't! hesitate,!but!they!don't!erode!the!relationship!in!the!process.!In!fact,!the!clarity!they!bring!to!difficult! situations! strengthens! the! respect! that! underlies! their! working! relationships.! These! people! are! artists.! Some! communication! artists! have! an! amazing! inborn! talent! for! effective! interpersonal! communication.! Others! have! developed! their! skills! through! study,! practice! and! a! lot! of! trial! and! error.!Regardless!of!how!they!acquired!their!interpersonal!skills,!effective!communicators!stand!head! and!shoulders!above!their!peers.! !

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! Is!It!The!Art!or!Science?!!
Interpersonal! communication! is! truly! an! art,! but! it's! also! a! science.! The! science! of! clear! communication,! active! listening,! persuasion! and! collaboration! is! easy! to! teach,! but! hard! to! learn.! Effective!communication!is!situational.!The!"right"!thing!to!say!or!do!in!one!situation!may!backfire!in! another.! What! works! with! one! person! doesn't! work! with! another.! Effective! communicators! have! mastered! both! the! science! and! the! art! of! interpersonal! communication,! applying! the! principles! of! emotional!intelligence!to!each!situation!they!encounter.! In! our! interpersonal! communication! workshops! and! seminars,! we! teach! the! art! and! the! science! of! effective!communication.!Each!participant!typically!completes!an!assessment!prior!to!the!workshop! and!receives!a!20Ipage!personal!profile!outlining!her/his!communication!style.!During!the!workshop,! participants! get! to! know! themselves,! how! they! act! (or! react)! in! various! situations,! and! where! they! are! effective! or! ineffective! as! communicators.! We! teach! them! the! science! of! interpersonal! communication,!and!we!coach!them!on!becoming!more!effective!as!communication!artists.! Our!interpersonal!communication!workshops!are!fun,!entertaining,!practical,!challenging!and!highly! effective! in! bringing! about! a! change! in! behaviour.! Dr! Ted! Adzelan! conducts! each! workshop,! and! teaches! the! principles! of! interpersonal! communication! through! a! wealth! of! personal! stories! and! illustrations.!As!an!expert!facilitator,!he!uses!roleIplay,!group!discussions!and!interactive!dialogues!to! actively!involve!every!participant!in!the!learning!process.! If! you! want! to! expand! your! manager/employee! training! program! to! include! effective! interpersonal! skills!training,!all!you!have!to!do!is!contact!us!to!learn!more!about!our!communication!workshops.! Don't!wait.!Schedule!an!inIhouse!interpersonal!communication!workshop!for!your!team!today!!!

!!
CONTACT!US!
ted@nextcoach.org! www.nextcoach.org! ! ! ! ! ! ! ! Effective!Interpersonal!Skills!Training!Workshops!through!!

Understanding!Personal!Behavioural!Characteristics!
Neuro!Empowerment!Experiential!Training;!2011/2012!Kuala!Lumpur.!

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! ! INTRODUCTION!D!INTERPERSONAL!STYLES!
! Consider!the!fact!that!in!some!ways!you!and!I!are:! ! ! ! Looked!at!from!one!point!of!view,!we!are!all!exactly!alike,!just!embodiments!of!a!common!humanity.! From!another!point!of!view,!we!are!unique.!There!has!never!been!anyone!exactly!like!us,!and!there! never! will! be.! And! from! a! third! point! of! view,! we! can! each! be! grouped! with! certain! other! people! according!to!characteristics!we!have!in!common.! Research!done!with!thousands!of!men!and!women!in!a!variety!of!cultures!has!shown!that!as!far!as! behavior!is!concerned,!each!of!us!falls!into!one!of!four!distinct!groups.!People!everywhere,!in!fact,! tend! to! react! predictably! and! automatically! to! the! circumstances! and! situations! they! encounter! in! one!of!four!main!ways.!Thus,!all!of!us!can!be!grouped!into!one!of!four!predominant!behavioral!styles:! Promoting!Style,!Controlling!Style,!Supporting!Style!and!Analyzing!Style.! It! is! crucial! to! recognize! that! no! style! is! better! or! worse! than! any! other! style.! Each! style! has! its! strengths!and!weaknesses.!There!are!successful!and!happy!men!and!women!from!all!walks!of!life!! including! heads! of! companies,! presidents! of! countries,! athletes,! entertainers,! scientists,! artists,! doctors,!teachers,!and!so!on!!who!fall!into!each!of!the!four!major!stylistic!groups.! However,! the! fact! that! 75%! of! the! people! we! encounter! are! different! from! us! in! important! ways! sometimes! creates! problems.! We! tend! to! see! other! people! through! the! filter! of! our! own! predominant!style,!and!to!assume!that!what!we!like!and!want!and!need!is!what!others!like!and!want! and!need.!But!the!truth!is!that!threeIfourths!of!people!in!our!lives!have!different!likes!and!dislikes,! different!wants!and!needs,!than!we!do!!sometimes!very!different.!This!can,!and!often!does,!create! misunderstandings!and!conflict!between!people!with!different!interpersonal!styles.! ! ! Like!everybody!else! Like!nobody!else! More!like!some!people!than!other!people!

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! ! ! Our! style! has! an! especially! important! effect! on! the! area! of! our! interpersonal! relationships! and! communication! with! other! people! ! which! is! why! we! call! them! Interpersonal! Styles.! We! tend! to! communicate! in! very! predictable! and! distinct! ways,! depending! on! our! interpersonal! style,! and! to! assume!that!what!will!be!effective!in!communicating!with!others!is!what!works!with!us.!As!a!result,! we!need!to!adjust!our!way!of!communicating!if!we!are!going!to!be!effective.!! The! most! effective! communicators! are! those! who! are! flexible! ! who! have! learned! to! modify! and! adjust!their!own!predominant!interpersonal!style!to!meet!the!needs!of!other!people!whose!styles!are! different.!The!key!to!flexibility!are!awareness!of!ones!own!style!and!the!styles!of!others!!and!the! willingness!to!give!up!the!limiting!point!of!view!that!my!way!is!the!right!way.!In!communication,! the!right!way!is!what!works,!and!what!works!is!going!to!be!different!than!my!way!75%!of!the!time.! ! ! ! ! ! ! ! ! ! ! ! ! ! ! ! !

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The!Four!Quadrant!Model!(FQM)!
! The!fourIquadrant!model!is!used!to!explain!human!behavior.!Although!the!model!is!extremely!simple! and! easy! to! learn,! its! also! as! complex! and! varied! as! we! are! as! humans.! Using! the! model! to! understand!yourself!and!others!and!developing!the!skills!to!adapt!your!behavior!can!greatly!improve! communications!and!performance!leading!to!greater!personal!and!professional!success.!! The!fourIquadrant!model!provides!a!nonjudgmental!language!for!exploring!behavioral!issues!across! four!primary!dimensions:! Dominance:!Direct!and!Decisive!! Influence:!Optimistic!and!Outgoing!! Steadiness:!Sympathetic!and!Cooperative!! Conscientiousness:!Concerned!and!Correct! !
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How!FQM!Can!Help!You!and!Your!Business/Organization!!
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Improve!communication!with!others! Ease!frustration!and!conflicts!in!the!workplace! Improve!sales!ability! Enhance!customer!service! Build!relationships! Build!productive!teams! Develop!effective!managers! Develop!effective!relationships! Coach!yourself!and!others!

! Questions!FQM!Can!Help!Answer!!
! What!are!my!strengths?! What!are!my!limitations?! How!do!I!relate!to!people!and!my!environment?! What!are!my!strategies!for!creating!positive!relationships!with!colleagues,!clients,!friends,! family!and!others?! How!can!I!increase!my!own!and!others'!effectiveness?! How!do!I!behave!as!a!manager?! What!are!my!strategies!for!managing!others?! How!do!I!direct,!delegate,!motivate!and!problem!solve?! What!is!my!natural!approach!to!selling?! How!do!I!handle!objections,!gain!commitment!and!service!my!clients?! What!motivates!and!deImotivates!me?! In!what!types!of!work!environments!do!I!thrive?! What!do!I!tend!to!avoid!doing!and!why?! How!do!I!respond!to!conflict?! How!do!I!make!decisions,!manage!time,!solve!problems!or!handle!stress?!

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What!is!psychometric!analysis?!
! Psychometric!analysis!is!the!analysis!of!psychological!tests!and!measurements!to!ensure!that!scores! are! as! reliable! and! valid! as! possible.! Psychometric! analysis! can! be! applied! to! improve! or! validate! almost! any! instrument! that! measures! human! behavior,! performance,! attitudes,! abilities,! or! personality!traits.!! Psychometric!analysis!is!essential!when!an!instrument!produces!a!score!that!is!used!for!high!stakes! decisions! in! organizations,! such! as! hiring,! performance! review,! assessment! of! potential,! culture! audits!or!management!effectiveness.! To! be! able! to! understand! human! behavioural! characteristics! better! is! to! fully! understand! ones! personal! characteristics.! A! ! psychometric! analysis! on! the! human! behavioural! characteristics! was! designed!to!tabulate!a!probability!of!ones!personal!behaviour!pattern.!Through!this,!understanding! other!people!!would!be!attainable!and!logical.!

! Some!Uses!for!the!FQM!System!!
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Better!understand!yourself!and!others!! Enhance!your!personal!and!professional!relationships!! Increase!productivity!and!efficiency!! Engage!more!effectively!with!clients,!managers,!employees,!vendors,!customers!and! prospects!! !

Table!1.1!!!!Behavioural!Characteristic!Basics.! !
PROMOTER

!

SUPPORTER

High!energy! Enjoyable!to!be!around! Creative!imagination! Initiates!relationships! Motivating! Competitive!spirit! Goal!oriented!

Dedicated!and!committed! Loyal!team!member! Good!listener! Patient! Good!at!reconciling!factions! CauseIoriented! Dependable!

CONTROLLER

ANALYZER

Task!accomplisher!! BottomIline!results!! SelfImotivated!! Forward!looking!! Fast!decisionImaker!! Initiates!activities!! Disciplined!! Likes!to!control!others!

Objective!! Conscientious!! Defines,!clarifies!! Concerned!with!accuracy!! Gathers!needed!data/information!! Tests!data!! Maintains!standards!!

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! ! !

Behavioural!Perception!Matrix!
! ! ! ! ! !

INFORMAL!
PROMOTING!STYLE!
! Creative,!enthusiastic!and! ! ! ! expressive! ! Weaknesses;! ! ! ! Lack!follow!through,! appears!phony,!pushy! and!insincere.! ! ! !! Backup!Style!:!Tantrum! ! ! ! ! (WHO?)! ! ! ! ! (PEOPLE!ORIENTED)! ! ! ! ! ! ! ! ! !

SUPPORTING!STYLE!
Accepting,!cooperative! ! ! ! and!friendly.! ! Weaknesses;! ! ! ! Appears!weak,!indecisive,! wishyIwashy!and! smothering.! ! ! !! Backup!Style:!Compliance! ! ! ! ! (Why?)! ! ! ! ! !

! !

DOMINANT!

EASYGGOING!

CONTROLLING!STYLE!
! Driving,!efficient!and! ! ! ! resultIoriented.! ! Weaknesses;! ! ! ! Appears!insensitive,!brassy! and!overbearing! ! ! ! ! ! Backup!Style:!Tyrant! ! ! ! ! (WHAT?)! ! ! ! !

ANALYSING!STYLE!
Thorough,!exacting!and! ! ! ! persistent.! ! Weaknesses;! ! ! ! Apathy,!boring,!picky!and! stubborn.! ! ! ! ! ! Backup!Style:!Avoiding! ! ! (HOW?)! ! !
(Clams+Up)+

! ! ! !

FORMAL!
(TASK!ORIENTED)!

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Table!1.2!!!Behavioural!Characteristics!Motivational!Differences.!
!

!!

CONTROLLING!

PROMOTING!

SUPPORTING!

ANALYSING!

Respond!to! products!and! projects!that! promise:!

Achievement,! results!

Excitement,!risks!

Rewards,!friends!

Alternatives,! safety!

Respond!well!to! an!approach!that! WHAT?! answers!the! question:!

WHO?!

WHY?!

HOW?!

Rationale!

ResultIoriented!

Personal! challenge!

Personal,!not! goalIoriented!

Technical!

Want!to!save:!

Time!

Effort!

Relationship!

Face!

Want!to!gain:!

Immediate! results!

Visibility!

Cooperation!,! companionship!

Certainty!

Are!influenced! to!decide!by:! ! ! ! ! ! !

Freedom!to! make!decisions!

Emotional!appeal!

Clear!options,! safe!choices!

Detailed!plans!

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Table!1.3!!!Behavioural!Characteristics!Stylistic!Differences.!
! !! CONTROLLING! Efficiency;!get!it! done!well,!on! time! PROMOTING! Social!skills;good! at!winning! people! Pause,!check,! count!to!10! FastIpaced! challenge!with! rapid!gains! SUPPORTING! Relationships! make!others!feel! safe!and! comfortable! Set!and!achieve! selfImade!goals! ANALYSING! Knowledge;! relate!to!others! around! information! Take!initiative;! make!timely! decisions!

Strengths!

Potential!growth! Listen!to!feelings! areas! as!well!as!words! Preferred! situation! Measures!of! progress! Time! management! style! TrustGbuilding! style! Initial!reaction! to!pressure! Reaction!to! continued! pressure! ! ! ! ! ! ! ! ! ! Winner!in!a! competitive! challenge! Results,!results,! results!

Limited!pressure;! Amiable,!conflictI unlimited!time!or! free!relationships! an!escape!route! Activity!"busyI ness"!

Applause,!sincere! Attention! feedback!

OverIeager!

OverIcommitted!

Lacking!urgency!

OverlyIdetailed!

Congruence!

Openness!

Acceptance!

Reliability!

Become!more! controlling! Become!a! dictator!

Talk!too!much!

Give!in!

Fall!silent!

Tantrum!

Pout!or!sulk!

Withdraw!

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Table!1.4!!!Behavioural!Characteristics!Essentials.!
! CONTROLLING! PROMOTING! STYLE! STYLE! Humility,! Discipline,!to! feelings,!to!listen! think!it!through,! to!others,!to! to!pause.! follow.! Results.! Goal!oriented:! many!run!over! people!to!get! there.! Know!the!score.! Get!into! competitive! situations!&!win! (or!appear!to).! Allows!them! freedom!to!do! things!their!way.! Time.! They!come! across!as!busy! and!efficient.! SUPPORTING! STYLE! Determination,! to!reach!for! goals,!to!act! without! agreement.! Applause.! Attention.! Active,!dominant! Likes!to!have! feedback!from! others! audience.! acknowledge! them.! Get!ahead!quickly! Relax!&!feel! with!a!fast! good!about!the! moving! people!around! challenge.! them.! Inspires!them!to! bigger!and!better! accomplishments.! Effort.! They!like!to!take! the!easy!way.! Details!specific! plans!and! activities.! Relationships.! Friendship! means!a!lot!to! them.! Friends.! If!they!still!like! me,!i!must!be! doing!it!right.! Structure!and! methods!to! reach!goal.! Acceptance.! The!ability!to! please!others!will! save!the!day! Service,!social!or! relationship! tasks,!personnel! teaching.! ANALYZING! STYLE! Initiation,!to!act,! to!enjoy,!to! appear!wrong.!

PERSONS!WITH!

Need!to!learn:!

Measure! progress!by:!

Activity.! Keep!busy!and! the!results!will! fall!into!place.! Be!let!off!the! hook,!not! cornered!or! pressured.! Structures!a! framework!or! track!to!follow.! Face.! They!hate!to! look!bad!or!get! caught!without! data.! Knowledge.! They!relate!to! others!around! information.! Avenues!to!apply! logical!analysis.! Expertise.! When!in!doubt,! bring!in!more! data.! Research!and! development! analysis,! statistics,!data! gathering.! Low!Negative! Low!Positive! Restricted!Low! eye!contact!

Must!be!allowed! to:!

Need!leadership! which:!

Want!to!save:!

Getting!the!job! Social!skills.! done!well!and!on! They!like!to!be! time.! good!at!winning! people!over.! Positions!of! Some!direction! Become!most! authority!and! with!which!to! effective!with:! responsibility.! reach!goal.! Competence.! Charm.! Knows!they're! Expects!their! Rely!on!the! strong!enough!to! winning!ways!will! power!of:! wing!it.! carry!them! through.! Organization,! Promotion,!ideas! development,! drama,!selling,! On!the!job,!excels! planning,! graphic!art.! at:! coordination.! Take! endorsements! from:! Express!emotion! High!Negative! Low!Positive!

High!Positive!High! High!Positive! Negative! Low!Negative! High!animation! Dramatic! Unrestricted! High!Physical! contact!Relaxed! Gentle!

Low!physical! Typically!position! contact/Forward! themselves! and!directing! emotion! high!eye!contact!

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Table!1.5!!!!How!To!Improve!Relationships!With!Others.!
! ! ! CONTROLLER!
Agreement!in! advance!on!goals.! Freedom!to!work! within!agreedIupon! limits.!Let!them!win! and!be!in!charge.!

ANALYZER!
Summarize!facts.! Let!them!decide.! Rely!on!selfI discipline.! Recognize!results! tangibly.!

SUPPORTER!

PROMOTER!
Back!up!ideas!and! enthusiasm!with! results.!Keep! agreements.!Let! them!choose.! Demonstrate! workability!of! ideas.! Talk!facts,!not! opinions.!Provide! detail.!Back!up!facts! with!detail.!Be! patient.!

CONTROLLER!

ANALYZER!

SUPPORTER!

PROMOTER!

Bring!facts!and!logic! in!writing.!Be! patient!while!they! evaluate.!Assist!in! coming!to!decision.! Work!with!time! limits.! Show!personal! concern!for!them! and!family.!Provide! details!and! specifics.! Acknowledge!their! contribution.!Be! supportive!of! efforts!and! accomplishments.! Build!relationship.! Be!more!open! about!self!and! emotions.!Relax! timeIconsciousness.! Give!incentives.!Let! them!win.!Provide! public!recognition.! Loosen!up.!Play.!

Be!businesslike.! Let!them!decide.! Stick!to!agenda.! Don't!insist!on! personal! relationship.!Let! them!tell!you!what! they!want.! Recognize!need!to! Demonstrate! set!timetables!for! technical! decision.! competence.! Encourage!riskI Acknowledge!need! taking.!Provide! for!facts!and!data.! perspective!on! Work!with!time! decision!at!hand.! limits.! Establish!personal! Be!strong,! relationship.! insistent!and! Encourage!them!to! directive.! increase!goals!and! Encourage!and! upgrade! support!work! prospects.! through! interpersonal! relationship.!

Slow!down!the! pace!and!volume.! Allow!time!for! relationship.!Work! on!one!agenda!at!a! time.!Move!on! after!completion.! Encourage! suggestions!and! participation.! Provide!discipline! and!focus.!Stay!on! track.!Move! quickly.!Use! creativity!and! excitement.!

Spend!informal! time!with!them.! Recognize!need!for! excitement.!Ask! for!ideas.!Move! quickly.!Take!risks.!

Be!firm!when! challenged.!Public! acknowledgement.! Provide!focus!and! followIup.!Be!in!a! relationship.!

!
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Summary!I!Controlling!Style!
GENERAL! People! with! a! Controlling! Style! tend! to! be! active,! independent! and! ambitious.! They! give! an! appearance!of!selfIconfidence.!They!tend!to!take!the!initiative!with!other!individuals!and!in!groups! and!enjoy!running!things,!which!they!may!do!with!a!take!charge!attitude.!They!are!generally!strongI willed,!forceful!and!are!willing!to!confront!others!about!their!ideas!and!attitudes.!They!usually!make! decisions!easily!and!sometimes!rapidly,!having!a!sense!of!urgency!about!them.!It!may!be!difficult!for! them! to! show! their! feelings! and! so! they! often! appear! to! be! businessIlike! and! concerned! only! with! efficiency.!They!may!resent!other!people!having!power!over!them.!They!want!to!run!their!own!lives.! ! AT!WORK! In! a! job! setting! a! person! with! a! Controlling! Style! of! behavior! will! generally! respond! best! to! a! fast! moving! challenge! and! will! tend! to! get! bored! if! they! find! the! pace! to! be! too! slow.! They! are! task! oriented!and!may!offend!others!with!their!eagerness!to!get!the!job!done.!They!want!to!know!what!is! going!on!around!them,!to!be!in!the!know!and!to!help!direct!the!course!of!the!group.!Not!having!the! situation!under!control!raises!their!tensions.!They!tend!to!set!their!objectives!and!then!work!towards! them!without!delay.!Because!they!direct!their!energy!towards!task!results,!others!will!tend!to!accept! their!authority!and!leadership.! ! IN!RELATIONSHIPS! Relationships!with!others!will!usually!be!marked!by!certain!characteristics.!They!will!be!looked!to!by! others! for! results,! but! probably! not! for! encouragement,! inspiration! or! support.! They! can! be! demanding!at!times!and!may!work!to!meet!their!own!objectives!without!realizing!that!their!behavior! might! be! irritating! others.! They! will! be! seen! as! competent! and! determined! but,! at! times! they! may! push!too!hard!before!taking!time!to!work!on!interpersonal!relationships.! ! THINGS!TO!WATCH!OUT!FOR! A!person!with!a!Controlling!Style!tends!to!lack!patience,!and!may!not!find!it!rewarding!to!work!with! the!same!problems!for!a!long!period!of!time.!They!may!need!to!strengthen!their!ability!to!listen!to! others! and! recognize! the! importance! of! feelings! and! attitudes! as! well! as! logic.! Their! need! for! personal! success! may! limit! their! ability! to! cooperate! with! others! to! accomplish! organizational! objectives.!They!will!be!more!effective!when!they!remember!that!they!can!come!on!too!strong!with! others!and!that!their!behavior!can!be!overwhelming.! ! ! !

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Summary!I!Promoting!Style!
GENERAL! People!with!a!Promoting!Style!tend!to!get!involved!with!people!in!active,!rapidly!moving!situations.! They!generally!like!exciting!activities!of!an!inspirational!nature.!Not!given!to!detailed!analysis,!they! can! easily! make! generalizations! without! sufficient! pause! to! gather! information.! They! are! usually! stimulating!people!to!be!with,!lively!and!personable.!Socially!outgoing!and!friendly,!they!tend!to!be! fun! loving! people! who! enjoy! being! with! people.! Others! experience! them! as! acting! impulsively.! Because!of!a!somewhat!dramatic!nature,!they!may!think!out!loud!with!others!in!such!a!way!that!they! temporarily!convince!them.!Their!vigor!and!excitement!can!come!across!to!others!as!egotism.! ! AT!WORK! In!a!job!setting!a!person!with!a!Promoting!Style!of!behavior!will!generally!be!eager!to!please!others,! especially!those!who!respond!to!their!outgoing!ways.!They!attach!themselves!to!people!they!admire! and! want! recognition! from.! They! tend! to! be! imaginative! and! respond! to! incentives,! wanting! to! be! measured! by! their! personal! contribution.! They! tend! to! get! personally! involved! with! others! and! sometimes! will! settle! for! less! than! the! best! in! order! to! get! on! to! something! else! because! they! frequently!like!to!move!from!task!to!task.!Although!they!may!not!always!like!it,!they!work!best!in!a! setting!which!provides!some!structure!where!they!can!be!helped!in!the!planning!and!followIthrough,! which!is!unnatural!to!them.! ! IN!RELATIONSHIPS! Relationships!with!other!people!will!usually!be!marked!by!certain!characteristics.!They!may!be!seen! as!trying!to!sell!themselves!to!others,!to!persuade!them!of!their!point!of!view.!Even!though!they!are! viewed!as!socially!outgoing!and!forceful,!they!may!be!perceived!by!others!as!manipulative!and!users! of!people.!They!are!aware!of!and!concerned!with!the!feelings!of!others!rather!than!only!their!ideas! and!they!try!to!include!others!in!their!plans!and!activities.!They!tend!to!be!open!with!their!feelings! and! try! to! be! helpful! in! interpersonal! situations.! They! may! try! to! achieve! status! and! prestige! by! attaching!themselves!to!people!that!they!believe!have!those!qualities.! ! THINGS!TO!WATCH!OUT!FOR! A!person!with!a!Promoting!Style!usually!lacks!concern!for!details!and!may!move!forward!too!rapidly! before! completing! a! task.! They! may! jump! to! conclusions! too! rapidly.! A! more! organized! approach! could! make! their! enthusiasm! more! effective,! because! they! may! appear! careless! in! their! approach.! Changing! decisions! will! have! a! disrupting! effect! on! those! around! them.! They! can! be! highly! competitive! and! if! they! are! thwarted! in! their! efforts,! they! can! dismiss! other! people! rather! dramatically.!They!tend!to!learn!to!work!through!and!with!others.!

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Summary!I!Supporting!Style!
GENERAL! People!with!a!Supporting!Style!tend!to!be!perceived!by!others!as!casual!and!likeable!people!that!try! to! minimize! interpersonal! conflict.! Though! they! are! responsive! to! people,! they! generally! let! others! take!the!initiative!in!social!situations.!They!find!it!difficult!to!turn!down!a!request!because!they!want! to! be! helpful,! even! if! they! must! subordinate! their! own! interests! to! the! interests! of! others.! Their! understanding!and!friendly!approach!to!people!make!them!nonIthreatening!and!easy!to!be!with.!Not! usually!a!highly!competitive!person,!they!tend!not!to!impose!themselves!on!others!or!try!to!convince! others!of!their!point!of!view.!They!tend!to!be!more!concerned!with!the!feelings!of!others!and!their! relationship!with!them!than!logic!and!reason.!Generally!unpretentious!themselves,!they!tend!to!be! permissive!with!others.! ! AT!WORK! In!a!job!setting!a!person!with!a!Supporting!Style!of!behavior!will!generally!be!cooperative!and!willing! to! be! of! service! to! others.! They! will! tend! to! work! through! the! structure! in! order! to! prevent! interpersonal! misunderstandings,! and! therefore! will! accept! supervision! readily.! They! try! to! please! others!by!doing!what!is!expected!of!them!and!like!reassurance!that!they!are!doing!well!and!respond! to! the! personal! attention! they! get! from! superiors.! Because! they! do! not! like! to! hurt! others! or! be! disliked! by! them,! they! may! sometimes! withhold! unpleasant! information.! They! frequently! welcome! direction!from!others!to!overcome!their!natural!desire!to!continue!to!work!with!what!is!familiar!to! them.!If!they!believe!that!their!ideas!can!benefit!others,!they!will!put!them!forth!in!a!nonIthreatening! manner.! ! IN!RELATIONSHIPS! Relationships!with!other!people!will!usually!be!marked!by!certain!characteristics.!They!will!probably! be!seen!as!someone!who!seeks!close,!warm!and!lasting!relationships.!They!are!good!listeners!who! take!time!with!people!and!help!them!relax!and!be!at!ease.!They!extend!themselves!to!others!and!are! accepting! of! different! styles! of! people,! partly! because! of! their! need! to! please.! They! pretend! to! consent! to! and! agree! with! people! even! though! they! disagree! and! do! not! intend! to! ultimately! consent.!They!are!usually!sensitive!to!others!feelings!and!try!to!keep!from!hurting!them.! ! THINGS!TO!WATCH!OUT!FOR! ! A! person! with! a! Supporting! Style! tend! to! lack! interest! in! planning! and! goalIsetting! and! may! need! structuring!and!specific!descriptions!of!the!activity!expected!of!them.!They!extend!effort!to!be!liked,! but! they! will! be! more! effective! as! they! apply! their! relationship! skills! to! the! job! at! hand.! There! are! times!when!more!open!and!honest!feedback!to!others!will!benefit!them!and!others.!They!may!need! to! learn! to! stand! up! for! their! ideas,! although! their! likeable! style! will! undoubtedly! be! a! benefit! to! them.!

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Summary!I!Analysing!Style!
GENERAL! People!with!an!Analysing!Style!tend!to!take!a!problem!solving!approach!to!situations.!They!lean!more! towards! ideas! and! concepts! than! towards! feelings.! They! prefer! study! and! analysis! to! immediate! action,!and!give!off!a!thoughtful!and!perhaps!even!hesitant!impression.!They!tend!to!be!a!steadying! influence!in!a!group!setting!with!their!restrained!and!unassuming!way.!Deliberate!and!unaggressive,! they!usually!wait!for!others!to!come!to!them!rather!than!offering!their!opinion.!They!typically!want! to!collect!a!great!many!facts!and!opinions!before!making!a!decision.!The!consulting!role!with!other! people! seems! to! suit! their! serious! and! precise! manner.! Other! people! sometimes! perceive! them! as! academic!and!taking!themselves!very!seriously.! ! AT!WORK! In!a!job!setting!a!person!with!an!Analysing!Style!of!behavior!will!generally!take!an!orderly,!systematic! approach.!A!detailed!and!thorough!person,!they!usually!like!things!to!be!rational!and!well!organized.! They! are! likely! to! pause! until! they! are! sure! the! task! is! clear,! then! they! work! at! it! in! a! persistent,! conscientious! and! industrious! manner.! Well! established! rules! and! procedures! will! create! an! environment!in!which!their!methodical!effort!will!be!most!effective.!They!may!become!tense!when! surrounded!by!confusion!or!ambiguity,!and!perhaps!even!immobilized.!They!are!not!likely!to!thrive! on!tough!competition,!and!so!would!more!naturally!move!to!an!advisory!role.!Their!steady!and!quiet! manner!will!probably!cause!others!to!look!to!them!for!advice.!! ! IN!RELATIONSHIPS! Relationships!with!other!people!will!usually!be!marked!by!certain!characteristics.!They!are!probably! seen!as!hesitant!in!relationships!with!others,!not!easily!taking!risks!or!giving!trust.!Though!they!tend! not! to! initiate! relationships,! others! will! seek! them! out! because! they! are! good! listeners,! quiet! and! nonIthreatening!to!others.!They!tend!not!to!seek!personal!recognition,!but!instead!use!their!ability!as! a! problemIsolver! to! establish! and! build! relationships.! They! will! usually! wait! until! they! are! sure! of! their! ground! before! they! offer! their! opinion.! Though! they! appear! unemotional,! they! can! be! tough! and! arbitrary! when! their! tensions! are! high.! They! prefer! to! avoid! interpersonal! confrontation! and! conflict.! ! THINGS!TO!WATCH!OUT!FOR! A!person!with!an!Analysing!Style!appears!to!lack!the!ability!to!be!casual!in!interpersonal!situations,! and!therefore!may!sometimes!be!perceived!as!aloof!or!even!stuffy.!They!can!procrastinate!and!get! too! involved! in! analysis,! still! seeking! more! data! when! it! may! be! time! for! action.! They! may! need! to! look!at!the!forest!more!than!the!trees!by!establishing!overall!priorities!and!not!get!distracted!by!the! details.! They! can! be! more! effective! if! they! learn! to! be! less! critical,! loosen! up! and! enjoy! situations! more.!

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! ! ! The!Four!Quadrant!Model!(FQM)!!!!!!!!!!!!!!!!!!!!!!! I!Interpersonal!Style!
! ! 21!Brief!Style!Descriptions!
! ! 1. May!talk!only!to!refine!their!own!ideas.!Likes!people,!relates!quite!naturally!to!others,!and! needs! their! good! will.! May! be! seen! as! somewhat! impulsive.! Usually! has! something! interesting!to!say!and!can!say!it!well,!but!may!get!caught!short!on!facts!and!figures!needed!to! support! ideas.! Ideas! may! flow! faster! than! can! be! thought! through.! May! sometimes! like! to! test! out! persuasive! powers! on! other! people.! May! have! a! tendency! to! attach! to! respected! people,!please!them,!earn!their!recognition.! ! 2. Assertive!and!competitive.!Enthusiastically!expresses!own!concepts!and!ideas.!May!be!seen! as!talkative,!impulsive,!even!overwhelming,!but!still!liked!by!others.!May!express!ideas!others! find! convincing! but! are! really! only! experimental.! Needs! warmth! from! others;! concerned! about! others! feelings! and! thinking.! Comfortable! with! others.! Informal! and! relaxed,! and! others! find! it! easy! to! relax! with! them.! Oriented! towards! admired! people,! and! wants! admiration!in!return.!Could!benefit!from!checking!on!details,!working!at!followIthrough.! ! 3. Skillful! with! words,! assertive! and! driving,! but! has! a! strong! feeling! for! human! relations! and! wants! peoples! esteem.! Tries! to! sell! self! to! highly! respected! people.! Strong! beginner,! creative,!takes!initiative,!but!may!be!weak!finisher.!Finds!details!and!followIup!unnatural!and! difficult.!Thinks!in!quick,!bold!strokes.!Needs!job!structure!to!be!more!effective,!but!resists!it,! preferring!freedom!from!restraints!and!limits.!Tends!to!be!dramatic,!both!to!entertain!and!to! manipulate!or!convince.!Takes!pleasure!in!influencing!others.! ! 4. Makes!good!first!impression!by!being!receptive,! casual!in!approach!to!others.!Likeable!and! personable,!able!to!express!self!well,!can!even!be!inspiring!if!committed!to!an!idea.!Sensitive! to!nuances!of!interpersonal!relations,!prefers!to!avoid!conflict.!Can!be!influenced!by!feelings! more! than! logic.! Other! ! people! are! drawn! to! their! pleasant,! even! playful! manner.! More! interested!in!relationships!than!in!details!of!the!job.!Balances!well!the!sending!and!receiving! parts!of!communication.! !

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! 5. Receptive!and!personable!style!allows!for!quick!building!of!interpersonal!bridges.!Social!skills! highly!developed.!Shows!good!feelings!toward!most!people!even!if!they!are!disliked.!Strong! desire!to!please!comes!from!need!to!be!liked.!Tends!towards!subjective,!looking!for!reasons! to!do!things!which!suit!own!needs!rather!than!logical!basis.!Laughs!easily,!tells!stories.!May! spend! too! much! time! with! small! talk! (more! likely! about! people! than! ideas).! Exacting! job! demands!create!stress;!needs!others!to!handle!details.! ! 6. Attuned! to! other! peoples! wavelengths.! Puts! competitive! people! at! ease! by! being! nonI competitive.! With! expressive! people,! a! responsive! listener.! May! hold! back! own! opinion! particularly! if! it! might! shatter! a! mutual,! agreeable! mood! or! upset! another! person.! Unpretentious! with! self,! also! with! others.! Sometimes! perceived! by! others! as! sharing! their! characteristics.!Tries!to!overcome!problems,!personal!and!on!the!job,!by!working!closely!with! others.! Likes! reassurance! and! can! often! excel! by! receiving! personal! attention! from! a! respected!superior.! ! 7. WellIliked! and! looked! up! to! as! being! understanding! and! friendly.! Let! others! take! the! initiative.!Often!more!concerned!about!people!and!their!good!feelings!than!about!a!quest!for! success! and! achievement.! Works! hard! to! avoid! conflict;! more! concerned! with! its! effect! on! people! than! on! the! issue! involved.! Cooperative! to! the! point! of! permissiveness.! Accepts! direction! from! others.! May! withhold! unpleasant! information! rather! than! risk! causing! irritation.!Relationships!with!others!are!warm,!close!and!longIlasting.!May!try!to!maintain!a! relationship!by!pretending!to!agree;!thus!may!be!perceived!as!a!fuzzy!thinker.! ! 8. Listens! carefully! to! others,! not! just! to! hear! what! they! say! but! to! discover! what! they! feel.! Known! for! innate! understanding,! amiable! manner.! Relaxed! and! informal,! helps! others! feel! the!same!by!removing!all!competitiveness!from!the!relationship.!Genuinely!likes!to!be!liked.! Asks!questions!that!express!own!point!of!view!rather!than!make!statements.!Prefers!quiet,! harmonious! environment.! Avoids! intense! bad! feelings! or! conflicts.! Helpful.! Can! put! own! needs!in!the!background!to!take!care!of!others;!may!later!resent!it.!Needs!to!learn!to!be!less! subtle;!indirectness!can!cause!miscommunication.! ! 9. Thinks! things! through! before! taking! action,! then! can! be! persuasive! and! personable.! Has! a! technical!side,!but!can!be!peopleIoriented!when!necessary.!Gives!off!a!thoughtful,!somewhat! deliberate!appearance.!Prefers!to!speak!and!act!only!when!sufficient!facts!and!opinion!have! been!collected!to!satisfy.!Balances!people!and!things.!Open!with!known!and!trusted!people;! reserved!in!new!relationships.!Hesitant!to!initiate!ideas!and!projects!in!unfamiliar!situations.! Can!be!quiet!and!nonIcompetitive,!but!will!be!tough!under!pressure!and!when!mind!is!made! up.! ! 10. Seldom! takes! initiative! in! interpersonal! situations.! Prefers! to! let! others! express! themselves! first.!Will!go!along!with!effective!leadership;!will!bow!out!gracefully!in!a!distasteful!situation! rather!than!confronting!and!trying!to!change!it.!Operates!fluidly!in!both!the!world!of!people! and!the!world!of!action,!may!be!the!last!to!join!in.!In!a!group,!hesitant!to!voice!an!opinion,! even! when! feeling! strongly.! Finds! it! easier! to! follow! than! lead.! Can! be! looked! to! as! a! counselor,!especially!within!a!familiar!circle!of!friends.! !

! ! ! ! ! !

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! 11. More!oriented!toward!work!or!own!interests!rather!than!toward!people!and!their!feelings.! Precise;!will!take!the!time!to!do!things!carefully!and!thoroughly.!Prefers!study!and!analysis!to! immediate! response.! Action! comes! slowly.! Decisions! made! with! deliberation! and! restraint,! weighing! many! factors.! Experiences! tension! when! there! is! not! time! and! environment! to! pursue! a! task! in! a! thoughtful! fashion.! May! not! function! well! in! ambiguity! or! confusion.! Appears! to! friends! as! relaxed! and! congenial.! Prefers! people! to! come! to! him! /! her.! Often! quiet,!conservative,!seemingly!uninvolved.! ! 12. A!thorough!person,!likes!things!orderly!and!systematic.!Weighs!matters!deliberately!slowly,! carefully!arriving!at!a!solution.!Works!persistently!at!a!task,!which!becomes!paramount!over! a! personal! life! and! feelings.! If! situation! is! confused! and! irrational,! can! experience! mental! shortIcircuit!and!become!immobilized.!Prefers!work!that!is!selfIdirected!and!not!rushed.!Can! come! across! as! cold! or! distant! with! unfamiliar! people;! prefers! world! of! facts! over! that! of! people! who! really! are! not! easily! understood.! Can! be! a! resource! of! information,! sparingly! dispersed.!Can!become!arbitrary,!even!angry,!with!error.! ! 13. Responds!well!when!asked!for!information!but!may!often!appear!withdrawn!or!holding!back.! Has!active!mental!internal!life,!not!external.!Enjoys!opportunity!to!help!others!within!area!of! expertise;!not!comfortable!venturing!outside!it.!Can!be!immobilized!by!interpersonal!tension,! tight!time!schedule!or!excessive!external!stimulation.!Can!be!difficult!to!get!to!know,!but!kind! and!loyal!to!trusted!friends.!Often!a!specialist;!likes!to!dig!deep!to!mine!rich!ore!but!can!get! bogged! down! in! details,! become! singleIminded,! ignore! people.! Admires! stability! and! precision,!not!emotion!and!enthusiasm.! ! 14. A! person! who! gets! things! done! and! gets! them! done! right.! Often! intense! and! unemotional,! can! get! so! involved! that! they! take! charge! of! a! project,! then! get! it! done! despite! obstacles.! When! so! occupied,! can! be! seen! as! cold! and! aloof;! works! hard! to! seek! out! all! aspects! of! a! problem.!In!dealing!with!people,!can!be!skilled!at!drawing!out!information.!May!be!seen!as! cautious,!but!can!be!persuasive!when!committed!to!a!course!of!action.!Can!be!cautious!with! people!unknown!to!them!or!people!who!have!not!gained!their!trust,!testing!the!water.!With! familiar! people,! can! be! warm! and! disarming.! Needs! to! set! own! goals! and! not! be! mentally! sideItracked!by!extraneous!technical!matters!that!capture!interest.! ! 15. Efficient!and!businessIlike!with!others;!may!believe!too!much!in!individual!effort!and!avoid! group! work.!Oriented! towards! business! technicalities! rather! than! human! relationships.! Can! organize!new!projects!in!an!orderly,!systematic!way!and!follow!them!through!to!completion,! but! often! prefers! to! work! alone! rather! than! with! others.! Can! be! seen! as! reserved,! even! distant,! but! others! often! respect! this! persons! ideas! and! advice.! More! apt! to! analyze! and! judge! others! than! to! accept! them.! Others! may! understand! the! need! to! work! alone,! or! misunderstand!moods!when!thwarted!in!pursuing!a!problem.! ! 16. Eager! to! overcome! obstacles,! likes! to! take! charge! of! situations.! May! offend! others! with! concern! for! getting! the! job! done! efficiently! without! regard! for! others.! Resourceful! and! competitive;!also!restless!and!irritable,!particularly!if!resources!and!permission!for!all!desired! projects! are! not! readily! available.! Seeks! to! control! situation,! can! be! frustrated! if! power! is! lacking.! When! deep! within! a! task,! can! be! seen! as! cold,! not! careful! about! peoples! feelings;! but!when!relaxed!socially!can!be!bright,!stimulating!and!personable.! ! ! ! !

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Neuro!Empowerment!Experiential!Training!

! 17. Looks!for!results,!not!excuses.!Likes!leadership!roles.!Likes!to!think!up!projects!and!get!them! done! quickly! and! efficiently.! Cooperation! with! others! not! always! easy.! Ambitious,! competitive!sometimes!just!for!the!sake!of!the!challenge.!Even!in!social!setting,!may!assume! self!the!logical!leader.!Enjoys!running!things;!has!authoritative!manner.!Can!be!disciplinarian;! raise!tensions!by!coming!across!stronger!than!aware.!Asked!for!advice!and!information!but! not!so!often!for!motivation,!support!or!encouragement.!Could!learn!tolerance,!patience.!! ! 18. Likes!to!win,!often!does.!Even!enjoys!the!competition!for!its!own!sake,!and!may!not!be!giving! enough! attention! to! the! people! involved.! Projects! may! count! more! than! personal! relationships.! Wants! to! be! in! charge! in! almost! every! situation,! certainly! those! considered! important.! People! might! feel! an! edge! of! competitiveness! even! in! relaxed! circumstances.! Gravitates! toward! leadership! roles.! Thought! process! clear! and! objective,! not! emotional.! Establishes! longIrange! goals! and! sticks! to! them! through! thick! and! thin.! Personal! and! organizational!achievements!are!high!personal!values.!! ! 19. Combines!personality!with!personal!push.!SelfIassured!but!with!enough!social!savvy!to!come! across! as! energetic! and! enthusiastic.! Verbally! assertive,! quick! to! perceive! the! reactions! of! others!when!communicating!own!views.!Likeable!and!motivating.!Wants!to!win!but!includes! others! in! the! winning.! Perceived! by! others! as! resourceful,! challenging! and! in! control! of! situations,!but!people!and!taskIoriented!to!an!equal!degree.!Can!agree!to!undertake!projects! too!quickly!and!for!what!is!later!seen!as!the!wrong!reason.!Likes!fastImoving!activities,!may! require!more!guidance!and!counsel!than!words!can!accept.! ! 20. Competitive! and! assertive.! Makes! up! own! mind,! and! once! made! up,! often! stays! that! way.! Believes!in!own!decisions,!rapidly!made.!Can!work!diligently!to!achieve!selfImade!objectives.! Independent,!can!be!stifled!by!bureaucracy.!Impatient!and!easily!bored,!wants!to!get!on!with! things!quickly.!Enjoys!a!challenge;!likes!to!win,!and!will!become!as!taskIoriented!as!necessary! to! do! so.! Strongly! assertive,! may! dominate! conversation.! Pursues! ambitions! with! intensity,! perhaps!antagonizing!some!people!in!the!process.!Fluid!verbal!style!an!asset,!but!needs!to!be! more!alert!to!the!price!of!winning.! ! 21. This!style!is!like!a!mirror;!it!can!reflect!the!outside!accurately!but!still!maintain!a!sharp,!clear! image.! People! come! for! advice! and! counsel,! professionally! and! personally;! the! reward! is! growth! in! proportion! to! the! understanding! given! to! others.! The! centrist! style! brings! this! person! to! the! centre! of! situations,! since! all! people! can! find! something! inside! this! person! ! some!characteristic!to!which!they!can!relate.!The!feeling!may!be!that!of!a!chameleon,!but!the! behavior! tends! to! unite! people! into! a! team.! Relationships! with! people! of! all! styles! come! easily.!! ! ! ! ! !

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