WHAT’S YOUR

“SOCIAL STYLE”?

from Personal Styles & Effective Performance

by David W. Merrill & Roger H. Reid
© The TRACOM Group
Social or Behavioral Style

 how an individual prefers

to interact with or behave
around other people
Dimensions of Social Style
 Assertiveness (dominance) = degree
to which a person:
 Makes their opinions known
 Tries to control/influence others
 Speaks out/makes statements

 Responsiveness (sociability) =
degree to which a person:
 Expresses their emotions
 Enjoys interacting with others
Four Social Styles

Analytical Driving

Amiable Expressive
Analytical
Thinking-Oriented
 Reserved nature
Slow speech
Attention to detail
Observant
Cautious
Quiet
Driver
■ Action-Oriented
■ Steady
■ Eye Contact
■ Firm Handshake
■ High Expectations
■ Self-Confident
■ Wants Control
■ Strong-Willed
Expressive
■ Intuition-Oriented
■ Informal Style
■ Entertaining Visionary
■ Animated
■ Dramatic
■ Creative
Amiable
Relation-Oriented
Gentle Handshake
Gentle Voice Tone
Respectful
Friendly
Listener
Relaxed
Strengths
Analytical Driving
Systematic Independent
Thorough Determined
Persistent Pragmatic
Prudent
Efficient
Logical
Serious Decisive
Candid

Amiable Expressive
Cooperative Spontaneous
Supportive Enthusiastic
Diplomatic Fun loving
Willing Personable
Patient Persuasive
Loyal Outgoing
Weaknesses
Driving
Analytical
Domineering
Impersonal
Nit-picking Demanding
Indecisive Impatient
Inflexible Determined
Cool Unfeeling
Mute Severe
Harsh

Amiable Expressive
Noncommital Manipulating
Undisciplined Overbearing
Conforming Promotional
Emotional Exaggerates
Permissive Unrealistic
Shy Excitable
Shy
Suitable Jobs
Driver Expressive

Analytic Amiable

14
Unsuitable Jobs
Driver Expressive

Analytic Amiable

15
Sequential Stress Reactions

Analytical Driving
Avoiding Autocratic
Autocratic Avoiding
Acquiescing Attacking
Attacking Acquiescing

Amiable Expressive
Acquiescing Attacking
Attacking Acquiescing
Avoiding Autocratic
Autocratic Avoiding
Wants
Analytical Driving
Prioritize task Prioritize people
Have freedom to think Have freedom in work
Work in structure
Be direct to others
Have accuracy
Accomplish goals
Have clarity
Avoid risks Be in charge
Be factual Be informed

Amiable Expressive
Prioritize people/task Prioritize people/task
Have freedom to care Have freedom to talk
Work with a group Like positive setting
Avoid confrontation Influence
Be appreciated Excitement
Be a pleaser Be openly rewarded
Be secure Be free of detail
Be involved
Need to Do
Driving
Analytical 1. Listen
Trust feelings as ok 2. Decide
Risk giving opinions Be more considerate
Stop over-analyzing
Study the problem
Build relationships
Work for win-win
Count on others to do
Be more flexible Relax and laugh
Take initiative Be more patient
Be less blunt

Amiable Expressive
Be flexible in change Listen to understand
Keep commitments Be less opinionated
Take more risks Be more factual
Say what is felt Keep promises
Take initiative Let others talk
Be more firm Get feedback
Stay on task Keep calm
Social Styles
■ Designed to help understand others
better.
■ Helps with communication, and to
build positive relationships.
■ Assists in relating and responding to
people.
Adjusting to Other
Communication Styles
Communicating with a Driver/Action oriented person:
Focus on the result first; state the conclusion at the outset.
State your best recommendation; do not offer many
alternatives.
Be as brief as possible.
Emphasize the practicality of your ideas.
Use visual aids.
Adjusting to Other
Communication Styles
Communicating with a Process/Analytical oriented person:
Be precise; state the facts.
Organize your discussions in a logical order:
Background
Present situation
Outcome
Break down your recommendations.
Include options and alternatives with pros and cons.
Do not rush a process-oriented person.
Outline your proposal.
Adjusting to Other
Communication Styles
Communicating with a People /Amiable oriented person:
Allow for small talk; do not start the discussion right away.
Stress the relationship between your proposal and the people
concerned.
Show how the ideas worked well in the past.
Indicate support from well-respected people.
Use an informal writing style.
Adjusting to Other
Communication Styles
Communicating with an Idea/Expressive oriented person:
Allow enough time for discussion.
Do not get impatient when he or she goes off on tangents.
Try to relate the discussed topic to a broader concept or idea.
Stress the uniqueness of the idea or topic at hand.
Emphasize future value or relate the impact of the idea to the
future.
If writing, try to stress the key concepts that underlie your
recommendation at the outset. Start with an overall statement
and work toward the particulars.
Why Social Styles?

■ designed to help understand

others better.
■ helps with communication, and to
build positive relationships.
■ assists in relating and responding
to people.
Why Social Styles?
■ Understand how others view your behavior.
■ Understand why you find some relationships
more productive than others.
■ Develop insight about your behavioral
strengths and behavioral weaknesses.
■ Make reliable assessments about another
person’s behavior.
■ Develop a way of communicating with others
that considers their behavioral needs and
preferences.
■ Build on your strengths and the strengths of
others to develop productive relationships.
Important Notes about
Social Style
• not the same thing as personality.
• refers only to surface behavior –
a person’s observable actions.
• not an absolute; instead, a matter of
degree.
• Most people behave in a way that will
reflect one Style most of the time.
• There is no “best” Style.
.

When people of two styles

don’t get along, the problem
isn’t incompatibility, it’s usually
inflexibility. (Bolton & Bolton,
People Styles at Work)
 People have one
thing in common;
they’re all different. .
What’s their social style?

■Albert Einstein
■Winston Churchill
■Mother Teresa
■Bob Hope
Four Social Styles

Driving

Analytical

Amiable Expressive