Behavioral Styles

Networking Strategies

Objectives

• Introduction of BS3• Forming the Profile• Understanding your Profile results• Profiling others• Adapting Strategies • Versatility

• We are all creatures of habit• We all form distinct impressions of others

almost immediately• Behavior Style deals only with behavior• Two major differences: Assertiveness &

Responsiveness

Premise:

Important !

Your own personal Behavior Style does not matter …

It’s how you adapt to others’ behavior that counts!

BS3

• People will not change their Behavior Styles to help you. You must be willing to move toward their Style.

• The focus of the relationship shifts…– To “Let me first understand their comfort zone

and how they want it, and then I’ll give it to them- their way”

BS3

We are not going to try to change your personality.

BS3

• What is right for you is right for you (No Behavior Style is superior to another)

• You can be effective and successful regardless of which Style you are, or the perceptions that others have of your Style

Behavior Basics

• The two major influences are:

Assertiveness (Ask vs. Tell)

Responsiveness (Control vs. Emote)

Assertiveness

“The perceived effort a person makes to influence or control the thoughts or actions of others”

High Assertive:

speaks out strong statements takes charge forward and demanding

Assertive Scale 4 Quartiles 25% in each no best, or wrong place to be

Low ____________________________________High

(Ask) (Tell)

Self-Assessment of Assertiveness

Low Assertive:

asks questions/permission responds, not initiates joiner agreeable

Responsiveness

“The perceived effort a person makes to control his/her emotions

when relating to others”

High Responsive:

show their emotions (emote) react easily and openly to influences behavior is friendly, enthusiastic, informal and open a people person

Low Responsiveness cool, unemotional businesslike tend to suppress any show of emotion controlled task oriented

Responsiveness Scale measures the amount of control

people exert over their own emotions

Control

emote

Forming the Profile

Control/Task

Emote/People

AskT

ell

Analyzer both ask and control gather facts to examine prefer proof sources like technical details not always open deliberate, thorough, and logical

Analyzer

• Strengths:– Organized– Approach tasks with a focus on facts and logic– Does not commit too early (uses caution)

• Cautions:– A quiet, businesslike person may be perceived as

cool and unsociable– A deliberate manner can be perceived as being

indecisive and slow to act– A focus on task can be perceived as a lack of concern

for people

Controller low in responsiveness (high control) high in assertiveness (tell) prefers agendas, note taking does not want time wasters clear, concise, and results oriented takes the initiative; wants to be in charge likes independence and likes to make things

happen

Controller

• Strengths:– Able to take charge – Able to make quick decisions – Focused on producing results

• Cautions:– May be seen by some people as pushy– Desire for control can create tension in others

Supporter agreeable, warm, friendly listeners prefers shared responsibility and enjoys personal contact likes to discuss family displays feelings openly

Supporter

• Strengths:– Natural skill for coaching & counseling– Communicates trust and confidence – Provide support and positive strokes

• Cautions:– Sharing of personal feelings may be viewed

as being overly sensitive or emotional– Emphasis on relationships may be perceived

as interfering with completing a task

Influencer

high assertive, tell emote people person takes the social initiative highly responsive open, friendly excitable/exciting

Influencer

• Strengths:– Creates excitement – Makes others feel good about themselves– Shares their visions – Contagious enthusiasm

• Cautions:– May be viewed as too much of a “dreamer”– Can be perceived as impulsive

Forming the Profile

Analyzer

Supporter

Controller

Influencer

Control

Emote

AskT

ell

Now Do Your Own Style

Your Profile Results… Your own personal Behavior Style does

not matter …It’s how you adapt to others’ Behavior that

counts!

It’s not where they are - it’s how far away you are

from their Style that matters!

Your job is to modify your behavior to make

your “client” more

Comfortable

Recognize where you both are on the axis, then

modify your

Behavior

Tasks:

Identify the Styles of: your immediate past supervisor peer in your Division/Region 2 key, difficult persons you engage

with regularly

Versatility

• Moving toward the style that is comfortable for the other person

• Adjusting your assertiveness and responsiveness approach so you move toward the comfort zone of others

Increasing Assertiveness

• Central theme:– Tell a little more often– Ask a little less often

• How to increase:– Get to the point– Volunteer information– Be willing to disagree– Act on your convictions– Initiate conversation

Decreasing Assertiveness

• Central theme:– Ask a little more often– Tell a little less often

• How to decrease:– Ask for opinions of others– Negotiate decision making– Listen without interrupting– Adapt to time needs of others– Allow others to assume leadership more often

Increasing Responsiveness

• Central theme:– Emote a little more often– Control a little less often

• How to increase:– Verbalize feelings– Pay personal compliments– Be willing to spend time on the relationship– Engage in small talk – socialize– Use more friendly, nonverbal language

Decreasing Responsiveness

• Central theme:– Control a little more often– Emote a little less often

• How to decrease:– Talk less– Restrain your enthusiasm– Make decisions based on facts– Stop and think– Acknowledge the thoughts of others

Behavioral Styles

Networking Strategies