Communication Styles –

Communication Styles –
Think about how you communicate with others. Do you exhibit the “Ask” qualities, or the “Tell”
qualities?
ASSERTIVENESS - The degree to which an individual is perceived as direct and forthcoming in
the way he or she communicates and interacts with others. On a continuum, assertiveness is
characterized by a tendency to ask OR a tendency to tell.
Think about how you communicate with others. Do you exhibit the “Ask” qualities, or the “Tell”
qualities? Circle your style:
Ask
Quiet
Mild Opinions
Low Risk
Thoughtful Decisions
Supportive, Patient
Listens
Slow Paced
Outspoken
Strong Opinions
High Risk
Quick Decisions
Direct, Eager
Talks
Fast Paced
Tell
RESPONSIVENESS - The degree to which an individual is perceived as expressing his or her
thoughts, feelings, or emotions when communicating or interacting with others. On a
continuum, responsiveness is characterized by a tendency to be task-focused OR a tendency to
be people-focused.
On the responsiveness scale, do you think you are more on the “Task” side, or the
“People” side? Circle the quality that best matches you.
Task
Guarded, Controlled
Task Oriented
Factual
Formal and Proper
Cautious about sharing feelings
Personable
Warm and Casual
Open, Dramatic
People Oriented
Shares Feelings
People
The “What Style Are
You Self Assessment”:
• Read each pair of statements and choose which one others would be more
likely to use to describe you.
• Make a mark on the box corresponding with your answer. Ignore the
letters (BALR) at the top of the page for this portion of the exercise.
• After completing all 18 questions total the number of responses you have in
each column and fill in the numbers.
• We will use BALR and the numbers to score your instrument during the
seminar.
• REMEMBER
• There are no right or wrong answers
• Be truthful
• Only you will see your assessment
2
B
A
L
R
How would others describe you?
1. Select and check one
Many gestures
Few gestures
2. Select and check one:
Speaks softly
Speaks loudly
3. Select and check one:
Flowing body movements
Controlled body movements
4. Select and check one:
Speaks slowly
Speaks quickly
5. Select and check one:
Animated facial expressions
Few facial expressions
6. Select and check one:
Slow gestures and movements
Fast gestures and movements
7. Select and check one:
A lot of vocal inflections
3
Less inflections
B
A
L
R
How would others describe you?
8. Select and check one
Leans back when talking
Leans forward when talking
9. Select and check one:
Loose and flexible with time
Disciplined and precise with time
10. Select and check one:
Uses facts and opinions more
tentatively
Uses facts and opinions more strongly
11. Select and check one:
People and feelings oriented
Task or information oriented
12. Select and check one:
Makes decisions slowly
Makes decisions quickly
13. Select and check one:
Casual and relaxed
Serious and focused
14. Select and check one:
Takes few risks, wants guarantees
4
Takes more risks
B
A
L
R
How would others describe you?
15. Select and check one
Decisions based on feelings
Decisions based on facts and logic
16. Select and check one:
Exerts less pressure for decisions
Pressures people for decisions
17. Select and check one:
Likes to share experiences and
feelings
Less apt to share experiences and
feelings
18. Select and check one:
Less direct eye contact
More direct eye contact
TOTALS
5
Scoring
Take your highest score of B (below the line) and A (above the line) and plot the difference in the
direction of the higher number. Draw a line horizontally through that point.
e.g. if B = 6 (below the line) and A = 3 (above the line). 6-3=3 below the line. Plot your “X” on 3
below the line.
Take your highest score of L (left of the line) and R (right of the line) and plot the difference in the
direction of the higher number. Draw a line vertically through that point.
e.g. if L = 8 (left of the line) and R=1 (right of the line). 8-1=7 left of the line. Plot your “X” on 7
left of the line.
Draw an X on your intersection.
10
5
10
5
5
0
5
10
6
10
Communication Styles Descriptions:
ANALYTICALS Like to use existing circumstances to promote quality in products and services.
They are usually self-contained and somewhat direct, steady and methodical. Their priority is
the TASK at hand, and they focus on details and process. They tend to be irritated by surprises
and unpredictability. They like to give you facts, and show you the documentation that
supports those facts. Their specialty is process and systems. They like and depend on being
correct.
DRIVERS Like to shape the environment by overcoming opposition to accomplish results. They
are also very direct and self-contained. Their priority is the TASK and they focus on getting
results. They are irritated by time wasting and “touchy-feely” behavior that blocks action and
results. They specialize in being in control at all times. They depend on their leadership skills
and strive to win.
AMIABLES Like to cooperate with others and carry out the task. They tend to be easy to get
along with and relaxed. Their priority is PEOPLE and relationships. They don’t mind taking
whatever time people need to feel comfortable about a decision and to get on-board. They
focus on building trust and getting acquainted. They are irritated by pushy and aggressive
behavior. Their specialty is support and they rely on close and secure relationships. Their
acceptance is based on conformity, loyalty, and helpfulness.
EXPRESSIVES Like to shape the environment by forming others in alliance to accomplish
results. They are open, stimulating, talkative and very quick-paced. They focus on PEOPLE and
the interaction and the dynamic of relationship. Boring tasks and being alone irritate them.
Their specialty is socializing and they rely on flexibility. Their acceptance depends on
playfulness and enthusiasm.
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The Communication Style Grid
Task
Analytical
Low assertive and low
responsive
Driver
9
High assertive and low
responsive
8
7
Objective
Precise
Ask
Decisive
6
Tough
5
Thorough
4
Candid
Detailed
3
Efficient
Rational
2
Results-Oriented
Controlled
1
Pragmatic
9 8 7 6 5 4 3 2 1
0
1 2 3 4 5 6 7 8 9
Amiable
1
Expressive
Tell
2
Low assertive and high
responsive
3
High assertive and high
responsive
Supportive
5
Creative
Empathic
6
Enthusiastic
Loyal
7
Spontaneous
Group Oriented
8
Energetic
Focused on Team
9
Focused on Vision
4
Sharing
Sense of Humor
People
The communication style grid shows that each style has its strengths. One style is not better
than another. There are highly effective people managers in each style category. The key is to
understand your style and the styles of others so that you are more accommodating in your
communications and interactions.
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Communication Style Weaknesses
Communication style-based weaknesses arise either from not using a behavior or skill
enough or from using them too much. They also arise when emotional levels are high.
Below are some potential weaknesses for each style and how to offset them.
Analytical
Driver
Potential Weaknesses:
•
•
•
•
•
Risk-averse
Aloof
Inability to sell ideas
"Can't do" attitude
Unable to make decisions
Provide questions, data and
information before meeting. Avoid
surprises and allow time for
processing information.
Potential Weaknesses:
Not listening
Insensitive
Autocratic
Doesn't plan
Inconsiderate
•
•
•
•
•
Bullet point ideas and stick to key points
that lead to resolution. Emphasize
bottom-line results. Provide assistance
in removing barriers to success.
Amiable
Expressive
Potential Weaknesses:
•
•
•
•
•
Lack confidence
Unwilling to lead
Doesn't stretch
Perceived lack of initiative
Taken advantage of
Potential Weaknesses:
•
•
•
•
•
Overstatement
Impulsive
Lack of follow-through
Indiscreet
Self-indulgent
Use empathetic language that
addresses the individual’s personal
needs. Check for over-commitment
and offer assistance, but do not
take over.
Provide an opportunity for the person to
vent, utilizing empathy skills. Be honest and
direct while providing clear boundaries,
deadlines and/or specific requests.
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Styles Reflection
1. What do you like when communicating?
2. What do you hate when communicating?
3. What other style(s) bug you and why?
4. What bugs you about yourself?
5. What do you say or do under stress?
6. What do you need when we are under stress?
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Styles Under Stress
Analytical
Driver
WILL WITHDRAW
WILL DICTATE
May Appear:
May Appear:
Over-reliant on documentation
Resist to change
Slow to act
Slow to begin work
Unable to meet the deadlines
Lack of imagination
Withdrawn
Restless
Critical
Blunt
Intrusive
Uncooperative
Irritable
Aggressive & Pushy
Need:
Need:
Guarantees that they are right
Understanding of principles & details
Slow pace for processing information
Removal of threat to accuracy
Control of the situation and self
Tangible evidence of progress
Fast pace for moving toward goals
Removal of threat to accomplishment
Amiable
Expressive
WILL SUBMIT
WILL CONFRONT
May Appear:
May Appear:
Wishy-washy
Submissive
Passive
Dependent
Hesitant
Defensive
Indecisive
Manipulative
Over-eager
Impulsive
Inconsistent
Superficial
Unrealistic
Wasteful of time
Need:
Need:
Reassurance that they are liked
Personal assurances
Slow pace for comfort and security
Removal of any threats to relationship
Reassurance that they are valued
Action and interaction
Quick pace for stimulation
Removal of threat to prestige
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Flexing Your Style
Analytical – low assertive and low responsive
When interacting with this style, be aware of your pacing and attention to detail. Keep
your body language more reserved and give them more space when interacting face-toface. Be precise with your information, back it up with documentation, and give them time
to think it over.
Driver – high assertive and low responsive
Be aware of time and have an agenda. Drivers like to get down to business quickly and
appreciate directness and confidence. They like to see results and performance. Talk in
term of the job or task at hand, and provide both pros and cons of the alternatives. Do not
be confrontational or uncertain.
Expressive – high assertive and low responsive
Keep the pace fast and upbeat. Expressives like to know whom they are dealing with so it is
important to touch base with them on a personal level at first. They value trust and
relationships. Talk to them in terms of how the project or task will benefit them. They
thrive on attention and acknowledgement.
Amiable – low assertive and high responsive
Slow the pace down when interacting with amiables. They put an emphasis on the
relationship and like to know whom they are dealing with. They are very concerned with
the comfort and well being of others, so show empathy and explain how the department,
organization or team benefit. Leave time for general conversation. Involve them in
decisions.
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Action Planner Discussion
Directions:
Respond to the following questions. Discuss your responses with your colleagues and work
groups. Ask your co-workers with styles that are different from you to advise you on how
you can be more flexible and accommodating.
1.
List three adjectives that describe the way you prefer to communicate and interact
with others, as well as, how you approach your work and environment.
2.
What insights did you get from learning about your communication style? How will
you use these in the future?
3.
List two people with whom you work who have styles that you perceive to be
DIFFERENT from yours. Ask your partners for advice on how you can be more
flexible and accommodating when dealing with these people.
Person’s Name – Style
How to demonstrate flexibility?
1.
2.
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