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Social StylesSocial 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
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Analyse patterns and characteristicsAnalyse patterns and characteristics
Individuals are all different, but …
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Four Social StylesFour Social Styles (Merrill & Reid)(Merrill & Reid)
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
lo RESPONSIVENESS hi
lo
A
SS
ER
TIV
EN
ES
S
h
i
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Personal styles at workPersonal styles at work
‘just do it!’wants to know what and whenlikes to take charge
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVETell
Ask
Tasks People
‘lets all do it!’wants to know who elselikes energy and optimism
‘do it right or not at all!’wants to know howlikes to plan
‘we’re great!’wants to know why and wholikes co-operation and loyalty
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DriverDriver (hi A, lo R)(hi A, lo R)
Is obsessed by a compulsion to perform
Has a passion for knowledge and is constantly searching to answerthe ”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 byinefficiency and indecision
Has the ability to deal with tough interactions without becomingupset by criticism or personal rejection
Their main priority is the task in hand, and the results achievedUnder pressure, they will assert themselves strongly and dictate the waythings are going to be
The Control SpecialistThe Control Specialist
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ExpressiveExpressive (hi A, hi R)(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 stimulatingenvironment
wants to be admired and seeks recognition; dislikes being ignored
measures their personal worth by the amount of recognition andacknowledgement (or complaints) they receive
They like to try the new and different; to live for the here and nowThey have happy spirits and can endure hardships and trials easier thanother social styles
The Social SpecialistThe Social Specialist
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AmiableAmiable (lo A, hi R)(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 ofrelaxation to others in the group
They seek deep meaning in relationships and experiencesCan sometimes create tension for others because of their personalinsistence on doing things in a slow-paced, warm and friendly,responsible but non-aggressive way
The Support SpecialistThe Support Specialist
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AnalyticalAnalytical (lo A, lo R)(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 itUnder pressure, an Analytical will withdraw into their own world andavoid contact with the causes of their stress.
The Technique SpecialistThe Technique Specialist
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DriverDriver (hi A, lo R)(hi A, lo R)
UnemotionalIndependent, self-sufficientStrong-willed and decisiveChange "junkie"Must correct wrongsExudes confidenceNot easily discouraged
Bossy, insensitiveQuick-temperedImpatient, can’t relaxEnjoys argumentationWon’t give up when losingUnsympatheticDislikes show of emotions
ST
RE
NG
TH
WE
AK
NE
SS
Goal-orientedSees the whole pictureOrganizes & plans aheadMotivates people to actionSeeks practical solutionsInsists on productionThrives on opposition
End justifies the meansCan over dominateDoesn’t analyze detailsMay make rush decisionsManipulates peopleIntolerant of mistakesCan be a workaholic
Has little need for friendsWill lead and organizeStimulates activityExcels in emergenciesWill work for group activityIs usually right
Uses people, dominatesMay be rude or tactlessDecides for othersPossessive, unforgivingToo independent, proudCan’t say “I’m sorry.”
EMOTIONS AT WORK AS A FRIEND
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ExpressiveExpressive (hi A, hi R)(hi A, hi R)
Emotional, demonstrativeLives in the presentTalkative, storytellerGood sense of humorSincere heart, curiousHolds listeners physicallyAlways a child
ExaggeratesEgotisticalNaive and gullibleSeems phony to someWeak-willed, reactiveRestlessFearful
ST
RE
NG
TH
WE
AK
NE
SS
Volunteers for jobsStarts in flashy wayHas energy & enthusiasmThinks up new activitiesCreative and colorfulLooks great on the surfaceCharms others into work
Prefers talk, wastes timeUndisciplinedDecides by feelingsPriorities out of orderForgets obligationsEasily distractedConfidence fades fast
Makes friends easilyAppealing, life of the partyLikes spontaneous activityThrives on complimentsEnvied by othersApologizes quicklyDoesn't hold grudges
Undependable, reactiveHates to be aloneNeeds to be center stageDominates conversationsMakes excusesLooks for creditInterrupts; does not listen
EMOTIONS AT WORK AS A FRIEND
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AmiableAmiable (lo A, hi R)(lo A, hi R)
Low-key personalityQuiet, but wittyCalm, cool and collectedSympathetic and kindPatient and well-balancedEasygoing and relaxedHappily reconciled to life
Keeps emotions hidden Unenthusiastic, shy Indecisive Too compromising Self-righteous Fearful, worried Avoids responsibility
ST
RE
NG
TH
WE
AK
NE
SS
Competent and steadyHas administrative abilityAvoids conflictsFinds the easy wayPeaceful and agreeableMediates problemsGood under pressure
Not goal-orientedLacks self-motivationLazy and carelessPrefers to be a spectatorHard to get movingResents being pushedDiscourages others
Easy to get along withInoffensiveDry sense of humorHas many friendsPleasant and enjoyableGood listenerHas compassion, concern
Stays uninvolvedDampens enthusiasmResists changeIndifferent to plansJudges othersSarcastic and teasingStubborn, awkward
EMOTIONS AT WORK AS A FRIEND
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AnalyticalAnalytical (lo A, lo R)(lo A, lo R)
Deep and thoughtfulSerious and purposefulIdealisticAppreciate of beautySensitivity to othersSelf-sacrificingConscientious
Remembers the negativesEnjoys being hurtToo introspectiveDepressed, even moodyLow self-imageRigidStuffy
ST
RE
NG
TH
WE
AK
NE
SS
Schedule/Detail-orientedOrderly and organizedWants things done rightLikes charts, figures, etcSets high standardsPersistent and thoroughFinishes what he starts
Not people orientedHard to please, rigidToo much time planningPrefers analysis to actionDepressed at imperfectionSelf-DeprecatingDeep need for approval
Makes friends cautiouslyAvoids seeking attentionWill listen to complaintsDeep concern for othersSelf-sacrificingFaithful, devoted, loyalSolves others' problems
Lives through othersHolds back affectionMoralistic, unforgivingIndecisiveCritical of othersAntagonistic and vengefulSelf-centered
EMOTIONS AT WORK AS A FRIEND
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Other TheoriesOther Theories (approx correlation)(approx correlation)
Merrill & Reid
Hippocrates/Galen
Le Haye/Littauer
Jung
Myers-Briggs
Drucker
LIFO System (Atkins)
DISC
Lefton
Analytical
Melancholic
PerfectMelancholic
Thinker
Introvert/Thinker
Thought Man
Conserving-Holding
Compliance
Submissive-Hostile
Amiable
Phlegmatic
PeacefulPhlegmatic
Feeler
Introvert/Feeler
People Man
Supporting-Giving
Steadiness
Submissive-Warm
Driver
Choleric
PowerfulCholeric
Director
Extrovert/Thinker
Action Man
Controlling-Taking
Dominance
Dominant-Hostile
Expressive
Sanguine
PopularSanguine
Intuitor
Extrovert/Feeler
Front Man
Adapting-Dealing
Influencing
Dominant-Warm
* P Bender
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CaveatsCaveats
Style is an explanation, not an excuse
There is no such thing as
Good or Bad Style
Right or Wrong Style
Beware of
Generalities (simplistic stereotyping)
Snap Judgments – avoid them
Just remember:
75% of the world is not in your quarter!
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Determine the style of othersDetermine the style of others
Talking
What they talk about
How they talk
Tone of voice
Pace of speech
Body LanguageCommunication StyleResponsivenessListening Pattern
WorkingStyle
Area
Pace
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Talking: what they talk aboutTalking: what they talk about
I will…
I think…
I want…
I feel…
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
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Talking: the way they talkTalking: the way they talk
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
States, commands
Direct assertion
Enquires
Indirect assertion
States, commands
Direct assertion
Enquires
Indirect assertion
TELL
ASK
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Talking: tone of speechTalking: tone of speech
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Louder
Uses voice to emphasise points
Quieter
Does not vary voice much
Louder
Uses Voice to emphasise points
Gets easily excited
Quieter
Does not vary voice much
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Talking: pace of speechTalking: pace of speech
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Very fast
Moderate Slower
Fast
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Body LanguageBody Language
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Leans forwardLimited or no facial expressionsIntense eye contactDeliberate movements
Leans backLimited or no facial expressionsLimited eye contactLimited gestures
Leans backSome facial expressionsGood eye contactRegular gestures
Leans forwardControlled facial expressionsGood eye contact – at others?Lots of gestures
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Communication StyleCommunication Style
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Direct, to the pointCan be outspokenFormal, business-like
Specific, conciseClear, logicalFormal, bottom-line
Animated, excitableCan come on too strongInformal, casual
Dreamy thoughtsMay seem vagueInformal, casual
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ResponsivenessResponsiveness
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
May appear pushyMore reserved & cautiousCan appear preoccupied
May appear unresponsiveReserved and cautiousCan appear preoccupied
Open and warmAnimated and enthusiasticEnjoys the conversation
FriendlyResponsiveEnjoys the conversation
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Listening PatternListening Pattern
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Can be a poor listenerWants to control conversationMay interruptLikes to summarize
Listens… but may appear asthough they’re not
Good listenerReacts to what you’re sayingCares
ListensReacts to what you’re sayingTalks a lot
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Work StyleWork Style
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Works in priority orderDoes several things at onceIntense, drivenGenerates ideas
Thorough, attentive to detailStep by step proceduresConcentrates on one thing at atime, pensive
Easy going, cooperativeAlways willing to be of serviceGoes with the flowNo strong sense of urgency
Unstructured, likes freedomLots of people interactionMakes lists of people to call &places to go
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Work AreaWork Area
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Functional, organizedWork is in priority order
References are at fingertipsLots of paperWork is in piles
Sentimental mementos andsouvenirsPictures of family and friendsDesk area may appear cluttered
Interesting things, gadgets,novelty itemsGive-aways readily displayed
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Work PaceWork Pace
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Works fast – a whirlwindLikes change
MethodicalSteady stream of workLikes a predictable routine
Slower / rarely in a hurryNeeds time to changeDislikes pressure
FasterBores easilyMoves from one thing to another
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Ascertain your own styleAscertain your own style
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How To Recognize Your Own StyleHow To Recognize Your Own Style
Self-assessmentCharacteristics
Motivations & attitudes; needs & wants
Self-image
Behaviour questionnaire
When all else fails:
ask your family and friends …. they know!
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CharacteristicsCharacteristics
Accurate
Analytical
Consistent
Detail-Oriented
Diligent
Logical
Meticulous
Orderly
Precise
Task-Oriented
Technical
Thorough
Accommodating
Agreeable
Appreciative
Cooperative
Diplomatic
Even-Tempered
Generous
Patient
Sentimental
Supportive
Trusting
Understanding
Animated
Charismatic
Dramatic
Enthusiastic
Lively
Motivating
Optimistic
Outgoing
Popular
Spontaneous
Stimulating
Talkative
Action-Oriented
Adventurous
Authoritative
Candid
Challenging
Competitive
Hard-Driving
Impressive
Powerful
Results-Oriented
Self-Reliant
Strong-Willed
AMIABLE ANALYTICALEXPRESSIVEDRIVER
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DriverDriver (hi A, lo R)(hi A, lo R)
Primary Characteristic [Strength]
Motivated By
Attitude to Goals
Group Role
Needs to
Wants To Be Appreciated for
Likes to be Rewarded with
Go getterAmbitious
Results
Sets many goals
Leader
Be in control
ProductivityMaking an impact
Power
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ExpressiveExpressive (hi A, hi R)(hi A, hi R)
Primary Characteristic [Strength]
Motivated By
Attitude to Goals
Group Role
Needs to
Wants To Be Appreciated for
Likes to be Rewarded with
NetworkerSocialiser
Applause
Goals kill spontaneity
Rapport builder
Be centre of attention
ContributionGiving others opportunities
Recognition
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AmiableAmiable (lo A, hi R)(lo A, hi R)
Primary Characteristic [Strength]
Motivated By
Attitude to Goals
Group Role
Needs to
Wants To Be Appreciated for
Likes to be Rewarded with
PeacemakerBridge builder
Approval
Cautious about commitment
Interpersonal
Feel included
InvolvementBeing considerate of others
Approval
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AnalyticalAnalytical (lo A, lo R)(lo A, lo R)
Primary Characteristic [Strength]
Motivated By
Attitude to Goals
Group Role
Needs to
Wants To Be Appreciated for
Likes to be Rewarded with
Fact finderPragmatist
Activity
Goals must be met on time
Information provider
Be given focus and direction
QualitySound judgement
Responsibility
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Self-imageSelf-image
* P Bender
Merrill & Reid
Other Expressions
True Colours
Bird Symbols
Animal Symbols
Shapes
Analytical
Processor
CognitiveLogistical
Compliance
Gold
Owl
Beaver
square
Amiable
Helper
Interpersonal Supporter
Submission
Blue
Dove
Cocker Spaniel
circle
Driver
Boss
Behavioural Commander
Dominance
Green
Eagle
Lion
triangle
Expressive
Impulsive
AffectiveSocializer
Inducement
Orange
Peacock
Otter
parallelogram
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Behaviour Behaviour Grid (Grid (LiteLite))
DRIVER
AMIABLEANALYTICAL
EXPRESSIVE
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 160
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
ASSERTIVENESS
RESPONSIVENESS
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Plan to accommodate others’ needsPlan to accommodate others’ needs
Murphy’s Law of Thermodynamics:Murphy’s Law of Thermodynamics:“things get worse under pressure”“things get worse under pressure”
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Discomfort Zone
Comfort Zone
PanicZone
• uncertainty• fear
WhatWhat do you fear in a change situation?do you fear in a change situation?
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DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Being taken advantage of
Loss of control
Fears Fears ……..
Being criticised
Quick decisions
Being bored
Rejection
Being alone
Loss of security
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DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Is energisedWill become assertiveSeeks control
Gets over-focused on detailMay withdraw
Worries, so try to avoid hassleKeeps head down, chats to matesSeeks chocolate!
Rises to the challenge at first,but may get stressedMay flip to the dark side!
Under StressUnder Stress
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Under Under ExtremeExtreme Stress Stress
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Will become autocratic
Will withdraw Will submit
Will become offensive orsarcastic
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BEHAVIOUR ZONESBEHAVIOUR ZONES
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
normal
under stress
underextremestress
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WORKING TOGETHERWORKING TOGETHER
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
broadcomfortzones
mutualoverlap
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WORKING - under stressWORKING - under stress
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
reducedcomfortzones
littlemutualoverlap
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WORKING - under extreme stressWORKING - under extreme stress
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
minimalcomfortzones
Disjoint(no overlap)
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CHAMELEON - all things to all peopleCHAMELEON - all things to all people
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
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Treat others as they want to be treatedTreat others as they want to be treated
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Wants …Wants …
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVE
Power
Perfection Peace
Popularity
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Causes of conflictCauses of conflict
DRIVER
ANALYTICAL AMIABLE
EXPRESSIVEPRIORITIES
PRIORITIES
PA
CE
PA
CE
PACE & PRIO
RITIESPACE & PRIORITIES
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DriverDriver (hi A, lo R)(hi A, lo R)
When dealing with…
DO
Focus on the present
Be brief and efficient
Get to the bottom line
Speak in terms of short-termconcrete results
Give them options
Let them feel in control
Stress how the Driver will “win”with your proposition
DON’T
Focus on the long-term
Give too much detail
Be ambiguous
“Beat around the bush”
Get too personal
Get into a control contest
Back down, however, if youbelieve that you are right
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ExpressiveExpressive (hi A, hi R)(hi A, hi R)
When dealing with…
DO
Focus on the future
Illustrate concepts with stories
Seek their ideas, input
Focus on the big picture
Show personal interest andinvolvement
Stimulate their creative impulse
Compliment them
Stress how the Expressive willstand out from others
DON’T
Get straight down to business
Dwell on details
Be impatient with side-trips andcreativity
“Nit-pick”
Be cool and impersonal
Be too serious
Talk down to them
Put down their enthusiasm andexcitement
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AmiableAmiable (lo A, hi R)(lo A, hi R)
When dealing with…
DO
Focus on tradition
Be flexible
Be easy and informal
Be personal and personable
Allow time to “feel good”
Emphasise a team approach
Stress how the Amiable can be“safe”
DON’T
Push for too much detail
Press hard to change things
Hurry them
Push for immediate commitment
Be cool and impersonal
Confront them
Attack
Be dictatorial or autocratic
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AnalyticalAnalytical (lo A, lo R)(lo A, lo R)
When dealing with…
DO
Focus on past, present andfuture
Talk facts
Focus on detail and accuracy
Be logical and well-organised
Tell them exactly what you willdo & when
Allow time to ponder
Stress how the Analytical canbe assured of being “right”
DON’T
Be vague, inconsistent orillogical
Be intolerant of details
Overlook the past
Rush things
Be too personal
Be overly casual
Appear to not be serious
Press for immediate action
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ADAPT - Interpersonal VersatilityADAPT - Interpersonal Versatility
Low Versatility
Concern for self
Reduces tension for self
Narrow interests
Rigidity
Unwilling to adapt
Resistant to feedback
High Versatility
Concern for others
Reduces tension for others
Broad interests
Flexibility
Adapts readily
Open to feedback
Versatility does not come easily - for most, it takes practiceVersatility does not come easily - for most, it takes practice
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ReferencesReferences
The 16 Personality Types, Descriptions for Self-Discoveryby Linda V. Berens & Dario Nardi
Personal Styles and Effective Performance: Make Your Style Work for Youby David W. Merrill & Roger H. Reid
I’m Not Crazy, I’m Just Not You: The Real Meaning of the 16 Personality Typesby Roger R. Pearman & Sarah C. Albritton
Please Understand Me: Character and Temperament Typesby 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 FinerPoints of Othersby Bob Phillips
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