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The following chart shows the typical personality types and how leaders can influence them. People are more complex and these are just general tendencies that do not apply with every person. Also, depending on the person’s life stage, they may have moved from their primary and backup type to develop their other two types (typically in middle age). This table can provide ideas, but with people there are no formulas that work all the time.

Behavioral Style Summary
LabelsD (red)I (yellow)S (white)C (blue)
BehaviorDirect and Self-
Contained
Direct and OpenIndirect and OpenIndirect and Self-
Contained
EmphasisDominance: Shaping the environment by overcoming opposition to get resultsInfluencing Others: Shaping the environment by forming alliances to get resultsSteadiness: Cooperating with others to carry out the taskCompliance: Working with existing circumstances to promote quality in products or services
ThemeNotice My AccomplishmentsNotice MeNotice How Well Liked I AmNotice My Efficiency
PaceFastFastSlow and easy, relaxedSlow, steady, methodical
PriorityThe taskRelationshipsRelationshipsThe task
FocusResultsInteraction, Dynamics of relationshipsBuilding trust and getting acquaintedThe details, the process
IrritationWasting time, touchy-feely behavior that blocks action/resultsBoring tasks, being alonePushy, aggressive behaviorSurprises, unpredictability
Behavior when AngryAutocraticAttackingAcquiescingAvoiding
Make effort to be:EfficientInterestingCooperativeAccurate
For DecisionsGive options and probabilitiesGive incentives & testimonialsGive guarantees and reassurancesGive facts, details, & documentation
They QuestionWhat it does & by whenWho else uses itHow it will affect personal circumstancesHow it works, how you reach your conclusions
SpecialtyBeing in controlSocializingSupportProcesses, systems
For SecurityRelies on being in controlRelies on flexibilityRelies on close relationshipsRelies on preparation
Let them saveTimeEffortRelationshipsFace
For AcceptanceDepends on leadership skills, strives to be a winnerDepends on playfulnessDepends on conformity, loyalty and helpful nature ("to have friends, be a friend")Openly show concern and appreciation of others
Needs climate thatRespondsCollaboratesProcessesDescribes
Support theirConclusions & ActionsVisions & IntuitionsRelationships & FeelingsPrinciples & Thinking
Measures personal worth byResults, track record, powerAcknowledgement, recognition, applauseAttention from othersPrecision, accuracy, and progress
Follow-up withResultsAttentionSupportService
For Growth needs to ListenCheckInitiateDecide
To be more flexible, needs to practice active-listening; pace self to project a more relaxed image; develop patience, humility, & sensitivity (concern for others' needs); use more caution; verbalize reasons for conclusions; identify with a group; be aware of existing sanctionscontrol time & emotions; develop an objective mindset; spend more time checking, verifying, specifying, organizing; Follow-thru; concentrate on the task; take a more logical approachSay "no" occasionally; Attend to completion of tasks without oversensitivity to others feelings; Be willing to reach beyond their comfort zone; take risks; Delegate to othersOccasionally try shortcuts & time savers; Try to adjust more readily to change and disorganization; Work on timely decision-making and initiating new projects; Compromise with the opposition; State unpopular decisions; Use policies as guidelines only
Sign on Desk might read:Do it now!Why Not?My space is your space!Put it in Writing!
Environmental CluesDecor suggests power and control; Seating arrangement is closed, formal, non-contact, positioned for powerLikes contact: may move to new seat when talking to you; Decor is open, airy, friendlySeating is open, informal, conducive to building relationships; Decor is relaxed, open, soothing; Walls may contain personal slogans, serene pictures, or momentosDecor is functional and working; Seating arrangement suggests formality and non-contact; Walls may contain charts, graphs, or pictures pertaining to job
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KW Lanham


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