Drivers
- Strong-willed
- Independent
- Decisive
- Efficient
- Demanding
- Severe
- Tough
- Dominating
A Driver
- Exerts maximum effort to control
- Minimizes concern for caution in relationships
- Works in present time frame
- Takes direct action
- Tends to reject inaction
Working with Drivers
- Be clear, specific, brief, and to the point
- Stick to business
- Ask specific questions
- Don’t waste their time
- Don’t make decisions for them
- Don’t try to persuade by personal means
- Tends to reject inaction
Expressives
- Enthusiastic
- Generous
- Confident
- Optimistic
- Manipulative
- Excitable
- Undisciplined
- Impulsive
An Expressive
- Maximizes efforts to involve
- Has minimal concern for routine
- Works in a future time frame
- Takes impulsive action
- Tends to reject isolation
Working with Expressives
- Leave time for relating and socializing
- Talk about people and their goals
- Ask for opinions and ideas
- Don’t be cold or tight-lipped
- Don’t “dream” with them or you’ll waste time
Amiables
- Supportive
- Respectful
- Loyal
- Dependable
- Organized
- Conforming
- Unsure
- Pliable
- Dependent
An Amiable
- Is unhurried
- Maximizes efforts to relate to others
- Has minimal concern for effecting change
- Works in the present time frame
- Provides supportive action
- Tends to reject conflict
Working with Amiables
- Start, however briefly, with a personal comment
- Show sincere interest in them as people
- Ask questions to draw out their goals
- Use a non-threatening approach
- Don’t manipulate them into agreeing because they probably won’t fight back
Analyticals
- Industrious
- Persistent
- Serious
- Accurate
- Logical
- Critical
- Indecisive
- Cautious
- Perfectionist
An Analytic
- Reacts slowly
- Maximizes effort to organize
- Has minimal concern for relationships
- Works in a historical time frame
- Is cautious with action
- Tends to reject involvement
Working with Analytics
- Prepare your case in advance
- Stick to business
- Don’t use someone’s opinion as evidence
- Use a scheduled approach to implementing action—avoid surprises!
- Don’t be disorganized or messy
Tendencies and Priorities of Each Work Style
Ask
Task
Analyticals
- Work carefully and alone
- Impress others with precision and knowledge
Drivers
- Work quickly and alone
- Impress others with individual effort
Amiables
- Work slowly and with the team
- Get along as integral members of group
Expressives
- Work quickly and with others
- Get along as exciting members of group
Relationships
Tells
Potentials for Maximum Conflict + Suggestions for how to Avoid Conflict
Ask
Task
Drivers
- Work quickly and alone
- Impress others with individual effort
Amiables
- Work slowly and with the team
- Get along as integral members of group
Relationships
Tells
Ask
Task
Analyticals
- Tend to avoid
- Need to declare
Expressives
- Tend to attack
- Need to check
Relationships
Tells