Becoming an effective leader

Outcome 2

2.1 - Review own ability to set direction and communicate this to others

Influence and Persuasion & Personality Types​

For those of you that prefer to read rather than watch:

A social style is a pattern of behaviour that is more dominant in an individual than others.

If we are able to recognise social styles then we are able to identify a person’s preferences and utilise these preferences in terms of persuasion.

It is important to point out right from the start that’s no one style is better than an another and we have a combination of all styles but there tends to be a dominant one.

It should also be highlighted that our perception and view of things is not necessarily the right view. It is just a view. There is a nice saying from NLP that suggests “The map is not the territory”

The four types identified are expressive amiable driver and analysts.  The four styles are described as traits and against assertiveness and responsiveness.

Firstly will describe the social styles in turn.

Amiable’s have a need to cooperate and will have a tendency to avoid conflict.  They value personal relationships and prefer to work in a team effort to solve a problem rather than individually.  They are what we often refer to as people orientated.  Amiable’s like to be appreciated and may well measure their personal worth by their degree of compatibility with others and the depth of their relationships.  When attempting to influence Amiable’s is important to support their feelings and show how your ideas for your suggestions will support and a line with their own personal circumstances.  Be open to discussing personal issues can offer personal commitment but avoid higher risk suggestions.

In terms of assertive and responsiveness Amiable’s will tend to be less assertive more responsive to people.

Expressives tend to like to interact in quite a fast and spontaneous manner and like to encourage an atmosphere flexibility.  They may be irritated by routine and like to be acknowledged and recognised for their ideas as they tend to be ideal orientated.  They may be focused on people rather than tasks.  When attempting to influence expressives it is important to give and get ideas with them and they may respond well to compliments and a friendly approach.  Summarise main points and use of stories can help them stay focused on the bigger picture.

In terms of assertiveness and responsiveness expressives would tend to be more assertive and more people orientated more responsive.

 

Drivers tend to be more business like and formal.  They put task ahead of people, are decisive and have a preference for control.  They like to get to the points and are irritated by indecision and what they see as inefficiency.  There will measure their self worth by the results and track record.  They respond well to facts and data.  When working with drivers it is important to demonstrate how what is being proposed will support their goals and is backed up with what’s when’s and hows.  Focus on results and provide options or choices to give them a sense of control.

In terms of assertiveness and responsiveness drivers will be more assertive and less responsive to people more task orientated.

 

Analyticals tend to focus on the job in hand and the processes to achieve it.  Tend to be systematic are measured in their approach and they prefer preparation and careful logic.  They like to be correct and avoid embarrassment and are irritated by unpredictability.  They may measure their sense of self worth by the degree of precision and accuracy they achieve.  When attempting to influence Analyticals it is important and your ideas and suggestions have been thoroughly researched and can be supported by facts and figures to ensure the Analyticals credibility is intact.  Be careful not to challenge their knowledge or point of view.  Provide fax and communicate pros and cons in an organized way.

In terms of assertiveness and responsiveness analysts would tend to be less assertive and less responsive so more task orientated.

 

Now you can see in the table some of the behaviours that will create difficulties with the different social styles and some of your behaviours the will help your interaction.

 

Amiable’s

KEY FACTOR

‘FRIENDSHIP’

MOTIVATORS

ACCEPTANCE

RECOGNITION OF FEELINGS

JOB SATISFACTION

SECURITY & SAFETY

LOVE

 

Expressives

KEY FACTOR

‘FUN’

MOTIVATORS FUN & ENJOYMENT

INDEPENDENCE

POWER & AUTHORITY

PRESTIGE & STATUS

MATERIAL COMFORT

 

Drivers

KEY FACTOR

‘RESULTS’

MOTIVATORS

INDEPENDENCE

POWER & AUTHORITY

PRESTIGE & STATUS

RESULTS

WEALTH

 

 

Analyticals

KEY FACTOR

‘PRECISION’

MOTIVATORS

JOB SATISFACTION

RECOGNITION OF EXPERTISE

APPROVAL

PERFECTION & CORRECTNESS

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