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Two Underlying Dimensions

Influencing

SteadinessCompliance

Dominance

Active

Passive

Task

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General Characteristics

D

DESCRIPTORS:

Adventuresome

Competitive

Daring

Decisive

Direct

Innovative

Persistent

Problem Solver

Result-oriented

Self-starter

VALUE TO THE TEAM:

Bottom-line organizerForward-lookingChallenge-orientedInitiates activityInnovative

IDEAL ENVIRONMENT:

Freedom from controls,supervision and detailsAn innovative and futuristic-oriented environmentForum to express ideas and viewpointsNon-routine workWork with challenge andopportunity

TENDENCY UNDER STRESS:

DemandingNervyAggressiveEgotistical

POSSIBLE LIMITATIONS:

Overuse of positionSet standards too highLack tact and diplomacyTake on too much, too soon, too fast

EMOTION OF THEHIGH D: Anger

DOMINANCE

(18%)

I am the Conductor Influencing SteadinessCompliance

High “D” (Dominance) Tendencies

Psychological Need:

Predominant Strengths:

Goal Directed To:

Avoidance Goal:

Overextensions:

To direct/dominate others

High ego strength and task oriented

Personal challenges

Being taken advantage of

Impatience

Dominance

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General Characteristics

I

DESCRIPTORS:

Charming

Confident

Convincing

Enthusiastic

Inspiring

Optimistic

Persuasive

Popular

Sociable

Trusting

VALUE TO THE TEAM:

Optimism and enthusiasmCreative problem solvingMotivates others toward goalsTeam playerNegotiates conflicts

IDEAL ENVIRONMENT:

High degree of people contactsFreedom from control and detailFreedom of movementForum for ideas to be heardDemocratic supervisor withwhom he can associate

TENDENCY UNDERSTRESS:

Self-promotingOverly optimisticGabbyUnrealistic

POSSIBLE LIMITATIONS:

Inattentive to detailsBe unrealistic in appraising peopleTrust people indiscriminatelySituational listener

EMOTION OF THEHIGH I: optimism

INFLUENCE

(28%)

I am the Promoter

Dominance Influencing Steadiness Compliance

High “I” (Influencing) Tendencies

Psychological Need:

Predominant Strengths:

Goal Directed To:

Avoidance Goal:

Overextensions:

To interact with others

Optimistic and people-oriented relaters

Social recognition and need to be loved

Social rejection

Disorganization

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General Characteristics

S

DESCRIPTORS:

Amiable

Friendly

Good Listener

Patient

Relaxed

Sincere

Stable

Steady

Team Player

Understanding

STEADINESS

(40%)VALUE TO THE TEAM:

Dependable team playerWork for a leader and a causePatient and empatheticLogical step-wise thinkerService-oriented

IDEAL ENVIRONMENT:

Stable and predictable environmentEnvironment that allows time to changeLong-term work relationshipsLittle conflict between peopleFreedom from restrictive rules

TENDENCY UNDERSTRESS:

Non-demonstrativeUnconcernedHesitantInflexible

Yield to avoid controversyDifficulty in establishing prioritiesDislike of unwarranted change Difficulty dealing with diverse situations

EMOTION OF THEHIGH S: Non-emotional

POSSIBLE LIMITATIONS:

I am the Supporter

Dominance Influencing Steadiness Compliance

High “S” (Steadiness) TendenciesPsychological Need:

Predominant Strengths:

Goal Directed To:

Avoidance Goal:

Overextensions:

To serve others

Team player, loyal, and concrete results-oriented

Traditional practices and harmony

Loss of stability

Possessiveness

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C

DESCRIPTORS:

Accurate

Analytical

Conscientious

Courteous

Diplomatic

Fact-finder

High Standards

Mature

Patient

Precise

Compliance

(14%)VALUE TO THE TEAM:

Maintains high StandardsConscientious and steadyDefines, clarifies, getsinformation and testsObjective – “the anchor of reality”Comprehensive problem solver

IDEAL ENVIRONMENT:

Where critical thinking is neededTechnical work or specialized areasClose relationship with small groupFamiliar work environmentPrivate office or work area

TENDENCY UNDERSTRESS:

PessimisticPickyFussyOverly critical

POSSIBLE LIMITATIONS:

Be defensive when criticizedGet bogged down in detailsBe overly intense for the situation Appear somewhat aloof and cool

EMOTION OF THEHIGH C: Fear

I am the Analyser

Dominance Influencing SteadinessCompliance

High “C” (Compliance) Tendencies

Psychological Need:

Predominant Strengths:

Goal Directed To:

Avoidance Goal:

Overextensions:

To comply with their own high standards

Accuracy and intuitiveness

Correct or proper way

Criticism of their work

Overly critical of themselves and others

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Group Profile

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Influencing

SteadinessCompliance

Dominance

Active

Passive

Task

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People Reading – 3 key steps

1.

2.

3.

People reading guideIs this persons behaviour more…

Outgoing / Direct

Faster pace

More ‘telling’

Louder speech

More inflection

Reserved / Indirect Slower pace

More asking

Softer speech

More monotone

Task / Results focussed Closed posture / Unexpressive / cool face

Feelings unexpressed

Formal

Focuses on ‘What’ and ‘Why’

Priority on logic and results

Person / Relationship focussedOpen Posture /Relaxed / warm face

Feelings expressed

Casual

Focuses on ‘Who’ and ‘How’

Priority on approval and stability

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People reading guideIs this persons behaviour more…

More competitive & Directing (D)Closed posture / Unexpressive / cool face

Feelings unexpressed

Formal

Focuses on ‘What’ ?

Priority on Goals and results

More Talkative & Interactive (i)Open Posture

Animated / warm face

Feelings expressed

Casual

Focuses on ‘Who’?

Priority on people / approval

More Assessing & Thinking (C)Closed Posture

Unexpressive / cool face

Feelings unexpressed

Formal

Focuses on ‘Why’?

Priority on quality and analysis

More Accepting & Doing (S)Open Posture /Relaxed / warm face

Feelings expressed

Casual

Focuses on ‘How’ ?

Priority on co-operation and stability

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