DriverDriver{Perceived as the {Perceived as the DoerDoer}}

Positive perceptionsPositive perceptions• Strong willedStrong willed• independentindependent• PracticalPractical• DecisiveDecisive• efficientefficient

Negative perceptionsNegative perceptions• PushyPushy• SevereSevere• ToughTough• DominatingDominating• HarshHarsh

Driver Behaviors Driver Behaviors

Verbal/VocalVerbal/Vocal• FasterFaster• More statementsMore statements• LouderLouder• MonotoneMonotone• Focuses on taskFocuses on task• Uses facts/dataUses facts/data

Non-VerbalNon-Verbal• Pointing at othersPointing at others• Leans forward to Leans forward to

make a pointmake a point• Direct eye contactDirect eye contact• Closed handsClosed hands• Rigid postureRigid posture• Controlled facial Controlled facial

expressionexpression

Driver Recognized byDriver Recognized by

Swift reaction timeSwift reaction time Maximum effort to controlMaximum effort to control Minimum concern for caution in Minimum concern for caution in

relationshipsrelationships Present time framePresent time frame Direct actionDirect action Tendency to reject inactionTendency to reject inaction Need for control/results/achievementNeed for control/results/achievement

DriverDriver

““Command Specialist”Command Specialist”

Stress reaction Stress reaction ► Autocratic Power► Autocratic Power

Growth action ► ListenGrowth action ► Listen

ExpressiveExpressive{Perceived as the {Perceived as the IntuitorIntuitor}}

Positive Positive perceptionsperceptions• AmbitiousAmbitious• StimulatingStimulating• EnthusiasticEnthusiastic• DramaticDramatic• friendlyfriendly

Negative Negative perceptionsperceptions• ManipulativeManipulative• ExcitableExcitable• Undisciplined Undisciplined • ReactingReacting• egotisticalegotistical

Expressive BehaviorsExpressive Behaviors

Verbal/VocalVerbal/Vocal• FasterFaster• More statementsMore statements• LouderLouder• Voice inflectionVoice inflection• Focuses on peopleFocuses on people• Uses opinion/storiesUses opinion/stories

Non-VerbalNon-Verbal• Points at othersPoints at others• Leans forward to Leans forward to

make pointsmake points• Direct eye contactDirect eye contact• Open palmsOpen palms• Casual postureCasual posture• Animated Animated

expressionexpression

Expressives recognized byExpressives recognized by

Rapid reaction timeRapid reaction time Maximum effort to involveMaximum effort to involve Minimum concern for routineMinimum concern for routine Future time frameFuture time frame Impulsive actionImpulsive action Tendency to reject isolation Tendency to reject isolation Need for excitement/personal Need for excitement/personal

approach/acceptanceapproach/acceptance

ExpressiveExpressive

““Social Recognition Specialist”Social Recognition Specialist”

Stress reaction Stress reaction ► personal attack► personal attack

Growth action ► checkGrowth action ► check

AmiableAmiable {Perceived as the {Perceived as the SenserSenser}}

Positive Positive perceptionsperceptions• SupportiveSupportive• RespectfulRespectful• WillingWilling• DependableDependable• Agreeable Agreeable

Negative Negative perceptionsperceptions• ConformingConforming• UnsureUnsure• PliablePliable• DependentDependent• Awkward Awkward

Amiable BehaviorsAmiable Behaviors

Verbal/VocalVerbal/Vocal• SlowerSlower• Fewer statementsFewer statements• Softer Softer • Vocal inflectionVocal inflection• Focuses on peopleFocuses on people• Uses Uses

opinions/storiesopinions/stories

Non-VerbalNon-Verbal• Hands relaxed or Hands relaxed or

cuppedcupped• Leans back while Leans back while

talkingtalking• Indirect eye contactIndirect eye contact• Open palmsOpen palms• Casual postureCasual posture• Animated Animated

expressionexpression

Amiables recognized byAmiables recognized by

Unhurried reaction timeUnhurried reaction time Maximum effort to relateMaximum effort to relate Minimum concern for effecting Minimum concern for effecting

changechange Present time framePresent time frame Supportive actionSupportive action Tendency to reject conflictTendency to reject conflict Need for cooperation/personal Need for cooperation/personal

security/acceptancesecurity/acceptance

AmiablesAmiables

““Relationship Specialist”Relationship Specialist”

Stress reaction Stress reaction ► compliance► compliance

Growth action ► initiateGrowth action ► initiate

AnalyticalAnalytical {Perceived as the {Perceived as the ThinkerThinker}}

Positive Positive perceptionsperceptions• IndustriousIndustrious• PersistentPersistent• SeriousSerious• ExactingExacting• Orderly Orderly

Negative Negative perceptionsperceptions• CriticalCritical• IndecisiveIndecisive• StuffyStuffy• PickyPicky• Moralistic Moralistic

Analytic BehaviorsAnalytic Behaviors

Verbal/VocalVerbal/Vocal• SlowerSlower• Fewer statementsFewer statements• SofterSofter• MonotoneMonotone• Focuses on taskFocuses on task• Uses facts/dataUses facts/data

Non-VerbalNon-Verbal• Hands relaxed or Hands relaxed or

cuppedcupped• Leans back while Leans back while

talkingtalking• Indirect eye contactIndirect eye contact• Controlled facial Controlled facial

expressionexpression

Analytics recognized byAnalytics recognized by

Slow reaction timeSlow reaction time Maximum effort to organizeMaximum effort to organize Minimum concern for relationshipsMinimum concern for relationships Historical time frameHistorical time frame Cautious actionCautious action Tendency to reject involvementTendency to reject involvement Need for accuracy/being right/ Need for accuracy/being right/

achievementachievement

AnalyticsAnalytics

““Technical Specialist”Technical Specialist”

Stress reaction Stress reaction ► avoidance► avoidance

Growth action ► declareGrowth action ► declare

Mix It UpMix It Up

How should each personality relate How should each personality relate to another?to another?

The Driver PersonalityThe Driver Personality

Other Drivers perceive you asOther Drivers perceive you as

Action—OrientedAction—Oriented In a hurry, quick & In a hurry, quick &

decisivedecisive Bossy and Bossy and

commandingcommanding EfficientEfficient StubbornStubborn DisciplinedDisciplined

ToughTough IndependentIndependent SecretiveSecretive LogicalLogical Non-listeningNon-listening Unfeeling Unfeeling

To Work To Work BetterBetter with other with other DriversDrivers

1.1. Agree in advance on specific goalsAgree in advance on specific goals

2.2. Provide freedom to work within Provide freedom to work within predetermined limits.predetermined limits.

An unproductive deadlock can occur when An unproductive deadlock can occur when there is too much dominance and no there is too much dominance and no allowance for independence and allowance for independence and individuality.individuality.

Drivers, Drivers, ExpressivesExpressives relate to relate to youryour

AccomplishmentsAccomplishments IndependenceIndependence decisivenessdecisiveness

BUT question yourBUT question your

Coldness Coldness Lack of playfulnessLack of playfulness Critical natureCritical nature Discipline Discipline

Drivers, to work Drivers, to work BetterBetter with with ExpressivesExpressives

1.1. Be more open about yourself, Be more open about yourself, feelings, and opinionsfeelings, and opinions

2.2. Relax time constraints within Relax time constraints within structure; provide incentivesstructure; provide incentives

3.3. Provide public recognition for Provide public recognition for accomplishments (let them win in accomplishments (let them win in front of others) front of others)

Drivers, Drivers, AmiablesAmiables relate to your relate to your

EfficiencyEfficiency Discipline Discipline

BUT question yourBUT question your Lack of feelingLack of feeling Tough mindednessTough mindedness Bottom line orientationBottom line orientation Impatience Impatience

Drivers, to work Drivers, to work BetterBetter with with AmiablesAmiables

1.1. Show concern for them and their families Show concern for them and their families and interests.and interests.

2.2. Slow down and provide details and Slow down and provide details and specifics about how to accomplish specifics about how to accomplish objectives.objectives.

3.3. Support efforts and accomplishment with Support efforts and accomplishment with personal attentionpersonal attention

Working with Amiables requires you to Working with Amiables requires you to exercise your versatility.exercise your versatility.

Drivers, Drivers, AnalyticsAnalytics relate to your relate to your

EfficiencyEfficiency LogicLogic Command of data and task orientationCommand of data and task orientation

BUT question yourBUT question your

HasteHaste BossinessBossiness Risk takingRisk taking

Drivers, to work Drivers, to work BetterBetter with with AnalyticsAnalytics

1.1. Bring them detailed facts and logic Bring them detailed facts and logic in writing.in writing.

2.2. Be patient while they evaluate and Be patient while they evaluate and check accuracy of the data.check accuracy of the data.

3.3. Help them to reach conclusions by Help them to reach conclusions by encouraging them to set deadlines encouraging them to set deadlines after you have provided time for after you have provided time for review.review.

The Expressive The Expressive PersonalityPersonality

Other Expressives perceive you Other Expressives perceive you asas

Outgoing Outgoing EnthusiasticEnthusiastic WarmWarm Opinionated Opinionated TalkativeTalkative IntuitiveIntuitive Emotional Emotional

StimulatingStimulating ImaginativeImaginative ImpulsiveImpulsive ExcitableExcitable Loud and flashyLoud and flashy DramaticDramatic Personable Personable

To Work To Work BetterBetter with other with other ExpressivesExpressives

Provide the discipline in this Provide the discipline in this relationship, or all the fun and relationship, or all the fun and creativity may accomplish nothing.creativity may accomplish nothing.

Keep on track and emphasize the Keep on track and emphasize the basics, allow carefully limited basics, allow carefully limited experimentation as a reward for experimentation as a reward for results. results.

Expressives, Expressives, DriversDrivers relate to relate to youryour

Outgoing , imaginative competitive, Outgoing , imaginative competitive, and personable aspectsand personable aspects

BUT question yourBUT question your Rah-rah, demonstrative, impulsive, Rah-rah, demonstrative, impulsive,

emotional sideemotional side

Expressives, to work Expressives, to work BetterBetter with Driverswith Drivers

1.1. Back up your enthusiasm with Back up your enthusiasm with actual results; demonstrate that actual results; demonstrate that your ideas work.your ideas work.

2.2. Be on time and keep within agreed Be on time and keep within agreed on limits; provide materials on limits; provide materials promptly.promptly.

3.3. Provide choices of action whenever Provide choices of action whenever possible and let the drivers select possible and let the drivers select the course of action.the course of action.

Expressives, Expressives, AmiablesAmiables relate to relate to youryour

Warmth, enthusiasm, and stimulating Warmth, enthusiasm, and stimulating & personable nature.& personable nature.

BUT question yourBUT question your Outgoing, loud, dramatic and Outgoing, loud, dramatic and

impulsive side.impulsive side.

Expressives, to work Expressives, to work BetterBetter with Amiableswith Amiables

1.1. Slow down the pace and volume; Slow down the pace and volume; allow time to build a relationship.allow time to build a relationship.

2.2. Work on one item at a time, in Work on one item at a time, in detail; avoid the confusion of too detail; avoid the confusion of too many tasks or ideas at one time.many tasks or ideas at one time.

3.3. Encourage suggestions, Encourage suggestions, participation in team activities, and participation in team activities, and supportive roles.supportive roles.

Expressives, Expressives, AnalyticsAnalytics relate to relate to youryour

Imaginative, stimulating, and Imaginative, stimulating, and thought provoking nature.thought provoking nature.

BUT question yourBUT question your Ability to perform as stated , follow Ability to perform as stated , follow

through, and your flashy, loud, through, and your flashy, loud, emotional side.emotional side.

Expressives, to work Expressives, to work BetterBetter with Analyticswith Analytics

1.1. Talk about facts, not opinions, and break Talk about facts, not opinions, and break down component parts, preferably in down component parts, preferably in writing.writing.

2.2. Back up your facts with proof from Back up your facts with proof from authoritative sources.authoritative sources.

3.3. Be quietly patient while they discover Be quietly patient while they discover what you already know.what you already know.

Working with Analytics requires you to Working with Analytics requires you to exercise your versatility.exercise your versatility.

The Amiable PersonalityThe Amiable Personality

Other Amiables perceive you asOther Amiables perceive you as

SupportiveSupportive QuietQuiet FriendlyFriendly ShyShy RetiringRetiring Learn orientedLearn oriented HelpfulHelpful

Slow to actSlow to act Non-threateningNon-threatening Soft heartedSoft hearted EasygoingEasygoing ComplyingComplying Responsive Responsive

Amiables, to work Amiables, to work BetterBetter with with AmiablesAmiables

Be hard nosed, insistent, and Be hard nosed, insistent, and directivedirective (an uncomfortable role, but (an uncomfortable role, but necessary in this situation).necessary in this situation).

Otherwise, it is likely that no one will Otherwise, it is likely that no one will take the necessary initiative, and the take the necessary initiative, and the end result will be unsatisfactory.end result will be unsatisfactory.

Amiables, Amiables, DriversDrivers relate to your relate to your

Supportive, helpful, team oriented, Supportive, helpful, team oriented, and careful natureand careful nature

BUT question yourBUT question your Lack of initiative , need for detail, Lack of initiative , need for detail,

small thinking and your responsive small thinking and your responsive side.side.

Amiables, to work Amiables, to work BetterBetter with with DriversDrivers

1.1. Be businesslike; let them tell you how to Be businesslike; let them tell you how to help what they want.help what they want.

2.2. Do not try to build a relationship or Do not try to build a relationship or friendship.friendship.

3.3. Stay on schedule, stick to the agenda, Stay on schedule, stick to the agenda, provide factual summaries.provide factual summaries.

4.4. Let them make decisions based on Let them make decisions based on options you provide.options you provide.

♦ ♦ Working with Drivers requires you to Working with Drivers requires you to exercise your versatility.exercise your versatility.

Amiables, Amiables, ExpressivesExpressives relate to relate to youryour

Supportive, friendly, responsive and Supportive, friendly, responsive and helpful characteristicshelpful characteristics

BUT question yourBUT question your Slowness to act and your careful, Slowness to act and your careful,

complying, non-competitive stance.complying, non-competitive stance.

Amiables, to work Amiables, to work BetterBetter with with ExpressiveExpressive

1.1. Try to bring them definite opinions Try to bring them definite opinions back by third-party endorsement; to back by third-party endorsement; to not waiver.not waiver.

2.2. Publicly recognize and praise their Publicly recognize and praise their accomplishments.accomplishments.

3.3. Stand your ground when challenged Stand your ground when challenged about rules and previously about rules and previously established procedures.established procedures.

Amiables, Amiables, AnalyticsAnalytics relate to relate to youryour

Cooperative, careful, quiet, Cooperative, careful, quiet, thoughtful and willing waysthoughtful and willing ways

BUT question yourBUT question your Soft-hearted, easygoing nature, Soft-hearted, easygoing nature,

emotional responses, and emotional responses, and compliance with otherscompliance with others

Amiables, to work Amiables, to work BetterBetter with with AnalyticsAnalytics

1.1. Stress the need for facts and data rather Stress the need for facts and data rather than emotions to build a case; let them than emotions to build a case; let them do the work-up with a time limit.do the work-up with a time limit.

2.2. Provide added opportunity for class work Provide added opportunity for class work and study in return for meeting activity and study in return for meeting activity standards.standards.

3.3. Build confidence in the relationship Build confidence in the relationship through demonstrated technical through demonstrated technical competence. competence.

The Analytic PersonalityThe Analytic Personality

Other Analytics perceive you asOther Analytics perceive you as

ThoughtfulThoughtful Wanting more factsWanting more facts ConservativeConservative QuietQuiet CriticalCritical Logical Logical Cool toward othersCool toward others

ThoroughThorough CooperativeCooperative DistantDistant ReservedReserved Stern Stern Austere Austere

To work To work BetterBetter with other with other AnalyticsAnalytics

Recognize the need for making time Recognize the need for making time tables and for reaching decisions.tables and for reaching decisions.

Reinforcing one another’s desire for Reinforcing one another’s desire for more information may form a self-more information may form a self-perpetuating cycle that does not perpetuating cycle that does not produce results.produce results.

Analytics, Analytics, DriversDrivers relate to your relate to your

Logic, command of data, accuracy, Logic, command of data, accuracy, dependabilitydependability

BUT question yourBUT question your Over abundance of facts and lack of Over abundance of facts and lack of

risk taking.risk taking.

Analytics, to work Analytics, to work BetterBetter with with DriversDrivers

1.1. Summarize the facts and various Summarize the facts and various outcomes; let them decide.outcomes; let them decide.

2.2. Depend on self discipline rather Depend on self discipline rather than on excessive reports or precise than on excessive reports or precise instructions.instructions.

3.3. Recognize results with monetary Recognize results with monetary rewards. rewards.

Analytics, Analytics, ExpressivesExpressives relate to relate to youryour

Cooperativeness and dependabilityCooperativeness and dependability

BUT question yourBUT question your Dependency on facts, criticalness, Dependency on facts, criticalness,

stuffy nature, impersonal approach stuffy nature, impersonal approach and lack of fun.and lack of fun.

Analytics, to work Analytics, to work BetterBetter with with ExpressivesExpressives

1.1. Spend informal time with them.Spend informal time with them.

2.2. Recognize their need for package Recognize their need for package sales, incentives, contests.sales, incentives, contests.

3.3. Ask for their opinions and input on a Ask for their opinions and input on a non-critical accepting basis.non-critical accepting basis.

♦♦ Working with Expressives requires Working with Expressives requires you to exercise your versatility.you to exercise your versatility.

Analytics, Analytics, AmiablesAmiables relate to relate to youryour

Cooperative and conservative Cooperative and conservative nature, accuracy, patiencenature, accuracy, patience

BUT question yourBUT question your Lack of warmth and close Lack of warmth and close

relationships, and your dependency relationships, and your dependency on figures.on figures.

Analytics, to work Analytics, to work BetterBetter with with AmiablesAmiables

1.1. Show your interest in them as Show your interest in them as people rather than as workers.people rather than as workers.

2.2. Use their skills as mediators to build Use their skills as mediators to build relationships inside the relationships inside the organization.organization.

3.3. Help them to perceive the big Help them to perceive the big picture and how they relate to it.picture and how they relate to it.

Apply Methods for Working Apply Methods for Working Together SuccessfullyTogether Successfully