PeopleSmart in Business eBook - The Platinum Rule

(I) Likely to reserve the expression of own views
8. (I) Tends to react more slowly and deliberately, OR
(D) Tends to react more quickly and spontaneously
9. (I) Likely to respond to risk and change in a more cautious or
predictable manner, OR
(D) Likely to respond to risk and change in a more dynamic or
unpredictable manner
Total number circled: D’s_____ I’s_____
(Directness) (Indirectness)
Open or Guarded
Besides Direct to Indirect behaviors, we’ve also found that people
tend to be either Open or Guarded—the other major dimension that
describes our daily actions. Basically, Directness and Indirectness describe
people’s observable behavior—how others see and hear us behaving.
Th e second behavioral scale explains the motivating goal behind
these daily actions. Why we do the things we do in the way we do
them. When combined, these two scales explain both the tendencies
to reveal our thoughts and feelings plus the degree to which we tend to
support other people’s expressions of their thoughts and feelings.
Is the person more Open?
If he talks with his body, uses more vocal infl ection, makes continual
eye contact, and speaks in terms of feelings, then he’s projecting more
Open than Guarded behaviors. Other Open cues that show greater
responsiveness include animated facial expressions, much hand and
body movement, a fl exible time perspective, and immediate non-verbal
feedback. Open people also like to tell stories and anecdotes and
make personal contact.
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