PeopleSmart in Business eBook - The Platinum Rule

Th e second participant speaks with a soft voice, requests clarifi cation,
and hesitates before starting the seminar. All these clues add up
to an Indirect behavior pattern (Cautious Th inker or Steady Relater).
He volunteers information about personal feelings and gives rapid
feedback with his sigh and comments. Th ese are Open characteristics.
Th is person shows a Steady Relater style.
Participant number three demonstrates Directness through his
speed of response, fast movements, and high quantity of conversation
(Dominant Director or Interacting Socializer). He also shows Open
behaviors by telling stories and responding quickly. Th ese are traits of
the Interacting Socializer.
How Will You Know a Dominant Director
When You See One?
At the offi ce
When entering Dominant Directors’ offi ces, look around. Th e overall
tone suggests authority and control. Th eir desks may be covered with
projects and papers, stacked in neat piles. Both their in- and out-baskets
typically bulge with busywork. Th ey tend to surround themselves
with trophies, awards, and other evidence of personal achievement.
Virtually everything about the place suggests hustle, bustle, formality,
and power. Th is type is the one that oft en favors a large chair behind
a massive authority structure known as a power desk. Besides nonverbally
announcing, “I’m important,” the desk separates them from
visitors, literally keeping them at a distance.
Notice the walls
Th e walls may include diplomas, commendations, and other evidence
of success. One wall may have a large planning sheet or calendar
on it . . . the better to juggle with, my dear. If Dominant Directors
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