„‚ CONDITIONS THAT HINDER EFFECTIVE COMMUNICATION

A simplified, general approach for each style, regardless of one’s own, is as
follows:
ANALYTICAL
DRIVER
■ Be patient, organized, and logical. ■ Be businesslike, time conscious, and
■ Explain how first.
■ Explain what first.
■ Proceed deliberately.
■ Proceed rapidly.
■ Support the other person’s principles. ■ Support the other person’s results.
■ Talk about documented facts.
■ Talk about immediate facts.
■ Provide deadlines.
■ Provide freedom.
factual.
AMIABLE
EXPRESSIVE
■ Be gentle, specific, and harmonious. ■ Be stimulating, open, and flexible.
■ Explain why first.
■ Explain who first.
■ Proceed softly.
■ Proceed enthusiastically.
■ Support the other person.
■ Support the other person’s intentions.
■ Talk about personal life.
■ Talk about people and opinions.
■ Provide initiative.
■ Provide discipline.
USES OF THE SOCIAL-STYLE APPROACH
The social-style approach can be used to improve relationships in seven areas in the
workplace:
1. Team Composition. In forming a new team, care can be taken to have all four
styles represented if the task must begin with ideas and end with implementation
and evaluation. One particular style can be selected for particular portions of the
task (for example, drivers for implementation).
2. Team Building. A social-style learning activity can be used to aid team members
in understanding complementary and conflicting styles, potential blind spots,
how to adjust to one another, and how to build on the strengths that members
bring to the team.
3. Superior/Subordinate Relationships. The approach can be used from either
vantage point to demonstrate how best to achieve task accomplishment with
different styles. Supervisors and managers can learn how to direct, guide,
support, and reward each style. Subordinates can learn how to enlist help from,
propose ideas to, and win approval from each style.
4. Recruitment. Advertising can appeal to the social style desired for a position by
describing the job in terms that reflect that style’s behavioral preferences.
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The Pfeiffer Library Volume 6, 2nd Edition. Copyright ©1998 Jossey-Bass/Pfeiffer