1. Inspiration Communication

2. People are Different

3. Communication Styles Controls Driver Analytical Expressive Amiable
Control Responsive
Ask Assertive
Control Responsive
Tell Assertive
Tell Assertive
Ask Assertive
Expressive
Amiable
Emote Responsive
Tell Assertive
Emote Responsive
Ask Assertive
Emotes

4. A B C Observable Behavior
Traits B
Under-the-Bracket
Behavior
(Say/Do) C
Judgments
Honest
Intelligent
Arrogant
Motivated
Self-Centered
Sincere
Critical
I like him.
He annoys me.
She interests me.
He irritates me.
I distrust her.
I hate him.
I trust him.
Observable Behavior
Say Do
Quiet
Slower-paced
Facially controlled
Monotone voice
Indirect eye contact
Casual posture
Leans back
- Loud
- Faster-paced
- Facially animated
- Inflected voice
- Direct eye contact
- Rigid posture
- Leans forward

5. Assertive Behaviours Verbal behaviours Non-Verbal behaviours
Ask Assertive Tell Assertive
Slower … Pace of Speech … Faster
Less … Quantity of Speech … More
Quieter … Volume of Speech …Louder
ASKS
TELLS
Relaxed … Use of Hands … Directive
Lean Back … Body Posture … Lean Forward
Indirect … Eye Contact … Direct
Ask Assertive Tell Assertive
Non-Verbal behaviours

6. Key Characteristics of the Social Styles
Analytical
Driving
CON TROLS
Need: To Be Right
Need: Results
Orientation: Thinking
Orientation: Action
Growth Action: To Declare
Growth Action: To Listen
ASKS
TELLS
Amiable
Expressive
EMOTES
Need: Personal Security
Need: Personal Approval
Orientation: Relationships
Orientation: Spontaneity
Growth Action: To Initiate
Growth Action: To Check

7. SOCIAL STYLE ModelTM Analytical Driving CONTROLS ASKS TELLS Amiable
Serious
Exacting
Indecisive
Logical
Driving
Independent
Formal
Practical
Dominating
CONTROLS
ASKS
TELLS
Amiable
Dependable
Supportive
Pliable
Open
Expressive
Animated
Forceful
Opinionated
Impulsive
EMOTES

8. Key Characteristics of the Social Styles
Analytical
Driving
CON TROLS
Need: To Be Right
Need: Results
Orientation: Thinking
Orientation: Action
Growth Action: To Declare
Growth Action: To Listen
ASKS
TELLS
Amiable
Expressive
EMOTES
Need: Personal Security
Need: Personal Approval
Orientation: Relationships
Orientation: Spontaneity
Growth Action: To Initiate
Growth Action: To Check

9. Versatility Low High Versatility Versatility W X Y Z
Behaviours
Seen as
Focusing on
My Tension
Behaviours
Seen as
Focusing on
Others’ Tension W X Y Z
Low
Versatility
High
Versatility
Versatility — A measure of the level of social endorsement accorded to an individual by others.