Presentation on theme: "Social Styles Raising self awareness and enhancing your influence"— Presentation transcript:
1Social Styles Raising self awareness and enhancing your influence Professor Robert BontempoColumbia University Graduate School of Business
2ASSERTIVENESS - is a measure of the degree to which you see yourself as tending to ask or as tending to tell as you interact with others..
3ASK ASSERTIVE TELL ASSERTIVE cautious and reserved about sharing opinions;questioning;low-key, quietTELL ASSERTIVEopinionated,forceful; makesstatements anddeclarations;directs actionsof others
4Assertiveness ME ASKS TELLS Ask Assertive Slower pace Fewer Statements Quieter VolumeNon-Directive/Relaxed Use of HandsLeans BackIndirect Eye ContactTell AssertiveFaster PaceMore statementsLouder VolumeDirective Use of Hands/Points for EmphasisLeans forwardDirect Eye Contact
5RESPONSIVENESS - is a measure of the degree to which you see yourself as tending to control - i.e. keep your feelings and emotions inside - or, it is the degree to which you emote - i.e. outward display your feelings and emotions with others.
6CONTROL EMOTE focus on ideas, things, data and tasks; tend not to sharefeelings publiclyEMOTEreadily shares feelings;expresses anger, joyhappiness, hurt feelings
7Responsiveness More Controlling Monotone Task Subjects Facts/Data Less Use of HandsRigid PostureControlled Facial ExpressionsCONTROLSMore EmotingInflectionsPeople SubjectsOpinions/StoriesMore Use of HandsCasual PostureAnimated Facial ExpressionsMEEMOTES
12More Telling + More Controlled Behavior Driving StyleMore Telling + More Controlled BehaviorCONTROLASK ASSERTIVETELL ASSERTIVEEMOTEPresent time frameDirect actionTends to avoidinactionSwift actionMaximum effort to controlMinimum concern forcaution in relationships
13More Telling + More Emoting Behavior Expressive StyleMore Telling + More Emoting BehaviorCONTROLASK ASSERTIVETELL ASSERTIVEEMOTEFuture time frameImpulsive actionTends to avoidisolationRapid actionMaximum effort to involveMinimum concern forroutine
14More Asking + More Emoting Behavior Amiable StyleMore Asking + More Emoting BehaviorCONTROLASK ASSERTIVETELL ASSERTIVEEMOTEPresent time frameSupportive actionTends to avoidconflictUnhurried actionMaximum effort to relateMinimum concern foraffecting change
15More Asking + More Controlled Behavior Analytical StyleMore Asking + More Controlled BehaviorCONTROLASK ASSERTIVETELL ASSERTIVEEMOTEHistorical time frameCautious actionTends to avoidpersonal involvementSlow actionMaximum effort to organizeMinimum concern forrelationships
17Style Risk Advice Analytical Amiable Expressive Driver Inflexible, nit pickingDecide, take a standAmiableConforming, permissiveSet/achieve goals, challenge others to do their bestExpressiveOverbearing, unrealisticRestrain yourselfDriverDomineering, unfeelingListen to others
18Analytical Driver Amiable Expressive DECISION MAKING Uses Facts Historical EvidenceData, and ExperienceRelationship BasedTrust and ReassuranceCost Benefit AnalysisPushing to ConclusionVivid DramaticTestimonyDECISION MAKINGUses FactsAvoids RisksTakes RisksUses OpinionsReference: Williams and Miller (2002). Change the Way You Persuade, HBR.