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Chapter 7 “Building Effective Interpersonal Relationships”

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Presentation on theme: "Chapter 7 “Building Effective Interpersonal Relationships”"— Presentation transcript:

1 Chapter 7 “Building Effective Interpersonal Relationships”

2 “Personal Style in Interpersonal Relationships”
Section 2 “Personal Style in Interpersonal Relationships”

3 Dominant

4 Dominant 15 % of population Behaviors Fast paced/task oriented
Considered “mover/shaker” – gets things done Will do whatever is necessary to overcome obstacles Skilled at providing direction to others Sought as leaders Will delegate to those deemed competent

5 Dominant Speaks Direct and to the point Can be blunt and critical
Can be sarcastic Gives instruction for big picture but omits details to be accomplished before project can begin Inspires others but may be overly optimistic

6 Dominant Speaks 6. Doesn’t hide accomplishments and may be self-centered 7. Will escalate conflict 8. Can be manipulative to get results 9. Will close off communication when highly stressed 10. Sometimes needs to be confronted to get attention 11. You may have to push back to get respect

7 Dominant Listens Not patient; seldom seeks opinions
Wants brief answers Wants bottom line first – reasons second Asks if they want more detail Is more interested in task information than people issues

8 Dominant How to speak to dominates
Provide brief, direct, to-the-point answers Ask “what” not “how” questions Stick to business; outline possibilities to get results, solve problems or be in charge Stress logic of ideas or approaches

9 Dominant How to talk to dominate Agree with facts or ideas, not person
Provide facts, figures about probability of success or effectiveness of options Show how they will reach goals

10 Influencing

11 Influencing 15% of population Behaviors Fast paced/people oriented
Has an interactor style Tends to be extroverted, enthusiastic, outgoing, spontaneous and optimistic Appear stylish

12 Influencing Behaviors 5. Likes stimulating conversation
6. Has difficulty with routine tasks 7. Gets results by influencing and persuading 8. Valued and sought for fun-loving attitude 9. Enjoys recognition of achievements

13 Influencing Speaks Friendly; initiates conversation
Spontaneous and often humorous Makes positive, enthusiastic remarks Physically expressive with face, tone and gestures Often promises more than can be delivered

14 Influencing Speaks Uses excuses
Influences and persuades through verbal praise Makes judgments intuitively instead of analyzing data Physical communicator – shakes hands, hugs, pats shoulders Need to verbally express at length

15 Influencing Listens Responsive Encouraging V and NV
Interrupts to compare experiences, not dominate Very empathic due to high degree of emotionality

16 Influencing Listens Hears only what he wants May not hear negatives
Reacts too quickly to speaker’s first words

17 Influencing How to speak to an influencing Be a good listener
Provide chances for verbalizing about ideas, people or intuitions Speak in democratic terms – “we” not “I’m the boss; do as I say” Give big picture without getting bogged down with detail- put details in writing

18 Influencing How to speak to influencing Provide testimonials
Provide extra incentives – likes to be recognized as a leader Lead step-by-step to conclusions – tend to jump and not be analytical Use small talk before getting down to business

19 Influencing How to speak to influencing
Be VERY realistic – he doesn’t need support from you Give clear instruction – get firm commitment in writing or through handshake Use confrontation as last resort- persuasion and encouragement work better Accept failures and encourage – don’t punish

20 Steady

21 Steady 35% of population Behaviors
Slow paced – both people/task oriented Typically cooperative/efficient Can be counted on to get a job done Fairly reserved Pays attention to detail Loves structure

22 Steady Behaviors Very stable Good team player but pessimistic
Appears casual or conforming Reaches objectives through cooperation Tends to have warm personality and calming effect on others

23 Steady Speaks Usually not initiator of conversations or new ideas
Likes stability of groups – uses “we” or “us” Gives practical advice Asks “how” not “when” or “if” questions – uncomfortable initiating decisions

24 Steady Speaks Thinks things over Faithful/loyal – sometimes to a fault
May not communicate well under stress – keeps thoughts and feelings to self – becomes silent or non-involved Will not attack- suppresses anger but holds grudges

25 Steady Speaks Stores up grievances; ultimately making him suspicious of others Can overuse kindness when assertiveness is more effective Often doesn’t say “no” when needed Presents thought out, step-by-step, orderly plans

26 Steady Speaks Can be blunt when disagreeing or defending self
Withholds expression of true feelings; rarely expresses much enthusiasm Tends to think in term of either/or; rarely thinks to compromise

27 Steady Listens Patient empathic listener due to people involvement
Demands honesty and openness Tends to withhold evaluative feedback; has excellent insight but won’t share unless asked

28 Steady Listens Creates open-door atmosphere in which sharing work and family issues is acceptable Controls emotional expression so speaker feels accepted Can be wonderful conversationalist because he is wonderful listener

29 Steady How to speak to a steady
Provide a sincere, personable, agreeable environment Show sincere interest in person, particularly in his family Ask “how” questions to get opinions Draw out goals systematically

30 Steady How to speak to a steady
Present new ideas or departure from status quo in non-threatening manner and show the benefits Clearly define goals in new plans and point out how he fits into those plans Provide personal assurance and reassurance Give specific, constant appreciation

31 Steady How to speak to a steady
Refrain from aggression, ultimatums and conflict Always use logical, systematic rationales when explaining or asking for cooperation Give time to process and make decisions Be loyal and supportive

32 Conscientious

33 Conscientious 35 % of population Behaviors Slow paced/task oriented
Highly analytical perfectionists who love detail Tend to be introverted and guarded in relationships Avoid risk-taking at all costs

34 Conscientious Behaviors Seeks safety of rules and regulations
Appears formal and conservative Follows rules/meets deadlines – expects others to do the same Gets results from working within guidelines or structure to ensure quality and accuracy

35 Conscientious Behaviors
Often prefers to work alone rather than in groups Sought for advice about details and routine

36 Conscientious Speaks Passes the buck if asked for answers
Yields a position to avoid controversy Defensive when threatened Exact about details; may talk at length about details that seem unimportant to others Feels quality is extremely important

37 Conscientious Speaks Asks MANY, MANY detailed questions to clarify others’ positions Slow to respond due to processing ALL information Extremely critical of own work and highly critical of others not meeting expectations

38 Conscientious Speaks Influences by collecting and organizing factual data and logical presentations Seldom admits true emotional reactions and will withhold insights and opinions until feels it safe to share Seldom gives positive feedback or appreciation to others

39 Conscientious Speaks Has a special talent for organizing and communicating instructs correctly Follows rules and fulfills commitments Will seek opinions to argue or move on to seek someone else’s opinion Very cautious about expressing opinions or making decisions until all data has been checked and rechecked

40 Conscientious Speaks Enjoys intellectual argument as a way of exercising reasoning ability Seems to take little initiative or contribute few ideas Fears criticism and may keep to self to feel protected

41 Conscientious Listens
Attentive, intuitive listener; sensitive to feelings of speaker Misses main point and get off on tangents Asks MANY, MANY questions, which at times may feel like attacks

42 Conscientious Listens
Needs to hear the same thing repeatedly, reprocess the same info and ask the same questions Takes criticism or comments personally although not aimed directly at him

43 Conscientious How to speak to a conscientious
Take time to prepare a logical case in advance Provide straight pros and cons of ideas and support ideas with accurate data Provide exact job description with precise explanation of how each fits into the big picture

44 Conscientious How to speak to a conscientious
Provide reassurance of no surprises Provide step-by-step approach to goal Be specific if agreeing; disagree with facts not person Prepare to provide MANY explanations and answer “how” and “if” questions in a patient manner

45 Conscientious How to speak to a conscientious
Encourage V independence as well as job independence Provide MANY assurances that you value quality and accuracy Refrain from antagonistic responses that breed withdrawal and avoidance Offer much reassurance and support

46 Analyzing Style to Prevent Interpersonal Conflict
Adapt own behavior slightly from relationship to relationship Realize that a person’s communication style is his natural orientation toward getting work done; it has nothing to do with his perception of you Less likely to clash if you realize that four styles are necessary to get work done

47 Analyzing Style to Prevent Interpersonal Conflict
“D”s get us going and keep us on task “I”s provides optimism, energy and humor to create positive creative atmosphere “S”s calm us down and get us to slow down so we can do the job right “C”s keep us on task and in line with the rules

48 1. Adventurous Polished Stable

49 2. Receptive Determined Enthusiastic

50 3. Steady Exacting original

51 4. Poised Patient Orderly

52 5. Forceful Persuasive Settled

53 6. Cautious Bold Outgoing

54 7. Persistent Cooperative Brave

55 8. Attractive Controlled Correct

56 9. Competitive Diplomatic Accommodating

57 10. Careful Decisive Popular

58 11. Dependable Accurate Inventive

59 12. Convincing Consistent Open-minded

60 13. Positive Cordial Even-tempered

61 14. Conservative Eager Entertaining

62 15. Amiable Systematic Self-reliant

63 16. Sociable Unhurried Precise


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