1. Behavioral Styles Networking Strategies

2. Objectives Introduction of BS3 Forming the Profile Understanding your Profile results Profiling others Adapting Strategies Versatility

3. We are all creatures of habit We all form distinct impressions of others almost immediately Behavior Style deals only with behavior Two major differences: Assertiveness & Responsiveness Premise:

4. Important ! Your own personal Behavior Style does not matter … It’s how you adapt to others’ behavior that counts!

5. BS 3 People will not change their Behavior Styles to help you. You must be willing to move toward their Style. The focus of the relationship shifts… – To “Let me first understand their comfort zone and how they want it, and then I’ll give it to them- their way”

6. BS 3 We are not going to try to change your personality.

8. BS 3 What is right for you is right for you (No Behavior Style is superior to another) You can be effective and successful regardless of which Style you are, or the perceptions that others have of your Style

9. Behavior Basics The two major influences are: Assertiveness (Ask vs. Tell) Responsiveness (Control vs. Emote)

10. Assertiveness “The perceived effort a person makes to influence or control the thoughts or actions of others”

11. High Assertive:  speaks out  strong statements  takes charge  forward and demanding

12. Assertive Scale  4 Quartiles  25% in each  no best, or wrong place to be Low ____________________________________High (Ask) (Tell)

13. Self-Assessment of Assertiveness Low Assertive: asks questions/permission  responds, not initiates  joiner  agreeable

14. Responsiveness “The perceived effort a person makes to control his/her emotions when relating to others”

15. High Responsive:  show their emotions (emote)  react easily and openly to influences  behavior is friendly, enthusiastic,  informal and open  a people person

16. Low Responsiveness  cool, unemotional  businesslike  tend to suppress any show of emotion  controlled  task oriented

17. Responsiveness Scale  measures the amount of control people exert over their own emotions Control emote

18. Forming the Profile Control/Task Emote/People Ask Tell

19. Analyzer  both ask and control  gather facts to examine  prefer proof sources  like technical details  not always open  deliberate, thorough, and logical

20. Analyzer Strengths: –Organized –Approach tasks with a focus on facts and logic –Does not commit too early (uses caution) Cautions: –A quiet, businesslike person may be perceived as cool and unsociable –A deliberate manner can be perceived as being indecisive and slow to act –A focus on task can be perceived as a lack of concern for people

21. Controller  low in responsiveness (high control)  high in assertiveness (tell)  prefers agendas, note taking  does not want time wasters  clear, concise, and results oriented  takes the initiative; wants to be in charge  likes independence and likes to make things happen

22. Controller Strengths: –Able to take charge –Able to make quick decisions –Focused on producing results Cautions: –May be seen by some people as pushy –Desire for control can create tension in others

23. Supporter  agreeable, warm, friendly  listeners  prefers shared responsibility and enjoys personal contact  likes to discuss family  displays feelings openly

24. Supporter Strengths: –Natural skill for coaching & counseling –Communicates trust and confidence –Provide support and positive strokes Cautions: –Sharing of personal feelings may be viewed as being overly sensitive or emotional –Emphasis on relationships may be perceived as interfering with completing a task

25. Influencer  high assertive, tell  emote  people person  takes the social initiative  highly responsive  open, friendly  excitable/exciting

26. Influencer Strengths: –Creates excitement –Makes others feel good about themselves –Shares their visions –Contagious enthusiasm Cautions: –May be viewed as too much of a “dreamer” –Can be perceived as impulsive

27. Forming the Profile Analyzer Supporter Controller Influencer Control Emote Ask Tell

28. Now Do Your Own Style

29. Your Profile Results… Your own personal Behavior Style does not matter … It’s how you adapt to others’ Behavior that counts!

30. It’s not where they are - it’s how far away you are from their Style that matters!

31. Your job is to modify your behavior to make your “client” more Comfortable

32. Recognize where you both are on the axis, then modify your Behavior

33. Tasks: Identify the Styles of:  your immediate past supervisor  peer in your Division/Region  2 key, difficult persons you engage with regularly

34. Versatility Moving toward the style that is comfortable for the other person Adjusting your assertiveness and responsiveness approach so you move toward the comfort zone of others

35. Increasing Assertiveness Central theme: –Tell a little more often –Ask a little less often How to increase: –Get to the point –Volunteer information –Be willing to disagree –Act on your convictions –Initiate conversation

36. Decreasing Assertiveness Central theme: –Ask a little more often –Tell a little less often How to decrease: –Ask for opinions of others –Negotiate decision making –Listen without interrupting –Adapt to time needs of others –Allow others to assume leadership more often

37. Increasing Responsiveness Central theme: –Emote a little more often –Control a little less often How to increase: –Verbalize feelings –Pay personal compliments –Be willing to spend time on the relationship –Engage in small talk – socialize –Use more friendly, nonverbal language

38. Decreasing Responsiveness Central theme: –Control a little more often –Emote a little less often How to decrease: –Talk less –Restrain your enthusiasm –Make decisions based on facts –Stop and think –Acknowledge the thoughts of others

39. Behavioral Styles Networking Strategies