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Interpersonal Influence Styles
- 1. 1 Interpersonal Influence Inventory Instructions The interpersonal Influence inventory form can be used to determine your own style of Influence and the styles of others with whom you interact. Each inventory consists of: ➢ A Descriptive Word Group Sheet ➢ A Tally section sheet ➢ A Style Graph The Descriptive Word Group Sheet (next page) contains fifteen words of four descriptive words. Thinking about yourself circle the two words in each of the fifteen lines that best describe you. Example: W X Y Z 1. All Business Bold Personable Deliberate Important: Always circle TWO of the four words Interpersonal Influence Inventory
- 2. 2 Descriptive Word Group Reminder: Circle two words out of each of the fifteen groups of four words. W X Y Z 1. Task oriented هامَم أداء على زّكترمحددة Challenging بّلمتط People-Oriented مع التفاعل في ماهر اآلخرين Calm هادئ 2. Formal رسميمع تعاملك في اآلخرين Risk-Taker مجازف Warm ودي Careful ةالدق ىتتوخوالحذر 3. Self-controlled بنفسك ممتحك Competitive تنافسي Outgoing إجتماعي Adaptable ُّفيالتك على قادرالظروف مع 4. Serious ّدجّي Tells اآلخرين تأمر Playful حرَم Asks اآلخرين تسألعن وتستفسر األمور 5. Industrious كادح Active نشيط Sociable اجتماعي Gentle لطيف 6. Logical ّيمنطق Dominate مَسيطر Friendly ودود Trusting باآلخرين الثقة شديد 7. Systematic ّيمنهج Confident واثقمننفسك Spontaneous ّيعفو Modest متواضع 8. Organized منظم Persuasive مقنع Free-Wheeling بالقوانين ّتستخف Reasonable األمور على ًّايمنطق تحكم 9. Efficient ّعفال Independent ّلمستق Idealistic ّيمثال Co-operative مَتعاون 10. Practical ّيعمل Extroverted منفتحاآلخرين على Creative ّخلق Thoughtful عميقالتفكير 11. Diligent مجتهد Enthusiastic ّيحماس Youthful ّيفت Supportive اآلخرين تدعم 12. Thorough دقيق Assertive جازم Excitable االنفعال سريع Tactful َلبق 13. Deliberate دّممتع Masterful و ّيقومباآلخرين مّكتح Compassionate متعاطف Receptive ّلبتتقاآلخرين أفكار همواقتراحات 14. Details-oriented على زّكترّأدقالتفاصيل Emphatic محاس Easy-going لَساهتم Consistent نفسك مع ممتناغ 15. Productive منتج Urgent ملّح Responsive متجاوب Patient َصبور
- 3. 3 Tally Section Count the number of words circles in each column and write the totals below: Number of W’s _______ Number of Y’s_________ Number of X’s ________ Number of Z’s_________ Plotting the Interpersonal Influence Style Take each of your four words for W, X, Y, Z from the Tally Section and mark them on the appropriate axis. Then make a rectangle by drawing straight lines horizontally and vertically through the plotted points. Now plot your own results to see your Behavior Type
- 4. 4 Behavioral Types - Strengths, Weaknesses & Communication Driver (Control Specialist) Drivers know where they want to go and how they are going to get there. They are good at managing tasks and are results oriented. Drivers like competition. ➢ Pace : Fast, decisive ➢ Voice : Clipped, monotone ➢ Posture : Formal, forward ➢ Gestures : Small, precise ➢ Eye Contact : Intense, direct ➢ Face : Fixed, immobile As a consequence of their strengths, they have weaknesses and are distressed by different behavioral types. Perceived Strengths Perceived Weaknesses ➢ Determined ➢ Pushy ➢ Tough minded ➢ Severe ➢ Decisive ➢ Dominating ➢ Efficient ➢ Harsh ➢ Takes Charge ➢ Demanding
- 5. 5 Drivers - Are Distressed By ➢ Wasting their time ➢ Be vague and rambling ➢ Try to get too personal ➢ Try to control them ➢ Be disorganized Give three examples of how you would communicate with a Control Specialist Driver: 1. 2. 3.
- 6. 6 Expressive (Social Specialist) Expressives are outgoing and persuasive. They are enthusiastic, friendly and prefer to work with other people. Expressives thrive in the spotlight. ➢ Pace : Fast, spontaneous ➢ Voice : Loud, fast, modulated ➢ Posture : Relaxed, open ➢ Gestures : Large, frequent ➢ Eye Contact : Intense, but infrequent ➢ Face : Very mobile, animated. Perceived Strengths Perceived Weaknesses ➢ Personable ➢ Opinionated ➢ Stimulating ➢ Manipulating ➢ Enthusiastic ➢ Excitable ➢ Dramatic ➢ Reacting ➢ Inspiring ➢ Self-promoting
- 7. 7 Expressives - Are Distressed By: ➢ Routine and monotony ➢ Unnecessary procedures ➢ Too much detail ➢ No feedback/ recognition ➢ Not being listened to – especially their ideas ➢ Too many reports and memos ➢ Not having the oral picture Give three examples of how you would communicate with an Expressive Social Specialist: 1. 2. 3.
- 8. 8 Amiable (Support Specialist) Amiables are responsible and friendly. Their preference is to maintain relationships and avoid confrontation ➢ Pace : Slow, easy ➢ Voice : Soft, modulated, ➢ Posture : Relaxed, informal ➢ Gestures : Large, but few ➢ Eye Contact : Warm, friendly ➢ Face : Open, animated Perceived Strengths Perceived Weaknesses ➢ Supportive ➢ Conforming ➢ Respectful ➢ Retiring ➢ Wiling ➢ Noncommittal ➢ Dependable ➢ Undisciplined ➢ Personable ➢ Emotional
- 9. 9 Amiables - Are Distressed By: ➢ People who don’t listen ➢ Lack of attention ➢ Intolerant people ➢ People who don’t care ➢ Aggressive people ➢ Tough/ formal people ➢ Insensitivity Give three examples of how you would communicate with an Amiable Support Specialist: 1. 2. 3.
- 10. 10 Analytical (Technical Specialist) Analyticals tend to focus more on facts than feelings. They evaluate situations objectively and gather lots of data before making decisions. They want recognition as being correct, seek accuracy, and dislike embarrassment. They want you in turn to be precise in your dealings with them ➢ Pace : Measured, systematic ➢ Voice : Quiet, monotone ➢ Posture : Formal, stiff ➢ Gestures : Small, few ➢ Eye Contact : Reflective, steady ➢ Face : Fixed, unexpressive Perceived Strengths Perceived Weaknesses ➢ Industrious ➢ Uncommunicative ➢ Persistent ➢ Indecisive ➢ Serious ➢ Cool ➢ Vigilant ➢ Exacting ➢ Orderly ➢ Impersonal
- 11. 11 Analyticals - Are Distressed By ➢ Unclear procedures ➢ Lack of data / supporting evidence ➢ Lack of accuracy ➢ People who don’t pay attention ➢ Incompetence ➢ Impractically ➢ Constant charge ➢ Crisis management ➢ Carelessness Give three examples of how you would communicate with an Analytical Technical Specialist: 1. 2. 3.
- 12. 12 Summary of Behavioral Styles Driver Analytical Amiable Expressive Facial Expression fixed fixed varied varied Eye Contact intense long duration reflective empathetic intense short duration scattered Posture formal formal informal informal Body Movement limited limited more mobility more mobility Gestures: Size small small larger larger Gestures: Frequency high low low high Voice: Tone monotone monotone inflexion inflexion Voice: Speed fast, clipped slow, measured slow, measured fast Voice: Volume/Force louder softer softer louder Decision Making quick limited facts slower lots of facts slower lots of opinions fast intuition Write down three members of your team and what behavioral style you think they would be: