May 27th, 2010 Posted in Personal Events | No Comments »
I went on a negotiation skills course a fortnight ago. Sounds dull, but was actually very interesting – mostly because we went into detail about personality types and body language and how to use/interpret them when involved in a negotiation.
One of the personality type tests was to see which one of Bolton & Bolton’s Communication Styles you employ, based on how introvert or extrovert you are and whether you are task or people orientated.
Here are the categories:
The Driver
Drivers are action and goal oriented, need to see results and have a quick reaction time. They are decisive, independent, disciplined, practical and efficient. They typically use facts and data, speak and act quickly, lean forward, point and make direct eye contact. Their body posture is often rigid and they have controlled facial expressions.
They rarely want to waste time on personal talk or preliminaries and can be perceived by other styles as dominating or harsh and severe in pursuit of a goal. They are comfortable in positions of power and control. In times of stress, drivers may become autocratic.
The Analytical
Analyticals are concerned with being organised, having all the facts and being careful before taking action. Their need is to be accurate, to be right, precise, orderly, and methodical and conform to standard procedures, organisational rules and historical ways of doing things. They typically have a slow reaction time and work more slowly and carefully than Drivers. They are perceived as serious, persistent, and exacting.
Usually, they are task oriented, use facts and data, tend to speak slowly, lean back and use their hands frequently. They do not make direct eye contact and control their facial expressions. Others may see them as stuffy, indecisive, critical, picky and moralistic. They are neat and well organised. In times of stress, Analyticals tend to avoid conflict.
The Expressive
Expressives enjoy involvement, excitement, and interpersonal action. They are sociable, stimulating and enthusiastic and are good at involving and motivating others. They are also ideas oriented, have little concern for routine, are future orientated and usually have quick reaction time. They need to be accepted by others, tend to be spontaneous, outgoing, energetic, and friendly and focused on people rather than on tasks. Typically they use stories rather than facts and data.
They speak and act quickly, vary vocal inflection, lean forward, and point and make direct eye contact. They use their hands when talking; have a relaxed body posture and an animated expression. Their feelings often show in their faces and they are perceived by others as excitable, impulsive, undisciplined, dramatic, manipulative, ambitious, overly reactive and egotistical. They are usually disorganised. Under stressful conditions, Expressives tend to resort to personal attack.
The Amiable
Amiables need co-operation, personal security and acceptance. They are uncomfortable with and will avoid conflict at all costs. They value personal relationships, helping others and being liked. Some Amiables will sacrifice their own desires to win approval from others. They prefer to work with other people in a team effort, rather than individually and they have an unhurried reaction time. Typically, they are friendly, supportive, respectful, willing, dependable and agreeable. They are also people-oriented.
They use opinions rather than facts and data, speak slowly and softly, use more vocal inflection than Drivers and Analyticals. They lean back while talking and do not make direct eye contact; they also have a casual posture and an animated expression. They are perceived by other styles as conforming, unsure, pliable, dependent and awkward. They are homely. An Amiable’s reaction to stress is to comply with others.
Which one are you? No prizes for guessing which one I am…