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Welcome to. Understanding Behavior and Appropriate Responses. LEADS TO. INTERPERSONAL EFFECTIVENESS. LEADS TO. SUCCESS. The Success Model. Two Indisputable Truths. We need each other. What we give to others, unconditionally , will always come back in equal or greater proportion.

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the success model

UnderstandingBehavior andAppropriate Responses

LEADS TO

INTERPERSONAL

EFFECTIVENESS

LEADS TO

SUCCESS

The Success Model
two indisputable truths
Two Indisputable Truths

We need each other.

What we give to others, unconditionally, will always come back in equal or greater proportion.

people skills
People Skills

What adjectives would you use to describe the people who seem to get under your skin most quickly … the ones you find it hardest to tolerate?

people skills1
People Skills

When it comes to the way you interact with other people, what would you like to be able to do better?

What would other people like to see you do better?

definitions
Definitions

Behavior— What you say (verbal) and do (non-verbal)

Interpersonal Behavior— What you say and do when interacting with one or more people

SOCIAL STYLEsm— A particular pattern of actions that others can observe and agree upon for describing one’s behavior

Personality— The combination of ideas, values, hopes, dreams, attitudes, abilities, as well as the behavior that others can observe that encompasses everything a person is

Observable

Behavior

Personality

assertiveness
Assertiveness

Askingwith Some

Telling

MoreTelling

TELLS

D

C

ASKS

B

A

Tellingwith SomeAsking

More

Asking

A dimension of behavior that measures the degree to which others perceive a person as tending to ask or tell in interactions with others.

responsiveness
Responsiveness

CONTROLS

MoreControlling

A dimension of behavior that measures the degree to which others perceive a person as tending to control or display their feelings and emotions when interacting.

1

Controllingwith Some

Emoting

2

Emoting

With Some

Controlling

3

MoreEmoting

4

EMOTES

social style model tm
SOCIAL STYLE ModelTM

Analytical

Serious

Exacting

Indecisive

Logical

Driving

Independent

Formal

Practical

Dominating

CONTROLS

TELLS

ASKS

Amiable

Dependable

Supportive

Pliable

Open

Expressive

Animated

Forceful

Opinionated

Impulsive

EMOTES

definitions1
Definitions

Style Need— The general goal of each style, indicated by the observed behaviors associated with that particular SOCIAL STYLE Position.

Style Orientation— The typical/observed behavior of each SOCIAL STYLE, used to obtain the style need.

Style Growth Action— Those behaviors that are infrequently used in favor of the more preferred behaviors of each style; viewed by others as the greatest weakness of that particular style. Not taking our style growth action can lead to unproductive interpersonal relationships.

definitions2
Definitions

Backup Behavior

An exaggerated form of style behaviors used by a person to reduce tension within the relationship that caused the tension.

tension productivity model
Tension ProductivityModel

Appropriate

Level of Tension

=

Low Level

of Tension

High Level

of Tension

HighProductivity

HIGH

Tension— A force which stimulates activity.

=

=

LowProductivity

PRODUCTIVITY

LowProductivity

LOW

TENSION

HIGH

LOW

backup behavior model
Backup Behavior Model

AVOIDS

AUTOCRATIC

BACKUP

BACKUP

Backup Behavior — An exaggerated form of style behaviors used by a person to reduce tension within the relationship that caused the tension.

CONTROLS

Analytical

Driving

ASKS

TELLS

Expressive

Amiable

EMOTES

BACKUP

BACKUP

ACQUIESCES

ATTACKS

key characteristics of the social styles
Key Characteristics of the Social Styles

Analytical

CONTROLS

Driving

Need:To Be Right

Need:Results

Orientation:Thinking

Orientation:Action

Growth Action:To Declare

Growth Action:To Listen

TELLS

ASKS

Expressive

Amiable

Need:Personal Approval

Need:Personal Security

Orientation:Spontaneity

Orientation:Relationships

Growth Action:To Check

EMOTES

Growth Action:To Initiate

slide15

What are the Pluses and

the Minuses of each Social Style?

social style model tm1
SOCIAL STYLE ModelTM

ANALYTICAL

DRIVING

D

C

B

A

CONTROLS

1

1

2

2

ASKS

TELLS

3

3

4

4

EMOTES

A

D

C

B

AMIABLE

EXPRESSIVE

versatility
Versatility

Behaviors

Seen as

Focusing on

My Tension

Behaviors

Seen as

Focusing on

Others’ Tension

W

X

Y

Z

Low

Versatility

High

Versatility

Versatility— A measure of the level of social endorsement accorded to an individual by others.

four sources of social endorsement

APPROPRIATE USE OF

IMAGE PRESENTATION COMPETENCE FEEDBACK

Leads to

SOCIAL ENDORSEMENT

(Versatility)

Four Sources of Social Endorsement
steps for earning endorsement
Steps for Earning Endorsement

1.Know Yourself

2.Control Yourself

3.Know Others

4.Do Something for Others

under the bracket model

B

Under-the-Bracket

Behavior

(Say/Do)

A

Traits

C

Judgments

Observable Behavior

Say

Do

- Loud

- Faster-paced

- Facially animated

- Inflected voice

- Direct eye contact

- Rigid posture

- Leans forward

Quiet

Slower-paced

Facially controlled

Monotone voice

Indirect eye contact

Casual posture

Leans back

Under-The-Bracket Model

Honest

Intelligent

Arrogant

Motivated

Self-Centered

Sincere

Critical

I like him.

He annoys me.

She interests me.

He irritates me.

I distrust her.

I hate him.

I trust him.

under the bracket behaviors

· Monotone

· Task Subjects

· Facts/Data

· Rigid Posture

· Less Hand

Movement

· Controlled Facial

Expressions

· More Hand

Movement

· Animated Facial

Expressions

· Inflection

· People Subjects

· Opinions/Stories

· Casual Posture

Under-The-Bracket Behaviors

CONTROLS

· Slower Pace

· Fewer Statements

· Non-directive/

Relaxed Use of

Hands

· Quieter Volume

· Leans Back

· Indirect Eye Contact

· Faster Pace

· More Statements

· Directive Use of

Hands/Points for

Emphasis

· Louder Volume

· Leans Forward

· Direct Eye Contact

ASKS

TELLS

EMOTES

rules for observing style

Avoid trying to define a style too quickly.

  • Get out of the way.
  • Learn to observe more accurately and describe what a person does without making early “good,” “bad” or “why” judgments.
  • Separate style clues from assigned authority or role.
  • Moderate stress clarifies style.
  • Set the stage for the person being observed.
Rules for Observing Style
the pro strategy
The PRO Strategy

1. Acknowledgeother’sstyleNEED,

2.Encourageother’sstyleORIENTATION,

3.TakeyourstyleGROWTH ACTION,

4. Helpotherstake theirGROWTHACTION.

my pro action plan
My Pro-Action Plan

Name of other person: ___________________________________________________________

Other’s Style:Driving Expressive Amiable Analytical

Other’s Need: Personal Personal

Results Approval Security To Be Right

Other’s

Orientation: Action Spontaneity Relationships Thinking

My Growth

Action: To Listen To Check To Initiate To Declare

Other’s

Growth Action: To Listen To Check To Initiate To Declare

I will acknowledge his/her style need by: ____________________________________________

_____________________________________________________________________________

I will encourage his/her style orientation by: _________________________________________

_____________________________________________________________________________

I will take my growth action by: ___________________________________________________

_____________________________________________________________________________

I will help him/her take his/her growth action by: _____________________________________

_____________________________________________________________________________