Social Styles

In the workplace today it is helpful to be able to 'read', understand and relate to different types of people.

There are many questionnaires and tests to enable us to assess personality types - here is a simple and quick profiling tool that is easy to administer and revealing to do yourself!

About the system

In 1928, Dr Moulton-Marston, a pioneer of behavioural science, looked into the different ways that make people " tick ". He wanted to predict people's reactions according to their individual type.

He measured two key aspects of behaviour, responsiveness and assertiveness. Responsiveness is concerned with how much people value relationships while assertiveness looks at how " strong-minded " people are in certain situations. He created two axis and therefore came up with four different types of characters. With a simple questionnaire, he could determine the most influential elements of someone's character and therefore predict how they would react in various situations, especially in conflict.

For a free printable copy of the Social Styles questionnaire visit:- www.yourlearningcurve.co.uk/web_questionnaire.doc

Four Social Styles

AMIABLE: ( High Responsiveness, Low Assertiveness )

The amiable person likes other people's company, though is more of a listener than a talker. Expressive people find them useful, because they are prepared to listen to what they are saying. They are loyal, personable and show patience when dealing with other people.

They may however not be perceived as people " who get things done " because they spend more time developing relationships with others. They are also unlikely to take risks as they need to have the feeling of security.

In difficult situations, they are likely to avoid the situation and lack conviction of their feelings and if pushed likely to make promises that they cannot keep. Drivers often find them frustrating because they want a straight answer and the amiable can find this difficult to deliver.

Summary:

Characteristics: Loyal, personable, patient, Uncomfortable with risk, Non-Confrontational, Dislike pressure, Enjoy the company of others.
In conflict: Likely to be " passive", lack conviction, avoidance,
Solution: Reassure, Support, Confirm commitment
Basic Need: Security

EXPRESSIVE: ( High Responsiveness, High Assertiveness )

The expressive likes the company of other people, though unlike, the amiable this is because they need to " express " themselves. Amiables complement them very well, unless the expressive becomes too aggressive and puts them off.

They can be good people to have at a party, because they're enthusiastic, dramatic and "interesting" people to have around. However, if they don't receive the attention they crave, they can get upset and even "difficult" to deal with.

In conflict, they become emotional, prone to exaggeration and unpredictable. The best way to deal with this is to let them calm down. Try not to fuel the fire by saying anything controversial.

Summary:

Characteristics: People orientated, centre of attention, positive, emotional, talkative, enthusiastic, dramatic.
In conflict: Unpredictable, emotional. Solutions: Allow them time to gain composure, Ask questions, problem solve.
Basic Need: Recognition

ANALYTICAL: Low Responsiveness, Low Assertiveness

Analytical people can appear unsociable, especially to Amiables and Expressives. They may seem serious and indecisive. This is because they need to look at every conceivable angle before they feel satisfied. A consequence of this is that they are persistent in their questioning and focus on detail and facts. However, once they have made a decision, they stick with it as they invariably feel that it is infallible.

In conflict, they can "whine", become sarcastic and are often negative.

Summary:

Characteristics: Serious, mull matters over, Indecisive, persistent, ask lots of questions, attention to detail.
In conflict: whining, sarcastic, negative
Solution: Keep to the facts, Don't agree with them, listen attentively
Basic Need: To be correct

DRIVER: Low responsiveness, high assertiveness

Drivers are task orientated and expect efficiency from everyone they come into contact with. Little emphasis is placed on building relationships with other people. They can be perceived as aggressive and uncaring, especially by amiables, though are often needed to take risks and push things through. In conflict, they will try to " steam roller " over anyone who comes in their way.

Summary:

Characteristics: Task orientated, clearly defined goals, committed, determined, risk takers, efficient.
In conflict: Aggressive, rude, abrupt,
Solutions: Be assertive and firm, have a solution to the problem, listen.
Basic Need: To be in control

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