Developing Personal Impact & Building Productive Relationships

Slower paced walk and gestures 

May not talk much especially in a group 

Soft voice, especially in a group 

Speaks less rapidly 

Tends to lean backward even when making a point  

Invites others to express opinions 

Tends to be quieter in meetings, may express ideas after others have spoken 

Ideas presented may be a combination of the ideas of others who have spoken and they may offer a compromise  

Expresses proposals more tentatively 

Less risk orientated, conversation may focus on guarantees 

Decides more slowly 

Exerts less pressure for decisions 

People orientated, team orientated, more apt to remember  

personal data about others, sends birthday cards / gifts, is concerned how people will respond to, or be affected by a proposed change 

Prefers one to one interactions or small groups to solitary activities or large groups 

More feeling orientated, responds to feelings of others (though tries to avoid conflict / anger) 

Friendly facial expressions and eye contact 

Relaxed posture 

Flowing non-dramatic, non-aggressive gestures 

More flexible about time 

Office space may be informal and homely with family pictures 

Dresses informally but in tasteful conformity 

Prefers to spend leisure time with people 

Emphasis in reading leans towards biographies, fiction and inspirational literature 

Security 

Safety 

Guaranteed 

Reliable 

Tried & tested 

Accepts 

Becomes very diplomatic, going along with whatever is wanted 

Considers effects on other people 

Easily volunteer; I’ll do it…I’ll see what I can do… 

They don’t fight it, but go along with things 

May reduce effort to participate in the relationship 

Gives in 

Moves quickly 

Demonstrates task focussed energy 

Sits stands upright or leans forward when making a point 

Tell orientated 

May speak more rapidly 

Vocal intensity – may sound forceful without speaking loudly 

Intense eye contact when making a point 

Express facts and opinions more strongly 

Phrasing is direct, down to earth 

More risk-orientated & decides more quickly 

Exerts more pressure for decisions 

Less facial expression 

More controlled body movement 

Limited variety of gestures 

Little voice expression 

Very task orientated, pragmatic, results orientated 

Facts orientated, but needs less facts than the analytical problem solver 

Disciplined about time 

Not apt to tell stories /gossip 

Often prefers working alone or directing others 

Interactions tend to be brief, sometimes abrupt 

Office functional, spartanly decorated 

Clothing functional, neat action orientated, rarely flashy 

Leisure time may be spent actively, often likes competition 

Prefers brief summarised reading material 

Best 

Unique 

Powerful 

Fast 

Money 

First 

Autocratic 

Do it my way – and now! 

Takes control – over controlling 

Becomes more assertive under pressure, can be aggressive 

Perceived as overbearing, impersonal, unresponsive and selfish 

Fast pace motions & gestures 

Usually brimming with energy 

Tends to speak louder than other styles 

Speaks more loudly, few hesitations 

Sits /stands upright or leans forward when trying to persuade 

Expresses opinions more strongly 

More risk / tell orientated 

Decides quickly 

Exerts pressure for decisions 

Dislikes routine 

Obvious, free flowing gestures more than other styles 

Much eye contact and facial expressions 

Greatest range of vocal tone and volume 

Flowing and dramatic use of language 

Playful, fun loving & people orientated 

More apt to tell stories / jokes than other styles 

May wander from the topic 

Least disciplined about time 

Feelings orientated with fluctuating moods 

Has strong opinions, often based largely on intuition 

Office may be open, colourful, bold, disorganised, may have trophies on display 

Flamboyant and colourful style of dress 

Prefers spending leisure time with people, partying and competing 

Least reading orientated of the styles, may like inspirational literature 

These people like to be liked and appreciated.   

They need people around them and are anxious to develop and maintain relationships.   

Be prepared to control and steer the conversation. 

Fun  

Appreciate 

Enjoy 

Convenient 

Trouble free 

Inexpensive 

Attacks 

May become personal 

Attacks the messenger 

Usually the attack is over almost as soon as it began 

Emotional and assertive 

Slower paced walk and gestures 

Usually talks and gestures less than the more assertive styles 

Ask orientated – even when making statements or giving 

directions 

Speaks with a quieter voice 

Slower, more hesitant speech, careful in choosing words 

May stop in mid-sentence, then begin a new sentence that  

makes more sense to the speaker, though the listener may get lost or get frustrated 

Tends to lean back when talking 

Less risk orientated, emphasises quality, do it right so they don’t have to do it again, careful research – focuses on details, examining options 

Decides more slowly 

Exerts less pressure for decisions 

Restricted body movements, gestures are fewer, smaller .and more rigid than other styles 

Little facial expressions 

Little variation in voice, sometimes monotone 

More task orientated 

Disciplined about time 

Appears to be more serious 

Appears detached from feelings 

Not apt to tell stories 

May like to work alone 

Office decor may be tasteful, conventional, neat formal Style of dress more conservative, proper not so colourful 

May prefer solitary leisure activities, may spend more time reading, tends to spend more time doing technical reading 

Strongly independent, do not rush things – plan to give them plenty of breathing space & thinking time, present the facts. 

Put everything in writing (along with lots of statistics) 

Proof 

Evidence 

Facts & figures 

Research 

Logic 

Safe 

Avoids / withdraws 

Silence or physically withdraws 

Needs time to think and gather facts 

Becomes less assertive under pressure 

Avoids interpersonal engagement to work things out for themselves – less responsive