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Developing Personal Impact & Building Productive RelationshipsDeveloping Personal Impact & Building Productive Relationships

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Behavioural Style Questionnaire 

 

Instructions 

 

Circle the corresponding capital letter associated with one behaviour description for each questionChoose the one that best describes your behaviourCircle only one of the two, even if neither of the two statements seems to describe you exactly. 

 

Think in terms of what your behaviour is like most of the time. 

 

 

No. 

Statement 

Circle the letter 

1 

When talking to others, I usually make animated use of facial expressions, smiling, frowning and or nodding to emphasise ideas. 

B 

 

 

When talking to others, I am usually reserved and somewhat unresponsive in facial expressions, I would be seen as more poker faced. 

A 

2 

I usually emphasise ideas by changing tone and or volume of my voice to make points clear. 

 

R 

 

 

I make few uses of my voice to emphasise points or put ideas across. 

L 

3 

My actions are usually cautious or carefulI want facts and specific details when dealing with others. 

 

A 

 

 

My actions are usually open or eager with little effort to push for specific facts or details when dealing with othersI take a more intuitive approach. 

B 

4 

My facial expressions and posture usually look quiet and or submissive to others. 

 

L 

 

 

My facial expressions and posture usually look aggressive and or dominant to others. 

R 

5 

I usually appear to be deliberate, studied and or slow in my speech. 

 

L 

 

I usually appear to be quick, clear and or fast paced in my speech. 

R 

6 

My eye contact with others is usually infrequent while listening to them and I sometimes appear as if my eye contact is harsh, severe or serious. 

 

A 

 

 

My eye contact is usually frequent while listening to others and I would be seen by others as having a friendly accepting gaze. 

B 

 

 

 

7 

In conversation with others, I usually use my hands freely, with palms up, in open friendly gestures. 

 

B 

 

 

In conversation with others I usually make limited use of hands, hands are usually clenched tightly and or folded or hands on my cheek, thinker style. 

 

A 

 

8 

When greeting people I usually have a strong, firm handshake or a positive welcoming hand shake. 

 

R 

 

 

When greeting people I am somewhat cautious and may give no handshake or may appear to give an indifferent handshake. 

L 

9 

In conversation with others I usually display limited personal feelings, story telling and or small talk during the conversation. 

 

A 

 

 

In conversation with others I usually share personal feelings (positive or negative) and or story telling and small talk during the conversation. 

B 

10 

I usually ask questions more often than I make statements, when I talk. 

 

L 

 

I usually make statements more often than ask questions when I talk. 

R 

11 

I usually appear to be organised, clear and specific in my behaviour with others and I take the initiative to let people know what I want. 

 

R 

 

 

I usually appear to besomewhat indirect and general about what I want and may at times seem indefinite. 

L 

12 

In almost all contact with others I believe I am seen as attentive, responsive and would seem to enjoy the relationship. 

 

B 

 

 

In almost all contact with others I believe I am seen a preoccupied or vigilant and would seem guarded about the relationship. 

A 

13 

I usually tend to lean forward to make a point or express ideas. 

 

R 

 

I usually tend to lean back or not change when expressing ideas or making a point. 

L 

14 

During the conversation I tend to display considerable body movement and or I use my hands freely. 

 

B 

 

 

I tend to be controlled, stiff and or use limited body movements and use of my hands. 

A 

15 

My communications are clear, definite and to the point. 

 

R 

 

My communications tend to be vague, indefinite and not to the point. 

L 

 

 

 

16 

My actions are carefree, I express opinions and put little emphasis on specific opinion. 

 

B 

 

 

My actions are cautious, careful with emphasis on facts and specific detail. 

 

A 

17 

I make moderate use of my voice, a limited effort to stand my ground and I tend to leave situations unresolved. 

 

L 

 

 

I raise my voice to emphasise points, stand my ground and press for a decision. 

R 

18 

I see myself as serious, thoughtful and or critical. 

 

A 

 

I see myself as playful fun loving and or bantering. 

B 

19 

My facial expressions suggest supportive, co-operative attitudes. 

 

L 

 

My facial expressions suggest dominant, competitive attitudes. 

R 

20 

In decision-making I tend to operate on intuition and or my own or others opinions. 

 

B 

 

 

In decision making I operate on facts, hard information and validated sources. 

A 

21 

I make decisions quickly. 

 

R 

 

I prefer to take my time when making decisions. 

L 

22 

I tend to be undisciplined in my use of time – frequently unpunctual, poor at planning, priority setting etc. 

 

B 

 

 

I tend to be more disciplined in my use of time – usually punctual, time well planned, priorities set etc. 

A 

 

 

Scores  

 

Add up the number of times you have selected each letter and enter the total in the appropriate space provided below 

 

 

A 

  

B 

 

R 

 

L 

 

 

Scoring Sheet 

 

 

 

Analytical 

Driver 

 

 

L 

R 

 

 

   11  10   9  8   7   6   5   4   3   2   1 

  1   2   3   4   5   6   7   8   9  10  11 

 

11 

 

10 

 

9 

 

8 

 

7 

 

6 

 

5 

 

4 

 

3 

 

2 

 

1 

                                                 Task / 

 

 

 

 

 

 

 

 

 

 

  A 

 

 

 

 

 

 

 

 

  Reserved / asks 

Controlling 

 

 

 

 

 

 

 

 

 

 

                                                   A 

 

 

 

 

 

 

 

 

                                              Telling 

11 

 

10 

 

9 

 

8 

 

7 

 

6 

 

5 

 

4 

 

3 

 

2 

 

1 

1 

 

2 

 

3 

 

4 

 

5 

 

6 

 

7 

 

8 

 

9 

 

10 

 

11 

 

 

 

 

 

 

 

 

 

  B 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

                         B 

 

1 

 

2 

 

3 

 

4 

 

5 

 

6 

 

7 

 

8 

 

9 

 

10 

 

11 

 

   11  10   9  8   7   6   5   4   3   2   1 

  1   2   3   4   5   6   7   8   9  10  11 

 

 

L 

R 

 

 

Team player 

Charismatic motivator 

 

Behavioural Styles - When and How to Use each Style to Exert Maximum Influence 

 

Team player  

 

 

They tend to 

Ask & tell 

 

They enjoy 

Providing feedback 

Team motivation 

Other team players  

 

Typical signs 

Supportive, co-operative, diplomatic, patient, & loyal 

 

Less assertive behaviour 

 

  • 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 

 

More responsive behaviour 

 

  • 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 

 

Other less predictable clues 

  • 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 

Positive characteristics 

 

  • Good listener 

  • Dependable 

  • Friendly & loyal 

  • Passive & gentle 

  • Thoughtful & quiet 

  • People orientated 

  • Easily influenced 
     

Negative characteristics 

 

  • Cautious 

  • Submissive 

  • Slow to trust 

  • Requires proof 

  • Relies on outside approval 

  • Hates pressure 

  • Dislikes change 

Influencing 

 

Because of their possible long record of poor decisions, they may be suspicious & slow to accept new ideas.   

 

Nurture the relationship and work hard to gain their trust, provide ample proof & guarantees. 

 

Words they relate to 

  • Security 

  • Safety 

  • Guaranteed 

  • Reliable 

  • Tried & tested 

 

Behaviour when under pressure 

 

  • 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 

 

How to manage and influence 

 

  • Encourage input into the relationship 

  • Invite constructive criticism 

  • Indicate your need for something to work on 

  • Follow up with easy single steps, ask for help and ask for additional reactions /ideas 

  • Aim is to help the team player feel safe in becoming involved again and initiating points of view 

 

 

 

 

 

Driver 

 

 

Tends to 

 

Tell & control 

They enjoy 

Sales growth 

Hitting targets 

Pressure of disciplinary situations 

 

Typical signs 

Independent, candid, decisive, pragmatic & efficient 

 

More assertive behaviour 

  • 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 responsive behaviour 

 

  • 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 

 

Other less predictable clues 

 

  • 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 

 

Positive characteristics 

 

  • Goal setter 

  • Planner 

  • Disciplined & organised 

  • Open to ideas 

  • Enjoys using power 

  • Confident & authorative 

  • Task orientated 

  • Makes fast decisions 

  • Can be kind & helpful 

 

Negative characteristics 

 

  • Insensitive 

  • Easily bored 

  • Aggressive 

  • Over bearing 

  • Impatient 

  • Blunt 

  • Ruthless 

  • Poor delegation 

  • Status conscious 

  • Materialistic 

 

Influencing 

Go for decisions quickly & often 

 

Present ideas which boost person’s prestige 

 

Words that they relate to 

 

  • Best 

  • Unique 

  • Powerful 

  • Fast 

  • Money 

  • First 

 

Behaviour when they are under pressure 

 

  • 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 

 

How to manage and influence 

 

  • Do not attempt to compete 

  • Encourage the channelling of energies into mutually productive areas 

  • Stand up to them – they will respect you 

 

 

 

 

 

  •  

Charismatic motivator 

 

 

Tends to 

Tell & display 

 

They enjoy 

Training & coaching 

Moving the business forward 

Creative projects 

 

Typical signs 

Outgoing, enthusiastic, persuasive, fun loving & spontaneous 

 

More assertive behaviour 

 

  • 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 

 

More responsive behaviour 

 

  • 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 

 

Other less predictable clues  

 

  • 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 

 

Positive characteristics 

 

  • Responsive 

  • Talkative 

  • Very sociable 

  • Friendly 

  • Good listener 

  • Impulsive 

  • Creative & enthusiastic 

  • Relishes new ideas 

  • Makes rapid decisions 

Negative characteristics 

 

  • Undisciplined 

  • Poor time keeper 

  • Disorganised 

  • Impulsive 

  • Easily led 

  • Impatient 

  • Emotional 

  • Nostalgic 

  • Over generalises 

 

Influences 

  • 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. 

 

Words they relate to  

 

  • Fun  

  • Appreciate 

  • Enjoy 

  • Convenient 

  • Trouble free 

  • Inexpensive 

 

Behaviour when under pressure 

 

  • Attacks 

  • May become personal 

  • Attacks the messenger 

  • Usually the attack is over almost as soon as it began 

  • Emotional and assertive 

 

 

How to manage and influence 

 

  • Be a sympathetic listener (don’t evaluate or defend) 

  • Accept the emotion without becoming involved or committed 

  • Find a positive note or alternative – you can use this enthusiasm to turn the emotional potential of the Charismatic Motivator to be an asset. 

  • Encourage the fun, unusual or creative aspects of the situation 

  • Charismatic motivators like people who inspire them and recognise their enthusiasm. 

 

 

 

 

Analyst 

 

 

Tends to 

Ask & control 

 

They enjoy 

Market research 

Competitor analysis 

Fact finding 

Process led projects 

 

Typical signs 

Logical, thorough, serious, systematic, & prudent 

 

Less assertive behaviour 

  • 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 

 

Less responsive behaviour 

 

  • 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 

 

Other less predictable clues  

 

  • 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 

 

 

 

Positive characteristics 

 

  • Thorough & subtle 

  • Calm 

  • Good listener 

  • Rational & logical 

  • Loves statistics 

  • Formal & disciplined 

  • Deliberate & thoughtful 

 

Negative characteristics 

 

  • Makes slow decisions 

  • Procrastinates 

  • Closed to new ideas 

  • Searches for inaccuracies 

  • Slow to trust 

  • Distant & unemotional 

  • Demands evidence 

Influencing 

  • 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) 

 

Words they relate to 

  • Proof 

  • Evidence 

  • Facts & figures 

  • Research 

  • Logic 

  • Safe 

 

Behaviour when under pressure 

 

  • 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 

  •  

How to manage and influence 

 

  • Little value in challenging or insisting on more participation 

  • Refocus on procedures 

  • Ask for help in deciding on how to set up a plan 

 

 

 

 

 

 

At A Glance – The Four Behavioural Styles 

 

 

 

 

Analytical problem solver 

Driver 

May question too much 

May direct too much 

 Conscientious 

 Perfectionist 

 Accurate 

 Disciplined 

 Ambitious 

 Reserved 

 Systematic 

 High standards 

 Orderly 

 Mature 

 Direct 

 Organiser 

 Confident 

 Responsible 

 Powerful 

 Risk taking 

 Energising 

 Fast thinking 

 Forceful 

 Ambitious 

Traditional team player 

Charismatic motivator 

May agree too much 

May talk too much 

 Helpful 

 Patient 

 Likeable 

 Easy going 

 Deliberate 

 Predictable 

 Low risk taker 

 Calm 

 Loyal 

 Empathetic 

 Enthusiastic 

 Sympathetic 

 Gregarious 

 Sociable 

 Enjoys recognition 

 Influential 

 Generous 

 Friendly 

 Dramatic 

 Charismatic 

 

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