Communication Styles Exercise

You might have noticed you can hit it off instantly with some people but not
others, that there are some people you just feel at ease with from the minute
you meet them. If you have, the chances are it's because they have the
same communication style as you. We all tend to get on best with people
who are like us and we all have a preferred style of communicating that we
use in most situations and with most people.
Take the uick ui! below for an insight into your personal communication
style.
Instructions: "lease select from each pair of attributes the one which is
most typical of your personality. #ake your choice as spontaneously as
possible. There is no wrong answer.
I like action.
I deal with problems in a systematic way.
I believe that teams are more effective than individuals.
I like innovation.
I am more interested in the future than in the past.
I enjoy working with people.
I like to attend well$organi!ed group meetings.
%eadlines are important for me.
I cannot stand procrastination.
I believe that new ideas have to be tested before being used.
I enjoy the stimulation of interaction with others.
I am always looking for new possibilities.
I want to set up my own objectives.
When I start something, I go through until the end.
I try to understand other people&s emotions.
I do challenge people around me.
I look forward to receiving feedback on my performance.
I find the step$by$step approach very effective.
I think I am good at reading people.
I like to be creative when solving problems.
I consider myself to be visionary.
I am sensitive to others& needs.
"lanning is the key to success.
I become impatient with long deliberations.
I am cool under pressure.
I value e'perience very much.
I listen to people.
"eople say that I am a fast thinker.
(ooperation is a key word for me.
I use logical methods to test alternatives.
I like to handle several projects at the same time.
I always uestion myself.
I learn by doing.
I believe that my head rules my heart.
I can predict how others may react to a certain action.
I do not like details.
)nalysis should always precede action.
I am able to assess the climate of a group.
I have a tendency to start things and not finish them.
I perceive myself as decisive.
I search for challenging tasks.
I rely on observation and data.
I can e'press my feelings openly.
I like to create and design new projects.
I enjoy reading.
I perceive myself as a mediator.
I like to focus on one issue at a time.
I like to achieve.
I enjoy learning about others.
I like variety.
*acts speak for themselves.
I use my imagination as much as possible.
I am impatient with long, slow assignments.
#y mind never stops working.
+ey decisions have to be made in a cautious way.
I strongly believe that people need each other to get work done.
I usually make decisions without thinking too much.
,motions create problems.
I like to be liked by others.
I usually take the initiative in a conversation and I like talking
about myself.
I try out my new ideas on people.
I believe in the scientific approach.
I like to get things done.
-ood relationships are essential.
I am impulsive.
I accept differences in people.
(ommunicating with people is an end in itself.
I want to fulfil my potential.
I like to organi!e.
I usually jump from one task to another.
Talking and working with people is a creative art.
I describe myself as spontaneous.
I enjoy playing with ideas.
I dislike wasting my time.
I enjoy doing what I am good at.
I learn by interacting with others.
I use stories to illustrate my point.
I am patient with details.
I like brief, to the point statements.
I feel confident in myself.
Scoring Sheet for the Communication Styles Assessment
)dd up the totals for each shape .one point per answer/. ,nter the total for
each style into the bo'es below. Your total for the four styles should be 01.
"lot the numbers in the shaded bo'es in the diagram.
Analytical ___ Driver ___
20 20
18 18
16 16
14 14
12 12
10 10
8 8
6 6
4 4
2 2
2 2
4 4
6 6
8 8
10 10
12 12
14 14
16 16
18 18
20 20
Amiable ___
Expressive ___
The Four Communication Styles
our preferre! communication style reveale!
If your ans"ers "ere mainly Driver
%rivers are fast$paced and direct. #ore task$oriented than people$oriented. They
tend to be hard working, ambitious, leader types. They are good at making decisions
uickly and efficiently. They are goal$oriented, assertive and confident. They tend to
keep conversations short and to the point. 2ther people e'pect them to take charge
in a crisis because they are decisive and business$like. They have a tendency to
interrupt other people. If you are a driver, try to hear out others before you jump in
with your own views. 2therwise you risk being seen by others as impatient, even
aggressive.
Driver characteristics
2bjective focussed
+now what they want and how to get it
(ommunicates uickly and gets to the point
3ike timeliness and efficiency
3ook and appear powerful and formal
4it in an erect posture
3augh less freuently than ,'pressives, maintain a more serious demeanour
)sk pointed or challenging uestions
5ave strong opinions and creative ideas to share
%oes not shy away from conflict
If your ans"ers "ere mainly Analytical
)nalyticals are task$oriented like %rivers, however they are more indirect and slow$
paced. They are thorough, detail$oriented, analytical and objective. They are
persistent, good problem solvers, and pride themselves on their orderliness and
accuracy. They like to have detailed information and take a very systematic approach
to tasks. )ccuracy and logic are important to them and they can feel annoyed if
other people make careless mistakes. 2ften seen alone, they tend to have uiet,
low$key personalities. 2ther people may see them as reserved. They are more
comfortable with written communication, so may come across others as impersonal.
If you are strongly analytical, use face$to$face communication when you can and
work on increasing your eye contact and try to use more open gestures.
Analytical characteristics
5ighly detail oriented people
Wear conservative, simple, functional clothing
4it in a closed posture
+eep to themselves
Take copious notes
#aintain meticulous organi!ation
4tay serious, rarely laugh
3ike to hear facts, figures, statistics and proof
If your ans"ers "ere mainly Amiable
)miables are slow$paced and indirect like )nalyticals, but they are more people$
oriented like ,'pressives. They are persuasive, loyal and empathetic people. They
highly value relationships over goals. They are good at listening and tend to be open$
minded. They will be concerned with other people&s feelings so will tend to avoid
confrontations whenever possible. They place great importance on trust and loyalty
and value strong relationships. They tend to use open gestures although eye contact
is not always strong. This will tend to lead others to see them as reserved but
friendly. If you are strongly amiable, spend some time learning how to handle
conflicts so that you can bring more assertiveness to your communication style.
Amiable characteristics
+ind hearted people who avoid conflict
(ome across as very accommodating and helpful
(an be uiet and soft$spoken
Wear casual, simple clothing, nothing too loud
Take the initiative to create relationships, like to both talk and listen
5ave pictures of family on their desk
3augh uietly and often .but sometimes they&re laughing just to be polite/
4how gratitude easily
If your ans"ers "ere mainly Expressive
,'pressives are people$oriented, fast$paced and enthusiastic. They usually have
more open and casual body language. They tend to be animated and outgoing, and
prefer an informal atmosphere. They are ideas people and love to think up new ways
of doing things. They are usually the most enthusiastic supporter of new ideas. They
tend to talk more than they listen and are spontaneous communicators. Their
fondness for stories, anecdotes and jokes makes them entertaining company,
however their love of all things new and e'citing means they are sometimes not very
practical and can be disorganised. If you are strongly e'pressive, you should spend
more time listening to improve the effectiveness of your communication skills.
Expressive characteristics
-ood communicators
6e somewhat disorganised
5ave trouble being on time and keeping track of details
Wear bright colours
4it in an open posture
Take the initiative in the conversation
3augh easily and loudly
)re fun$loving
3ike to talk about themselves
Communicating "ith others
(ommunication skill training is never complete without analy!ing communication
styles and learning how to communicate effectively with different personality
tendencies. 5ere are some dos and don&ts to help you bridge the communication
style gap.
4tart your communication style development with yourself and your own
conversational style.
Don#t: )ssume everyone has the same style you do, or that your style is
better than others.
$hy not% What seems normal to you may seem picky, illogical or
undecipherable to someone else.
Do: +now yourself. -et conscious of your own communication style,
communication strengths, and communication flaws.
$hy% The better you understand how you communicate, the more likely
you will be to adapt to different communication styles.
Invite important people in your life to take the communication style ui!. 2nce you
understand your own style, enlist the interest of others.
Don#t: Imply they need to take the test remedially.
$hy not% )ny implication there is something wrong with their style will create
resistance.
Do: 3et them know you&d like for them to take the test so you can better
understand how they communicate.
$hy% It presents a benefit to them that is likely to interest them.
Say 7I&m studying communication styles because I&d like to improve my
communication skills. Would you take a ui! communication style
ui! to help me understand how you communicate89
Don#t Say :You need to take this test.:
Tips for communicating "ith each of the four !ifferent communication styles
Expressive
Don#t: 2verload e'pressives with details and don&t e'pect them to meet
your standards for detail.
$hy not% Their eyes gla!e over from details and you lose them. You set them;
and yourself;up for failure when you e'pect them to embrace a high
level of detail.
Do: "rovide details on a need$to$know basis, and let them know why
they need to know it.
$hy% 4ince they don&t love details for detail&s sake, they need to
understand how the details fit into their big picture in order to
tolerate them.
Say 75ere&s what you need to know to make this happen.9
Don#t Say :I&m telling you everything so that you can get a full
understanding;.
Driver
Don#t: 4hare information they don&t need or initiate a personal discussion in
a business conversation.
$hy not% They have little patience for anything off purpose.
Do: "rovide information on a need$to$know basis.
$hy% That&s all they want to hear.
Say 7I have two points to make and I need three minutes of your time.
<umber one;9
Don#t Say :5i= 3et me tell you about my weekend=:
Analytical
Don#t: )ppro'imate or go off on tangents.
$hy not% In an analytical&s world, if it&s not e'act, it&s not right. analyticals
e'pect conversations to go from ) to 6 to ( to % and are not good at
following tangents.
Do: 6e as logical, detailed and systematic as you can. When you
estimate, let them know it&s an estimate. 6efore going on a tangent
or changing the subject, warn your listener.
$hy% When you let them know you are estimating, they won&t assume
e'actness. When you warn them of a tangent, they know to shift
gears and are better able to follow your track.
Say 7I estimate I&ll be there at >?11. It could be fifteen minutes either
side of >?11.9 or, 7This point is off topic;9
Don#t Say : I&ll be there at >?11.: .When you are actually estimating./
Amiable
Don#t: @ust relay facts.
$hy not% )miables will think something is wrong.
Do: )dd small$talk, even if it&s only a few words.
$hy% ) few personal words inspire and motivate amiables.
Say 7I missed you at the meeting. 5ere&s what you need to know.9
Don#t Say :5ere&s what you missed at the meeting.:
Analytical Driver Expressive Amiable
Assertiveness )sk Tell Tell )sk
Task Task "eople "eople
Describe! as: (ool and (alm
"ractical
"redictable
Aeserved
%etailed
3ogical
2bjective
)dventurous
%ecision maker
2pinionated
Impulsive
"roductive
(ompetitiveBgoal driven
Cisionary
)nimated
,nergetic
2utgoing
"ositive
Talker
*un loving
Takes chances
)pproachable
)voids conflict
Aeliable
Tolerant
,asy going
%islikes (hange
)daptable
&ee!s to 'no" 5ow .%etail/ WhatBWhen .Aesults/ Who ."eople/ Why .6enefit/
For !ecisions give
them
,vidence 2ptions Testimonials -uarantees and
assurances
$al' 4low *ast *ast 4low
Tal' 3ow volume, little
inflection
(ommanding,
authoritative
*ast, with emotion 4low. 4oft level pitch
(ace (ontrolled *ast ,nthusiastic 4teady
(osture (losed ,rect 2pen Aela'ed
Dress (lassic, well groomed,
uality. ,'cept for
eccentrics
*unctional, practical.
"ower dress for
business.
4tylish, *lamboyant,
(olours
(onservative, (asual,
conventional,
comfortable
)istening S'ills 4elective Impatient %rifts in and out Cery good
Decisions 2bjective and cautious.
<eeds facts
%ecisive. Takes
calculated risks
Impulsive 4low and studied.
)voids risks
*otivation 4ecurity Aecognition Aecognition 4ecurity
*eetings 4trong critical skills.
Will point out negatives
%ominates Interrupts. -oes off on
tangents
"refers to listen
&ee!s to !o more 6uild rapport 3isten and be patient 3isten 6e more assertive