BEHAVIOUR STYLE

LEARNING INVENTORY

The objective of the following inventory is to understand your assumptions which guide
your behaviour. The formatting of this inventory is based on the principal of ‘Forced
Choice’ Questionnaire

DIRECTIONS :

There are 60 statements each of which mirror what you commonly do in your day – to –
day work.

Below each statement are 2 alternatives A and B.

Please read each statement carefully and then give points, as shown below:

Either 5 to A And 0 to B
Or 4 to A And 1 to B
Or 3 to A And 2 to B
Or 2 to A And 3 to B
Or 1 to A And 4 to B
Or 0 to A And 5 to B

You must ensure that the total of A and B in any of the above combinations MUST ADD
TO 5.
You are not permitted to leave out a single statement.

Please note that giving a ‘5’ indicates a powerful preference and a ‘0’ indicates the least
preferred option with 1, 2, 3 and 4 being mid-range.

Copyright ©1999 H.F.Mulla Associates

 1. To sort out differences of opinion 7.
among my subordinates, I should
A___ Ensure that a spirit of co-operation A___
and goodwill exists.
B___ Make the decisions and insist that B___
they follow them.
2. To create a winning team, I should 8.
communicate my expectations to
my subordinates
A___ ensure that they adhere to my A___
instructions
B___ show appreciation to everyone in the
team in equal measure.
3. Prior to making a business
decision, I should
A___ be willing to accept the facts, positions
or views of others, even if they have
been found to be antithetical to those
of my own.
B___ Allow the findings and views of the
subordinates to supersede or override
those of my own.
4. When my subordinates complain of
an irate customer, I should
A___ always be firm with the subordinates,
explaining to them that the customer
is always right.
B___ discuss the complaint and make
suggestions, in private, to each of the
subordinates involved.
5. When faced with complaints from
other departments, I should
A___ listen to the complaints but avoid A___
getting involved in the matter.
B___ be reassuring in my response and B___
take steps to ensure that internal
morale is not affected.
6. When a need arises for my 12.
subordinates to work overtime, I
should
A___ allow them to work overtime as long A___
as they think necessary and leave
them alone as they know their own
jobs better than anyone else.
B___ allow them to work overtime to the B___
extent that they are comfortable in
doing what they have to do.
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Copyright ©1999 H.F.Mulla Associates
During meetings, if I observe
discrepancies in the data, I should
go to the board and highlight the
same and request the other members
also to contribute to the data.
See to it that a frank and open
deliberation ensues, to arrive at a
sound decision.
When rules and regulations are
breached, I should
take swift and stern remedial
measures to ensure that it will not
recur.
B___ be open and honest to confront
feelings before they become issues.
9. In order to earn the esteem of my
subordinates, I should
A___ critique the performance of my
subordinates and show appreciation
when my suggestions are
incorporated.
B___ critique the performance of my
subordinates in the interest of the
organization and self.
10. When there is a disagreement with
my subordinates, I should.
A___ Disengage from the issue in order to
avoid a crisis as subordinates like it
that way.
B___ ensure that my subordinates feelings
are taken care of and that I am ready
to offer whatever help I can.
11. To insulate subordinates against
problems that may occur in the
future I should
assert my leadership through
authority and the use of researched
facts and logic.
exercise my leadership by
considering the needs of each of the
subordinates so that problems do not
surface.
Prior to undertaking any planning
activity, I should
make plans according to what
subordinates will accept and what
they will resist and then plan for each
subordinate according to what he
thinks is okay.
Take all suggestions from my
subordinates, even in their modified
form, to ensure that good
relationships are maintained.
 13. When there is a breakdown in 19. In appraising my subordinates
communication with my performance, I should
subordinates, I should
A___ take the initiative to search for the A___ cursorily look into specific issues and
underlying causes and convince my make some suggestions for
subordinates that I am right. improvement.
B___ Jointly search for the underlying causes B___ praise performance where it is good,
and discuss openly so as to reach a and skirt over the negative points.
mutual understanding.
14. In instituting changes within the 20. To motivate subordinates towards
department, it is advisable for me to achieving the best results, the
decisions should be developed
A___ enlighten the subordinates of the main A___ by involving all the subordinates in
nature of the changes and convince efforts directed at reaching a decision
them as to how their support would be which I feel would be beneficial to
advantageous to all concerned. most.
B___ ensure that the subordinates B___ after garnering the goodwill and
comprehend the changes and how support of most or all of the
these changes would impact them and subordinates.
organization, so that the concerns could
be resolved.
15. Before arriving at the facts of the 21. When my views differ from that of
cases, I should my subordinate, I should
A___ ensure that at all times I have greater A___ ensure that the subordinate has
understanding and depth of the facts understood my directions and insist
than the others. that no changes are made.
B___ get on overall view of the facts, B___ Disengage from the issue and trust the
positions and ideas and convince the subordinate to solve the problem
subordinates of the correctness of my himself.
analysis and findings.
16. On facing complaints from a 22. To work within budget constraints, I
customer, I should should
A___ enter into a frank discussion with the A___ constantly monitor my subordinates’
subordinates so as to identify the real expenses and ensure that they comply
issues involved. with the same.
B___ assure the customer that the problem B___ seek to resolve my subordinates’
will never occur again and show concerns so that we achieve an
sympathy to those subordinates who understanding and an agreement to
have to deal with difficult customers so keep within the budget.
that they do not get demoralized.
17. To avoid having to change a decision 23. The sales targets of my
already made, I should base it on: subordinates should be
A___ information and data provided by the A___ high so as to satisfy my expectations of
boss to ensure that all subordinates will their targets.
follow it.
B___ Meaningful information, opinions and B___ at a level that I do not get into
ideas regardless of whether these were problems with them.
submitted by others or were my own.
18. When I need to take disciplinary 24. When my subordinates are unable
action, I should to deliver quality service to the
customers, I should
A___ gather relevant data & information from A___ discuss the matter and make
my subordinates for me to arrive at the suggestions in private, to each of the
right course of action and make a subordinates involved.
decision.
B___ Take the middle ground and make a B___ enter into an open discussion with the
decision based on the tried methods of subordinates so as to identify the real
the past. issues involved.

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Copyright ©1999 H.F.Mulla Associates

 25. In detailing projects,
A___ decisions should be made by me, after
thoroughly researching all the facts.
B___ decisions should be made by my B___
subordinates, since they are most likely
to follow their own views, opinions and
facts
26. On completion of an assignment, I 32.
should discuss it with my team
A___ so as to provide them with conclusive A___
facts and data, pinpointing areas which
need improvement.
B___ so that my subordinates and I can
openly accept our respective mistakes
and learn from the same.
27. In expressing a difference of opinion
to my subordinates, I should
A___ be open and direct and let them know
that their acceptance of it will be
appreciated.
B___ make sure that the subordinate
understands my views and complies
with the same.
28. In undertaking a new assignment.
A___ I should ensure that each person’s view
should be taken into consideration in
some form or other.
B___ we should jointly establish the project
plan and make efforts to see that the
team buys into it.
29. To obtain the best results from my
subordinates, I should set goals for
them and
A___ put the goals on record and circulate a
memo to them providing all details.
B___ see that they are comfortable in the
process of achieving their targets, lest
they get demotivated.
30. Knowing and understanding my
subordinates style of functioning, I
should
A___ realise that my subordinates must be
reminded of their responsibilities and
pushed to work harder.
B___ realise that my subordinates will work
only when asked to participate and
contribute to the task.
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Copyright ©1999 H.F.Mulla Associates
31. In order to earn credibility in the eyes of
my subordinates, I should
A___ encourage subordinates to speak up, but in
assessing, be firm about keeping my views
and the interest of the organization in mind,
encourage subordinates to speak up, but in
assessing try to be reasonable and
moderate so that the review is acceptable.
On completion of a major assignment, I
should
refrain from delving in to the past negative
performance of the subordinates and
regardless of individual contribution, thank
them for the efforts.
B___ accept only those critiques of my
subordinates which represent their
common concern for improvement in the
future.
33. When my subordinates have a clash of
ideas, I should
A___ consciously remain silent and let them sort
out their differences themselves, because I
believe they can.
B___ search for a jointly work through the
underlying causes for the conflict.
34. In planning a major assignment, I
should
A___ encourage subordinates to submit only
those ideas and proposals which are based
on a proper research and validation of
facts, which are by and large in
concurrence with my own.
B___ Get an overall view of the facts, positions
and idea available with the subordinate and
conclude that each of the subordinates
would have undertaken adequate research
of the same.
35. When co-ordinating activities among
various departments is tough, I should
A___ stay clear and avoid interfering, but follow
up on the developments when matters get
out of hand.
B___ settle the issue through the use of pre-
established policies and procedures since
these have, by a large, succeeded in the
past.
36. To really understand my subordinates, I
should
A___ give my subordinates a clear picture &
work with them to achieve a common
understanding.
B___ give my subordinates a broad idea and
support, to execute the job in a manner
that they are at ease with.
 37. When my subordinates do not
adhere to the deadlines set for work,
I should
A___ express fully and frankly my anxieties
and concerns about not adhering to the
deadlines, and tell them that this is in
their own interest.
B___ take a quick and stern corrective action
to ensure that the deadlines are met.
38. When I am organising a meeting,
decisions should be made by
A___ my subordinates, since they always
know best.
B___ me, based on past experiences and
precedents.
39. During a mid-term review with my
subordinates, I should
A___ allow the subordinates to express their
views and concerns, but avoid giving
critique, because they can realise it
themselves.
B___ avoid being critical of their drawbacks
so that they do not get demotivated.
40. To bring about a transformational
change, I should
A___ explain to the subordinates the
proposed changes and ensure that they
carry out the changes.
B___ explain to the subordinates about the
general and routine changes through
others who get along with them, since
then there will be less resistance.
41. In order to avoid future crisis and
serious conflicts among my
subordinates, I should
A___ not get involved with issues between
subordinates, unless absolutely
necessary.
B___ expect that they will accept my B___
interventions and follow my directions.
42. When faced with a problem, I should
A___ monitor and guide subordinates in their
investigations of facts, so as to help
them reach the solutions and for them
to know that they can rely on me.
B___ investigate from the point of view of
searching for the positive aspects in
dealing with the problem in order to
motivate subordinates.
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Copyright ©1999 H.F.Mulla Associates
43. When announcing a change in the
policy, I should
A___ ensure that the policy that I have worked
upon is understood by all concerned and
distribute typed copies of the same so that
the policy is not misinterpreted.
B___ ensure that the policy that some of them
have worked upon is understood by all and
that my door is always open for them if
some of them may have not understood
the same.
44. I should recognize that the work habits
of people are such that
A___ I must facilitate their tasks so as to ensure
their involvement and commitment.
B___ people being people, they should not be
pushed beyond what is perceived by most
as being fair.
45. To ensure success of my subordinates,
decisions should be made
A___ by discussing with subordinates to create a
congenial work atmosphere for getting the
work done.
B___ in such a way that in most cases the
decision is workable to the benefit of both
the individual and the organization.
46. When in doubt about certain matters,
decisions should be developed
A___ by involving all the subordinates and
delaying my involvement unless the
problem becomes chronic.
B___ by gaining the involvement of only those
resources that could contribute to quality or
implementation.
47. After an organizational change has been
affected, I should discuss it with my
team
A___ and let go of the situation for a while so
that people will support the change in the
manner they understand best, after they
have a second thought.
in order to show appreciation for their
support and ensure that the subordinates
will learn from the experience they have
gained from me.
48. When my subordinates are at
loggerheads with each other
A___ I should use my wit and make sure that the
subordinates follow my instructions
B___ I should disengage from the issue and let
them sort out their differences.
 49. In tackling major issues, I should as a
leader
A___ involve the subordinates in tackling the
issues, but not encourage those whose
views are largely divergent from my own.
B___ take pains to find out how such major
issues have been handled in the past so
as to implement them successfully.
50. When my subordinates require leave
during peak season, I should
A___ take into consideration both the work and
staffing requirements in arriving at a
decision.
B___ meet each person informally and let the
subordinates know that their thoughts and
feelings have been taken into account
before arriving at a decision.
51. To encourage excellent effort,
important decisions should be made
A___ after garnering the support of most or all of
the subordinates to create a sense of
goodwill.
B___ by gaining involvement of only those who
can effectively contribute to the decision-
making process.
52. When my subordinates face problems
in executing work
A___ I should assert my leadership through
exercising authority and giving them an
ultimatum.
B___ they should know when I am available to
them to address their feelings and help
them put matters into perspective.
53. When investigating the concerns of my
subordinates
A___ I should monitor and guide subordinates in
their investigation of the facts so as to help
them reach the solutions which are more
or less in line with my views.
B___ I should expect the subordinates to accept
my reading of the situation or face the
consequences.
54. A boss that genuinely understands
people will plan a job by
A___ give my subordinates a broad idea and
support, to execute the job in a manner
that they are at ease with.
B___ not only explaining the purpose of the job
and assigning individual tasks but also
double-checking to make sure that
subordinates think what I request is okay.
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Copyright ©1999 H.F.Mulla Associates
55. When there is a clash of ideas between
subordinates, I should
A___ express my gratitude to them for voicing their
opinions, and firmly putting an end to the
dispute.
B___ express as far as possible the points of
agreement to resolve the conflict and jokingly
refer to the negative issues in order to
prevent the souring of relationships.
56. While in the process of signing an
agreement regarding terms and
conditions with a new client, I should
A___ inquire with as many people from the new
client organization about the company, while
maintaining my routine ways of working so
that I can incorporate most of what they want.
B___ portray to the client that I trust him implicitly
so that he would feel guilty if there were any
clauses against my interest.
57. A boss should execute his authority in a
manner that
A___ subordinates are sufficiently independent,
unless the situation gets out of hand.
B___ subordinates who keep me posted in totality
are commended.
58. During the lunch hour if I see a
subordinate misbehaving with his
colleague, the best thing to do is
A___ reprimand the subordinate to ensure that it
does not repeat again.
B___ to call the subordinate to my cabin and speak
on him separately so as not to disturb our
relationship.
59. Before deciding how to manage an issue, I
should
A___ include my subordinate’s suggestions, where
the majority view is perceived as being
acceptable.
B___ allow subordinates to express their views and
show marked appreciation for their
compliance.
60. The best way to develop subordinates
A___ is to allow them to be more or less on their
own and for me to stay clear of the situation,
so that they learn from experience.
B___ give them ample opportunities to perform and
realize that they will learn from them.