four types of human behaviour
introduction
communication happens on listeners terms
understand listener to adapt communication patterns
normal behaviour is observable, understandable, predictable, changeable
dimensions
- task-oriented vs relationship-oriented
- passive (reserved) vs active (implementing)
collaboration
- same dimension simplifies communication
- but for optimal results, need all aspects
dominant (red)
active task-oriented
quick, happy to take command, make things happen
but control freaks, trample on people's toes
executives
properties
- quick reaction
- maximum effort to control
- minimal interest for caution in relationships
- current time frame
- direct action
- tendency to avoid involvement
adjectives
- aggressive, controlling
- strong-willed, pushing, decisive, opinionated
- goal-oriented, performance-oriented, results-oriented
- convincing, pioneer, innovator, problem-solver, initiator, ambitious
- straightforward, impatient
negative
- rash & dominant, fiery temper
- arrogant, egoistical
- aggressive & controlling
- blunt & directness hurts other's feelings
- wants control over others
- details ignored
- overconfident
- want to win discussion
positive
- bold & ambitious
- honest & blunt about own opinions
- focus on essential tasks & getting them done
- opinion on everything
- even difficult tasks taken on gladly
- does not care about prestige as does not care what others think
- position of power as means to end (take decisions)
- convincing due to strong believe in own (potentially wrong) opinions
body language
- firm, controlling, distancing, aggressive
- strong, convincing voice
adapt
- be quick & blunt
- stick to business & the topic at hand
- hold against pressure, never allow disrespect
- make hard work visible
change behaviours
- force to care about details, wait for others, avoid excessive risks
- by explaining how time / benefit was lost in the past
- 0-tolerance against asocial behaviour, force to small talk
stress factors
- no authority, challenges, results, all is routine & inefficient
- release stress with some form of competition / exercise
inspiring (yellow)
active relation-oriented
amusing, creative, elevate mood
but prevent others from entering conversation, untrue stories
sales people
properties
- rapid reaction
- maximum effort to involve
- minimal interest in routine
- future time frame
- impulsive action
- tendency to reject isolation
adjectives
- encouraging, enthusiastic, persuasive, inspiring, optimistic
- creative, expressive, imaginative
- opinionated
- needs attention, sensitive, self-centred, talkative
- communicative, social, charming
- spontaneous, adaptable, flexible
negative
- (overly) optimistic & self-confident
- bad listers, talks too much
- very hard to receive feedback (gets defensive, forgets it fast again)
- chaotic, hardly keeps track of things
- neglects details, rarely finishes projects
- arrive late and never acknowledge it (or say sorry)
- unable to concentrate or focus on a project
positive
- (overly) optimistic, do whatever is fun
- entertaining
- creating relationships
- creative in finding new solutions
- persuasive
body language
- relaxed, friendly, expressive gestures, come close
- body contact to reinforce point
- empathy clearly shown
- fast speaking
adapt
- keep yellow happy for productivity
- start with big questions to avoid boring details
- sell stuff with "state-of-the-art" as novelty is loved
- be approachable to gain trust & productivity
change behaviours
- force to agree to specific plan & write it down
- explain consequences clearly of being late & have backup plan
- help to structure & organize stuff
- time very outgoing behaviours
- motivate by explaining how much popularity can be gained from it
- give negative feedback in small batches, determined & well prepared
stress factors
- pretend invisibility, be negative / sceptival
- push for structure, considering details
- separate from rest of group, publicly humiliate
- relieve stress by organizing party / fun activity
stable (green)
passive relation-oriented
easy-going, pleasant, genuinely care for others
but too unclear, indecisive
public sector
properties
- calm reaction
- maximum effort for connection
- minimal interest in change
- current time frame
- supportive action
- tendency to reject conflict
adjectives
- stable, patient, relaxed, self-controlled, composed, conceals feelings
- loyal, reliable
- modest, discreet, producer, persistent
- understanding, supportive, good listener, helpful, thoughtful
negative
- never changes views
- does not really care about anything
- prefers to avoid work
- avoids responsibility, prefers clumsy statements
- unable to adapt to changes
- does not speak about problems to avoid work / conflict
positive
- balanced, easy to deal with, tolerant
- authentic relationship focused
- keep calm and carry on
- does not want to be inconvenient
- listens well
body language
- relaxed
- small-scale gestures
- slow, quiet voice
adapt
- acknowledge fears (dont deny), keep nudging
- encourage brave behaviours
- plan yourself, explain it detailed to green asking for feedback
change behaviours
- feedback with concrete things to improve
- formulate change as the only solution
- take enough time for each single change
stress factors
- strip security & private space
- push into spotlight
- make clear an agreement is not possible
- release stress by giving time to do nothing
analytical (blue)
passive task-oriented
calm, thing before they speak
but suspicious, pessimistic
properties
- slow reaction
- maximum effort to organize
- minimal interest in relationships
- historical time frame
- cautious action
- tendency to avoid involvement
adjectives
- systematic, methodical, follows rules, structured, analytical, logical
- objective, seeks facts, questioning, scrutinizes, correct, quality oriented
- distant, perfectionist, conventional, needs time, reflecting
negative
- conservative, tedious
- lacking independence
- not able to settle for "good enough"
- appear cold, hard to get to know
- no small talk
- "better safe than sorry" taking to extremes
- standards of proof are (unreasonably) high
positive
- analysis in the background about the why
- sees errors & risk
- pedantic
- modesty
- miss the big picture
- decisions only taken after all facts none
- risk averse, quality first-class citizen
- can repeat same tasks multitude without getting crazy
- follow strict rules & very organized
- silence is golden (no need to be heard)
body language
- prefer others at a distance
- speak without guestures
- little variation in voice & expression
adapt
- be prepared to give exact answers to everything
- do one task at a time
- stick to the facts
- avoid negative formulations
- praise for exact, high quality work
change behaviours
- explain criticality not always welcome / futile
- point to big pictures, give clear time constraints
- force taking a decision by pointing out negatives from not doing so
stress factors
- deny expert knowledge, force to take high risks
- have spontaneous decisions, unannouced events
- surround with overly emotional people
- relieve stress by giving space
body language
posture
- relaxed, natural for self-confidence
- shrunken for resignation
gaze
- shifty eyes to want to be somewhere else
- closed eyes to think
- horizon look to remember
- shift to the side could be lying
hands
- touching neck / excessive movement as insecurity (lying?)
- lift up to face when in awful/unpleasant situation
head
- speaking induces shaking / nodding
- discussions might lead to lean to the side
- raise eyebrows for amazement
hand shake
- limb/feeble for submissive behaviour
- firm for determination
- too hard for fake determination
feedback
give very concrete examples & stick to the facts
let person repeat what was being sad
explaining only behaviour (not person) disliked
blue
- specific, detailed examples in writing
red
- avoid decorative wrappings
- stay calm and unimpressed by pushback
green
- gentle with concrete examples
yellow
- follow clearly set agenda
- massage ego & put words into mouth
written communication
mirror style (concise? friendly?)
other models
greeks (hippocrates)
- humoral pathology
- melancholic as blue, choleric as red
- phlegmatic (sluggish) as green, sanguine (blood) as yellow
aztecs
- fire (leaders, hotheats)
- air (determined but easygoing)
- earth (collective, stability)
- water (quiet, observing)
DISC
- dominance (approach to problems & challenges)
- inspiration (cooperation & influence over people)
- stability (response to change)
- compliance (response to rules & regulations)