“Reading People - Understanding Behavioral Styles” ©2003 Paul Esch

We all have met people who are very adept at breaking the ice even with perfect strangers. They seem to have a knack for approaching anyone. How do they do it? Learning how to read people according to their personality is an important skill for networking. Different types have their own tendencies, preferences, fears, strengths, weaknesses and act certain ways under stress. Psychologists have developed amazing psychometric tools to understand behavioral styles and they are commonly used to improve productivity or help predict an applicant’s chances for success. There are hundreds of personality patterns. Very few people are purely one style but several familiar styles consistently seem to emerge.

At the risk of oversimplifying, four easily recognized styles have been called Directors, Amiables, Thinkers and Relaters. Directors tend to be active and formal/unemotional. Amiables, tend to be active and informal/emotional. Thinkers tend to be passive/observing and formal/unemotional. Relaters tend to be passive/observing and informal/emotional.

To facilitate a fun “getting to know you” networking exercise at a recent chamber luncheon, I asked participants to determine which style they most identified with. Then we formed groups and met to discuss the styles in metaphorical terms. Each group was asked to name a dog, a bird and a song that best represented their style.

Directors mentioned: German Shepherd, Eagle, “We are the Champions”;

Amiables mentioned: Mutt, Parrot, “Somewhere it’s 5 O'clock”;

Relaters mentioned: Golden Retriever, Cockatiel, “Feelings” and “People”;

Thinkers mentioned: Border Collie, Owl, and “We’ve Only Just Begun.”

The groups did not disappoint us and even exhibited some of their characteristic behavioral tendencies during the program. Directors we’re found asserting themselves, Amiables being playful, Thinkers mulling things over and Relaters sitting down to take it easy and even hugging! What is the best way to relate to and approach these four styles?

Let’s take the active styles first. Directors prefer to be in control and don’t like to waste time so be direct and get to the bottom line. If you want their trust, show them how you can you work with them to get the job done. They want to know “Why?” Amiables want to socialize and care about being popular. Be personable, enthusiastic and spontaneous. Give them recognition and don’t forget to let them know it’s going to be fun. What about approaching the passive styles? Thinkers love information and accuracy. Give them time to think over and analyze the data. They care about quality. Be thorough, factual and detailed. Let them know you did your homework. They are inquisitive, cautious and especially sensitive to criticism. Relaters are team players who want to support and partner. They are relaxed and steady, and not fond of surprises. Give them fair warning about changes because they are the stabilizers on your team. Go slow and provide reasons. Stop and smell the roses with them. They will appreciate it.

When you approach each of these types according to their goals and styles you’ll get more done, have more fun, strengthen your relationships and avoid inefficiencies!

Paul Esch works with leaders to improve business performance.

To learn more about Behavorial Styles, Profiles, Assessments and other tools to improve business performance, teamwork and communication, call Paul at 651-501-7979 or click here: http://www.breakthroughbusiness.net/products.php