Flexing Your Behavioural Style

Over the past weeks, you have seen examples of personality types, this week, find out how best to behave when you come across people with certain high traits.

The principle of behavioural style should be used as a guideline only. The study of behaviour is not an exact science. All styles have their strong points. By flexing your own style to match that of the person you are interacting with, you are strengthening the point that will be the most impressive to them. The bottom line about presenting to people is to watch them and present to them as they are presenting themselves.

Interacting with a dominant
• Get to the point quickly	• Direct/candid/to-the-point
• Focus on results from beginning to end	• Sit/Stand erect, keep direct eye contact
• Don't appear disorganised, over-explain or ramble	• Give options and enough data to reach a decision

Interacting with an extrovert
• Allow time for socialising	• Keep things fast-paced
• Avoid being too businesslike or controlling	• Focus on big picture, not details
• Mention people they know or like	• Act energetic
• Join in their fun style	• Maintain eye contact
• Try to discover hopes and dreams

Interacting with an introvert
• Be conservative, rather then flamboyant	• Avoid small talk

Interacting with a highly patient person
• Act relaxed, use comfortable posture	• Avoid harshness in your voice
• Don't use pressure -negotiate, get agreement	• Invite them to speak, draw them out
• Stay away from "small talk", unless it's genuine

Interacting with an impatient person

• Be succinct, to the point

Interacting with a conformist
• Be prepared, get to business fast	• Present factual, exact data logically/systematically
• List pros & cons - give alternatives	• Encourage a decision if they are indecisive