Source of Reference:: Jack Cullen and Len D'Innocenzo, The Agile Manager's Guide To Coaching

Source of Reference:
Jack Cullen and Len D’Innocenzo, The Agile Manager's Guide to Coaching
to Maximize Performance, Velocity Business Publishing.
 dominance,
 influence,
 steadiness, and
 conscientiousness.
 People of the Dominance Style like to control their environment by overcoming opposition to accomplish
desired results. They enjoy moving people around in their favor.
 They are direct, forceful, impatient, and opinionated. They enjoy being in charge, making decisions, solving
problems, and getting things done. They tend to thrive on power, prestige, and authority, and they can be
extremely demanding. They also fear being taken advantage of by losing control of a situation.
 When people of this style are negatively motivated, they can become defiant. They don't like being told what to
do, and win lose challenges can be dangerous. They would quickly become bored with a routine that was basically
the same from day to day, particularly if it didn't allow them to make decisions that would hinder their desire to be
in control.
 For example, giving them work that involves dealing with lots of detail would be tedious and de-motivating for
High D's.
 Be clear, direct, and to the point when you interact.
 Avoid being too personal or talking too much about non-work items.
 Let them know what you expect of them. If you must direct them, provide choices that give them the
opportunity to make decisions to satisfy their need to be "in control.

 Accept their need for variety and change. When possible, provide new challenges, as well as
opportunities to direct the efforts of others.

 The High D person is motivated by personal control through direct communication. Compliment them
for results they achieve.

 They are "bottom line" oriented. Ask them about their career plans and timetables for achieving success.
Show how they can get results by helping you get results.
 People with this style try to shape the environment by influencing or persuading others to see things their way. They
really enjoy being involved with people and getting recognition for their accomplishments. They fear rejection or loss
of social approval.
 This highly social individual loves opportunities to verbalize thoughts, feelings, and ideas. So provide opportunities
for them to do this when possible. When it's deserved, praise their work enthusiastically and publicly.
 When you negatively motivate people of this style, they can be indiscriminately impulsive. When this happens, they
may speak first and think later with little regard for what they say and who might hear it. This can be in the form of
complaining to no one in particular while hanging around the coffee pot. Because they want to be liked, being silent or
tight-lipped with them will make them afraid you're rejecting them.
 Contd.......
 Such people run well with new ideas. Take advantage of the strong communication skills that this
style possesses by allowing them to be the liaison with other departments when there's a
companywide initiative that suits their talents.
 They can also be among your best promoters for new ideas or for creating excitement for
company social functions such as holiday parties. Because of their desire to be involved with
other people and in different projects simultaneously, this style could benefit by receiving time
and priority support from you as their coach.
 You'll need to communicate more with people of this style, and it'll often involve social
interaction.
 Give them lots of your time.
 Compliment them.
 Ask about things going on in their lives outside of work.
 Let them share with you their goals at work and elsewhere.
 Link your objectives to their dreams and goals.

 The Steadiness behavioral type focuses on cooperating with others to carry out the task. These people are
very much team players and cooperative group workers. They take pride in being reliable and trustworthy
employees.
 They tend to be patient, loyal, and resistant to sudden changes in their environment. They respond positively
to group achievement recognition, sincere appreciation and predictable situations. When they get negatively
motivated ? which is often caused by sudden, unplanned changes that they see as high risk ? they can become
stubborn or stern, moods usually expressed in the form of passive resistance.
 This type of behavioral style responds very well to an atmosphere of cooperation rather than competition.
Show sincere appreciation when it's earned. Communicate in an indirect, casual style. Recognize and praise
contributions to the team. Schedule regular performance reviews.

 Acknowledge that their efforts help others.
 Provide opportunities for them to cooperate with others on the team to achieve desired results.
 Provide specific direction and offer assurances when necessary.
 When implementing change, be sure to lay out a systematic, step-by-step procedure and draw out their
concerns and worries about the situation. They need to feel secure.
 Assure them that you've thought things through before initiating changes. Give them a plan to deal with
problems when they occur.

 This style emphasizes working conscientiously within existing circumstances to ensure quality and accuracy.
People of this behavioral style appreciate opportunities for thorough, careful planning. They are critical
thinkers who are sticklers for detail, They prefer to spend time analyzing a situation and, like the steadiness style,
are slow to accept sudden changes. They like following procedures and standards- preferably their own.
 When they are negatively motivated they may become cynical or overly critical. They will normally respond well
to logical, well-thought-out, planned options. Be realistic and avoid exaggeration in discussion with them. They
respond favorably to exact descriptions and performance objectives, scheduled performance appraisals, and
specific feedback on their performance.
 Your conversations with them will take longer because they'll probably have several questions. They'll also want
to verify the quality and reliability of information you give them. Even when given all the facts, they are inclined
to analyze an issue and decide for themselves. Compliment them for the quality work they do, as well as he
logical approach they take to doing it.

 Opportunities to demonstrate their expertise.
 Plenty of details.
 Enough time to prepare for meetings properly.....especially if they have an item on the agenda to present.
 Situations where their systematic approach will contribute to long-term success.

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desired results. They enjoy moving people around in their favor.

opportunity to make decisions to satisfy their need to be "in control.

opportunities to direct the efforts of others.

for results they achieve.

companywide initiative that suits their talents.

and priority support from you as their coach.

 Ask about things going on in their lives outside of work.

 Link your objectives to their dreams and goals.

stubborn or stern, moods usually expressed in the form of passive resistance.

contributions to the team. Schedule regular performance reviews.

 Provide specific direction and offer assurances when necessary.

problems when they occur.

specific feedback on their performance.

logical approach they take to doing it.

 Situations where their systematic approach will contribute to long-term success.

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