LEADERSHIP
STYLES
The Behavioral Style Evaluation
1. O – Easy to get to know personally in O – Tends to be more willing to show or
business or unfamiliar social environments. share personal feelings more freely.
S – More difficult to get to know personally 10. S – Shows less enthusiasm than the
in business or unfamiliar social average person.
environments. O – Shows more enthusiasm than the
2. S – Focuses conversation on issues and average person.
tasks at hand; stays on subject. 11. D – More likely to introduce self to others at
O – Conversation reflects personal life social gatherings.
experiences; may stray from business at I – More likely to wait for others to
hand. introduce themselves at social gatherings.
3. I – Infrequent contributor to group 12. O – Flexible about how own time is used
conversations. by others.
D – Frequent contributor to group S – Disciplined about how own time is used
conversations. by others.
4. I – Tends to adhere to the Letter of the Law. 13. S – Goes with own agenda.
D – Tends to interpret the Spirit of the Law. O – Goes with the flow.
5. S – Makes most decisions based on goals, 14. D – More naturally assertive behavior.
facts, or evidence.
I – More naturally reserved behavior.
O – Makes most decisions based on
15. D – Tends to express own views more
feelings, experiences, or relationshiops.
readily.
6. I – Infrequent use of getsures and voice
I – Tends to reserve expression of won
intonations to emphasize points.
opinions.
D – Frequently uses gestures and voice
16. D – Tends to naturally decide more quickly
intonation to emphasize points.
or spontaneously.
7. D – More likely to make emphatic
I – Tends to naturally decide more slowly or
statements like, “This is so!” “I Feel …”
deliberately.
I – More likely to make qualified statements
17. S – Prefers to work independently or dictate
like, “According to my sources …”
the relationship conditions.
8. O – Greater natural tendency toward
O – Prefers to work with others or be
animated facial expressions or observable
included in relationships.
body responses during speaking and
listening. 18. I – Naturally approaches risk or change
more slowly or cautiously.
S – More limited facial expressions or
observable responses during speaking and D – Naturally approaches risk or change
listening. more quickly or spontaneously.
9. S – Tends to keep important personal
feelings private: tends to share only when
necessary.
Used by permission from the tape series “Relationship Strategies” by Tony Alessandra
Scoring
O’s D’s
Minus - Minus -
S’s I’s
Total: ___________ Total: ___________
(May be a negative number) (May be a negative number)
O
9
8
7
6
5
4
3
2
1
I -9 -8 -7 -6 -5 -4 -3 -2 -1 12 3 4 5 6 7 8 9 D
-1
-2
-3
-4
-5
-6
-7
-8
-9
S
Used by permission from the tape series “Relationship Strategies” by Tony Allesandra.
Team Communication and Decision Making
(Relationship Oriented)
OPEN
The The
Realtor Socializer
INDIRECT DIRECT
(Slow Paced) (Fast Paced)
The The
Thinker Director
Self-Contained
(Task-Oriented)
Used by permission from the tape series “Relationship Strategies” by Tony Allesandra.
Summary of Styles
Relater Style Socializer Style
Slow at taking action and making decisions Spontaneous actions and decisions
Likes close, personal relationships Likes involvement
Dislikes interpersonal conflict Dislikes being alone
Supports and “actively” listens to others Exaggerates and generalizes
Weak at goal setting and self-direction Tends to dream and gets others
Has excellent ability to gain support from others caught up in their dreams
Works slowly and cohesively with others Jumps around from one activity to another
Seeks esteem and acknowledgement Works quickly and excitedly with others
Good counseling skills Seeks good security and the need to
Belong
Good persuasive skills
Thinker Style Director Style
Cautious actions and decisions Decisive actions and decisions
Likes organization and structure Likes control, dislikes inaction
Dislikes involvement Prefers maximum freedom to manage self
Asks many questions about specific details and others
Prefers objective, task-oriented, intellectual Cool, independent, and competitive
work environment Low tolerance for feelings, attitudes, and
Wants to be right, so can be overly reliant advice of others
on data collection Works quickly and impressively alone
Works slowly and precisely alone Good administrative skills
Good problem solving skills
APPENDIX B: BEHAVIORAL STYLE SUMMARY
RELATER SOCIALIZER THINKER DIRECTOR
Behavior Open/Indirect Open/Direct Self-contained/ Self-contained/
Pattern: Indirect Direct
Performance Steadiness Influencing of Compliance Dominance
Equivalent: others
Appearance: Casual Fashionable Formal Businesslike
Conforming Stylish Conservative Functional
Work-Space: Personal Stimulating Structured Busy
Relaxed Personal Organized Formal
Friendly Cluttered Functional Efficient
Informal Friendly Formal Structured
Pace: Slow/Easy Fast/Spontaneous Slow/Systematic Fast/Decisive
Priority: Maintaining Relationships: The Task: The Task:
relationships Interacting the process the results
Fears: Confrontation Loss of prestige Embarrassment Loss of control
Under Submit/ Attack/ Withdraw/ Dictate/
Tension Will: Acquiesce Be sarcastic Avoid Assert
Seeks: Attention Recognition Accuracy Productivity
Needs To How it will affect How it enhances How they justify What it does
Know their personal their status the purchase By when
(Benefits): circumstances Who else uses it logically What it costs
How it works
Gains Close relationships Flexibility Preparation Control
Security By:
Wants To Relationships Status Credibility Success
Maintain:
Support Feelings Ideas Thoughts Goals
Their:
Achieves Conformity Playfulness Correctness Leadership
Acceptance Loyalty Stimulating Thoroughness Competition
By: environment
Likes You Pleasant Stimulating Precise To the point
To Be:
Wants To Be: Liked Admired Correct In charge
Irritated By: Insensitivity Boredom Surprises Inefficiency
Impatience Routine Unpredictability Indecision
Measures Compatibility Acknowledgement Precision Results
Personal with others Recognition Accuracy Track record
Worth By: Depth of Applause Activity Measurable
relationships Compliments progress
Decisions Are: Considered Spontaneous Deliberate Decisive
Reprinted with permission from Relationship Strategies by Tony Alessandra, Nightingale-Conant Corporation.
Questions to Discuss
1. What are the strengths of your communication style in doing board
work?
2. What are the challenges of your communication style in doing board
work?
3. What do you need to do to get along better with the other three
communication styles?
