The Social Styles Handbook · Adapt Your Style to Win Trust by Library, Wilson Learning -- Read -- Imperial Library of Trantor

Index

The Social Styles Handbook: Adapt Your Style to Win Trust Foreword I. Section 1 The Case for Communication

1. Introduction

Words Aren’t the Key Social Styles, Versatility and Success Summary

2. Mindset Matters

A Warm-Up Exercise

The Exercise The Point of the Exercise

Essential Mindsets

Mindset #1: Look for the signals and respond correctly Mindset #2: Be prepared to act in ways that don’t feel comfortable Mindset #3: You can’t change your own style, but you can adapt your behavior Mindset #4: Diversity is enriching, but requires understanding

Summary

II. Section 2 Dimensions of Social Styles

3. A New View of Behavior

Two Critical Assumptions

Social Style focuses only on observable behavior Perception is reality

Summary

4. Assertiveness and Responsiveness – The Measures of Behavior

Assertiveness and Responsiveness

Assertiveness – the measure of influencing Responsiveness – the measure of expressing Assertiveness and Responsiveness – the basis for the Social Style matrix

Summary

5. Versatility – Adapting Your Style

Versatility in Action Comfort Zones – Yours and Theirs Summary

6. Task and Relationship Tension – Productive or Unproductive?

Task Tension Relationship Tension Rising and Falling Tension Moving from Relationship to Task Tension Summary

7. Comfort – The Key to Trust and Confidence

Comfort Opens the Way to Trust The Effects of Discomfort The Payoffs for Making Others Comfortable The Requirements for Comfort Summary

8. Habit – Getting Beyond Comfort and Custom in Communication

Comfort Zones and Habits Adapting – Better than Just Reacting Style Modification Summary

9. Generalizing and Judging – Pros and Cons

When Generalizations and Judgments Make Sense Behavior, Feeling, and Thinking Summary

10. Back-Up Behavior – Fight or Flight

Fight or Flight Tendencies Back-Up Recovery Strategies – LSCPA

Listen Share Clarify Problem-Solve Ask for Action

Adapting LSCPA to Fight or Flight Behavior Summary

11. Building Relationships – Entry, Dialogue and Closure

Entry

Purpose, Process and Payoff (PPP) Statements Credibility

Dialogue

Listening Exploring Integrating

Closure

Affirming the agreement Supporting the decision Enhancing the relationship

Building Trust Summary

12. The Social Style Self-Profiler

III. Section 3 Social Styles in Depth

13. Living and Working with Analyticals

Analytical Expectations Entry with Analyticals Dialogue with Analyticals Closure with Analyticals

Affirming Supporting Enhancing

Adapting Your Style for Analyticals Understanding and Handling Back-Up Behavior with Analyticals If You Are an Analytical Summary

14. Living and Working with Drivers

Driver Expectations Entry with Drivers Dialogue with Drivers Closure with Drivers

Affirming Supporting Enhancing

Adapting Your Style for Drivers Understanding and Handling Back-Up Behavior with Drivers If You Are a Driver Summary

15. Living and Working with Amiables

Amiable Expectations Entry with Amiables Dialogue with Amiables Closure with Amiables

Affirming Supporting Enhancing

Adapting Your Style for Amiables Understanding and Handling Back-Up Behavior with Amiables If You Are an Amiable Summary

16. Living and Working with Expressives

Expressive Expectations Entry with Expressives Dialogue with Expressives Closure with Expressives

Affirming Supporting Enhancing

Adapting Your Style for Expressives Understanding and Handling Back-Up Behavior with Expressives If You Are an Expressive Summary

IV. Section 4 Lessons from Social Styles Experts

17. Speeding Up the Learning Curve

Take It Slowly Don’t Jump to Conclusions Stay Away From Stereotypes Be Realistic About the Power of Social Styles Be Aware of Styles Within Styles Accept People’s Behavior as a Sign of Their Comfort Zones and Nothing More Observe One Dimension of Behavior – Assertiveness or Responsiveness – At a Time Observe Verbal and Nonverbal Behaviors – and Be Objective Start Assessing Styles Even Before Your First Meeting Use Introductions as Early Indications of Style Focus on Making Only Minor Modifications in Your Behavior Live By the Platinum Rule Value Diversity Selling is Easier with Social Styles in Mind Recognize When You Are the One in Back-Up Don’t Expect Reciprocity Consistency and Integrity Matter Most Don’t Try to Be Someone Else

A. How to Adapt your Behavior for Ask-, Tell-, Task-, and People-Directed Styles B. Resources

If You Would Like to Learn More About Social Style Skills If You’d Like to Learn More About Versatile Selling Skills If You’d Like to Learn More About Counselor Selling Skills

C. Contributors

About the Authors About the Project Development Team

Index Copyright

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