Nearly 50 years of research by the TRACOM group has revealed that people operate with four distinct ways of interaction,
or SOCIAL STYLES: Analytical, Amiable, Driving and Expressive. A brief explanation of each style is detailed below;
Analyticals value facts
above all, and may appear uncommunicative, cool and independent. They have a strong time discipline coupled with a slow pace
to action. They value accuracy, competency and logic over opinions, often avoiding risk in favor of cautious, deliberate decisions.
Analyticals are usually cooperative, providing they have some freedom to organise their own efforts. Power often arises suspicion
in Analyticals, but if they come to see it as necessary for achieving goals and objectives, they may seek power themselves.
In relationships, Analyticals are initially more careful and reserved, but once trust is earned they can become dedicated
and loyal. Amiables are people-oriented, and care more about close relationships than results or influence. They usually
appear warm, friendly and cooperative. Amiables tend to move slowly with a low time discipline, minimising risk and often
using personal opinions to arrive at decisions. Belonging to a group is a primary need, and Amiables may make every effort
to gain acceptance. They typically seek to uncover common ground, preferring to achieve objectives through understanding and
mutual respect rather than force and authority. When managed by force without relationship, Amiables appear to cooperate initially
but will likely lack commitment to the objectives and may later resist implementation. Expressives are motivated
by recognition, approval and prestige. They tend to appear communicative and approachable, often sharing their feelings and
thoughts. They move quickly, continually excited about the next big idea, but they often don’t commit to specific plans
or see things through to completion. Expressives enjoy taking risks. When making decisions, they tend to place more stock
in the opinions of prominent or successful people than in logic or research. Though they consider relationships important,
the Expressive’s competitive nature leads them to seek quieter friends who are supportive of their dreams and ideas,
often making relationships shallow or short-lived. Driving styles want to know the estimated outcome of each option.
They are willing to accept risks, but want to move quickly and have the final say. In relationships, they may appear uncommunicative,
independent and competitive. Driving styles tend to focus on efficiency or productivity rather than devoting time and attention
to casual relationships. They seldom see a need to share personal motives or feelings. Driving styles are results-oriented,
tending to initiate action and give clear direction. They seek control over their environment.
We would be happy to discuss how to use SOCIAL STYLEsm in your organisation. We are based near London our
team work across the UK and further afield as required, our contact details are here.
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