WORKING TRAITS SUMMARY

SCOPE
Question: There is no question for this cte!or"#
Specific: Deals with details and sequences. Cannot see the overview.
General: Prefers the overview, big picture. Can handle details for short
periods.
Distribution: Specific 15%
Equall Specific and !eneral "5%
!eneral #$%
%fro& 'odger (aile, in the Conte)t of wor*+
Inf$uencin! %n!u!e
Specific: e)actl, precisel, specificall, gives lots of details
General: the big picture, essentiall, the point is, in general
ATTENTION &IRECTION
Question: There is no question for this cte!or"
Self: -ttends to own e)perience. Doesn.t notice nonverbal behaviour or
voice tone.
Other: /as auto&atic refle) responses to nonverbal behaviour.
Distribution: Self 0%
1ther 23%
Inf$uencin! %n!u!e
Self: 4ocus on the content, &atch their Criteria and Convincer
Other: 5he are influenced b the depth of rapport.
STRESS RESPONSE
Question: Te$$ 'e (out )a work situation* tht !+e "ou trou($e#
Feeling: E&otional responses to 6nor&al7 levels of stress. Stas in feelings.
Choice: Can &ove in and out of feelings voluntaril. !ood at e&path.
Thinking: Do not go into feeling at nor&al levels of stress. Poor at showing
e&path. 8eep cool in high9stress wor*.
Distribution: 4eeling 15%
Choice 0$%
1ther 15%
%fro& 'odger (aile, in the wor* Conte)t+
Inf$uencin! %n!u!e
Feeling: intense, e)citing, &ind boggling, wonderful
Choice: e&path, appropriate, &a*es good sense and feels right
Thinking: clear thin*ing, logical, rational, cold realit, hard facts, statistics
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STY%E
Question: Te$$ 'e (out )work* e,-erience .here "ou h/ )Criteria*# Wht /i/ "ou $i0e
(out it1
Independent: :i*es to wor* alone with sole responsibilit.
Proximit: Prefers to have own territor with others around.
Co!operati"e: Productive when sharing responsibilit with others.
Distribution: ;ndependent "$%
Pro)i&it #$%
Co9operative "$%
%fro& 'odger (aile, in the wor* Conte)t+
Inf$uencin! %n!u!e
Independent: ou get to do it b ourself, ou alone, total responsibilit
Proximit: ou.ll be in charge, with others around, ou.ll direct, lead
Co!operati"e: us, we, all together, share responsibilit, let.s, do it together
ORGANI2ATION
Question: Te$$ 'e (out )work* sitution tht .s )Criteria*# Wht /i/ "ou $i0e (out it1
Person: Concentrate on feels and thoughts. 5he beco&e the task.
Thing: 4ocus on tas*, sste&s, ideas, tools, things. !etting the <ob done is
the &ost i&portant thing.
Distribution: Person 15%
Equall Person and 5hing 3$%
5hing 55%
%fro& 'odger (aile, in the wor* Conte)t+
Inf$uencin! %n!u!e
Person: use people.s na&es, personal pronouns, feelings, thoughts, feel good,
people li*e
Thing: things, sste&s, the thing is, the goal is, process, tas*, i&personal
Pronouns
RU%E STRUCTURE
Question: Wht is !oo/ ." for "ou to increse "our success )at work*1
Wht is !oo/ ." for so'eone e$se to increse their success )at work*1
#$#: = rules for &e. = rules for ou. -ble to tell others what the
e)pect.
#$%: = rules for &e. ; don.t care about others.
&o$#: Don.t *now rules for &e. = rules for ou. 5pical &iddle
&anage&ent patter.
#$'our: = rules for &e. >our rules for ou. /esitant to tell others what to
do.
Distribution: =?= 05%
"
=?. 3%
@o?= 0%
=?>our 15%
%fro& 'odger (aile, in the wor* Conte)t+
Inf$uencin! %n!u!e
@o specific phrases, <ust &atch the thin*ing processes in specific Conte)ts.
CON3INCER C4ANNE%
Question: 4o. /o "ou 0no. tht so'eone e$se is !oo/ t their .or01
See: @eeds to see evidence
(ear: @eeds an oral presentation or to hear so&ething
)ead: @eeds to read so&ething.
Do: @eeds to do so&ething with the evidence.
Distribution: See 55%
/ear 3$%
'ead 3%
Do 1"%
%fro& 'odger (aile, in the wor* Conte)t+
Inf$uencin! %n!u!e
=atch the sensor channel %see, hear, read, do+ with our language.
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