Understanding Your Communication Style

Your communication style is a function of how you vocalize and where you focus your communications
The Communication Style Quadrants

Task Behaviors—This is the emphasis of concern

an individual has for “work;” production, structure,
process, directing and control.

Task

Analytical Driver
1+1
=2

Ask—Has a high need Tell—Assert themselves

to clarify communication through statements.
through questions and Ask Tell
discussion.

Amiable Expressive

Relationship
Relationship Behaviors—This is the emphasis
or concern an individual has for “people;”
communication, group involvement, morale,
support, feedback, and facilitating group interaction.
Source: Finance Leadership Academy research.

CFO18ASFV9 © 2007 Corporate Executive Board. All Rights Reserved. 41

CFO18ASFV9 © 2007 Corporate Executive Board. All Rights Reserved. 42

Nokia Self-Perception Questionnaire

Step 1: Complete Self-Perception Questionnaire

Goal: Use the exercise on the following pages to assess your dominant communication styles.

Directions: In the questionnaire below, each question consists of a pair of statements, each describing a behavior.
From the statement pairs below, choose the statement you think most accurately expresses how most other people see you by placing an X in the bold box to the left of the statement that best
represents you. If you think neither statement reflects how you come across to others, choose the one you think most closely describes how most others perceive your behavior.
Each statement implies a comparison, such as: “more than,” “less than,” “softer than,” “louder than,” etc. In each case, think in terms of half the population. For example “louder than half the
population.”

1 2 3 4

1 More likely to lean back when stating opinions

More likely to be erect or lean forward when stating opinions

2 Less use of hands when talking

More use of hands when talking

3 Demonstrates less energy

Demonstrates more energy

4 More controlled body movement

More flowing body movement

5 Less forceful gestures

More forceful gestures

6 Less facial expressiveness

More facial expressiveness

7 Softer spoken
Louder voice

8 Appears more serious

Appears more fun loving

Source: Nokia; Scott Chambers, Third-Generation Human Resources.

 Nokia Self-Perception Questionnaire (Continued)

1 2 3 4
9 More likely to ask questions
More likely to make statements

10 Less inflection in voice

More inflection in voice

11 Less apt to exert pressure for action

More apt to exert pressure for action

12 Less apt to show feelings

More apt to show feelings

13 More tentative when expressing opinions

Less tentative when expressing opinions

14 More task-orientated conversations

More people-orientated conversations

15 Slower to resolve problem situations

Quicker to resolve problem situations

16 More orientated toward fact and logic

More orientated toward feelings and opinions

17 Slower paced
Faster paced

18 Less likely to use small talk or tell anecdotes

More likely to use small talk or tell anecdotes

Total scores (i.e., the number of X’s in each column)

1 2 3 4

Source: Nokia; Scott Chambers, Third-Generation Human Resources.

CFO18ASFV9 © 2007 Corporate Executive Board. All Rights Reserved. 43

 Step 2: Assess Your Style
Task

Column 3 9
8
7
Analytical 6 Driver
1+1
=2
5
4
3
2
1
Ask Tell
9 8 7 6 5 4 3 2 1 1 2 3 4 5 6 7 8 9
Column 1 1 Column 2
2
3
Amiable 4 Expressive
5
6
7
8
Column 4 9

Relationship

• Take the four totals from your questionnaire:

For e.g., Column 1 = 3 Column 2 = 6
Column 3 = 1 Column 4 = 9
• Make a mark on the appropriate axis to record the score for each column
• Join the marks together
• From the size and position of the resulting shape, you should be able to determine your preferred communication style
Source: Nokia; Scott Chambers, Third-Generation Human Resources.

CFO18ASFV9 © 2007 Corporate Executive Board. All Rights Reserved. 45

 Communication Style Cheat Sheet

Step #3: Evaluate Your Style

Goal: Use this exercise to learn more about how to focus and utilize your communication style.

Driver Expressive Amiable Analytical

Style when stressed: Autocratic Attacks Acquiesce Avoids
Measures personal value by: Results Applause Attention Activity
Specialty: Control Social Supportive Technical
For growth needs to: Listen Check Initiate Decide
Wants to save: Time Effort Relationships Face
Needs climate that: Allows to build own structure Inspires to their goals Suggests Provides details
Words used to describe: • Direct • Enthusiastic • Diplomatic • Organized
• Assertive • Ambitious • Loyal • Thorough
• Results-Oriented • Creative • Supportive • Logical
• Independent • Fast-paced • Friendly • Prudent
• Decisive • Optimistic • Considerate • Accurate
• Competitive • Confident • Relaxed • Conscientious
May be viewed as: • Pushy • Manipulative • Conforming • Critical
• Severe • Excitable • Unsure • Indecisive
• Tough • Undisciplined • Pliable • Stuffy
• Dominating • Reactionary • Dependent • Picky
• Harsh • Egotistical • Awkward • Moralistic
When interacting with the Style you should:
Take the time to be: Efficient Stimulating Agreeable Accurate
Support their: Conclusions and actions Dreams and Intuitions Relationships and feelings Principles and thinking
Persuade them by
What Who Why How
telling answering:
For decisions give them: Options and probabilities Testimony and incentives Guarantees and assurances Evidence and service

Source: Social Style/ Management Style, Robert and Dorothy Bolton.

CFO18ASFV9 © 2007 Corporate Executive Board. All Rights Reserved. 47

 Communication Style Work Plan

Step #4: Think About How to Change Your Style

Goal: Use this exercise to determine how to increase your communication effectiveness with members of your team.

Communicates Through:
Primary Concern: Questions (Ask) or What I Will Change
Name Relationship or Task Statements (Tell) Communication Style About Our Interactions…
Your Manager:

Source: Social Style/ Management Style, Robert and Dorothy Bolton.

CFO18ASFV9 © 2007 Corporate Executive Board. All Rights Reserved. 49