More “Social Style” Clues
People Smarts (
Driver
When you enter Driver’s offices, look around. The general tone suggests authority and control. Projects and papers cover their desks, but they are stacked in neat piles. Both their in- and out-baskets typically bulge with work. They tend to surround themselves with trophies, awards, and other evidence of personal achievement. Virtually everything about the place suggests hustle, bustle, formality, and power. In Driver’s offices, the walls may include diplomas, commendations, and other evidence of success. One wall may have a large planning sheet or calendar on it to keep track of the many projects being juggled. If Drivers have family photos on the wall, they will be hung somewhere out of direct view. To people of this type, offices are places of business; the fewer distractions they have, the better. Drivers like constant activity, so you will seldom catch them idle. They let you know that their time is limited, often very directly. Drivers tend to dress comfortably and typically pay less attention to appearance than the other types. Because they program themselves primarily for results, wardrobe may play a secondary role in many fields of work. People of this type gravitate toward authority symbols, so they may wear navy blue or gray power suits. It’s not unusual for Drivers to call someone and, without saying hello, launch right into the conversation. “You must be kidding; that competitor’s shipment will destroy us – by the way, this is Pat.” A telephone call from Driver Jan sounds like this: “K.C.? Jan. Lee there?” Talking to Drivers is like speaking to human telegrams.
Expressive
Even if you’ve never been in an Expressive’s office before, you may recognize it immediately. Expressives may strew paperwork across their desks – or even trail it along the floor. They react to visual stimuli, so they like to have everything where they can see it. Consequently, their desks often look cluttered and disorganized. If anyone asks about how they find anything, they like to say that they’re organized in their disorganization. Expressive walls may sport prestigious awards, ranging from liberal arts degrees, motivational or upbeat slogans, generalized personal comments, or stimulating posters. You may see notes posted and taped all over with little apparent forethought. The general décor reflects an open, airy, lively atmosphere, and the furniture arrangement suggests warmth, openness, and contact. Expressives prefer to sit next to others at a table or on a sofa so that they can see and hear better and sense the others’ responses. They talk a lot and show emotion with both body language and speech. “What’s up?” or “What’s happening?” are usual opening lines on the telephone for Expressives. Their varied, emotional vocal inflections/intonations and their colorful choices of words may tend toward exaggeration. In writing, they overuse exclamation points, underlining, and bold highlighting.
Amiable
When you enter Amiables’ offices, be alert for conservatively framed personal slogans, group photos, serene landscapes and posters, and other personal items. Because Amiables seek close relationships, look around for family pictures and mementos, usually positioned so that they can be seen from the desk chair. Remembrances of a pleasant, uncomplicated past allow them to transform their offices into an environment of friendliness and warmth. You may also see certificates recognizing volunteer hours spent working with hands-on activities in their communities. Their questions often focus on concrete topics and experiences. “What did you say the terms for payment were again?” They walk casually, acknowledge others, and sometimes get side-tracked by chance encounters. They dislike calling attention to themselves, so they tend to wear subdued colors, conservatively cut clothing, and conventional styles. “How are you?” or “I’m glad to hear from you again,” are typical Amiable greetings. They project a desire to know you personally or to provide you with good service. Amiables tend to express themselves tentatively in both their face-to-face and telephone conversations. They may say, “I’ll need to consult Dr. Adams before I can make that decision,” or “I’m not sure we can do that; I’ll get back to you when I find out.” As in other aspects of their lives, they often defer to the more human, proven way things have always been done. They typically feel more comfortable making decisions by conferring with others rather than by themselves. “What do you think?” and “How do you feel?” are common questions that people of this type may ask. Of the four personality types, this one is most likely to send thank-you notes for almost anything.
Analyticals
Analyticals often carry their organizational tendencies into their work environments. Environmental clues include neat, highly organized desks with cleared tops so that they can work unimpeded by clutter. Their offices are clean, orderly, and professional, with everything in its appropriate place. Charts, graphs, exhibits, models, credentials, and job-related pictures are often placed neatly on their office walls or shelves. They tend to keep objects within reach, readily available when needed. As people of few words, Analyticals tend to ask pertinent questions rather than to make statements. They typically speak more carefully and with less expression than the other types. Because they are reluctant to reveal personal feelings, they often use thinking words as opposed to feeling words. They generally are not fond of hugs and touches and prefer cool handshakes or brief telephone calls. When Analyticals walk, they usually move slowly and methodically toward a known destination. They tend to wear conservative clothes, but ones with unique, often perfectly matched accessories. Additionally, they may not volunteer much about their personal lives. They prefer to keep relationships formal, yet pleasant and businesslike. Analyticals tend to express themselves tentatively. They have a need for caution and correctness.