Personal Styles & Effective Performance

Introduction
1. Behavior: Setting the Scene
Discovering the Public "You,"
Behavior versus Intention, 10
Practice Suggestions
2. Behavior: Looking at It Objectively
The Roots of Behavior
Tension: A Stimulus to Action
Finding a Tension Equilibrium
Observation Skills
Practice Suggestions
3. Your style and Other Styles
Evolution of the Theory of Social Style
The Three Dimensions of Human Behavior
Assertiveness: Who Tells, Who Asks
Responsiveness: Who Controls Feelings, Who Shows Them,
Appearances are Deceiving
Assertiveness + Responsiveness = Social Style
No "Best" Style
The Driving Style: Action Oriented
The Expressive Style: Intuition Oriented
The Amiable Style: Relationship Oriented
The Analytical style: Thinking Oriented
Style Themes
Society’s Children
Backup Styles
Style Clashes
Conflicts of Habits
Observing Style
Social Style- It’s Different
Practice Suggestions
4. Versatility: The Extra Dimension
A Dynamic Dimension
Tension and Versatility
Am I Versatile?
Ranges of Versatility
Defenses against Tension
Changing Versatility
Appearance
Oral Presentation Skills
Development of Competence
Use of Feedback
Understanding and Strength
The Four Steps
Practice Suggestions
5. Putting Versatility into Social Style
Know Yourself
Strengths and Weaknesses of the Amiable Style
Strengths and Weaknesses of the Expressive Style
Strengths and Weaknesses of the Driving style
Strengths and Weaknesses of the Analytical Style
Control Yourself
Growth Action for the Amiable: Initiate
Growth Action for the Expressive: Check
Growth Action for the Driver: Listen
Growth Action for the Analytical: Declare
An Adding-on Process
Doing Something for Others
Taking the Lead
Practice Suggestions
6. Style at Work
Occupations and Style
Amiable: Relationship Specialist
Analytical: Technical Specialist
Driver: Command Specialist
Expressive: Social Specialist
Where Does Success Lie?
Organizational Style
Teaming up
Working Together
Managerial Style
Versatility and Managers
Style and Your Employees
Practice Suggestions
7. Style in the Community and at Home
Style and the Family
Do Opposites Attract?
Reacting to Tension
Versatility and Personal Relationships
Belief or Behavior?
Practice Suggestions
8. A Perspective on Style
Appendix: The Social Style Profile
Factor Analysis and Reliability Measurements
Comparative Norms
Social Style Quadrants
Validity Measurements
What the Profile Measures
Social Style in Life Insurance Sales Selection
EEO Requirements
Current Research
Recommended Reading
Index

Biography

David W. Merrill, Roger H. Reid

"Hundreds of our managers and supervisors have been exposed to Style Awareness Training. Not only does it have inherent value as a communications tool, but it also serves as a springboard to other management development offerings."
-Bill Leonard, The Trane Corp.
"Dave Merrill's approach has been most helpful to me and to this company. Its adaptability should make it attractive to every executive responsible for dealing with people-and who isn't?"
-Frank Sullivan, The Mutual Benefit Life Insurance Company
"At Dr. Pepper, we have used the Style Awareness program for many years... It has improved our communications, and has been a valuable means of resolving conflict."
-W.W. "Foots" Clement, Dr. Pepper