Page 16 - Kindness - No Forward

Before we can feed the animals what they want, we need to identify them
correctly. And we must understand a few principles before we begin.

First of all, these behavioral descriptions are tendencies, not absolutes.
While all of us have a dominant behavioral style, most of us combine two
or more styles. This means that we are actually combinations of these
styles, but driven by one style alone.

Secondly, we change styles due to our environment. For example, we
might be more forceful and decisive at work and more laid-back and steady
at home…or vice versa.

However, experience, as well as research, shows that we are all pretty
predictable when it comes to how we behave and communicate. And we
can predict pretty accurately if we know the style of the other person- if we
know what type of animal they are.

So how can we identify these different styles?

We could ask everyone with which we care to relate to take a behavioral
assessment instrument. This would actually be effective, but not very
feasible.

The best way is to simply pay attention to the behavior of the people with
whom we wish to communicate. With a little practice, we can pretty closely
identify their style through their normal actions, behavior, and
communication style. This is a TREMENDOUS tool in sales, management,
customer service, family relationships, and presentations.

The following table shows how observations can help identify the
communication and behavioral styles of others:

________________________________________________________________
________
Style Tendencies

LION Direct talker
Firm handshake
Steady eye contact
Blunt speaker
Fast talker
Authoritative dresser
Bottom-line orientation
Likes to be in charge