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BUILDING TRUST AND RECOGNIZING INNER DRIVERS

reinforces the stability of the company or department, aligning with
his preference for security and showing how it could safeguard jobs
in a durable way. This approach shows that delivering the same mes-
sage but tailoring it to align with someone’s behavioral style can be
far more effective. If you don’t share Schmitz’s perspective, your de-
fault communication style may leave him with concerns and unan-

swered questions. The key is the same message, but with a delivery
that makes sense to the individual.

In the following story shared by Vanessa, we gain insight into how a
simple action can be interpreted differently based on an individual’s
personal motives and drivers.

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