SOCIAL STYLE & Versatility Facilitator Handbook ... SOCIAL STYLE & Versatility Facilitator Handbook

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  • SOCIAL STYLE & Versatility Facilitator Handbook is an in-depth look at the world’s best-known interpersonal skills model. It describes the history of SOCIAL STYLE and explains how SOCIAL STYLE makes individuals and organizations more productive. The Facilitator Handbook is a must-read for anyone involved in leadership development or human resources.

    SOCIAL STYLE® & Versatility FACILITATOR HANDBOOK

    Praise for SOCIAL STYLE & Versatility Facilitator Handbook

    “For two decades, I have used SOCIAL STYLE to enhance our Leadership Development efforts. In addition, Style has been a valuable tool to improve the productivity of our sales force, supporting the ‘art’ as well as the ‘science’ of selling. SOCIAL STYLE is widely accepted and embraced as a way to drive successful organizational behavior, and as having a direct impact to the bottom line. This book is a must-read for every senior HR professional.”

    John Koynock, HR Director, Global Sales and Marketing, Parker Hannifin Corporation

    “TRACOM’s SOCIAL STYLE is one of the most readily understood behavioral models in use today, and one of the most powerful tools I have in my executive toolkit. I use the concepts and principles in almost every interaction to facilitate more effective and successful communication. The new Social Style for Facilitators Guide will be the ‘go to’ resource for those whose role it is to develop more productive communications, whether that’s in commerce, education or social interaction.”

    Jennifer Smyth, President, Performance Solutions Group, LLC

    “For over twenty years, I have incorporated SOCIAL STYLE concepts into my teaching of MBA courses and Executive Education programs at the Columbia Graduate School of Business. Today, Style continues to be at the core of my teaching and publications on Executive Leadership and Corporate Governance. TRACOM’s SOCIAL STYLE Facilitator Handbook is a welcomed addition to my library and helpful resource in building my expertise.”

    William M. Klepper, PhD, Academic Director, Executive Education, Professor of Management, Graduate School of Business, Columbia University

    TRACOM Group www.tracomcorp.com

    303-470-4900 (U.S. Only) 800-221-2321

    & Versatility

    SOCIAL STYLE

    The Definitive Guide to the World’s Most-Used Interpersonal Skills Model

    Millions of Users Worldwide!

    FACILITATOR HANDBOOK

    ®

    Casey M. Mulqueen, PhD | David Collins

    M ulqueen| Collins

    FACILITATO R H

    AN D

    BO O

    K ®

    REV NOV 2016

  • SOCIAL STYLE® & Versatility Facilitator Handbook

    Casey M. Mulqueen, PhD David Collins

    TRACOM Press, Centennial, Colorado

    REV NOV 2016

  • Table of Contents Chapter 1: Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Available Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 How to Use This Book . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Experienced Facilitators: This Book at a Glance . . . . . . . . . . . . . . . . . . . . . . . 4

    Chapter 2: What Is Interpersonal Effectiveness and Why is it Important? . . . 5 The Impact of Interpersonal Effectiveness . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

    Chapter 3: Attempts to Describe Human Behavior: A Brief History . . . . . . . . . 9 Behavior and Personality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Early Behavioral Research. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

    Chapter 4: History and Development of the SOCIAL STYLE Model and Versatility . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Impetus to Create SOCIAL STYLE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Early Development of the SOCIAL STYLE Model . . . . . . . . . . . . . . . . . . . . 15 The SOCIAL STYLE Model Emerges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 SOCIAL STYLE Today. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

    Chapter 5: SOCIAL STYLE Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 SOCIAL STYLE Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Where Does Style Come From?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Predicting Behavior . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 “Say and Do” Observable Behaviors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 Behavior and its Relation to Personality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Assertiveness and Responsiveness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31 Assertiveness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Responsiveness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Major Themes of Each Style . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34 Driving Style . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 Expressive Style . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36 Amiable Style . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Analytical Style . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Are all Styles Created Equal? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39 Does Style Ever Change? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47

    REV NOV 2016

  • Is Style at Home Different From Style at Work? . . . . . . . . . . . . . . . . . . . . . . . 47 Do we Intuitively Know our own Styles? . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48 What is Not True About Style? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48 SOCIAL STYLE in Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50

    Chapter 6: Versatility Basics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51 Versatility Defined . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51 How Versatility is Evaluated . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53 Versatility and Tension . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56 Versatility and Style . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58 Versatility: A Single Transaction or a Long-term Investment? . . . . . . . . . . . 60 Are People Aware of Their Own Versatility? . . . . . . . . . . . . . . . . . . . . . . . . . 61 How Consistent is Versatility? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62 Versatility in Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62

    Chapter 7: SOCIAL STYLE In Depth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65 How Do You Determine Someone’s SOCIAL STYLE? . . . . . . . . . . . . . . . . 65 How Do You Compare Yourself to Others? . . . . . . . . . . . . . . . . . . . . . . . . . . 70 Reliability and Validity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77 Key Points to Remember . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84

    Chapter 8: Style – Key Characteristics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 85 Style Need . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86 Style Orientation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86 Style Growth Action . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87 Style Under Tension and Stress . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 88 Bucket Dumping . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 91 Style Action Toward Others, Approach to Time, and Decision Making . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92 Driving Style In Depth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93 Expressive Style In Depth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98 Amiable Style In Depth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102 Analytical Style In Depth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 106 Potentially Toxic Relationships . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 110 Summary of SOCIAL STYLE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 112

    Chapter 9: Versatility In Depth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 114 Do We Display Versatility Differently with Different Groups of People? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 115 High and Low Versatility – What Does it

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