REALTOR®, Instructor, Speaker | [email protected] | www.MauraNeill.

com | @MauraNeill
 
Communication  Styles:  A  Self-­‐Assessment  Exercise  
Instructions:  Please  select  from  each  pair  of  attributes  the  one  which  is  most  typical  of  your  
personality.  No  pair  is  an  either-­‐or  proposal.  Make  your  choice  as  spontaneously  as  possible.  
There  is  no  wrong  answer.    

1.  I  like  action.     19.  I  think  I  am  good  at  reading  people.    

2.  I  deal  with  problems  in  a  systematic  way.     20.  I  like  creative  problem  solving.    

3.  I  believe  that  teams  are  more  effective   21.  I  extrapolate  and  project  all  the  time.    
than  individuals.     22.  I  am  sensitive  to  others’  needs.    
4.  I  enjoy  innovation  very  much.    
23.  Planning  is  the  key  to  success.    
5.  I  am  more  interested  in  the  future  than  in   24.  I  become  impatient  with  long  
the  past.     deliberations.    
6.  I  enjoy  working  with  people.    
25.  I  am  cool  under  pressure.    
7.  I  like  to  attend  well-­‐organized  group   26.  I  value  experience  very  much.    
meetings.    
8.  Deadlines  are  important  for  me.     27.  I  listen  to  people.    
28.  People  say  that  I  am  a  fast  thinker.    
9.  I  cannot  stand  procrastination.    
10.  I  believe  that  new  ideas  have  to  be   29.  Cooperation  is  a  key  word  for  me.    
tested  before  being  used.     30.  I  use  logical  methods  to  test  
alternatives.    
11.  I  enjoy  the  stimulation  of  interaction  
with  others.     31.  I  like  to  handle  several  projects  at  the  
12.  I  am  always  looking  for  new  possibilities.     same  time.    
32.  I  always  question  myself.    
13.  I  want  to  set  up  my  own  objectives.    
14.  When  I  start  something,  I  go  through   33.  I  learn  by  doing.    
until  the  end.     34.  I  believe  that  my  head  rules  my  heart.    

15.  I  basically  try  to  understand  other   35.  I  can  predict  how  others  may  react  to  a  
people’s  emotions.     certain  action.    
16.  I  do  challenge  people  around  me.     36.  I  do  not  like  details.    

17.  I  look  forward  to  receiving  feedback  on   37.  Analysis  should  always  precede  action.    
my  performance.     38.  I  am  able  to  assess  the  climate  of  a  
18.  I  find  the  step-­‐by-­‐step  approach  very   group.    
effective.    

Source: FogartyFellows.org (Based on the work of P Case “Teaching for the Cross-Cultural Mind”
Washington, DC, SIETAR, 1981)  
 REALTOR®, Instructor, Speaker | [email protected] | www.MauraNeill.com | @MauraNeill
 
39.  I  have  a  tendency  to  start  things  and  not   59.  I  like  to  be  liked  by  others.    
finish  them  up.     60.  I  can  put  two  and  two  together  very  
40.  I  perceive  myself  as  decisive.     quickly.    

41.  I  search  for  challenging  tasks.     61.  I  try  out  my  new  ideas  on  people.    
42.  I  rely  on  observation  and  data.     62.  I  believe  in  the  scientific  approach.    

43.  I  can  express  my  feelings  openly.     63.  I  like  to  get  things  done.    
44.  I  like  to  design  new  projects.     64.  Good  relationships  are  essential.    

45.  I  enjoy  reading  very  much.     65.  I  am  impulsive.    

46.  I  perceive  myself  as  a  facilitator.     66.  I  accept  differences  in  people.    

47.  I  like  to  focus  on  one  issue  at  a  time.     67.  Communicating  with  people  is  an  end  in  
48.  I  like  to  achieve.     itself.    
68.  I  like  to  be  intellectually  stimulated.    
49.  I  enjoy  learning  about  others.    
50.  I  like  variety.     69.  I  like  to  organize.    
70.  I  usually  jump  from  one  task  to  another.    
51.  Facts  speak  for  themselves.    
52.  I  use  my  imagination  as  much  as   71.  Talking  and  working  with  people  is  a  
possible.     creative  art.    
72.  Self-­‐actualization  is  a  key  word  for  me.    
53.  I  am  impatient  with  long,  slow  
assignments.     73.  I  enjoy  playing  with  ideas.    
54.  My  mind  never  stops  working.     74.  I  dislike  wasting  my  time.    

55.  Key  decisions  have  to  be  made  in  a   75.  I  enjoy  doing  what  I  am  good  at.    
cautious  way.     76.  I  learn  by  interacting  with  others.    
56.  I  strongly  believe  that  people  need  each  
other  to  get  work  done.     77.  I  find  abstractions  interesting  and  
enjoyable.    
57.  I  usually  make  decisions  without   78.  I  am  patient  with  details.    
thinking  too  much.    
58.  Emotions  create  problems.     79.  I  like  brief,  to  the  point  statements.    
80.  I  feel  confident  in  myself.    

   

Source: FogartyFellows.org (Based on the work of P Case “Teaching for the Cross-Cultural Mind”
Washington, DC, SIETAR, 1981)  
 REALTOR®, Instructor, Speaker | [email protected] | www.MauraNeill.com | @MauraNeill
 
Scoring  Sheet  for  the  Communication  Styles  Assessment    

Instructions:  Circle  the  items  you  have  selected  and  add  up  the  totals  for  each  
style  (one  point  per  answer).  The  maximum  is  20  per  style  and  your  total  for  the  
four  styles  should  be  40.    

Style  Circle  your  answer  here  Style  1             TOTALS  (max.  20)  

1  -­‐  8  -­‐  9  -­‐  13  -­‐  17  -­‐  24  -­‐  26  -­‐  31  -­‐  33  -­‐  40    

41  -­‐  48  -­‐  50  -­‐  53  -­‐  57  -­‐  63  -­‐  65  -­‐  70  -­‐  74  -­‐  79         TOTAL  STYLE  1:  _______  

Style  2    

2  -­‐  7  -­‐  10  -­‐  14  -­‐  18  -­‐  23  -­‐  25  -­‐  30  -­‐  34  -­‐  37    

42  -­‐  47  -­‐  51  -­‐  55  -­‐  58  -­‐  62  -­‐  66  -­‐  69  -­‐  75  -­‐  78         TOTAL  STYLE  2:  _______  

Style  3    

3  -­‐  6  -­‐  11  -­‐  15  -­‐  19  -­‐  22  -­‐  27  -­‐  29  -­‐  35  -­‐  38    

43  -­‐  46  -­‐  49  -­‐  56  -­‐  59  -­‐  64  -­‐  67  -­‐  71  -­‐  76  -­‐  80         TOTAL  STYLE  3:  _______  

Style  4    

4  -­‐  5  -­‐  12  -­‐  16  -­‐  20  -­‐  21  -­‐  28  -­‐  32  -­‐  36  -­‐  39    

44  -­‐  45  -­‐  52  -­‐  54  -­‐  60  -­‐  61  -­‐  68  -­‐  72  -­‐  73  –  77         TOTAL  STYLE  4:  _______  

Source: FogartyFellows.org (Based on the work of P Case “Teaching for the Cross-Cultural Mind”
Washington, DC, SIETAR, 1981)  
 REALTOR®, Instructor, Speaker | [email protected] | www.MauraNeill.com | @MauraNeill
 
The  Four  Communication  Styles    
 
 

 
 

Source: FogartyFellows.org (Based on the work of P Case “Teaching for the Cross-Cultural Mind”
Washington, DC, SIETAR, 1981)  
 REALTOR®, Instructor, Speaker | [email protected] | www.MauraNeill.com | @MauraNeill
 
The  Main  Characteristics  of  Communication  Styles    
 

 
Source: FogartyFellows.org (Based on the work of P Case “Teaching for the Cross-Cultural Mind”
Washington, DC, SIETAR, 1981)  
 REALTOR®, Instructor, Speaker | [email protected] | www.MauraNeill.com | @MauraNeill
 
Adjusting  to  Other  Communication  Styles  Communicating  with  an  Action  (A)  oriented  
person:    
§  Focus  on  the  result  first;  state  the  conclusion  at  the  outset.    
§  State  your  best  recommendation;  do  not  offer  many  alternatives.    
§  Be  as  brief  as  possible.    
§  Emphasize  the  practicality  of  your  ideas.    
§  Use  visual  aids.    

Communicating  with  a  Process  (PR)  oriented  person:    

§  Be  precise;  state  the  facts.    

§  Organize  your  discussion  in  a  logical  order:    

o  Background    
o  Present  situation    
o  Outcome    

§  Break  down  your  recommendations.    

§  Include  options  and  alternatives  with  pros  and  cons.    
§  Do  not  rush  a  process-­‐oriented  person.    
§  Outline  your  proposal.    

Communicating  with  a  People  (PE)  oriented  person:    

§  Allow  for  small  talk;  do  not  start  the  discussion  right  away.    
§  Stress  the  relationship  between  your  proposal  and  the  people  concerned.    
§  Show  how  the  idea  worked  well  in  the  past.    
§  Indicate  support  from  well-­‐respected  people.    
§  Use  an  informal  writing  style.    

Communicating  with  an  Idea  (I)  oriented  person:    

§    Allow  enough  time  for  discussion.      

§    Do  not  get  impatient  when  he  or  she  goes  off  on  tangents.      
§    Try  to  relate  the  discussed  topic  to  a  broader  concept  or  idea      
§    Stress  the  uniqueness  of  the  idea  or  topic  at  hand.      
§    Emphasize  future  value  or  relate  the  impact  of  the  idea  to  the  future.      
§    If  writing,  try  to  stress  the  key  concepts  that  underlie  your  recommendation    at  the  
outset.  Start  with  an  overall  statement  and  work  toward  the  particulars.      

Source: FogartyFellows.org (Based on the work of P Case “Teaching for the Cross-Cultural Mind”
Washington, DC, SIETAR, 1981)