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PDA Seminar

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Title: PDA Seminar


1
PDA Analyst Certification Seminar Welcome
2
Introductions
  • Name
  • Organization and current position
  • Are you familiar with PDA?
  • Share with us some particular features of your
    behavioural profile. I see myself as

3
Analyst Kit
  • PDA Manual
  • Complete Guide of the PDA System

4
Analyst Kit
  • Power Point of the Seminar
  • Slides of the PDA Seminar

5
Analyst Kit
  • Laminated Sheet
  • Juan Gonzalez
  • Guide to the Interpretation of the PDA Charts

6
Resource Kit
  • Laminated Sheet
  • Analysts Guide
  • Guide to the Interpretation of the PDA Charts

7
Logistics
  • Start
  • Finish
  • Coffee Breaks
  • Lunch Time

8
Agenda
  • PDA
  • Theoretical Concepts
  • Perception, Semantics, Self-concept,
    Self-consistency
  • Interpretation of the Axes independently
  • Self-Control axis
  • Integration of the axes
  • Lines of interpretation
  • Intensity of the axes
  • Motivation

9
Agenda
  • Interpretation of Profiles for Combined Axes
  • Interpretation of 2 and 4 axes
  • Lines of Interpretation
  • PDA Universe 26 Reference Profiles
  • Indicators for a more In-Depth Interpretation
  • PDA Behavioral Profile Charts Natural Role
    Behaviors
  • E Level of Energy
  • EB Energy Balance
  • DMS Decision-making style
  • PI Profile Intensity
  • PM Profile Modification
  • FT Form Time (completion time of PDA form)

10
Agenda
  • Definition of the Position Profiles
  • Process and skills required for leading workshops
  • Development of skills to deliver feedback

11
What is the PDA System?
  • Personal Developement Analysis

It is a powerful tool that, through a simple,
accurate and scientific methodology, allows you
to describe and analyze the behavioral profile of
individuals. It also allows users to evaluate the
behavioral demands of a position and to generate
detailed compatibilities applicable to various HR
processes.
12
What does PDA allow us to do?
  • Know the strengths and the areas of opportunity
    of the person in relation to the business...
  • Better understand how to effectively lead the
    person...
  • Better understand how to communicate, and how to
    relate to the person...
  • Clearly identify what motivates them...
  • Know what their style is for making decisions
  • Among many other characteristics of their
    behavioral profile

13
Based on this we conclude
  • PDA allows you to know the people, whether
    applicant or employee, in order to...
  • Place them in positions and assign them
    appropriate responsibilities ...
  • Allow them to deploy their natural style of
    behavior
  • Train them effectively ...
  • Lead and coach them successfully ...
  • Integrate them positively with their work
    teams....
  • ... Thus allowing them to reach and display their
    highest productive ability ...

14
PDA does not
  • Does not measure
  • Pathology This means that PDA cannot assess
    the psychological health of the individuals
  • Level of Intelligence PDA does not have
    indicators to determine whether or not the person
    is intelligent
  • Performance PDA does not describe the
    performance of the individuals, but describes the
    Job Profile, with their strengths and possible
    weaknesses in order to perform in certain
    positions
  • Remember that a persons success is not only
    determined by their Job Profile, but is also
    influenced by their experience, motivation,
    training, guidance and leadership among several
    other factors

15
PDA Areas of Application
  • Identification of the key skills of the positions
  • Definition of tasks and subtasks
  • Align the positions with the business and
    marketing strategy
  • Analysis of successful contacts in each position
  • Correlation of the candidates profile vs. the
    position
  • Information for the interview
  • Identification of training needs
  • Analysis of strengths and weaknesses vs. the
    corporate competencies
  • Detection of potential
  • Identification of skills
  • Reassignments
  • Analysis of strengths/ Areas of improvement
  • Coaching
  • Communication
  • Leadership Style
  • Decision-making Style
  • Strengths and weaknesses
  • Areas of opportunity
  • Career guidance
  • Selection
  • Detection of Potential
  • Areas of development
  • Coaching

Potential Development
Defining Positions
Leadership Management
Recruitment Selection
Outplacement
Induction Training
Young Professionals
16
Your Expectations
  • What do you hope
  • to obtain from this seminar?

17
Our Expectations
  • Demonstrate that PDA is very useful and
    applicable in many processes of Human Resources
  • Explain the fundamentals and theories on which
    the PDA system is based
  • Share the concepts and indicators to properly
    administer and interpret PDA
  • Do many practical exercises...
  • Have fun!

18
Theoretical Basis
19
William M. Marston
(1893-1947) Psychologist and inventor, he
developed the Theory of Personality which is
described in his book Emotions of Normal People
(1929). It describes the underlying principles of
the PDA database
Behavior is a function of a person in response
to their perception of their environment
20
William M. Marston
In other words... each one of us will respond to
a particular situation according to how we
perceive, understand or interpret it
  • For the development of the Theory of the
    Structure of Personality, described and
    developed in his book Emotions of Normal
    People, Marston bases it on various theories and
    concepts
  • Perception
  • Theory of Self - Consistency
  • Theory of Self - Concept
  • Semantics

21
Among his inventions...
  • Theory of DiSC
  • Wonder Woman
  • Polygraph (Lie Detector)

22
PERCEPTION
23
Perception
  • We know that Perception is a deep psychological
    process, associated and mixed with our history,
    our experiences, our memories, our present
    situation, that is associated with our
    Self....
  • Definition
  • ...the way we receive, individualize, and
    interpret the world around us.

24
Perception is formed by
  1. Selective attention of stimuli

25
Perception is formed by
How many Es do you see?
  • .. The best structure will not guarantee results
    or performance. But the wrong structure is a
    guarantee for failure..

  • Peter Druker

26
Perception is formed by
How many Es do you see?
  • .. The best structure will not guarantee results
    or performance. But the wrong structure is a
    guarantee for failure.. Peter
    Druker

27
Perception is formed by
  1. Selective attention of stimuli
  2. The organization of our stimuli

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Perception is formed by
  1. Selective attention of stimuli
  2. The organization of our stimuli...
  3. Interpreting experiences in order for them to
    make sense

35
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37
Conclusion
  • Perceptions
  • are not an objective reality, but people tend to
    create their own reality...

38
Self-Concept Theory
  • IDEAS ABOUT OURSELVES

39
Our idea of who we are
FRIENDS
PARENTS
I am I can I should I could etc.
CHURCH
SCHOOL
COLLEAGUES
40
Self-Concept Theory
  • Ideas about ourselves....
  • It is claimed that human beings, from birth to
    the age of 16-18, develop, as a result of their
    experiences, a relatively concrete and stable
    perception of self. Paralell to this, they
    will also develop a certain expectation of what
    the environment requires of them.
  • On this basis, Marston believes that
  • Individual Behavior is determined, in part, by
    the interaction between the self-concept and the
    permanent adjustments to the demands of their
    environment...

41
Self-Concept Theory
  • So, the purpose of Human Behavior is to...
  • PROTECT
  • MAINTAIN
  • PRESERVE
  • The self-concept itself...

42
Self-Concept Theory
  • ...therefore people will tend to behave
    consistently with what they believe...
  • At PDA we are saying ...let us know who you are
    and we will predict how you will behave

43
Theory of Self-Consistency
  • People will accept and assimilate ideas
    consistent with what they believe and reject
    ideas inconsistent with what they believe

44
Theory of Self-Consistency
  • The mind works as an unit, an organized system
    of ideas
  • All ideas belonging to the system must be
    consistent with each other

45
SEMANTICS
46
Semantics
  • Study of

The language
The use of words
47
Semantic Concepts
  • Key words
  • Marston studied the properties of approximately
    3000 words and proposed an extensive list of
    words that refer to different styles and trends
    of behavior, called key words

48
Semantic Concepts
  • Through his studies Marston concludes that the
    interpretation that each person gives to each of
    the words is associated with how they perceive
    them and as we have already seen every person
    perceives according to their self concept
  • This means that according to their self
    concept, each person would have positive or
    negative connotations, different in each case to
    every perceived word...

49
The birth of the tool
  • So Marston developed the instrument to understand
    and analyze the SELF CONCEPT, and predict the
    behavioral profile, the natural behavior
    profile

Self-consistency
50
The birth of the tool
According to the words selected by the assessed
individual, the amount of words selected and the
hundreds of millions of possible combinations,
the Behavioral Profile Chart is obtained which
can identify, describe and predict the Natural
Behavior of the person
  • Two identical lists of 86 key words, for the
    person to complete the form independently and
    spontaneously, selecting or discarding each word
    according to their own perception of each..

51
The birth of the tool
  • Descriptive Words
  • Behavioral Review
  • Management Style
  • - Leadership
  • - Decision-Making
  • - Communication
  • Sales Style
  • - Opening
  • - Communication
  • - Closing
  • Strengths that can become limitations
  • How to lead effectively
  • Current status of motivation
  • Action Plan

PDA Behavioral Profile Chart
52
VALIDITY RELIABILITY
53
E.E.O (Equal Employment Opportunities)
  • Must be developed in accordance with the rules of
    the American Psychological Association
    (No distinction as to race, color, national
    origin, sex, religion, age or disability traits)
  • Technical Manual
  • Job related (PDA JOB)
  • "Valid Certificate" in relation to its
    structure and criteria (AIOBP)
  • Proven Reliability

54
Proven reliability
  • 84

55
Validity of Structure
  • The tool measures what it says it measures

56
Validity according to the Correlation Criteria
High
Performance
Low
High
Correlation with the position
57
Marstons Quadrant
Proactivity
Axis of Risk
Axis of Extroversion
Tasks
People
Energy
Axis of Norms
Axis of Patience
Reactivity
Emotional
Rational
Self-Control
58
5 Axes of PDA
  • RISK.......................Proactiveness towards
    tasks
  • EXTROVERSION...Proactiveness towards people
  • PATIENCE.............Receptiveness towards people
  • NORMS..................Receptiveness towards
    tasks
  • SELF-CONTROL...Axis of Emotional - Rational

59
Important
  • While we will now describe and explain, one by
    one and in detail, the "axes" of PDA, it is
    important to clarify that the axes" do not exist
    pure and independently", but are always combined
    and are an integral part of a "BEHAVIORAL PROFILE"

60
Interpretation of the axes as independent
tendencies
61
Key aspects of the axes
0 10 20 33 34 50 66
67 80 90 100
High Tendency
Low Tendency
Situational Tendency
  • The values for each axis range from 0 to 100

62
Risk Axis
  • Those who have a high Risk Axis, take risks, are
    oriented towards power and authority and it
    motivates them to have control of situations
  • People who have a low Risk Axis are oriented
    towards deep and complete understanding, prefer
    to avoid risks and they are motivated by having
    someone to guide and direct them explicitly

63
Risk Axis Words
Low Tendency
High Tendency
  • Careful
  • Moderate
  • Modest
  • Reserved
  • Risk averse
  • Friendly
  • Passive
  • Cautious
  • Direct
  • Competitive
  • Confrontational
  • Risk Taker
  • Results-oriented
  • Decisive
  • Challenge-oriented

64
Risk Axis Motivators
  • For example, a person who is naturally High
    Risk (Risky)...
  • Is motivated by tasks that require him to be
    constantly challenged and to compete. These tasks
    do not require him effort.
  • Tasks that will require effort and will
    demotivate him are the ones, that require to give
    up authority and control, and tasks that are not
    challenging and do not allow to display authority.

65
Extroversion Axis
  • Those who have a high Extroversion Axis prefer to
    work with people, are focused on interpersonal
    relationships and are motivated by pleasing and
    being accepted by others
  • Those who have a low Extroversion Axis are
    focused on analysis of information, prefer to
    work alone, and are motivated by having objective
    information and evidence

66
Extroversion Axis Words
Low Tendency
High Tendency
  • Analytic
  • Serious
  • Introspective
  • Distant
  • Reserved
  • Sociable
  • Persuasive
  • Extroverted
  • Friendly
  • Empathetic
  • Optimistic

67
Extroversion Axis Motivators
  • For example, a person who is naturally High
    Extroversion (Extroverted)...
  • Is motivated by tasks that require him to be
    exposed to people and to meet new people. These
    tasks do not require his effort.
  • Tasks that require effort and that will
    demotivate him are data-intensive jobs that
    require him to work alone and that will take him
    away from popularity.

68
Patience Axis
  • Those who have a high Patience Axis prefer to
    take time to do things, are focused on
    consistency and quality, prefer the known,
    avoid unexpected change, and are motivated by
    predicting and understanding everything.
  • Those who have low Patience Axis are focused on
    diversity and constant change, prefer to work
    quickly and are motivated by variety

69
Patience Axis Words
Low Tendency
High Tendency
  • Diversity
  • Changing
  • Dynamic
  • Shifting
  • Spontaneous
  • Creative
  • Routine
  • Quality
  • Patient
  • Calm
  • Quiet
  • Family-oriented

70
Patience Axis Motivators
  • For example, a person who is naturally High
    Patience (Patient)...
  • Will be motivated by tasks that require time and
    analysis. These tasks do not require him effort.
  • Tasks that require effort and that will
    demotivate him are the ones that require urgent
    and constant changes and that will not allow time
    for analysis.

71
Norms Axis
  • Those who have a high Norms Axis prefer to adhere
    to rules, regulations and procedures in order to
    avoid unfavorable situations and are motivated by
    perfection and security.
  • Those who have a low Norms Axis prefer autonomy,
    freedom to act and are motivated by independence.

72
Norms Axis Words
Low Tendency
High Tendency
  • Independent
  • Autonomous
  • Safe
  • Focused on the big picture
  • Goal-oriented
  • Disciplined
  • Cautious
  • Detail-oriented
  • Meticulous
  • Perfectionist
  • Professional recognition

73
Norms Axis Motivators
  • For example, a person who is naturally High
    conformity to norms (Conforms to norms)...
  • Is motivated by structured tasks with clear rules
    and procedures to follow. These tasks do not
    require him effort.
  • Tasks that will require effort and that will
    demotivate him are the ones with no clear
    procedures, those that require creativity,
    independence and too much freedom to act.

74
Eje de las Normas Motivadores
  • For more information on Motivators" please refer
    to Chapter 4 of the PDA Analyst's Manual

75
Key aspects of the PDA profiles
  • The axes are the 5 behavior categories that PDA
    assesses
  • The sum of the first 4 axes should be 200
    (Risk-Extroversion-Patience-Norms)
  • There must be a 0 and/or 100, to mark the trend

76
5 Axes Combined Behavioral Profile
  • Everyone displays, to a greater or lesser extent,
    these 5 axes
  • We understand that the BEHAVIORAL PROFILE of a
    person is the combined and integrated display of
    these 5 Axes.

77
Behavioral Profile
  • IMPORTANT
  • There are no people with good Behavioral Profiles
    or people with bad Behavioral Profiles, there are
    only people who, according to their Behavioral
    Profile, require more or less effort to complete
    certain tasks, functions or to respond to certain
    responsibilities

78
PROFILE Exercises
R E P N
R E P N
R E P N
R E P N
79
PROFILE Exercises
R E P N
R E P N
R E P N
R E P N
80
PROFILE Exercises (group)
R E P N
R E P N
R E P N
81
PROFILE Exercise
  • Instructions
  • Name each of the axes
  • Identify the range of each of the axes
  • Identify, according to the PDA model, the
    descriptive words and motivators

82
PDA ManualChapter 6
Self-Control Axis
83
Self-control Axis
84
Self-Control Axis
IMPORTANT The Self-Control Axis is independent
and not physically integrated into the Marston
Matrix, but it impacts and affects the other 4
axes, ie. acting on Behavioral Profile of the
person.
  • Measures the strength of the person to think over
    before acting
  • The process of reasoning and judgement

85
Self-Control Axis
High
Logic Facts
  • Those who have a high Self-Control Axis tend to
    be more rational, more controlled. They base
    their behavior and responses on logic and facts.
  • Those who have a low Self-Control Axis tend to be
    more emotional, sensitive and spontaneous. They
    base their behavior and responses on feelings and
    emotions.


Low
Feelings Emotions
86
Self-Control Axis
Low
High
Feelings / Emotion
Logic/ Facts
  • Maturity thinking over and considering before
    acting.
  • Process of reasoning and judgement
  • The ideal point is the midpoint, what means a
    balance
  • Reflects values, self-esteem and reliability of
    the person

87
Integration of the Axes PDA ManualChapter 5
88
  • There are two key questions to understand the
    interpretations of the PDA based on the
    integration of two axes
  • Which is the most extended line of the graph?
  • What are the predominant axes (Extremes) on the
    graph?

89
Lines of Interpretation(Most extensive lines)
90
Tension
Influence
Kindness
91
Concentration
Persistence
Problem-solver
92
Predominant Axes(Extremes)
93
Predominant Axes
  • High R / Low E Introspective, Problem-solver,
    creative.
  • High R / Low P Initiator, ambitious,
    expeditive
  • High R / Low N Straightforward, sincere,
    decisive.
  • High E / Low R Kindness, service-oriented,
    pleasant.
  • High E / Low P Sociable, Extroverted,
    effervescent
  • High E / Low N Persuasive, credible,
    convincing
  • High P / Low R Tolerant, patient,
    complaisant, service-oriented.
  • High P / Low E Concentrated, introverted,
    consistent, focused
  • High P / Low N Persistent, calm, unalterable,
    serene.
  • High N / Low R Trusts in authority, prevents
    discord.
  • High N / Low E Analytical, self-critical,
    skeptical, evaluator
  • High N / Low P Tense, perfectionist,
    controller, impatient.

94
PDA ManualChapter 12
Axis Intensity (AI)
95
Gaussian Function
3rd Deviation Very Intense Low
First Deviation Low Tendency
3rd Deviation Very Intense High
First Deviation High Tendency
2nd Deviation Intense Low
2nd Deviation Intense High
Tendency within the normal range
96
Gaussian Function
100
0
20
10
90
80
50
3rd Deviation Very Intense
First Deviation
3rd Deviation Intense
First Deviation
2nd Deviation Intense
2nd Deviation Very Intense
97
Axis Intensity (AI)
98
Axis Intensity (AI)
  • Describes
  • The pronounciation of each behavioral tendence
    (axis) within the profile
  • Intense Axes we see them reflected as red dots
    in the grey zone of the chart

99
Axis Intensity (AI)
  • Measured Values
  • Over 90 Very Intense. Extremely pronounced
    axis. (High)
  • Between 81 and 90 Intense. Pronounced Axis
    (High)
  • Between 20 and 80 Normal Range. Within the
    norm. (High or Low)
  • Between 10 and 20 Intense. Pronounced Axis.
    (Low)
  • Below 10 Very Intense. Extremely pronounced
    axis. (Low)

100
Axis Intensity (AI)
  • This indicator measures the pronunciation or
    intensity of each tendence and allows us to
    differentiate whether an axis is High or Low,
    or if it is Extremely High or Extremely Low

INTENSELY HIGH
INTENSELY LOW
MODERATELY LOW
MODERATELY HIGH
101
Axis Intensity (AI)
  • For example...,
  • ...its not the same to describe a person with a
    High Risk Axis as
  • Direct and Competitive
  • as describing a person with an High Intense Risk
    Axis as
  • Confrontational and Authoritative
  • In both cases we are describing the High Risk
    Axis tendency... but the difference lies in the
    intensity and pronunciation of the Risk Axis...

102
Axis Intensity (AI)
Two similar tendencies but with different
intensities
Direct Competitive Assertive Risk-taker
Confrontational Authoritative Arrogant Proud
This box provides a clear and objective
description, which allows us to understand in
detail the behavioral style of the person in
relation to the intensity of each of the axes
103
Risk Normal or Intense
Intense
Normal
Normal
Low
High
Indifferent Careful Straightforward
Fighter Mild
Moderate Competitive
Proud Feeling of failure Modest
Assertive Confrontational Rela
xed Reserved Dominant
Authoritative Isolated Risk averse
Risk-taker Autocratic
104
Extroversion Normal or Intense
Normal
Normal
Normal
Normal
Low
High
Restrained Formal Empathetic
Inconsistent Closed Serious
Persuasive
Frivolous Timid Introverted
Sociable Manipulative Isolated
Distant Extroverted
Superficial Apprehensive Reserved Friendly
Condescending
105
Patience Normal or Intense
Normal
Normal
Low
High
Nervous Dynamic Patient
Imperturbable Anxious Shifting Calm
Indifferent Scattered Changing
Understanding Emotionless Irritable
Spontaneous Relaxed Cold
Rushed Restless Stable
Mild Tense Inconsistent
Consistent Apathetic
106
Norms Normal or Intense
Normal
Normal
Low
High
Opinionated Discerning Neat
Subordinate Stubborn Independent
Disciplined Servile Rebellious
Arbitrary Meticulous
Accommodating Relentless
Sure Cautious Resigned Unfair
Positive Careful Submissive
107
Self-Control Axis Intense
Low
High
lt20
80gt
  • Emotion over reason
  • Impulsive
  • Self-gratifying
  • Low self-esteem
  • Reason over emotion
  • Ethically rigid
  • Prejudicial behavior
  • Unrealistic demands
  • Age lt 25 years old lower self-control
  • Geographical Restrictions Born and raised in
    one area, limited life experiences, narrow-minded
    in their way of thinking

108
Considerations of the Self-Control Axis
  • When the self-control axis is within the range
    (gt20 - 80lt), the person will demonstrate normal
    reflection and consideration
  • When it lies outside of that range (lt20 - 80gt)
    this axis will influence the other axes.

109
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110
26 Reference Profiles
Receptive
Precise
Friendly
Collaborator
Captivator
Kind
People-oriented
Rules-oriented
Calm
Promoter
Skeptical
Logical
Demanding
Political
Influential
Negotiator
Analytical
Change-oriented
Intuitive
Task-oriented
Goal-oriented
Investigative
Dominant
Dynamic
Concrete
Proactive
111
Proactive
  • Descriptive Words
  • Versatile
  • Persuasive
  • Independent
  • Friendly
  • Confident
  • Dynamic
  • Influential
  • Decisive
  • Enterprising
  • Agile
  • Obstinate
  • Dogmatic
  • Persistent

112
Summary of Behavior
  • Is an inclusive leader who has an extroverted
    interest in people.
  • Has the ability to earn the respect and
    confidence of various types of people
  • Enjoys responsibility, authority and social
    initiative required of a management position.
  • Pushes in a charismatic way to reach a goal and
    for you to accept their point of view
  • Applies interpersonal skills, confidence and
    charisma to influence and persuade.
  • Is a good coordinator who is willing to delegate.
  • May tend to act impulsively at times and to be
    too enthusiastic, "on sale".
  • Is a great motivator of people, knows how to
    communicate and can persuade.
  • Is very independent and wants considerable
    freedom to set and achieve goals.
  • It does not cost them to to take risks and they
    have a high sense of urgency

113
Concrete
  • Descriptive Words
  • Stubborn
  • Sincere
  • Tenacious
  • Fair
  • Reliable
  • Dogmatic
  • Dominant
  • Independent
  • Authentic
  • Straightforward

R E P N
114
Summary of Behavior
  • Tends to be direct, vigorous, determined, and
    independent.
  • Makes decisions without hesitation, based on the
    information or data that are regularly available.
  • Can be determined and inflexible in their
    interpersonal approach.
  • Is a clear individual who uses their
    assertiveness and confidence to influence or
    persuade others to their point of view.
  • Does not want a lot of guidance, control or
    influence from others.
  • Is tenacious with a tendency towards foolishness.
  • Focuses mainly on the "big picture" and the
    comprehensive plans rather than the details.
  • Having the authority to discipline and to make
    decisions are some of their major strengths.
  • Knows how to set limits beyond what the rules
    say.
  • Actively seeks to have control and power in all
    situations

115
Dynamic
  • Descriptive Words
  • Articulate
  • Systematic
  • Versatile
  • Critical
  • Demanding
  • Precise
  • Logical
  • Dynamic
  • Dogmatic
  • Competitive
  • Active
  • Creative
  • Straightforward
  • Agile

R E P N
116
Summary of Behavior
  • Is expedient with an urgent and impatient desire
    to produce quick results.
  • Enjoys variety in their work.
  • Quickly becomes bored with routine and repetitive
    work.
  • Is motivated by making changes to processes,
    methods, environments, acting as a "change agent"
    within the organization.
  • Reacts quickly to new and competitive challenges
    and situations.
  • Is imaginative and creative in their efforts to
    propose changes.
  • Can be persuasive, although they are generally
    direct and firm in communication.
  • Dominant and competitive, will actively seek to
    have control and power.
  • Often pushes others to work faster
  • Can work well independently in tasks of planning,
    thinking and problem solving.
  • Willing to take risks and take the initiative.

117
Dominant
  • Descriptive Words
  • Competitive
  • Inquisitive
  • Reserved
  • Desirous
  • Perseverant
  • Bold
  • Decisive
  • Measured
  • Dynamic
  • Authoritative
  • Enterprising
  • Suspicious
  • Impatient
  • Inflexible
  • Energetic
  • Firm

R E P N
118
Summary of Behavior
  • Looks ahead and competes to achieve their goals.
  • Goes in search of things rather than waiting for
    them to happen.
  • Takes risks to achieve their goals.
  • Is competitive and is strong to overcome
    obstacles.
  • Does not back down when facing difficult
    situations, but gladly faces them.
  • Motivated by authority, challenges, power and
    freedom to act ..
  • Is primarily a big picture" individual and does
    not typically focus on small details.
  • Will be assertive and direct in dealing with
    conflict or confrontation.
  • Is a reflective thinker who likes to think
    problems through thoroughly.
  • Is straightforward and demanding when interacting
    with people.
  • Strives to have power and authority over
    everything they undertake.

119
Investigator
  • Descriptive Words
  • Deliberate
  • Defiant
  • Introverted
  • Straightforward
  • Logical
  • Kind
  • Irritable
  • Enterprising
  • Inquisitive
  • Perseverant
  • Stubborn
  • Investigative
  • Dogmatic
  • Decided
  • Realistic

R E P N
120
Summary of Behavior
  • Solves problems through intensive and total
    analysis.
  • Is objective, analytical, stable and persistent
    in their approach to tasks.
  • Their high degree of empathy leads them to
    understand the needs and emotions of people.
  • Works well in one-on-one relationships, groups
    and small teams.
  • Guides others based on their knowledge and
    experience rather than natural charisma.
  • Probably feels uncomfortable in a large group
    situation, especially if the group is made up of
    strangers.
  • Fights tirelessly and tenaciously to achieve
    their goals.
  • Introverted in their approach to people in
    general.
  • Can work well independently in tasks of planning,
    thinking and problem solving.
  • Is oriented to quality and is meticulous in their
    approach to tasks.
  • Is independent and inquisitive in their approach.
  • Is an open-minded individual who is willing to
    act on their own, with little or no direction and
    guidance from others.
  • Motivated by difficult and challenging tasks that
    require thorough analysis

121
Goal-Oriented
  • Descriptive Words
  • Persistent
  • Systematic
  • Loyal
  • Dynamic
  • Restrained
  • Precise
  • Logical
  • Demanding
  • Inquisitive
  • Measured
  • Careful
  • Perfectionist
  • Straightforward
  • Suspicious
  • Sincere

R E P N
122
Summary of Behavior
  • Is a thoughtful and introspective person who will
    think issues and problems through thoroughly.
  • Enjoys confronting and resolving complex
    problems.
  • Is skilled in logical and analytical thinking and
    problem solving.
  • Is a good abstract and conceptual thinker.
  • Is adept at finding out the "root cause" of
    problems or failures in performance.
  • Individual is a skeptic who is not easily fooled.
    Rather, they want to see the relevant data and /
    or understand the logic of a plan or proposal.
  • May be too negative and introverted, especially
    in areas outside their expertise.
  • May not have a special ability to generate
    enthusiasm in others and may tend not to be
    communicative.
  • Prefers to do things instead of delegating to
    others.
  • Is willing to act independently without direction
    and guidance from others.
  • Will be careful to set standards so as to
    maintain and enjoy engaging in difficult and
    detailed tasks.
  • Actively seeks to have control and power in all
    situations

123
Task-Oriented
  • Descriptive Words
  • Creative
  • Dynamic
  • Logical
  • Reliable
  • Restless
  • Serious
  • Precise
  • Active
  • Systematic
  • Perfectionist
  • Correct
  • Skeptical

R E P N
124
Summary of Behavior
  • Is meticulous and precise with an innate dynamism
    to solve problems.
  • Can have a wide range of interests.
  • Cares for perfection and does not like making
    mistakes or errors.
  • Likes challenging tasks and emphasizes use of
    facts and logic to deal with complex challenges,
    in response to difficult times.
  • Has the ability to perform a variety of tasks,
    especially those that require accuracy.
  • Is more oriented to the management of physical
    resources than dealing with people.
  • Prefers novelty, inventive ideas and work that
    involves change, variety and excitement.
  • Is not social by nature and can sometimes appear
    introverted.
  • Is very critical of themself and others, tends to
    refuse to delegate tasks because they do not
    trust others to work properly.
  • Has an innate tendency toward creativity and
    always seeks to achieve accuracy and perfection.

125
Intuitive
  • Descriptive Words
  • Calm
  • Compassionate
  • Friendly
  • Persistent
  • Stubborn
  • Grateful
  • Influential
  • Accommodating
  • Dogmatic
  • Independent
  • Communicative
  • Stable

R E P N
126
Summary of Behavior
  • Is self-assured, confident and independent.
  • Prefers to develop their own thoughts and
    opinions and hopefully make things "their way".
  • Can become stubborn, inflexible in order to get
    their way, although they may yield to more
    aggressive individuals or to those who have more
    authority.
  • Prefers to act on their own with little or no
    direction or guidance from others.
  • Sometimes can lack some "sense of urgency.
  • Is an entrepreneur, but will not necessarily
    starts things immediately
  • Will be influential in a compelling, gracious and
    friendly way
  • Has well-developed communication skills to relate
    to people, influence and persuade others.
  • Enjoys authority and knows how to motivate
    others.
  • Their style is easygoing, helpful and
    understanding and they are often diplomatic in
    dealing with people.
  • May be sensitive to the feelings and needs of
    others.
  • Is participatory, compassionate, always willing
    to help others.
  • Is generally well organized and usually well
    planned in the future by initiating plans and
    projects to improve current performance.
  • Is very competitive, very independent and enjoys
    the challenges of hard work ..

127
Change-Oriented
  • Descriptive Words
  • Communicative
  • Precise
  • Cordial
  • Hesitant
  • Versatile
  • Careful
  • Dynamic
  • Anxious
  • Tense
  • Investigative
  • Agile
  • Realistic
  • Friendly

R E P N
128
Summary of Behavior
  • Is warm, intense and impatient. Is eager to
    please.
  • Strives to start things, get ahead and get
    results as quickly as possible.
  • Tries to frame many activities and tasks in the
    time they have available.
  • Attempts to "manage" many projects and activities
    at any given time.
  • Is seldom satisfied with the current state of
    things and is always looking for ways to change
    and improve current methods and results systems.
  • Dislikes routine and prefers to have much variety
    in their work.
  • Can get bored in a job that lacks variety or
    where there is too much routine work to handle.
  • Adapts quickly to changing tasks and situations.
    Can adapt to the needs of others, if they are
    clear.
  • Is a logical thinker. In general wants to review
    the facts and recheck decisions.
  • Has a strong interest in people and may be
    effective in interpersonal situations.
  • Has an energetic, outgoing, enthusiastic and
    spontaneous style
  • Is competitive and wants to "win" in any
    situation involving competing.

129
Analytical
  • Descriptive Words
  • Disciplined
  • Sincere
  • Dogmatic
  • Careful
  • Tenacious
  • Suspicious
  • Kind
  • Relaxed
  • Accurate
  • Inquisitive
  • Uncommunicative
  • Systematic
  • Consistent
  • Logical
  • Precise

R E P N
130
Summary of Behavior
  • Has a strong tendency towards management and
    towards specialization.
  • Is highly reliable, very disciplined and precise,
    and also has the ability to evaluate the facts in
    a logical and systematic way.
  • Likes to think of the problems, issues and
    assignments thoroughly, with a good deal of depth
    and attention to detail.
  • Prefers to operate on the basis of facts and
    data, but can go further.
  • Is logical and analytical in their approach to
    problems.
  • Usually is curious and likes to understand the
    real causes of problems.
  • Is skeptical in their approach, is not easily
    distracted with questions that make them lose
    focus
  • Is skeptical, which leads to them not accepting
    new ideas very quickly.
  • Is not particularly enthusiastic which is why
    people may think that they lack motivation or a
    positive attitude.
  • May tend to resist change and hold grudges.
  • Is somewhat reserved and restrained, thinks
    things over carefully and probably seems to be
    very serious.
  • May not be very good communicator, and may
    possibly tend to be closed with information.
  • Bases their relationships on trust and can take
    time to trust others
  • Is a serious and introverted individual.

131
Negotiator
  • Descriptive Words
  • Persistent
  • Organized
  • Stubborn
  • Friendly
  • Persuasive
  • Defiant
  • Extroverted
  • Convincing
  • Non-aggressive
  • Kind
  • Independent
  • Warm

R E P N
132
Summary of Behavior
  • Sociable and makes a good impression on most
    people because of their warmth, understanding and
    compassion.
  • Works with and through people to get the job
    done.
  • Is friendly and casual. Can also show tenacity
    and independence, at times, to the point of being
    stubborn.
  • Puts emphasis on using their social and
    extroverted nature to persuade and influence
    others.
  • Without appearing authoritarian, their tenacious
    and non-aggressive approach can overcome the
    opposition.
  • Is outgoing and charismatic, can connect with
    people one-on-one and in groups.
  • Will be relatively easy to make speeches and
    presentations.
  • Is diplomatic and accessible in their
    interpersonal style.
  • Will use their verbal facility, confidence in
    themself and their persuasive skills to mediate
    between people or parties.
  • Is independent in thought and action.
  • Is naturally patient and a good listener. Has the
    ability to communicate on almost all levels.
  • Can act and make decisions for themself with
    little or no guidance or direction from others.
  • Independence leads to wanting to have their own
    thoughts and develop their own opinions.

133
Influential
  • Descriptive Words
  • Persuasive
  • Active
  • Precise
  • Anxious
  • Hesitant
  • Versatile
  • Friendly
  • Enthusiastic
  • Demonstrative
  • Non-aggressive
  • Energetic
  • Extroverted
  • Perfectionist

R E P N
134
Summary of Behavior
  • Is very friendly and kind, enjoys talking to
    people, influencing and persuading them to their
    point of view.
  • Is concerned with helping and pleasing others.
  • Has good skills to influence others, but rarely
    is consciously antagonistic.
  • Is a good communicator who has the ability to
    support their graphic descriptions in deeds.
  • Could yield if challenged or confronted directly,
    even when they think theyre right.
  • Makes a positive first impression with people.
  • Enjoys being liked and approved by others, wants
    to be popular and enjoys being the center of
    attention.
  • May be attractive in their approach and try to
    dominate social situations for attention and
    approval.
  • Shows a warm interest in others and will be
    effective in communicating information to people.
  • Can be very sensitive to their environment in
    terms of positive or negative feedback from
    others.

135
Political
  • Descriptive Words
  • Stubborn
  • Non-aggressive
  • Kind
  • Loyal
  • Friendly
  • Relaxed
  • Meticulous
  • Independent
  • Stable
  • Deliberate
  • Obstinate
  • Sincere
  • Reliable

R E P N
136
Summary of Behavior
  • Will be persistent and quality oriented in their
    approach to work.
  • Works in a consistent and reliable way and will
    remain balanced and stable in a wide range of
    situations, including situations under
    pressure.
  • Is people-oriented, a good listener and shows a
    lot of empathy, tolerance and understanding when
    relating to people.
  • Has a natural respect towards people and can
    develop a strong loyalty to others after coming
    to know them.
  • Has respect for authority and does what is
    proposed through their perseverance.
  • Can be determined and stubborn at times.
  • When interacting with people will be attentive,
    genuine and sincere and difficult to confront.
  • Is effective working in teams and small groups.
  • Can deal effectively with problems and
    complaints, responding constructively.
  • Maintains composure in stressful circumstances
    and is patient.
  • Has good concentration skills and can stay
    focused on tasks for long periods of time.
  • Has much ability to "sit" can sit in one place
    and work effectively for long periods of time.
  • Will be effective in tasks that require patience,
    persistence, logical thinking and systematic
    approaches.

137
Demanding
  • Descriptive Words
  • Articulate
  • Friendly
  • Kind
  • Detail-oriented
  • Agile
  • Demanding
  • Cautious
  • Precise
  • Active
  • Tense
  • Perfectionist
  • Anxious
  • Conservative
  • Non-aggressive
  • Accurate

R E P N
138
Summary of Behavior
  • Can pursue a wide variety of tasks that require
    attention to data and application expertise.
  • Is open to diversity, change and variety, but
    simultaneously strives for perfection.
  • May take a position of authority in a project in
    which they feel safe and have the explicit
    backing of both the organization and of the
    rules.
  • Can be very demanding in terms of adherence to
    standards and quality.
  • Is diplomatic by nature and will try to avoid
    conflicting situations and interpersonal
    conflict.
  • Strives to develop cooperative working relations
    with people.
  • Operates in a polite way to avoid criticism and
    confrontation.
  • Their "tense" style can be taken to be impatient
    and demanding in their relationships.
  • Can show some impatience and can be angry with
    those who are not achieving.
  • It costs them to be tolerant of errors and other
    problems.
  • Can absorb a lot of technical information and
    transmit it in a persuasive and positive way.
  • Because of their strong sense of urgency, they
    might stress about delays of work and having many
    long-term projects with which to deal.

139
Logical
  • Descriptive Words
  • Calm
  • Precise
  • Sincere
  • Receptive
  • Meticulous
  • Adaptable
  • Realistic
  • Loyal
  • Moderate
  • Serene
  • Accurate
  • Focused
  • Systematic
  • Selective
  • Stable
  • Logical

R E P N
140
Summary of Behavior
  • Can work well independently in thinking and
    planning tasks.
  • Needs to understand why and how things are done.
  • Works effectively in one-on-one relationships and
    in small groups.
  • Has good listening skills and a lot of empathy.
  • Their empathetic style leads them to be tolerant
    of people, to be willing to respect the views and
    opinions of others.
  • Is made uncomfortable by antagonistic situations
    and face to face confrontations.
  • Is effective thanks to their systematic approach,
    their ability to identify and analyze facts and
    data.
  • Is ideal on assignments that require persistence,
    patience and thoroughness.
  • Can effectively deal with routine assignments and
    repetitive tasks.
  • Is comfortable in supervising tasks, but may not
    be as easy to start new projects.
  • Needs to consult either their customers or their
    superiors, with some regularity.
  • Responds defensively when challenged and may
    become withdrawn and take a hostile stance.
  • Approaches problems and decisions in a thoughtful
    and focused way.
  • Operates methodically and logically to solve
    problems.

141
Skeptic
  • Descriptive Words
  • Precise
  • Prudent
  • Detail-oriented
  • Inquisitive
  • Systematic
  • Logical
  • Reflective
  • Reliable
  • Persistent
  • Deliberate
  • Skeptical
  • Disciplined
  • Meticulous
  • Non-aggressive
  • Loyal
  • Kind

R E P N
142
Summary of Behavior
  • Is a precise thinker and regular worker who
    prefers to follow procedures in both working life
    and private life.
  • Is a perfectionist and will not make any mistakes
    at work, is therefore analytical, precise and
    orderly.
  • Strives to be prudent and cautious to minimize
    risk and uncertainties that could cause errors.
  • Works in an orderly fashion, is true, accurate
    and pays attention to detail.
  • Dislikes antagonistic situations, and usually
    acts in a prudent manner.
  • Prefers to work on the basis of policies and
    precedents and often seeks guidance and advice
    from others.
  • Develops long relationships based on trust so
    often distinguishes their friends from their
    acquaintances
  • Often collects a lot of detailed data and
    information.
  • Carries out careful quality control and often
    feels unsure of their skills and expertise.
  • Has good skills to identify and diagnose problems
    and variations in performance.
  • Their analytical approach leads them to be a
    skeptical person who wants to see supporting data
    or a logical plan before committing to a plan or
    proposal.

143
Promoter
  • Descriptive Words
  • Non-aggressive
  • Gregarious
  • Optimistic
  • Enthusiastic
  • Extroverted
  • Versatile
  • Independent
  • Friendly
  • Persuasive

R E P N
144
Summary of Behavior
  • Is by nature very sociable and friendly in their
    approach towards others.
  • Prefers to work with and through people to
    complete tasks and assignments.
  • Is optimistic and expresses themselves in an
    obvious way, but they will give in and become
    silent around more aggressive individuals.
  • Makes friends easily, meets many people and is
    easily adapted to new groups.
  • Interested to know and interact with a wide
    variety of people but may pull a little away from
    situations that they perceive as threatening.
  • Is spontaneous and very sensitive about their
    needs and those of others.
  • Is positive, typically optimistic when dealing
    with people and usually sees the positive side of
    most situations and circumstances.
  • Needs the approval others.
  • Cares about making a good impression and puts
    popularity and people before the completion of
    tasks.
  • Does not like dealing with situations with
    confrontation or which are conflict-laden.
  • Is independent and expresses their opinions
    without problems in threatening situations.
  • Is an active, enthusiastic and fun speaker, who
    has the ability to charm both individuals and
    groups.

145
Calm
  • Descriptive Words
  • Patient
  • Careful
  • Systematic
  • Dilligent
  • Empathetic
  • Quiet
  • Serious
  • Calm
  • Detail-oriented
  • Non-aggressive
  • Inquisitive
  • Apprehensive
  • Service-oriented
  • Predictable

R E P N
146
Summary of Behavior
  • Tends to be patient, calm and balanced in nearly
    every situation, even when under pressure.
  • May be somewhat reluctant to show their concerns
    and frustrations.
  • Not aggressive in their approach and seeks to
    avoid personal confrontation and antagonistic
    situations.
  • Is unlikely to challenge the other person unless
    they feel that an injustice has been committed.
  • Is an individual who knows how to listen and
    empathize with the concerns and emotions of
    people.
  • The ability to listen, patience and natural
    respect for people allow them to be effective
    operating in teams and small groups.
  • Expresses ideas effectively in group situations.
  • Is effective when working in one-on-one
    relationships.
  • Is slow to anger but can get mad when you push
    them too much.
  • Has a strong need for harmony in their
    relationships.
  • Will strive to maintain a non-confrontational
    work environment and will continually seek
    acceptance from others.
  • Will feel confident in tasks and assignments that
    require a systematic and methodical approach.

147
Rules-oriented
  • Descriptive Words
  • Detail-oriented
  • Non-aggressive
  • Inquisitive
  • Dilligent
  • Active
  • Logical
  • Serious
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