Page 140 - Leadership Secrets of Hillary Clinton

MAKING YOUR WORDS COUNT

• Dominance. Realistic, pragmatic, independent, needs
facts to decide, prefers efficient alternatives
• Intuition. Venturesome, likes to involve others, will-
ing to take risks, prefers creative and fresh ideas
• Steadiness. Weighs options, idealistic, tentative, con-
cerned about the impact on others, prefers group
consensus
• Conscientiousness. Logical—step-by-step, conserva-
tive, slow to decide, likes to study all the alternatives,
prefers proven alternatives

You can probably guess which decision-making
approach goes with each of the social/communication
styles. The direct style uses the dominance approach, the
expressive style uses the intuitive approach, the amiable
style uses the steadiness approach, and the analytical style
uses the conscientious approach.
If you can identify a person’s preferred social style, you
can figure out how she is most likely to make a decision
and communicate with her in a way that makes it easier for
her to decide in your favor. You can also sense how to
engage in a conversation that will be most satisfying to that
person, such as whether you should stress the logical, emo-
tional, or cooperative aspects of the situation.
The only other point I want to make about adapting
your style is to remember to do this within your comfort
zone. If you try to adapt in a way that is not authentic for

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