Contents (Click on the left link to view each specific article)

Amiable Mask
Describes in detail an amiable personality.

The Big Bad Boos
Learn about the 4 personality types and how each responds to a specific business situation.

Building a Better Team
Building relationships with others in your office will help you go further faster and accomplish a great deal more for yourself as well as the company.

Building Trust Among Team Members
It is essential to remember that each of the four personalities perceives building trust in a different manner.

Customize the Holidays
To help minimize holiday pressure, here are some helpful ways to "customize" your holiday plans to the personalities of those with whom you're celebrating.

Defining Personalities
A fresh look at the four personality groups which will help you improve and enrich your relationship with people.

Do You Trust Your Team?
Without direction and trust from everyone on the team, it is impossible to tap into each member's full potential.

Do Not Let Weaknesses Hold You Back!
Maximizing talents can occur when leadership has a strong understanding of what each individual's talents and personalities are.

Duty Rules
One danger in taking on more responsibility is being given the responsibility without the proper authority.

Effective Leadership
Direct people according to their personality style, and you're sure to see results from your team members.

Every Day is Client Appreciation Day!
Understanding how the different personalities view and respond to situations will help you bring the client greatest value if you can learn to speak in his "personality language" rather than yours.

Feast of Personalities
A detailed description depicting how each personality reacts to certain circumstances.

In The Genes
Your success in dealing with people depends on how well you can communicate to them your concerns, your enthusiasm, your goals, your likes, and your dislikes.

A Leader with Personality
The best way to help your team work together well is to understand your team members and show them how to understand each other.

Party 'Til The Cows Come Home
Descriptions of the 4 major personalities in light of neighboring.

Loyalty: The Excitement of Life
Without team loyalty, members will not bond or develop the professional relationships that will carry everyone to the next level of success.

Personalities in Neighborhood
No matter who your neighbors are, they have their own distinct personality which could unlock the secret to peaceful coexistence.

Personality Readings
Understand what brings pain and pleasure for each personality type.

Personality Speaking
Personality—specific information as it applies to the home shopper.

Powerful Leadership Based on Personality Styles
To get the most from your staff, determine each member's personality type and manage them accordingly. Read this and you'll have a better understanding of effective to motivate them.

Reaching Your Maximum Potential
In essence, you have to know how to adjust your personality to achieve the results you desire.

Sock Detail
A challenge to proove the notion "nobody's perfect."

Taking Personality Into Account
Involvement with people means having to learn how to successfully communicate based on individual personalities.

Teammate Appreciation at Work
As we relate to one another, it is important to look for the positive things in others, the contribution they make to the team, and the difference they can make in our lives and the lives of those around us.

Understanding Personality Styles
An in depth look at personalities and how they affect us day-to-day.

Which Flavor Is Yours?
This article offers help in identifying your personality type.

Amiable Mask of Friendship

You've been working with a client for weeks, and you feel like you've almost become friends. Then you find out that "your" client has taken his or her business elsewhere for what seems like NO REASON. The last time you spoke, it seemed the whole matter was just about wrapped up.

You have just been dealing with an amiable personality. Although individuals generally possess more than one personality type, their primary personality type is determined by biology while the secondary(s) by life experiences. Be aware of the personality types when you are dealing with clients to ensure their happiness with your products or services. Even though you may think you are treating a client in the best manner, he or she may have an entirely different view of the situation, for often what causes pleasure for one personality will cause pain for another.

Amiables, as the word denotes are generally friendly, people-oriented personalities. They tend to be intuitive decision makers, motivated by loyalty to people/programs and acceptance by others. Although they are VERY GOOD LISTENERS, they are low-key and don't talk much. Usually, they will give into pressure, but won't make a true commitment. Since conflict is a major cause of anguish for amiables, they will often give in just to get a persistent person off their backs; then they take their business elsewhere.

How do you know that you are dealing with an amiable? They surround themselves with wooden furniture, plants, and pictures of people or pleasant places, dress in warm colors, generally speak slowly and softly, take time with decisions and try their best to please everyone. Be aware that they will internalize their anger rather than vent it.

So, how do you know if an amiable is displeased with something? Since an amiable will do anything to avoid conflict, pick up on the amount of time he or she is willing to spend with you, snide remarks which are voiced here and there, and any type of avoidance. It is essential to your relationship that you always know his or her honest feelings, for an amiable will be inclined to twist the truth in order to avoid conflict.

Amiables represent just one fourth of the personalities which make up the world's population, but this personality is the "glue" that holds organizations together. However, dealing with this personality can be rather tricky. The key is to always be aware of what lies behind the mask.

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The Big, Bad BOOs

Trick or Treat: Your boss is on vacation leaving you in charge, the receptionist gave one hour notice before running off to Costa Rica with a kickboxing instructor, the computer network goes down, and that big sale you thought you had fell through. Now your boss is back and she wants a progress report. Hoping this is a trick? Actually, it's a treat.

Turn those "little" surprises into opportunities by learning how different personalities handle different situations. Although the world contains billions of people, there are only four basic personality types: driver, analytical, amiable, and expressive. Generally, people possess two of these types, one determined by biology, the other by life's experiences. Once you can identify the personality of those with whom you are dealing, turning life's tricks into treats is easy.

Answer two simple questions about an individual: "Is this person more aggressive or less aggressive?" and "Does this person tend to be more interested in people or in getting the job done?" If you're undecided about the answer to the first question, chances are the person is less aggressive which automatically narrows it down to two choices. Drivers and expressives are generally more aggressive while analyticals and amiables are less aggressive. Amiables and expressives usually are more people-oriented while drivers and analyticals tend to focus on tasks. This information can help determine how to deal with each individual.

Knowing the personality type of an individual allows you to use the "Pain and Pleasure Rule" to diffuse all the "boo's" life throws at you. This Rule states that people are generally ruled by two things: pain and pleasure. Realize that the factors that cause pain for one personality may cause pleasure for another. For instance, a driver is happy as long as everything remains under control. An amiable, however, would give up control in order to avoid conflict. The analytical is obsessed with details--the more details and precision, the better. However, the expressive is disinterested in details as long as he or she is having fun.

As you can see, dealing with different personalities can be a delicate art form. Learning how each one of the different personalities reacts to -- hearing that your projects are behind because the network crashed and you were busy answering phone calls for the receptionist who quit -- will help you anticipate responses and gain control of chaotic situations. Also, by knowing the motivations and deterrents of each personality type, you will be able to point out the positive in a negative situation to anyone, including your boss.

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Building a Better Team

Building relationships with others in your office will help you go further faster and accomplish a great deal more for yourself as well as the company. Understanding how to develop relationships more effectively can make the difference between a good career and a great one.

One of the most effective ways to build relationships is to understand what each personality type seeks in a relationship so you can relate to them in their "personality language." The individuals in your office with whom you don't naturally connect are many times the very people you need in order to advance professionally. Consider each member of your team at work. Is he/she aggressive or passive? Is he/she more focused on tasks or people? Those quick questions will provide a glimpse into the members' personality type. The following brief descriptions will give you more insight into what makes each tick:

Analyticals enjoy having relationships that make sense. Lack of precision and detail causes great pain for them. They tend to place less value on pleasing people than amiables and expressives. You can help them by making sure that tasks are done correctly and mistakes aren't made due to rushing.

Drivers tend to be in business relationships that help them achieve their goals. They will focus on task completion rather than planning details or considering people's reactions. You will develop stronger relationships with them by helping them get more done in less time and helping them maintain control.

Expressives seek relationships that will be fun and exciting. If you want to develop a relationship with an expressive, focus on keeping the details away from them and being flexible enough that you don't take all of their "great" ideas seriously. They can also be very moody friends or co- workers. You can help them by shielding them from some of the small details.

Amiables want to minimize conflict among team members. They develop friendships with those they trust and will be very nice, but often you won't know where you stand. You can help them by helping the team because this would mean a great deal to them.

By understanding the differences in personality styles, we can gain many different perspectives of any given situation. Understand that the motivation behind an individual's perspective is largely based their personality style. This insight will also bring new levels of communication, trust, and teamwork. Properly understanding and acknowledging what each member values will build trust throughout the team. Pass what you've learned on to your teammates and start building relationships today.

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Building Trust Among Team Members

Trust among your team members is like a bank account. We will call it our "trust account." Between individuals, there can be a positive balance or a negative balance. Sometimes there is enough trust to make everyone rich, and other times, no matter how much you work at a relationship, for every trust deposit, there is an even bigger withdrawal. It is essential to remember that each of the four personalities perceives building trust in a different manner.

A deposit in the trust account for one personality style will actually create mistrust for another. How can you tell when this occurs? Understanding what each personality considers a deposit and a withdrawal will help us purposefully to create trust among our team members and our loved ones.

To build trust with an analytical, you must be careful with what you say. If you are wrong, the analytical will tend to be judgmental, lose trust, and question everything you say. You will create a great deal of pain for that individual because he believes you could cause him to make a wrong decision or look bad as a result of your sloppy information, analysis, or direction.

For the driver, trust is built on your ability to maintain control of a situation and assist him in achieving his own personal goals. If the driver believes you cause things to be out of control, your trust account balance will remain low. If he believes you are a hindrance to the goals he sees as important, he will lose trust for you as an individual and as a team member.

You will create pain for an expressive if things no longer are fun or if you make him look bad, and he will lose trust for you very quickly. Make a deposit with an expressive by helping the team become excited about a task and move it forward with a great deal of energy.

You will create pain for an amiable by creating conflict within the group. Amiables tend to look at those who create conflict as enemies of the team from whom the team needs protection.

Remember that building trust takes time and effort from everyone. Don't expect to make huge dividends from your deposits overnight; be patient and continue to make those deposits. Like your actual bank account, small additions can make a big difference later.

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Customize the Holidays

Holidays are a great time to spend time with loved ones and friends. Many of us, however, find holidays stressful. It seems there are so many people to please all at once! To help minimize this pressure, here are some helpful ways to "customize" your holiday plans to those with whom you're celebrating.

Analyticals want everything to go according to a specific plan. To please them, have a little plan in your head or—better yet— write down fun activities for everyone. Put it in outline format, and they will smile.

Drivers probably want to accomplish something or play some type of competitive game. They love to win, and they love a challenge. As long as everything's under control, they will have a great holiday.

Expressives just want to have a great time. If you're not usually inclined to do something wild and crazy, step outside your comfort zone and have some fun with them.

For amiables, as long as everyone's getting along, it will be a great holiday. Playing team games or doing things together will provide the most satisfaction for this type of personality.

You'll never be able to please everyone, but those with different personality types will appreciate your effort to accommodate them. You'll be a more well-rounded person, too, for trying to see things from a different perspective. Happy holidays!

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Defining Personalities

Do you know a driver when you come in contact with one? No, not the reckless vehicle operator who got a license from the bubble gum machine. And not the person you golf with who has an obsession with a particular kind of golf club. A driver: an aggressive individual whose personality mandates perfection, who wants to know that situations are under control.

Maybe you know someone who has an expressive personality. An expressive is fueled by people. They, like drivers, are aggressive individuals but have more regard for human sentiment than drivers do.

If you don't know or haven't been in contact with either of these types, then perhaps you know an amiable. Amiables are people who place more importance on pleasing people than getting a task done. As long as they are liked and are appealing to people, they are satisfied.

And, if you still cannot identify with any of these, maybe you know someone who is a number cruncher, someone who has all of the "I's" dotted and the "T's" crossed...all the time. Analyticals, as they are called, are very meticulous individuals who cannot deal with chaos and confusion. Taking an individual with an analytical personality out of an orderly environment is like taking a fish out of water.

Each personality type has its own unique characteristics and needs. Identifying people according to their personality and treating them accordingly is a good way to establish a successful relationship with them. No one personality type is better than the others, they are just different from each other.

It is likely that all four personality types are represented in your office and your family. Each personality type has good qualities that can be beneficial. A driver could help organize meetings and family functions. An expressive could serve as the idea person. And for handling financial matters, who better to use than an analytical? An amiable will try to make sure that everyone is getting along and is often labeled "the peacemaker."

Don't think of personality types in a bad way. Instead accept it as an opportunity to improve or enrich your relationship with people.

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Do You Trust Your Team?

Building trust on any team is based largely on personalities. Much of a team's trust stems from members' respect for the team's driving force and long-term goals. Without direction from everyone on the team, it is impossible to tap into each member's full potential.

Once the team knows where it's going, those in leadership need to understand the dynamics of team trust building. If this understanding is missing, trust may not develop on its own and the team will never function to its full capacity.

Analyticals are concerned with how the team's vision fits into their life plans. In an unhealthy team, other personalities may find the analytical too perfectionistic. In a healthy team, the analytical's abilities will be appreciated. Give the analytical authority and responsibility to develop specific steps to overcome challenges and to evaluate ideas from their practical standpoint.

are concerned with how the vision will help them achieve their personal goals and dreams. In an unhealthy team, drivers will be feared rather than respected because of their aggressiveness and failure to consider others' feelings. In a healthy team, drivers will be respected and given authority and responsibility to fulfill their mission. Give the driver leeway to make things happen without a lot of red tape.

in a team setting will determine how they can be the center of attention or make teamwork more fun. Other personalities will tend to discount expressives because they lack focus and struggle with follow-through and discipline. In a healthy team, the expressive will be allowed to generate ideas and get others excited. The team should try to protect the expressive from having to do too many tasks that are boring for them.

Amiables are loved by almost everyone on the team but may not be taken seriously. Their ideas (if they feel comfortable presenting them) will often be ignored. In an unhealthy team, amiables will be hurt by others so much that they become bitter. The healthy team will appreciate their ability to build a strong team and ensure that everyone's perspective has been heard. Encourage them to boldly share their feelings, even if it creates conflict.

Each of the four personalities has its own way of looking at a situation. When everyone understands that each personality's motivation is different and that it is acceptable to be themselves, powerful ideas will flow from the team. When strengths are recognized, weaknesses harnessed, and communication open, then true trust will follow. When deep trust is developed, the team can start to achieve its full potential.

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Do Not Let Weaknesses Hold You Back!

What asset is most underutilized in almost every company? It is the talent and skills of its employees, including you. Why are these natural talents going to waste? Lack of focus, motivation, teamwork, and leadership are just a few of the reasons. Maximizing talents can occur when leadership has a strong understanding of what each individual's talents are.

Personality testing has proven successful for many companies and individuals. Understanding someone's personality will indicate strengths, weaknesses, likes, dislikes, and fears. Once the leadership team has a good grasp on each individual's personality, they can determine how best to group them. The most effective group helps to cover for one another's weaknesses and magnify each other's strengths.

Understanding weaknesses is another powerful way to help people use their strengths. Many people become apprehensive about taking on new responsibilities because they fear failure. People will often be hard on themselves because of a weakness (real or perceived) and undervalue their strengths.

Weaknesses are just misapplied strengths. If an individual's greatest strength is precision and accuracy (the analytical), their weakness will be that they are "picky" and spend too much time on details. Another individual's strengths might be that they are decisive and overcome obstacles (the driver). Their weakness is pushing people too hard and not being sensitive, which may hurt people in the process.

The greatest strengths of another are his ability to excite and motivate others, his energy, and his competitive spirit (the expressive), while his greatest weaknesses are poor time management and lack of follow-through and focus. If an individual's greatest strength is concern for people's feelings (the amiable), his greatest weakness is failing to resolve issues quickly for fear of offending someone.

When we realize that our greatest weaknesses are just misapplied strengths, we can significantly increase our success by making minor adjustments on our approaches to challenging issues. Determine your strengths and study them carefully to see if they can at times be weaknesses. If you find that your weakness has reduced your productivity or effectiveness, try to reduce the degree to which you are applying your strength. You will probably see success next time.

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Duty Rules

When someone gives you an assignment at work, do you often feel powerless to carry it out? Looking for additional responsibility is a great way to get ahead in any position. One danger in taking on more responsibility is being given the responsibility without the proper authority. It is important to make sure that clear communication is in place to define what is expected and how much authority you have to accomplish the task.

After reviewing the situation and before accepting responsibility, if you determine that you need additional authority, it is always best to gain that authority before accepting the assignment. Even if you don't have a choice in the matter, it is still beneficial to communicate your feelings up front.

Understanding how to appeal to those in charge is very powerful when you're seeking the necessary authority to fulfill the responsibility. Many times individuals have a valid point, but because they present themselves poorly, they don't achieve their goals. To get what you're after, you need to understand the personality of those in authority and communicate to them in their own unique personality language.

If you are working with an analytical, outline the issues for him and help him come to a proper conclusion. Show the analytical the potential for mistakes if you're not given the proper authority, which will help him understand your perspective. Give the driver the big picture and keep away from the details unless they ask. Show the driver that the project could get out of control if you're not given more authority. Show the expressive how much more fun and excited everyone is going to be if you have the authority to motivate them, which will mean a great deal to him. Explain to the amiable that much more conflict can arise if individuals are given responsibility without authority. Describe the danger of "too many cooks" in achieving any goal.

If you prepare carefully before approaching your superior about gaining more authority, you will come across as articulate and motivated. A willingness to accept responsibility is a rare trait that your boss or manager is sure to appreciate!

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Effective Leadership

Have you noticed that certain people respond better to your direction than others? It's not just a coincidence; even though you may not have known it, you were directing those people based on their personality style. Do that consciously, and you're sure to see results from your team members.

Give the analytical permission to have disorder, and only assign a few projects at a time. Give the driver the "big picture" projects that need to be pushed through with aggressiveness or personal resolve. When possible, avoid giving the driver projects that require a great deal of detail, patience, or gentleness in working with people.

Assign any fun projects to the expressive. Don't brainstorm with an expressive if they are trying to finish another project. Placing an amiable in a situation where there will be a great deal of conflict and strict deadlines would be unwise. Give the amiable projects that will maximize their people skills and do not require them to make fast decisions.

The bottom line is to be considerate of others and help them understand their natural strengths and weaknesses. There may be times that you have to delegate projects in a way that doesn't complement the team's natural styles, and the greater their understanding of their capabilities, the more effectively they will respond.

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Every Day is Client Appreciation Day!

There are times in our careers when we believe we are serving others in a great way, but they don't seem to notice. Why is that? It often is a reflection of personality types and/or differing values.

Understanding how the different personalities view and respond to situations will help you bring the client greatest value if you can learn to speak in his "personality language" rather than yours. Working hard to make someone else happy and then having the situation "blow up in your face" or realizing that the individual doesn't recognize your efforts can be very frustrating. By recognizing the tendencies of individuals based on their personality and how they perceive value, you will better serve the client.

The Analytical: Analyticals will perceive that they are receiving the most value when they find accuracy and precision in your work. They despise mistakes or quality levels that don't meet their high standards. Communicate facts to them in an outline format and address how your services will help to improve the system, decrease the number of mistakes, or increase quality. While these things may not bring a great deal of value to you, your analytical clients will love what you are doing for them.

The Driver: Drivers have very strong goals. They value you according to your ability to help them achieve their goals. If you help them achieve their goals and maintain control of a situation, they will love you. If they perceive you aren't helping them in these areas, they will not want to work with you. To give drivers the best value, make sure you know specifically what their goals are, and have a personal plan to help them achieve their goals.

The Expressive: Expressives love to have fun. If you can show them how they can have more fun and avoid paperwork and small details, they will love you. Expressives like to be the center of attention and are extremely competitive. Show them how you will help them "win" or be "number one" and remove the boring details from their lives, and they will perceive that you are giving them great service.

The Amiable: Amiables are concerned about how everything impacts the team. If there is conflict or dissension, they will not like it. Help them understand how your products or services will help the team and reduce conflict, and they will love working with you. People who tend to create conflict wherever they go may make the amiable feel uncomfortable about the value they are gaining.

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Feast of Personalities

It's that time again. The in-laws have invited themselves over for dinner and you can't decide what it is that you dread most: your brother-in-law's six kids, Aunt Martha's nagging, or the inevitable debate between Grandpa Gus and Uncle Eugene.

Need a solace? How about a quick course on personalities? Although your relatives may be the strangest, most unique people to walk into your life, they will each fit one of four personality types: driver, analytical, expressive, or amiable. Drivers are more aggressive people who like to take control. Their philosophy towards life would be something like "Fire! Oh, maybe we should aim that a little. . .By the way, was everybody ready for that?" Drivers will be the type of people who will take over everything, from the way the dinner is prepared to the seating arrangement. They are happy as long as things remain under control. Nothing will irritate them more than your brother-in-law's six kids wreaking havoc in the kitchen.

Analyticals are more serious and generally soft-spoken. They also have an innate need for precision. If they were animals, they would be beavers and adhere to the following philosophy: "Ready. . .aim. . .oh, we better check that. . .well, maybe we should check that again, and again. . ." They will be the type of people to check to see that your silverware is placed two inches away from the edge of the table. As long as everything is in order and correct, they will be happy campers.

Expressives, on the other hand, will be the life of the festivities. They love to be the center of attention, don't care much for structure, and often make a bold statement with their clothes. They will approach life with a "Ready, Fire!. . .Aim" attitude. Generally, expressives are more aggressive personalities who are more people oriented.

Last, but not least, there are the amiables. Amiables are as loyal as golden retrievers. They hate conflict and will stop at nothing to avoid it. However, amiables will not tell you when they are angry. Instead, they will wait for you to pick up on it yourself.

By being aware of which type of personalities are seated around your dinner table, you can have a better idea of how each person wants to be treated, and will be in a better position to promote the festive spirit.

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In The Genes

Do you know who you're dealing with!? Your success in dealing with people depends on how well you can communicate to them your concerns, your enthusiasm, your goals, your likes, and your dislikes. It also is the key to getting along with them. Learning about personality types and how to identify and communicate with each can be very helpful.

Everyone has at least one of the four primary types in their "genetics." They are: The Driver: the task-oriented, gotta-have-control type. The Analytical: the dot the I's cross the T's perfectionist. The Expressive: always have something to say about any subject. The Amiable: an all around nice person, never disliked, easy to get along with.

Knowing how to deal with the various personality-types will be your key to understanding, dealing with and having successful relationships with people. We all come in contact and establish relationships with a number of different people. Identifying and understanding their personality-type will go a long way in making your relationships with them successful.

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A Leader with Personality

Every group heading for a common objective will have struggles, but does it seem like your team has more difficulty than most? As a team leader, part of your job is to help your team work together well. The best way to do this is to understand your team members and show them how to understand each other. When in leadership or when providing our own perspective, we need to understand that we probably are still biased toward our own personality despite our efforts to consider other perspectives. By understanding this, we can move or adjust our perspective to a less partial position, which will build stronger relationships among our coworkers. How do we do that?

The easiest way to correct our perspective is to understand that minor adjustments to our natural biases will help create a more balanced perspective.

Analyticals and Drivers will believe that they have made the right decision but will place too much emphasis on task completion and not enough emphasis on the people. Their adjustment is to focus more energy on people's feelings and less on the tasks.

Expressives and amiables will believe they have made the right decision but will place too much emphasis on people's happiness. The adjustment they need to make is to try to forget about people's feelings and focus more on task completion.

Drivers and expressives will tend to make decisions too quickly and push people too hard. They will adjust by trying to ease off the pressure, do extra planning, and take more time.

Analyticals and amiables tend to wait too long to make a decision and will be too concerned about people's feelings. The necessary adjustment is to take action immediately once a decision is reached.

Depending on the challenge or the goal, certain personalities will approach it more effectively than others. As a leader who understands team members, you can discover who your best people are for specific situations. On any journey, there are many routes to take, and any one route is not necessarily right or wrong. The purpose of the trip, however, is so important that it should be agreed upon by everyone prior to starting the journey. Understanding the purpose will help to bring the whole team together and will help to create stronger relationships in every area of your life.

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Party 'til the cows come home!

Does this seem to be your neighbor's motto? He or she is probably an expressive. An expressive is a personality classification for people who are motivated by fun, are people-oriented, aggressive and despise structure. They are generally very friendly.
Does your neighbor seem to be taking control of the entire neighborhood? You are probably living near a driver. Drivers love control, challenges, putting things into systems and structure. If you don't seize control, they will and it will be awhile before they relinquish it.

Did your neighbor just invite you over for dinner? You may have an amiable for a neighbor. He or she will be friendly, people-oriented, and a great listener. As long as everyone else is happy, he or she will be happy, too.
OR (last , but not least)

Is your neighbor a perfectionist? Does he or she live for measurements? He or she is most likely an analytical. This is a less aggressive, task-oriented personality type who loves data and facts. Don't assume that he or she is unfriendly because he/she does not make much small talk. Be content in knowing that as long as things are accurate, your neighbor will be happy.

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Loyalty: The Excitement of Life

Business owners all know that there is no substitute for employees' loyalty to the company. What prevents us from being loyal? Loyalty is at least in part prevented because of pride. Pride can destroy people, even successful individuals. Being thankful to those who have made contributions to your life will stem the tide of pride and is a critical foundation to loyalty.

In today's society, businesses feel that they are successful due to their leadership rather than the talents of the individuals who make up the company. The company's pride allows management to think that it's all right to lay people off who were loyal employees for 20 or 30 years. Lack of loyalty spreads, and soon the dominos begin to fall. If you are the only one showing loyalty, you may start to think that it obviously doesn't work, so you need to look out for number one in order to survive.

Disloyalty is very costly to a team. Companies are leery of investing in individuals because they fear they won't stay for the long-term. Without loyalty on the team, members will not bond or develop the professional relationships that will carry everyone to the next level of success.

Loyalty is often nourished naturally when other people's personalities are taken into consideration. Analyticals will start to lose loyalty if individuals are no longer concerned about the overall quality of products or service. Their loyalty will decrease if they have the perception that the individual or team doesn't care about quality or appreciate their values.

Drivers will withdraw their loyalty when they perceive that other team members are causing things to be out of control. If they can't be trusted, then there is obviously no need for loyalty.

Expressives tend to think that they are successful because of their own strengths. Because expressives tend to be out in front, it can be easy for them to bask in the glory and not realize how the team made it possible for them to succeed.

Amiables are often the most loyal of the personality groups once they decide to trust an individual or group. When amiables feel they have been betrayed, they may become bitter because they are reluctant to share their feelings with those who hurt them.

One of the most powerful tools a team can use is a quarterly survey of each team member to evaluate how everyone on the team is doing. Getting this perspective will help identify weaknesses in trust and loyalty and determine how to strengthen those areas.

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The Personalities in Your Neighborhood

They live next door to you. They may have parties constantly, they may be shy, they may take over the neighborhood, or they may be friendly. They are your neighbors.

No matter who they are, they have their own distinct personality which could unlock the secret to peaceful coexistence. There are basically four personality types: driver, analytical, expressive, and amiable. Regardless of their personality, everyone operates on the principle of pleasure and pain. The tricky part of this is that what is pain to one person may be pleasure to another. By identifying your neighbor's personality, you can use the pain and pleasure principle to improve your relationship with them.

Expressives (aggressive, people-oriented individuals) love to be the center of attention. Amiables (non-aggressive, people-oriented individuals) would rather blend into the background. While an expressive would enjoy giving a speech to a hundred people, an amiable would find this experience painful. Likewise drivers (aggressive, task-oriented individuals) would probably find more pleasure in a fast paced, controlled atmosphere while analyticals (non aggressive, task-oriented people) would experience pain because there is not enough time to ensure precision. A driver's pain is caused by lack of control and an analytical is in heaven if they can have every last detail.

While this may seem like work to you, to them, it will be common courtesy.

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Personality Readings

"Do unto others as you would have them do unto you." Most of us probably recognize this as the golden rule -- one that has been ingrained into us since preschool, or earlier. But, have you ever been in a situation where you did unto others as you would have had them do unto you; yet, they still were unhappy with you or the situation?

There is a simple reason: Personality differences. Basically, there are four different types of personalities: Expressive, Analytical, Amiable and Driver. Learn the characteristics of these four personality types so you understand and interact more effectively with people, both in business and social settings. Here are two questions to help you identify a person's personality type:

1. Is the person more aggressive or less aggressive?
2. Does the person tend to be more interested in people or in getting the job done?

By knowing the answer to both questions, you have a better understanding of how that person "sees" the world, which may be very different from the way you see the world.

Expressives and Drivers are generally more aggressive, while Analyticals and Amiables assume non-aggressive roles. Amiables and Expressives usually are more people-oriented while Drivers and Analyticals tend to focus on tasks. This information can mean a great deal in terms of the way you deal with different people.

Remember that we are all driven by two things: pain and pleasure. What complicates the issue is that what causes pain for one personality may cause pleasure for another.

Generally, Analyticals derive pleasure from being well organized, accurate, and having volumes of information. Pain for Analyticals is caused by mistakes and lack of structure or order. Expressives, on the other hand, derive pleasure from being the center of attention and having fun, but they are not too keen on structure and tend to be less focused. Drivers are pleased as long as control is maintained and they are getting ahead. Pain strikes whenever there is chaos or when they are restricted. Amiables draw pleasure from teamwork and situations in which everyone gets along. Conflict and pressure situations are the source of an amiable's pain.

Perhaps the "golden rule" would be more accurate if it stated, "Do unto others as they would do unto themselves." After all, your "cup of tea" may be a mouthful of misery to someone else. Use what you know now about personality types to strengthen your people skills for better relationships on a social and business level.

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Personality Speaking. . .

How well you get along with people depends on how well you identify, understand and accept their personality type. People come with one (or more) of four faces: driver, analytical, expressive, or amiable. Somewhere in your house shopping process, you came in contact with one or more of these types of people.

Your agent. He was aggressive in the search for the perfect house for you. And, as long as you fulfilled your duties, your agent was easy to get along with. This describes a driver. Drivers have to have all bases covered and know that the game is under control.

Your agent may have introduced you to an analytical loan officer. She accurately quotes numbers and figures off the top of her head. No need to doubt her because she would not present anything that she hasn't analyzed repeatedly.

The expressive lawyer you hired was very talkative and seemed to have a lot of fun doing her job. Expressives are more people-oriented than drivers and analyticals, but are still interested in getting the job done.

The person with the amiable personality in your home-buying process may have Always smiling. Very people oriented. Willing to do anything to avoid a conflict. For some reason, you get along just fine with everyone involved in the process --- even the in-laws.

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Powerful Leadership Based on Personality Styles

You have your own management style. You find that some employees respond well to what you tell them, but others just don't seem to grasp what you're saying. Why is that? It may be because you're not managing each employee according to his own personality style. To get the most from your staff, determine each member's personality type and manage them accordingly with a better understanding of effective ways to get them to act. Which of the following categories describes you, and which type best describes each member of your team?

Analytical Personality: These individuals will tend to figure out all details and make sure everything is done the "right" way. Their weaknesses will tend to be that they don't like to make decisions for fear they don't have all the details to make the best choice.

Leadership tips: If these individuals feel that more detail is needed, they are probably right. They may think they need more time than is available for a project; let them know the time frames for each project and tell them to do the best they can with the deadlines. Tell them that they will not be held responsible for making a decision too quickly. Don't pile a number of projects at once on these individuals, as they will try to figure out every idea in detail and burn out.

Driver Personality: These aggressive individuals will want to take action today. They don't get discouraged when things don't work; they just solve the problem from a different angle. They will tend to be very fast thinkers and can handle many ideas and projects at once. Their weakness: they will tend to roll over people and be insensitive to people's feelings and thoughts.

Leadership tips: Give these individuals something that they can "sink their teeth into" and let them go. Give them tips, suggestions, and assistance, but be careful about getting in their way. Make them aware of their lack of diplomacy and their tendency not to check the facts before pulling the trigger.

Expressive Personality: These individuals will bring the energy, enthusiasm, and ideas to your committee. Their ideas will often seem a little odd to the other personalities but will often be crazy enough to work. They have great people skills and are great networkers. Their weaknesses tend to be in following through. They lose focus and struggle with consistency, especially if they perceive a task to be boring.

Leadership tips: Try to give them responsibilities that will use their people skills the most. Write down their ideas, then work with the driver to sort through them and see which ones might succeed. Put them in areas where they can sell ideas to others and use their persuasive skills. Work with them to identify specific goals, and then make sure they prioritize based on the benefit to the team rather than what's most exciting for them.

Amiable Personality: These individuals bring the team together. Everyone tends to like them, and they are very sensitive to people's feelings. They encourage teamwork to accomplish a goal while helping each individual accomplish his own goals. They are also the most stubborn of the four personalities. In a conflict, the amiable will tend to sit back and not aggressively pursue his position. It can therefore be difficult to lead these individuals as they won't often share their feelings.

Leadership tips:
Ask for their input. Find something that taps into their interests and passions, and then let them lead. Help them to understand the importance of sharing feelings. Help them to exercise their opinion and not be "run over." Get their suggestions on how you can be a better leader and draw the team together. Help them to work on focusing on the task at hand rather than on everyone's happiness.

Help each one of the personalities better understand their natural talents and how important they are to your committee. Help them expand their own capabilities by asking them to do what might not come naturally at least once. For example, have an analytical make a decision without all the details. Explain each personality type to them, and you will help these individuals in other areas of their lives. By experiencing the opposite perspective for themselves, they will better understand and appreciate the natural strengths and talents of other individuals on the team.

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Reaching Your Maximum Potential

Each personality style carries certain strengths and weaknesses. Most people normally understand their individual strengths; however, many have blind spots for weaknesses. Once aware of a strength or weakness, you need to take the steps necessary to maximize the strength and minimize the weakness. This is a lifelong process and requires conscious effort. It may entail focusing on acting differently in a given situation, or it may require study, diligent work, and assistance from others.

In essence, you have to know how to adjust your personality to achieve the results you desire. The key here is adjusting your personality to meet the needs of any given situation or person.

Consider the strengths and weaknesses for your personality type. Ask yourself how you can work on the corresponding developmental areas in order to maximize your strengths. Remember that any strength, without restraint, can actually become a weakness, so you may find yourself working on downplaying certain strengths.

A driver:

Is able to multitask
Is daring
Knows himself
Is persistent
Enjoys challenges
Is self-assured
Is competitive
Works quickly
Is decisive
Is assertive

Is inattentive to detail
Is overly aggressive
Is self-centered
Is stubborn
Takes too many risks
Struggles with compromise
Is cocky
Is impatient
Is autocratic
Listens selectively

(Developmental Areas:)
Understanding others

An expressive...
Is optimistic
Is enthusiastic
Is energetic
Is influential
Is generous
Is persuasive
Is poised
Is sociable
Is a natural conversationalist
Has confidence
Is a visionary

Is flighty
Is impulsive
Is easily bored
Needs others' approval
Overextends financially
Is a poor listener
Relies on superficial analysis
Has poor time management skills
Monopolizes conversations
Is disorganized
Is unrealisitc

(Developmental Areas:)
Time Management)
Emotional stability
Financial management

An amiable...
Is patient
Is loyal
Is pliable
Is a team player
Works hard
Is nurturing
Is supportive
Is accommodating
Is reliable

Fears change
Avoids risks
Avoids conflict
Takes no initiative
Holds in thoughts and feelings
Is unassertive
Is easily manipulated
Is overly possessive
Is not innovative

(Developmental Areas:)
Willingness to change
Expressing thoughts and feelings

An analytical...
Concentrates on details
Is practical
Is realistic
Is systematic
Is accurate
Is logical
Prepares thoroughly
Is factual
Is sensitive
Loves structure

Is too critical
Is overly perfectionistic
Adheres to rules
Is demanding
Has difficulty dealing with and expressing feelings
Harps on details
Is evasive
Is aloof
Numbs himself to conflict

(Developmental Areas)
Realistic expectations of others Self-esteem
Tolerance of ambiguity
Owning feelings Spontaneity and emotion
Ability to stray from rules

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Sock Detail

Being less detailed and taking more action is one area that I struggle with every day. The biggest help to me is giving myself permission to accept less than perfection. I tease my husband who is "ultra perfectionistic" that on days when he's feeling his inclinations to dot every "i," to wear two different colored socks —no one will ever notice. Then he's got a visual reminder that only he knows about, or if it DOES get noticed by another analytical, they can get a chuckle out of it. Because he's so strongly analytical, he just hasn't been up to the challenge, but I'm sure it would help him to change his frame of mind if he would try it for just one day. Are you up to my sock challenge or do you know someone who should be? Sounds a little crazy, but it's helped me and a number of other people. (I actually heard this suggestion from a psychologist on a talk show some time ago, so it does have some psychological basis to it.)

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Taking Personality Into Account

You know who you are...don't you? Personality types affect every aspect of life. Involvement with people means having to learn how to successfully communicate based on individual personalities. When you understand an individual's personality, your relationship with him will improve dramatically.

There are specific ways to handle and approach every personality. Successful communication is essential to productivity in any industry, regardless of the complexity level. You can know (or have a pretty good idea) how individuals will respond to certain business and personal situations by identifying their personality type.

The four major personality types are driver, analytical, amiable, and expressive. An individual can possess characteristics of two types, but there is usually only one primary personality type.

Drivers are results-oriented individuals. Impatience and high energy are hallmarks of their being. Expressives love being the center of attention and enjoy talking. They are often very creative. Individuals with an amiable personality tend to be good listeners. They have a more relaxed posture and are likely to give in to pressure. The orderly and ceremonious analyticals tend to be very efficient. One indicator of an analytical personality type is the overall conservativeness of his dress.

You can learn what makes people tick. It is a worthwhile investment to find out who you're really working with and who you really are.

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Teammate Appreciation at Work

As we relate to one another, it is important to look for the positive things in others, the contribution they make to the team, and the difference they can make in our lives and the lives of those around us.

One of the best ways to do this is to determine what positive motives are driving their actions. This can be very difficult because we interpret other people's motives based on past experiences and what our motives would be if we were in their place. This often is ineffective because different personalities take specific actions based on totally different motives. By thinking positively and attributing good motives to their actions, we contribute to an environment of trust and teamwork between coworkers.

We tend to value things that we are good at and downplay areas where we are weak. For example, the analytical will tend to judge people by how accurate they are, how well they articulate themselves, how professionally they dress. Analyticals need to understand that others' strengths are not dependent on their value system. Analyticals need to understand and appreciate the strengths of others and the importance those contributions make to the team. Analyticals also need to be aware that they often possess the weakness of pride.

Drivers value punctuality, getting things done quickly, follow-through, and discipline. If individuals do not have these strengths, the driver will harshly judge them and think they are ineffective members of the team. The driver needs to learn to appreciate individuals who will focus more on people and relationships. Pride because of accomplishments can also be a weakness for a driver.

value outgoing individuals who focus on having a great time and making things fun for the team. If other team members focus more on the task and the fine details, the expressive may think they make a less important contribution to the team. The expressive needs to understand the value and importance of others who help everyone stay focused on the task at hand, oversee the small details, and follow through on projects.

The amiable will value people who have strong people skills, care about others' feelings, are sensitive, and use group conscience to make decisions. The amiable needs to understand the importance of being firm, being decisive, having control, and completing the task, even at the expense of peace. The amiable also needs to learn to share their feelings and thoughts in a straightforward manner rather than holding things inside.

Each personality has its own distinct, important role. There's something to that old saying, "Too many chiefs and not enough Indians."

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Understanding Personality Styles

Customers should beware...but not of you. Are you a people person, always concerned about what others feel and think? Or perhaps getting the job done without regard to feelings is more your forte. Do you like to know every last detail before reaching a decision? Is having fun in everything you choose to do important to you?

Every aspect of society is ruled by the various personality types -- well almost -- but everything is influenced by the personalities of the people involved. Working with account holders, suppliers, customers in any industry means that you have to learn how to successfully communicate with people based on their individual personality style. Your relationship with them will improve dramatically by understanding their personality style.

That is not to say that most of your customers have a difficult personality. There are specific ways to handle and approach each personality style that addresses their communication needs. Successful communication is essential to productivity in any industry regardless of the complexity level. You can predict (or have a pretty good idea) how individuals will respond to certain business and personal situations by identifying their personality type. Each serves its unique purpose in life. No one personality is better than another; it is only that they are different from one other.

In dealing with personality types, there are no set norms, but there are communication styles that can be used with each personality to make communication with them more successful. Training on personality and style will improve your effectiveness and your ability to help as a customer service representative who has to deal with irate and/or dissatisfied account holders as many of us do.

There are four major personality types: driver, analytical, amiable, and expressive. An individual can possess two types but there generally is one primary and one secondary personality type. The primary type is biological in origin while the secondary is usually picked up through life experiences.

Drivers are results-oriented individuals. Impatience and high energy are hallmarks of their temperament. Expressives don't mind at all letting the representative "have it." Since you don't want to lose their business (or any other business), you have to know how to effectively handle an incident with them. Individuals with an amiable personality tend to be good listeners. They have a more relaxed posture and are likely to "give-in" to pressure. The orderly and ceremonious analytical tends to be very efficient in what they do. If an individual with an analytical personality comes in to open an account of any type, be prepared to give statistics (probably beyond the standard ones posted) and to provide an accurate, full disclosure of what is involved. An indicator of an analytical personality type is an overall picture of being conservative.

There are many natural indicators of personality types. You may exhibit the behavior of a certain type without giving it a technical name. Would you be more likely to say, "close the window!" or "can you please close the window?" Would you say that you move "more rigidly?" or "more freely?" These everyday responses give clues about the type of personality of the individual. How freely or rigidly you move about can say a lot about how responsive you are to situations, business and otherwise. If you tend to give specific orders that you expect to be completed (like a driver) instead of asking for them to be done (like an expressive ), this will indicate how forceful your personality is. The colors you wear and like as part of your decor are expressions of your personality.

Turning a negative situation into a positive one seems less farfetched once you identify the personality types involved. What draws people to you or pushes them away from you? The answer lies in your personality. By tuning into an individual's personality type, you know how to more effectively control the way you talk with that client. Finding the "right way" to deal with customers involves studying, identifying, and accepting their personality type. We've all heard the saying that "money makes the world go around," haven't we? People make the money go around, so it is only natural that financial success and strong "people skills" go hand-in-hand.

It is a worthwhile investment to equip yourself and your coworkers to handle all kinds of people based on identifying their personality type. If you are not in a position to ensure that employees receive appropriate training, appeal to your department heads.

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Which Flavor Is Yours?

Are you the "sweetheart" of the family? Then perhaps you are an amiable personality type. People with an amiable personality are very people-oriented. In fact, their happiness centers around people liking them and people usually do like them. Your brother, on the other hand, could care less if people aren't his "friend" as long as they get the job done. He is a driver. He likes to be in control and cannot handle losing a grip on control. Then there's "Expressive Mom." She knows how to let you have it when you cross her. She is sweet as pie as long as you do what you are suppose to do. "Analytical Dad," who is a number cruncher always counted the change you gave him when he sent you to the store. Mom has some warm fuzzy sentiment for people. Dad isn't cold or anything, he just likes all the I's dotted and the T's crossed (and every penny of his change) before he can enjoy himself.

Amiable, driver, expressive and analytical are the four personality types. You will enrich your relationship with people by identifying and understanding their personality type. These personality types can be matched to any individual to help you build a sound relationship with them.

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