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Each style communicates in ways so different that it's no wonder misunderstandings occur.

1: Dominance – High "D" Style

DOMINANT STYLES tend to communicate with short, task-oriented comments, particularly at the start of a meeting when they like to assume control and set the meeting in motion. More than the other styles, they're concerned about having a clear agenda and setting the tone. They like to keep the DISCussion on track and on time. They usually are talk most at the beginning and end of meetings, perhaps losing interest in the middle. They also may

jump into a DISCussion, bringing lots of energy and a sense of urgency. Then they may pull back, often in frustration with the failure to make rapid, tangible progress. Before long, they begin to call attention to how much time's gone by. Soon, they're pressing for closure and for concrete decisions.

2: Influence – High "I" Style

INTERACTIVE STYLES, by contrast, communicate more frequently and more evenly throughout a meeting. Their comments are more likely to include jokes and to cover a range of topics so wide that the INTERACTIVE STYLE may appear to be hopping all over the place.

3: Steadiness – High "S" Style

STEADY STYLES seem generally interested in DISCussions throughout the whole meeting. They may ask many questions, trying to understand others' points of view or what follow-through will be expected. They naturally act as synthesizers, go-betweens, or translators, by saying things like, "Now, if I understand what Jane and Tom meant, it's that the next step is to...." or "To get back to Samantha's comment, it seems that her idea dovetails nicely with what Bob mentioned a few minutes ago."

4: Conscientious – High "C" Style

On the other hand, COMPLIANT STYLES usually just quietly observe until they fully grasp an issue and have figured out in some detail what they want to say and if they'll feel comfortable saying it. They often begin by asking a few, well-chosen questions. Then, if the climate seems receptive, they'll build up to a longer statement on what they believe is the


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