Communicate

with Different
Personality Styles
Participant Manual
Copyright © 2018
Dale Carnegie & Associates, Inc.
290 Motor Parkway
Hauppauge, New York 11788

All rights reserved. Except as permitted under the U.S. Copyright Act of 1976, no part of this publication
may be reproduced, distributed, or transmitted in any form or by any means, or stored in a database or
retrieval system, without prior written permission of the publisher.

Communicate with Different Personality Styles PM V3, 4/2018

Table of Contents

Introduction............................................................................................... 4
Objectives................................................................................................... 4
Self-Assessment..................................................................................... 5
What is My Style?................................................................................... 6
Understand Your Style..........................................................................7
Identify Styles in Others...................................................................... 8
Relating with Different Styles........................................................... 9
Strengthen Relationships................................................................. 19
Working with Other Styles.............................................................. 20
Adjusting Your Style........................................................................... 22
Summary/Action Plan....................................................................... 24

Communicate with Different Personality Styles 3

Introduction

Many behavioral psychologists have researched the theory that people’s

behavior can be roughly classified in four groups.
No one is purely any style, and no style is better or worse than another. Each
tendency has strengths and weaknesses. By recognizing our dominant style
and developing the ability to identify traits in others, we can change our
behaviors to interact with a wide variety of personalities and tendencies.
This module helps people understand the four dominant personality styles:
driver, expressor, amiable, and analytical. Knowing our styles is the most
important element to help reach across barriers and connect with others. We
need to identify our own strengths and weaknesses in order to take control of
our actions and feelings. Then we can focus on understanding others and use
effective approaches to build collaboration.

Objectives

At the end of this session, you will be able to:

• Identify your own personality style and how you react under pressure
• Modify your behaviors to be able to connect with people of different styles
• Influence attitudes and behaviors of others

“When dealing with people, remember that you are not dealing with
creatures of logic, but creatures of emotions.”
- Dale Carnegie

4 Dale Carnegie®
Self-Assessment

Instructions: Each of the lettered rows below contains four words or phrases.
From each row, circle the one word or phrase that most closely describes you.
Choose only one from each row.

A A reporter A futurist A realist A coordinator

Forward-
B People-oriented Detail-focused Values-focused
thinking

C A dreamer A driver A doer A peace keeper

D Decisive Inspiring Reliable Considerate

Brings people Keeps things on Has sense of

E Meets deadlines
together track mission

F Dramatic Curious Relaxed Focused

Knows how Knows where

Knows what has Knows what
G things should he or she
to be done questions to ask
be done wants to be

Reviews Anticipates Resolves

H Solves problems
methods problems conflicts

Makes sure
Assures results Focuses on
I Gets results things are
are appropriate outcomes
done right

J Charismatic Prepared Easy-going Aware

Communicate with Different Personality Styles 5

What Is My Style?

Instructions: Circle the words or phrases that you circled on the previous
page on this Score Sheet. Total the number of items circled in each column.
Rank the columns from lowest (4) to highest (1).

Expressor Driver Amiable Analytical

A A futurist A realist A coordinator A reporter

B Forward-thinking Values-focused People-oriented Detail-focused

C A dreamer A driver A peace keeper A doer

D Inspiring Reliable Considerate Decisive

Has sense of Meets Brings people Keeps things on

E
mission deadlines together track

F Dramatic Focused Relaxed Curious

Knows where Knows how Knows what

Knows what has
G he or she wants things should questions
to be done
to be be done to ask

Anticipates Resolves Reviews

H Solves problems
problems conflicts methods

Makes sure
Focuses on Assures results
I Gets results things are
outcomes are appropriate
done right

J Charismatic Prepared Easy-going Aware

Total: _________ Total: _________ Total: _________ Total: _________

Rank: _________ Rank: _________ Rank: _________ Rank: _________

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Understand Your Style
Profiles Performance
High Scorer Characteristics
Indicator Scale
DRIVER • Decisive and direct; likes to control
Control, ambition, and the work environment
results orientation • Works best with minimal supervision
and control
• Takes a challenge easily
• Comfortable with change
• Self-starter
• Competitive
• Results-oriented

EXPRESSOR • Generally optimistic and enthusiastic

Social influence, positive • A good promoter and motivator
expectancy, and
expressiveness • Enjoys freedom of movement
• Extroverted
• People-oriented
• Good at persuading others
• Outgoing

AMIABLE • A dependable and steady team worker

Patience, composure, and • A stable and predictable work
being a team player environment
• Friendly and works to get along with
co-workers
• May need time to adjust to change
• Dependable

ANALYTICAL • Appreciates working with details

Precision and analytical/ • Enjoys working where critical thinking is
quality orientation needed
• A conscientious person with a
well-developed idea of “right and wrong”
• Maintains high standards
• Tends to be organized

Communicate with Different Personality Styles 7

Identify Styles in Others

DRIVERS EXPRESSORS
Control, ambition, results Social influence, positive expec-
orientation tancy, expressiveness

• Self-confident • Tend to be extroverted

• Always in a hurry • Very friendly and charismatic
• Very straightforward • Uses hands and facial
expressions when talking
• Take charge of meetings
• Very enthusiastic
• Tend to be blunt
• Like to arrange social gatherings
• Tend to be impatient
• Enjoy working with people
• Tend to interrupt others
• Strive to include others in
• Are aggressive projects
• Can be intimidating • Tend to be optimistic

ANALYTICALS AMIABLES
Precision, analytical, quality Patience, composure, team
orientation player

• Office is neat/organized • Very relaxed and casual

• Like to collect data and plan • Very good listener
• Get bogged down in details • Encourage others to talk
about themselves
• Speak slowly, matter-of-factly
• Tend to be quiet and indirect
• Avoiding mistakes
• Prefer to follow, not lead
• Rarely talk in meetings
• Like working in small groups
• Use facts/data to overcome
objections and make decisions

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Relating with Different Styles

DRIVERS EXPRESSORS
Control, ambition, results Social influence, positive expec-
orientation tancy, expressiveness

• Get to the point quickly • Be friendly and personable

• Involve them in the • Include them in projects
decision-making process
• Help them set goals
• Challenge them
• Communicate frequently on the
• Use facts when confronting status of a project
them
• Find ways for them to use their
• Clarify their role/authority verbal skills
• Don’t waste their time
• Give them recognition

ANALYTICALS AMIABLES
Precision, analytical, quality Patience, composure, team
orientation player
• Get down to business quickly
• Chitchat often—be friendly and
• Present facts and data personable
• Ask them for their opinion • Communicate changes and give
• Define their role and them time to adjust
responsibility • Ask them about themselves
• Encourage them to speak up at • Encourage them to speak up at
meetings meetings
• Let them know it’s okay to • Give them recognition
make a mistake

Communicate with Different Personality Styles 9

Drivers
Control, ambition, results orientation

• Decisive and direct; likes to control the work environment

• Works best with minimal super vision and control
• Takes a challenge easily
• Comfortable with change
• Self-starter
• Competitive
• Results-oriented

Activity Indicators for Drivers

• Take responsibility for results and accept the rewards of success
• Need to control the course of what is happening and guide the direction
of events
• Are self-starters who will take independent action
• Are strong-willed concerning their own ideas
• Can be forceful, and will often seek to be in charge and in control
• Pursue problems with a sense of urgency
• Emphasize getting the job done and set high standards for productivity
• Often instigates change, with a view on their goals

10 Dale Carnegie®
Motivating Factors for Drivers:
• A fast-paced environment
• Being in charge, having power and authority
• Being in control of relationships
• Challenging self and others
• Direct and to the point communication
• Taking on new opportunities
• Competition
• Accomplishing as many goals as possible, as quickly as possible
• The opportunity to be first, number one, to be the best

Drivers Under Stress Tend To:

• Act intensely and attempt quick and immediate solutions to complex
problems
• Take charge of uncertain situations
• Take a direct and aggressive approach—get straight to the point

Over an Extended Period of Time, Drivers Tend To:

• Act recklessly and become inattentive to critical details and important
routines
• Become impatient and appear fault-finding
• Force action and make mistakes when pushing for quick results
• Become firm in positions, defending them without compromise
• Intimidate people

Communicate with Different Personality Styles 11

If This Is Your Style:
• Realize that others need time to adjust to your quick decision-making style
• Balance your drive to get results with an awareness of your effect on others
• In your attempt to get immediate results, do not lose sight of the long run
• Spend that additional time checking the small details
• Learn to pace yourself better
• Be willing to delay your individual work to assist others
• Understand before you speak; let other people finish speaking
• Avoid sharp criticism of others
• Involve others in the decision-making process
• Remember to listen to others more often and heed their concerns
• Try to develop more informal relationships
• Be considerate of the thoughts, feelings, and experiences of others

When Relating with Drivers:

12 Dale Carnegie®
Expressor
Social influence, positive expectancy, and expressiveness

• Generally optimistic and enthusiastic

• A good promoter and motivator
• Enjoys freedom of movement
• Extroverted
• People-oriented
• Good at persuading others
• Outgoing

Activity Indicators for Expressors:

• Tend to generate excitement, enthusiasm, and hopefulness
• Prefer to communicate in person and mix personal talk with business
• Gregarious, open, talkative, approachable, and makes friends easily
• Enjoy working with a team
• Enjoy motivating others
• Are charismatic and entertaining
• Display a positive attitude regarding outcomes and potential of success
• May be viewed as a “dreamer”
• Generally are optimistic and reassuring

Motivating Factors for Expressors:

• A fast-paced environment
• A flexible approach
• Bringing a group together
• Opportunities for creative brainstorming and thinking outside the box
• Recognition
• Being in the spotlight
• Initiating change
• Group activities
• Relationships

Communicate with Different Personality Styles 13

Expressors Under Stress Tend To:
• Be optimistic and reassuring
• Be charismatic and entertaining
• Weigh the pros and cons to see the trade-off in situations

Over an Extended Period of Time, Expressors Tend To:

• Become careless and disorganized
• Become ambivalent and inconsistent, taking no clear stand on an issue or
priority
• Overestimate their own ability to change others

If This is Your Style:

• Remember that even the most exciting task has its share of plodding details
• Guard against becoming so enthusiastic that you lose perspective
• Accept the importance of completing tasks according to priority
• Learn to be more organized
• Do not over-commit; be realistic in what you can and cannot do
• Recognize that occasional failures are bound to happen
• Don’t overestimate ability to motivate others or to change their behavior
• Remember to move forward productively and with focus
• Become involved in the development and implementation of changes
• Listen to others

When Relating with Expressors:

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Amiable
Patience, composure, and being a team player

• A dependable and steady team worker

• A stable and predictable work environment
• Friendly and works to get along with co-workers
• May need time to adjust to change

Activity Indicators for Amiables:

• Prefer to approach change with care and temperance
• Are cooperative and prefer to foster a strong team attitude
• Are respectful of authority
• Are generally effective when working with details
• Respond well to the motivation provided by others
• Are typically comfortable working with a supportive and assertive leader
• Are usually most comfortable being an effective team member
• Show patience
• Display loyalty
• Are team players and good listeners; like to help people

Motivating Factors for Amiables:

• Having a clear understanding of what others need from them
• A cooperative approach to performing the job
• Receiving specific, detailed instructions
• The status quo
• Participating in group problem solving efforts and contributing their ideas
• Stable and systematic conditions that rarely change
• Sincere appreciation

Communicate with Different Personality Styles 15

Amiables Under Stress Tend To:
• Demonstrate patience
• Avoid interpersonal aggression
• Seek cooperation from others
• Test to make sure things are right
• Respond objectively and calmly to objections raised by others

Over an Extended Period of Time, Amiables Tend To:

• Become too protective of others
• Resist conflicts that open discussions and expose agendas
• Become too indirect and not forceful enough
• Become withdrawn and distant
• Wait for someone with authority to tell them what to do

If This is Your Style:

• Try new approaches and be willing to adopt those that are effective
• Avoid becoming so guarded that you lose touch with your creativity
• Try not to fear unpredictable change
• Move forward with a project while making adjustments along the way
• Accept conflict as a motivator for change and progress
• Remember to acknowledge the accomplishments of others
• Look for more innovative solutions to problems
• Don’t be afraid to take some risks in solving problems
• Look for solutions that have a little flair to them
• Discuss your feelings about issues
• Stay focused and productive during a change process

16 Dale Carnegie®
When Relating with Amiables:

Analytical
Precision and analytical/quality orientation

• Appreciates working with details

• Enjoys working where critical thinking is needed
• A conscientious person with a well-developed idea of ‘right and wrong’
• Maintains high standards
• Tends to be organized

Activity Indicators for Analyticals:

• Are conscientious and thorough; very task and quality oriented
• Are inclined to respond to a logical argument more than to subjective claims
• Prefer a systematic, comprehensive approach
• Are seen as dependable
• Are organized
• Are steady, consistent personal producers
• Are perfectionists with a tendency to do the important work themselves
• Are inclined to finish all tasks started in a reliable and unhurried fashion
• Emphasize the rationale: facts, data, and logic

Communicate with Different Personality Styles 17

Motivating Factors for Analyticals:
• Being right
• Reserved, impersonal, and business-like approach to doing business
• Carefully defined procedures, job descriptions, guidelines, and policies
• Handling details and performing with accuracy and effectiveness
• Being the provider of data and logical observations
• Conducting a thorough analysis before making a decision
• Attention to detail

Analyticals Under Stress Tend To:

• Use facts and logical arguments to overcome objections
• Think before responding, checking facts first
• Weigh the pros and cons to see the trade-off in situations
• Offer assistance to others and provide resources to resolve problems

Over an Extended Period of Time, Analyticals Tend To:

• Avoid discussing feelings, internalizing them instead
• Become withdrawn and distant
• Become too inflexible to provide appropriate concessions
• Hesitate, sometimes becoming stuck with old ways
• Lose a sense of urgency

If This Is Your Style:

• Avoid becoming bogged down in details, over-thinking decisions, etc.
• Look for shortcuts to make processes more efficient and productive
• Avoid becoming so guarded that you lose touch with your creativity
• Avoid becoming defensive to comments from others
• Accept that everyone makes mistakes

18 Dale Carnegie®
• Recognize that occasional failures must be accepted
• Learn how handle the reality of unexpected change
• Consider listening to others more and developing more flexibility
• Learn to recognize that emotions can serve a purpose
• Be the first one to speak up; don’t worry about editing your ideas

When Relating with Analyticals:

Strengthen Relationships
Enhance Relationships and Build Trust

1. Don’t criticize, condemn, or complain.

2. Give honest, sincere appreciation.

3. Arouse in the other person an eager want.

4. Become genuinely interested in other people.

5. Smile.

6. Remember that a person’s name is to that person the

sweetest and most important sound in any language.

7. Be a good listener. Encourage others to talk about

themselves.

8. Talk in terms of the other person’s interests.

9. Make the other person feel important – and do

it sincerely.

Communicate with Different Personality Styles 19

Working with Other Styles

1. Identify one person with whom you will work in the future or
whom you deal with regularly.

2. What do you know about his or her style?

3. How do you need to adjust your behavior to deal effectively

with this individual?

20 Dale Carnegie®
4. If you do not adjust your behavior, what could happen?

5. If you can effectively adjust your behavior, what results do you

expect?

Notes:

Communicate with Different Personality Styles 21

Adjusting Your Style

1. How do you feel your style will be an asset in your

professional life?

2. How might your style be a challenge in your professional life?

3. Ask yourself, will you commit to using the strategies you

learned here today to adjust your communication style?

22 Dale Carnegie®
4. What is the impact on my relationships if I do this?

5. What is the likely impact if I don’t?

Notes:

Communicate with Different Personality Styles 23

Summary/Action Plan

The most useful ideas I gained:

Application opportunities:

Specific actions I will take:

What When

Organizational impact:

24 Dale Carnegie®