If yours is like most, you've probably experienced a variety of cost cutting. Defines four primary communication styles—Driver, Expressive, Amiable, and Analytical. As the model shows, the four styles vary in terms of behaviors reflecting the. The source of his impatience with an Analytical who needs to ask more questions.
What’s your communication style? You have a particular style of communicating, of course, but do you know what it is, including its strengths and weaknesses, and how it compares to the styles of others? Over the past two decades of research, my team and I have found that there are four fundamental communication styles: Analytical, Intuitive, Functional and Personal.No one communication style is inherently better than another. But picking the wrong style for a particular audience, whether it’s one person or a thousand, shuts down listening and can spell trouble. Learning to build flexibility around your preferred style allows others to more successfully hear the important things you need to communicate. (There’s a free communication styles assessment to assess your preferred style.)
One major philosophical difference that separates the four communication styles is the extent to which you communicate with emotions or with data. For example, would you say something like ‘I feel like we’re off to a good start this quarter’ (emotions). Or would you say ‘this quarter sales are up by 7.2%’ (data).
Another major philosophical difference is the extent to which you communicate in a linear way (e.g. do you like to start with A then B then C then D, all the way to Z) or in a freeform way (e.g. do you like to skip over most of the details and jump right to Z).
Of course, there’s a lot more to the four communication styles than just these two philosophical differences. But as a starting point, these are emblematic of the myriad ways that we like to communicate.
Here are descriptions of each of the four communication styles (Analytical, Intuitive, Functional and Personal). See which style you think resonates with you, and take the communication styles assessment to corroborate your intuition.
The Analytical Communicator
As an Analytical communicator, you like hard data, real numbers, and you tend to be suspicious of people who aren’t in command of the facts and data. You typically like very specific language and dislike vague language. For example, when someone tells you ‘sales are positive’ you’re likely to think ‘what does positive mean? 5.2% or 8.9%? Give me a number!’ And those with an Analytical communication style often have little patience for lots of feeling and emotional words in communication.
One big plus of having an Analytical communication style is that because you like communication to be fairly unemotional, you’re often able to look at issues logically and dispassionately. This means others tend to see you as having high-levels of data and informational expertise.
The potential downside of having an Analytical communication style is that you may strike certain people as being cold or unfeeling. For example, when interacting with people like Personal communicators (who tend to like warm and chatty personal relationships), it’s possible for Analytical communicators to get irritated and terse. This sometimes has negative political and relational consequences.
The Intuitive Communicator
As an Intuitive communicator, you like the big picture, you avoid getting bogged down in details, and you cut right to the chase. You don’t need to hear things in perfect linear order but prefer instead a broad overview that lets you easily skip right to the end point. For example, some people, like Functional communicators, will tell you things step-by-step (they start with A, then go to B, then C, then D, then E, etc.). But this can drive you nuts; you’d rather jump right to Z.
One big plus of having an Intuitive communication style is that your communication is quick and to the point. You don’t get stalled by needing too many details, and you’re comfortable with big ideas and out-of-the-box thinking. Because you’re good with thinking big, you can also enjoy challenging convention.
The potential downside of having an Intuitive communication style is that you may not always have enough patience when you’re in a situation that actually requires getting into nitty-gritty detail (and you may risk missing an important point). Typically, Intuitive communicators have the most difficulty dealing with Functional communicators (those are the 'process-driven' people, they’re very methodical, walk through things step-by-step, and like nitty-gritty detail).
The Functional Communicator
As a Functional communicator, you like process, detail, timelines and well-thought-out plans. You like to communicate things in a step-by-step fashion so nothing gets missed. By contrast, there are some people, like the Intuitive communicators, who like to skip all the detail and just jump right to the end. But this can drive you nuts; especially when you think about all the important bits of information the Intuitive person is potentially missing.
One big plus of having a Functional communication style is that your communication generally hits all the details and nothing gets missed. When you’re on a team, people will often turn to you to be the implementer, because they have confidence in your love of process and detail. And because you’re focused on things like process and detail, you’re the person who is typically asked to play Devil’s Advocate.
The potential downside of having a Functional communication style is that you may risk losing the attention of your audience, especially when you’re talking to Intuitive communicators (those are the 'big picture' people who skip to the end and don't get bogged down in too much detail).
The Personal Communicator
As a Personal communicator, you value emotional language and connection, and use that as your mode of discovering what others are really thinking. You find value in assessing not just how people think, but how they feel. You tend to be a good listener and diplomat, you can smooth over conflicts, and you’re typically concerned with the health of your numerous relationships.
One big plus of having a Personal communication style is that your communication allows you to build deep personal relationships with others. People will often turn to you as the ‘glue’ that holds groups together. And you’re typically able to pick-up ‘vibes’ that others may miss because you’re attuned to the emotional aspect of communication.
The potential downside of having a Personal communication style is that you may occasionally be derided as ‘touchy-feely.’ For example, when dealing with Analytical communicators (people who like data, hard numbers, logical discussions, and dislike that 'warm-and-fuzzy' stuff), it’s possible for Personal communicators to become exasperated and emotionally upset.
Conclusion
So, what’s your communication style? As I said at the beginning, one style isn’t better than another. The key is to first understand your own particular communication style so you can match your communication style to that of your audience. Whether you’re speaking with your boss, a small sales meeting, your employees or an audience of thousands, matching your communication styles to the folks you need to hear your words is an essential step to effective communication.
Mark Murphy is NY Times bestselling author, Founder of Leadership IQ, a sought-after leadership training speaker, and creator of the leadership styles assessment.
Also on Forbes:
The Analytical CommunicatorAs an Analytical communicator, you like hard data, real numbers, and you tend to be suspicious of people who aren’t in command of the facts and data. You typically like very specific language and dislike vague language. For example, when someone tells you ‘sales are positive’ you’re likely to think ‘what does positive mean? 5.2% or 8.9%? Give me a number!’ And those with an Analytical communication style often have little patience for lots of feeling and emotional words in communication.
One big plus of having an Analytical communication style is that because you like communication to be fairly unemotional, you’re often able to look at issues logically and dispassionately. This means others tend to see you as having high-levels of data and informational expertise.
The potential downside of having an Analytical communication style is that you may strike certain people as being cold or unfeeling. For example, when interacting with people like Personal communicators (who tend to like warm and chatty personal relationships), it’s possible for Analytical communicators to get irritated and terse. This sometimes has negative political and relational consequences.
The Intuitive Communicator
As an Intuitive communicator, you like the big picture, you avoid getting bogged down in details, and you cut right to the chase. You don’t need to hear things in perfect linear order but prefer instead a broad overview that lets you easily skip right to the end point. For example, some people, like Functional communicators, will tell you things step-by-step (they start with A, then go to B, then C, then D, then E, etc.). But this can drive you nuts; you’d rather jump right to Z.
One big plus of having an Intuitive communication style is that your communication is quick and to the point. You don’t get stalled by needing too many details, and you’re comfortable with big ideas and out-of-the-box thinking. Because you’re good with thinking big, you can also enjoy challenging convention.
The potential downside of having an Intuitive communication style is that you may not always have enough patience when you’re in a situation that actually requires getting into nitty-gritty detail (and you may risk missing an important point). Typically, Intuitive communicators have the most difficulty dealing with Functional communicators (those are the 'process-driven' people, they’re very methodical, walk through things step-by-step, and like nitty-gritty detail).
The Functional Communicator
As a Functional communicator, you like process, detail, timelines and well-thought-out plans. You like to communicate things in a step-by-step fashion so nothing gets missed. By contrast, there are some people, like the Intuitive communicators, who like to skip all the detail and just jump right to the end. But this can drive you nuts; especially when you think about all the important bits of information the Intuitive person is potentially missing.
One big plus of having a Functional communication style is that your communication generally hits all the details and nothing gets missed. When you’re on a team, people will often turn to you to be the implementer, because they have confidence in your love of process and detail. And because you’re focused on things like process and detail, you’re the person who is typically asked to play Devil’s Advocate.
The potential downside of having a Functional communication style is that you may risk losing the attention of your audience, especially when you’re talking to Intuitive communicators (those are the 'big picture' people who skip to the end and don't get bogged down in too much detail).
The Personal Communicator
As a Personal communicator, you value emotional language and connection, and use that as your mode of discovering what others are really thinking. You find value in assessing not just how people think, but how they feel. You tend to be a good listener and diplomat, you can smooth over conflicts, and you’re typically concerned with the health of your numerous relationships.
One big plus of having a Personal communication style is that your communication allows you to build deep personal relationships with others. People will often turn to you as the ‘glue’ that holds groups together. And you’re typically able to pick-up ‘vibes’ that others may miss because you’re attuned to the emotional aspect of communication.
The potential downside of having a Personal communication style is that you may occasionally be derided as ‘touchy-feely.’ For example, when dealing with Analytical communicators (people who like data, hard numbers, logical discussions, and dislike that 'warm-and-fuzzy' stuff), it’s possible for Personal communicators to become exasperated and emotionally upset.
Conclusion
So, what’s your communication style? As I said at the beginning, one style isn’t better than another. The key is to first understand your own particular communication style so you can match your communication style to that of your audience. Whether you’re speaking with your boss, a small sales meeting, your employees or an audience of thousands, matching your communication styles to the folks you need to hear your words is an essential step to effective communication.
Mark Murphy is NY Times bestselling author, Founder of Leadership IQ, a sought-after leadership training speaker, and creator of the leadership styles assessment.
Also on Forbes:
Think about the last time you were at a party and had the opportunity to observe a lot of people in action:
- Who dominated the conversation and put a premium on being right and convincing others to go along with his solutions?
- How about the serious person who rather cautiously talked in precise detail?
- And how about the person who was bursting with enthusiasm and could not wait to tell you her great idea?
- Who walked into the room and began by introducing herself to others, spending time with each person to establish a connection?
These are examples of 4 different communication styles:
- Driver: the person who takes charge and wants solutions;
- Analytical: the person who values accuracy and details;
- Expressive: the idea person; and
- Amiable: the person who prioritizes relationships.
While we all have characteristics in more there one area, we each have a default style—the style we go to first. These are tendencies and should not make you feel limited in the way you communicate.
Moreover, no style is better than another. Any style can be effective depending on the circumstances. A strong team will leverage the strengths of each type so that you can work together the most effectively.
In order to be a powerful and effective communicator, it is important to understand each style and figure out how to adapt your default style to the circumstances at hand.
So let’s start with a description of each style. If you are curious about your style, take the quiz and see what your style is! Then read the descriptions to learn more about your style and the styles of your friends and colleagues.
What are the four styles?
1. Driver
Hard-working and ambitious, drivers tend to be the group leaders who value getting the job done with excellent results. Drivers are apt to be decisive, competitive, hard driving and good at delegating to others. They like to be where the action is and are likely to enjoy taking risks. Their focus is on winning, being successful and making things happen. They need options and prefer it when others are direct.
On the downside, they can be pushy, demanding, dominating, tough and exclude others from decision-making. Under stress, they become autocratic and order others around.
2. Analytical
Quick to think and slow to speak, the Analytic person values accuracy in the details and likes to be right. This is a person who plans thoroughly before deciding to act, is persistent, highly organized, cautious and logical. The Analytical prefers to work alone and has a tendency to be introverted.
The Analytical person is focused on process, tasks and doing things the right way. They prefer a rational approach, logical thinking, solid documentation and careful planning. The down side is that they can be critical, picky, perfectionistic and stubborn, as well as indecisive. Their tendency under stress is to avoid others.
3. Expressive
The Expressive person loves to have and enjoys helping others. This person is full of ideas and can’t wait to share them with others. Talkative and open, he asks others for their opinions and loves to brainstorm. This is someone who is flexible and easily bored with routine. The Expressive is optimistic, intuitive, creative and spontaneous and may have a tendency to be flamboyant.
Expressives are focused on the big picture. They love ideas and concepts and thrive on bringing visions into reality. They need innovation and look to others to handle the details. On the downside, they can be overly dramatic, impulsive, a tad flaky and undisciplined.
4. Amiable
Amiable is the relationship style. Amiables focus on the feelings of other people and effective collaboration. People with this style are intuitive and care about how situations “feel”. They like consensus, avoid confrontation, and tend to be timid about voicing contrary opinions. Amiable people are good listeners, friendly and sensitive and build networks of friends to help them. They are likely to be slow with big decisions and need a lot of input. They thrive on involvement, participation and inclusion.
On the downside, the Amiable person can be hesitant, unsure of himself and dependent on others. Under stress, they acquiesce or yield to the decisions of others.
How to Use Communication Styles to Maximize the Effectiveness of Your Communication
Knowing about the communication styles is helpful in two ways. First, when you know your own default style, you can spot the best opportunities to use that style and build up your strengths. You can also see where you have gaps and where you can improve by learning from the other styles.
Second, once you know about the styles, you can spot someone else’s style and adapt the way you communicate in order to get that person on board with you. Eventually, you can learn how to use each style comfortably and maximize the chances that others will follow your suggestions. This is at the heart of great leadership and it is why knowing about the communication styles is a powerful element of great leadership.
Here are some suggestions on how to communicate effectively with each of the four communication styles.
1. Driver
When you communicate with a Driver, be sure to tell her about progress to goals, the actions to be taken and solutions to problems. Avoid chitchat and focus on the bottom-line. Be clear, concise, focused, relevant, decisive and efficient. When working with a driver, here is what you would say if you encounter a problem that may interfere with getting to successful results:
“I know you are pushing to finish this by tomorrow with great results. Based on my research and investigation, I think there might be a hitch. I have some ideas on how to solve that. Would you like to discuss this?
2. Analytical
Because the Analytical person asks for data, information and facts, it is important to be precise, specific, thorough, prepared, accurate, rational and orderly in dealing with her. If you want to get the Analytical person’s attention, you might say something like this:
“The research and data seems inconsistent with our initial concept. I have two ideas that would improve the quality and timeliness of the project. I need 15 minutes of your time. Can we meet today at 4:00?
3. Expressive
Expressives thrive on vision, stories and analogies and love to have fun while working on projects. Therefore, when communicating with an expressive person, be sure to focus on the big picture. Deliver your message in a way that is enthusiastic, expressive, friendly, flexible and open to possibilities. Avoid getting bogged down in too many details!
“I’ve got a fabulous idea to make our project fabulous and knock it out of the ball park. Have you got a minute to talk?”
4. Amiable
Your amiable friend or colleague cares deeply about the relationship. He is interested in information about others’ skills and interests, valuing input from others and welcoming feedback. In dealing with the Amiable person, be sure to be warm, relaxed, involving, caring and inviting. This is the person to go to if there are tensions on the team, whether that is a string quartet or a work group! A way to get his attention is to say:
“I have a strong feeling that there is something bothering you about the team. Would you like to hear my thoughts on how we might help everyone out here so that we can make sure that everyone is on board?
With a better understanding of each style, see how you can master these styles and become a dynamic and powerful communicator and leader!
© Astrid Baumgardner 2011
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Astrid Baumgardner, JD, PCC is a professional life coach and lawyer, Coordinator of Career Strategies and Lecturer at the Yale School of Music and the founder and President of Astrid Baumgardner Coaching + Training, which is dedicated to helping musicians, lawyers and creative professionals take charge of their lives and experience authentic success. In addition to her work at YSM and her individual coaching practice, Astrid presents workshops at leading conservatories and law firms on topics including Career Planning, Goal-Setting, Time Management, Dynamic Communication, Conflict Management and Personal Branding and Networking. She is the author of numerous articles on the various aspects of how to achieve and live authentic success.