The Analytical is polite but reserved, logical, fact- and task-oriented. This|
person’s focus is on precision and perfection. Other strengths include
persistence, diligence, caution, and a systematic approach.
Weaknesses involve being withdrawn, boring, quiet, reclusive, and even
sullen at times. If he or she seems indecisive, it’s because of a need to assess
all the data. Perfectionism can be a fault if the Analytical pushes it too far.
This person is definitely not a risk-taker.
The Analytical needs to be right, and won’t openly discuss ideas until
confident in a decision. His or her pleasure is accuracy. Pain is to be wrong
When communicating with an Analytical
Portrait of an Analytical’s office
- Be systematic, thorough, deliberate, and precise
- Focus on the task
- Be prepared to answer many “how” questions
- Provide analysis and facts
- Don’t get too personal
- Recognize and acknowledge the need to be accurate and logical
- Don’t rush unnecessarily
- Expect to repeat yourself
- Allow time for evaluation
- Use lots of evidence
- Compliment the precision and accuracy of the completed work.
The first thing you notice will probably be the glasses. The Analytical will
have worn out his or her eyes from constantly reading everything. On the
wall you may see a framed degree, but the chief decoration will be charts,
figures, and graphs of every kind. The analytical is not very friendly, will
often greet you skeptically, and doesn’t want to share much – especially
anything personal. There will be no flowers or plant; for the Analytical, they
belong in greenhouses. On the desk will be only business-related
information, and that will be carefully arranged. It’s not a power office, but
it definitely will be functional. As for color, black and white will do nicely.
Devoted, consistent, dependable, and loyal, the Amiable is a hard worker
and will persevere long after others have given up. He or she is a team
player, cooperative and easy to get along with, trustful, sensitive and a good
listener. Working in groups with cooperative individuals, the Amiable tries
to avoid confrontation. He or she enjoys company, performs best in a stable
environment, and often has a stabilizing effect on others.
Weaknesses include indecision and an inability to take risks. Amiables are
often too focused on others, conforming, quiet, and passive. They often
won’t speak up for themselves, are too compliant and nice, and often
painstakingly slow to make decisions.
The Amiable’s pleasure is stability and cooperation. His or her pain is
change and chaos.
When communication with an Amiable
Portrait of an Amiable’s office
- Be relaxed and agreeable
- Maintain the status quo
- Be logical and systematic
- Create a plan with written guidelines
- Be prepared to answer “why” questions
- Be predictable
- Agree clearly and often
- Use the word “we”
- Don’t push
- Don’t rush
- Compliment him or her as a team player
- Be a good listener
The first thing you will notice will be pictures of loved ones on the desk:
husband, wife, family, favorite pets. They’ll be in a candid style, and the
Amiable loves to talk about them. On the walls will be colorful photos of
landscapes, waterfalls, birds, and sunsets. You’ll find flowers or plants that
are growing well and office colors that are harmonious and restful. The person
will almost certainly be dressed in colors that match. Furniture will
be fashionable, but not overwhelming. Files are present, but usually kept out
of the way. If you’re a little late, the Amiable won’t mind. If you have the
Amiable in your company, he or she will stay with you. The Amiable likes
company, newsletters, picnics, gatherings, and retirement parties.
The Driver is a high achiever – a mover and shaker who is definitely not
averse to risk. The individual is extroverted, strong-willed, direct, practical,
organized, forceful, and decisive. Look for someone who tells it the way it is
and is very persuasive. Watch out or you’ll be worn down and bowled over.
A driver is task- rather than relationship-oriented and wants immediate
This individual is not concerned with how something is done, but what is
being done, and what results can be expected. “What” is his or her battle cry.
“What’s going on? What’s being done about it? What you should do is …!”
The Driver can be stubborn, domineering, impatient, insensitive, and short-
tempered, with little time for formalities or niceties. He or she can also be
demanding, opinionated, controlling, and uncompromising – or even
overbearing, cold, and harsh.
The Driver’s pleasure is power, control, and respect. His or her pain is loss
of respect, lack of results, and the feeling that he or she is being taken
When communicating with a Driver
Portrait of a Driver’s office
- Focus on the task
- Talk about expected results
- Be businesslike and factual
- Provide concise, precise, and organized information
- Discuss and answer “what” questions
- Argue facts, not feelings
- Don’t waste time
- Don’t argue details
- Provide options.
Of course, it must be the corner office with two windows, but the Driver
never looks at the view. Pictures on the wall are of battlefields, maps, and
boats. The Driver is a multi-tasked person and can sign letters, hold
interviews, and talk on the phone simultaneously. Office furniture
contributes to the impression of power and control, and is the most
expensive and incredible available.
The office may also contain flowers and plants, even exotic ones like orchids
(carefully chose to contribute to the impression of power), but the Driver
never looks after them. There’s an assistant to do that. On the desk are often
family portraits, but never candid shots. They are formal portraits showing
everyone in his or her proper role, frozen forever as the Driver sees them.
The office will probably be decorated by an interior designer to create the
feeling of power, and the colors of the office will be strong power colors.
Curt and tough, straight to business. That’s the Driver at work in his or her
den. Don’t waste time. Get straight to the point!
The Expressive, a verbally adept personality, is engaging, accommodating,
supportive of others, persuasive, socially adept, and relationship- rather
than task-oriented. He or she loves to be one of the gang, and is always ready for
something new and exciting, especially if the gang is ready to participate.
Additional strengths include enthusiasm, diplomatic skills, and the ability to
Weaknesses involve impatience, a tendency to generalize, verbal assaults,
and sometimes irrational behavior. The Expressive can also be egotistical,
manipulative, undisciplined, reactive, unorganized, and abrasive.
The Expressive readily exchanges information and life experiences. His or
her main need is to be appreciated and accepted. The Expressive’s pleasure
is recognition and approval. His or her pain is isolation and lack of attention.
When communicating with an Expressive
Portrait of an Expressive’s office
- Focus on developing a relationship
- Try to show how your ideas will improve his or her image
- Be enthusiastic, open, and responsive
- Relate to the need to share information, stories, and experience
- Be forthcoming and willing to talk
- Ask and answer “who” questions
- Remember to be warm and approachable at all times
- Work to minimize his or her direct involvement with details or
In short, it’s a mess. The Expressive loves favorite sayings and has them
plastered on the wall or sitting on the desk. Files are never in a filing cabinet.
Rather, they’re piled all over the office in stacks. But don’t be misled. The
Expressive knows exactly where everything is and can find virtually
anything by its location. Office colors will probably be loud and lively. If
there are flowers or plants, they’re likely dead – either talked to death or
lacking water. The Expressive’s greatest reward is personal acknowledgment
from others, and examples of this will be displayed. The Expressive is an
excitable dreamer, with lots of ideas and projects, but without the time to
follow them up.