Insights into, and Relating to, the Four Traits

High scorers for Dominance

High D’s want others to be direct and straightforward.
They like: taking action and accepting challenges.
They fear: being taken advantage of.
Possible inappropriate behaviour: lack of concern for others; impatience.

Keys for relating to high D’s:
– make communication to the point
– be clear about rules and expectations
– let them initiate action sometimes
– make sure they know that you are also competent

Be prepared for:
– bluntness
– lack of empathy

High Scorers for Influence

High I’s want others to be friendly and emotionally honest.
They like: involvement with people, making a favourable impression.
They fear: disapproval, rejection and loss of impact.
Possible inappropriate behaviour: impulsiveness and lack of follow through.

Keys for relating to high I’s:
– approach them informally
– be relaxed and sociable
– let them verbalise thoughts and feelings
– keep the conversation light
– provide written details
– give public recognition for individual accomplishments
– use humour

Be prepared for:
– attempts to persuade or influence others
– a need for limelight
– over estimation of self and others
– overselling ideas
– vulnerability to perceived rejection

High scorers for Steadiness

High S’s want others to be relaxed, co-operative and appreciative.
They do not like: change and instability.
They like: appreciation and co-operation.
They fear: the unknown; insecurity.
Possible inappropriate behaviour: overly willing to give-in and put their needs last.

Keys for relating to high S’s:
– be systematic in your approach
– provide a consistent and secure environment
– let them know how things will be done
– use sincere appreciation
– show their importance
– let them adapt slowly to change

Be prepared for:
– resistance to change
– difficulty identifying priorities
– difficulty with deadlines

High scorers for Compliance

High C’s want others to be reliable, thorough and accurate.
They like: clearly defined plans and values accuracy.
They fear: criticism of their personal work.
Possible inappropriate behaviour: overly critical of self and others.

Keys or relating to high C’s:
– provide clear expectations and deadlines
– show dependability
– demonstrate loyalty
– be tactful and emotionally reserved
– allow precedent to be a guide
– be precise and focused
– value high standards

Be prepared for:
– discomfort with ambiguity
– resistance to vague or general information
– desire to double-check