Comprehensive Study

Mengukur bagaimana seseorang memecahkan masalah dan merespon tantangan

Active and Aggressive

Gather Data Before Decision

Antagonized Response: Aggressive Emotion Measured: Anger

High
High Ego Strength; Seeks Authority Impatient Greatest Fear Being Taken Advantage Of Desires Change Does Many Things At Once Responds To Direct Confrontation

Active, Positive Movement in an Antagonistic Environment

Enhance Communication
Do
Brief, Direct, To the point Ask What, not How Focus on business, they desire results Highlight logical benefits Agree with facts & ideas, not with a person Discuss problems in light of how they affect outcome Donts
Ramble/ngelantur Repeat yourself Focus on problems Be too sociable Generalize

Mengukur bagaimana seseorang mencoba untuk mempersuasi atau mempengaruhi orang lain

Verbal and Persuasive

Non-Verbal Communications
Antagonized Response: Negotiate Emotion Measured: Optimism

High

Emotional People-Oriented Greatest Fear - Rejection Disorganized Optimistic Encouraging

Active, Positive Movement in an Favorable Environment

Enhance Communication
Do Donts

Build favorable environment Let them talk about ideas, people, their institution Share testimonials Allow for social time Write details, but do not dwell(lama) on them Create incentives for following through

Eliminate social time Do all the talking Ignore their ideas Tell them what to do

Mengukur kecepatan dan ritme seseorang di dalam melaksanakan aktivitas dan tanggung jawabnya

Resistance to Change, Slow Rapid Change, Fast Pace

Antagonized Response: Passive Emotion Measured: Emotional Expression

High

Loyal; Gentle Team Player Person of Substance Greatest Fear - Loss of Security High Level of Trust Possessive Resists Change; Adapts Slowly

Passive, Aggressive in a Favorable Environment

Enhance Communication
Do Build favorable environment Genuine interest in them Ask How question Patiently draw out their goal Give them time to adjust Define goals, procedures & their role in the plan Assure personal follow-up Minimize perceived risk Donts Be pushy (ambisius), aggressive or demanding Be controversial

Mengukur bagaimana seseorang merespon terhadap aturan dan regulasi yang dibuat oleh orang lain

Comply With Rules

Seek Independence
Antagonized Response: Passive Emotion Measured: Fear

High

Perfectionist Sensitive Greatest Fear - Criticism Accurate Needs Many Explanations Asks Many Questions

Cautious, Tentative Response, Designed to Reduce Antagonistic Factors in an Unfavorable Environment

Enhance Communication
Do Donts Refuse to explain the details Answer questions vaguely or casually

Prepare case in advance Delineate pros & cons (+/-) Use accurate data Assure them No surprises Use precise explanations When agreeing be specific Disagree with facts, not with the person Give patient and diplomatic explanations