Welcome to this issue of "Dr. T's Timely Tips" by Dr. Tony Alessandra. Please
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How the Four Styles Use Influence in Groups
The different styles try to
sway, or influence, the group in different ways. This can become critical
because, every group at an early stage wrestles with the issue of who's going to
Indirect and Open
RELATERS, whether they're anointed leaders or not, often take on the role of
keeping the process moving along. They'll elaborate on what others say and
encourage everyone to have their say. They seek to exert influence indirectly by
keeping things mellow and moving.
Direct and Open
SOCIALIZERS are more inclined to use flattery or compliments to win over the
group and get its members to feel good as a team. They'll often use humor to
defuse tension or conflict. They try to avoid a hard line that'll lose them
acceptance or recognition by the group.
Indirect and Guarded
Information and logic are the tools of the THINKERS. They like to furnish
information that, directly or indirectly, suggests their expertise and
experience. ("Remember, I was one of those who came up with the original plan.
The rationale at that time was clear, and I think what we want to do here
is....") They're the most likely to focus on the "rightness," or logic, of a
solution, rather than spend a lot of time debating who's personally helped or
hindered by it.
Direct and Guarded
DIRECTORS like to influence others by structuring agendas, tasks, and
assignments and, if relevant, use their formal position as leverage ("As general
manager for the past 18 years, I've seen these situations develop, and I
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