• Conscientiousness
  • Disorganized → Disciplined
• Agreeableness
  • Uncooperative → Trusting
• Neuroticism
  • Confident → Anxious
• Openness (to experience)
  • Routine → Imaginative
• Extraversion
  • Reserved → Sociable

Dominance – These are forceful, take-charge people: direct, decisive, determined and often domineering. They’re born leaders who are neither shy nor subtle. Influence – The friendly, enthusiastic High “I” styles want to be in the middle of the action, whatever and wherever it is. They most value admiration, acknowledgement and applause. Steadiness – Steady styles are the most people-oriented of the four styles. Having close, friendly relationships is one of their highest priorities. Conscientiousnes

• Self-Revelation
• Factual
• Relationship
• Appeal

• Closed
• Open
• Follow up
• Alternative
• Circular - image you are in the position XY
• Hypothetical - imagine we did XY
• Scaling

• Body language and genuine interest
• Remarks and follow up questions

• Perception → Effect → Wish

• No generalization
• Clear wording
• Close to observed behavior

• Good preparation (invitation, preparation, room)
• Allow preparation time for invitees (preferably not the weekend)
• A short warm-up (how are you)
  • Thank for willingness to communicate, create positive atmosphere
  • No further small talk
• Clarify topics, goals and time frame
• Present all viewpoints
  • Facts, Perception, Background, Feelings, Interests
  • If applicable: apologize
• Examine possible solutions based on common interests
• Discuss specific ideas
• Make agreements, summary & positive ending
• Create Follow up meeting
• Reflect on conversation and outcome