PDA Seminar

1
PDA Analyst Certification Seminar Welcome
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Introductions

• Name
• Organization and current position
• Are you familiar with PDA?
• Share with us some particular features of your
  behavioural profile. I see myself as

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Analyst Kit

• PDA Manual
• Complete Guide of the PDA System

4
Analyst Kit

• Power Point of the Seminar
• Slides of the PDA Seminar

5
Analyst Kit

• Laminated Sheet
• Juan Gonzalez
• Guide to the Interpretation of the PDA Charts

6
Resource Kit

• Laminated Sheet
• Analysts Guide
• Guide to the Interpretation of the PDA Charts

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Logistics

• Start
• Finish
• Coffee Breaks
• Lunch Time

8
Agenda

• PDA
• Theoretical Concepts
• Perception, Semantics, Self-concept,
  Self-consistency
• Interpretation of the Axes independently
• Self-Control axis
• Integration of the axes
• Lines of interpretation
• Intensity of the axes
• Motivation

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Agenda

• Interpretation of Profiles for Combined Axes
• Interpretation of 2 and 4 axes
• Lines of Interpretation
• PDA Universe 26 Reference Profiles
• Indicators for a more In-Depth Interpretation
• PDA Behavioral Profile Charts Natural Role
  Behaviors
• E Level of Energy
• EB Energy Balance
• DMS Decision-making style
• PI Profile Intensity
• PM Profile Modification
• FT Form Time (completion time of PDA form)

10
Agenda

• Definition of the Position Profiles
• Process and skills required for leading workshops
• Development of skills to deliver feedback

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What is the PDA System?

• Personal Developement Analysis

It is a powerful tool that, through a simple,
accurate and scientific methodology, allows you
to describe and analyze the behavioral profile of
individuals. It also allows users to evaluate the
behavioral demands of a position and to generate
detailed compatibilities applicable to various HR
processes.
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What does PDA allow us to do?

• Know the strengths and the areas of opportunity
  of the person in relation to the business...
• Better understand how to effectively lead the
  person...
• Better understand how to communicate, and how to
  relate to the person...
• Clearly identify what motivates them...
• Know what their style is for making decisions
• Among many other characteristics of their
  behavioral profile

13
Based on this we conclude

• PDA allows you to know the people, whether
  applicant or employee, in order to...
• Place them in positions and assign them
  appropriate responsibilities ...
• Allow them to deploy their natural style of
  behavior
• Train them effectively ...
• Lead and coach them successfully ...
• Integrate them positively with their work
  teams....
• ... Thus allowing them to reach and display their
  highest productive ability ...

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PDA does not

• Does not measure
• Pathology This means that PDA cannot assess
  the psychological health of the individuals
• Level of Intelligence PDA does not have
  indicators to determine whether or not the person
  is intelligent
• Performance PDA does not describe the
  performance of the individuals, but describes the
  Job Profile, with their strengths and possible
  weaknesses in order to perform in certain
  positions
• Remember that a persons success is not only
  determined by their Job Profile, but is also
  influenced by their experience, motivation,
  training, guidance and leadership among several
  other factors

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PDA Areas of Application

• Identification of the key skills of the positions
• Definition of tasks and subtasks
• Align the positions with the business and
  marketing strategy
• Analysis of successful contacts in each position
• Correlation of the candidates profile vs. the
  position
• Information for the interview
• Identification of training needs
• Analysis of strengths and weaknesses vs. the
  corporate competencies

• Detection of potential
• Identification of skills
• Reassignments
• Analysis of strengths/ Areas of improvement
• Coaching
• Communication
• Leadership Style
• Decision-making Style
• Strengths and weaknesses
• Areas of opportunity
• Career guidance
• Selection
• Detection of Potential
• Areas of development
• Coaching

Potential Development
Defining Positions
Leadership Management
Recruitment Selection
Outplacement
Induction Training
Young Professionals
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Your Expectations

• What do you hope
• to obtain from this seminar?

17
Our Expectations

• Demonstrate that PDA is very useful and
  applicable in many processes of Human Resources
• Explain the fundamentals and theories on which
  the PDA system is based
• Share the concepts and indicators to properly
  administer and interpret PDA
• Do many practical exercises...
• Have fun!

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Theoretical Basis
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William M. Marston
(1893-1947) Psychologist and inventor, he
developed the Theory of Personality which is
described in his book Emotions of Normal People
(1929). It describes the underlying principles of
the PDA database
Behavior is a function of a person in response
to their perception of their environment
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William M. Marston
In other words... each one of us will respond to
a particular situation according to how we
perceive, understand or interpret it

• For the development of the Theory of the
  Structure of Personality, described and
  developed in his book Emotions of Normal
  People, Marston bases it on various theories and
  concepts
• Perception
• Theory of Self - Consistency
• Theory of Self - Concept
• Semantics

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Among his inventions...

• Theory of DiSC
• Wonder Woman
• Polygraph (Lie Detector)

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PERCEPTION
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Perception

• We know that Perception is a deep psychological
  process, associated and mixed with our history,
  our experiences, our memories, our present
  situation, that is associated with our
  Self....
• Definition
• ...the way we receive, individualize, and
  interpret the world around us.

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Perception is formed by

1. Selective attention of stimuli

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Perception is formed by
How many Es do you see?

• .. The best structure will not guarantee results
  or performance. But the wrong structure is a
  guarantee for failure..
• 
  Peter Druker

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Perception is formed by
How many Es do you see?

• .. The best structure will not guarantee results
  or performance. But the wrong structure is a
  guarantee for failure.. Peter
  Druker

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Perception is formed by

1. Selective attention of stimuli
2. The organization of our stimuli

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Perception is formed by

1. Selective attention of stimuli
2. The organization of our stimuli...
3. Interpreting experiences in order for them to
   make sense

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Conclusion

• Perceptions
• are not an objective reality, but people tend to
  create their own reality...

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Self-Concept Theory

• IDEAS ABOUT OURSELVES

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Our idea of who we are
FRIENDS
PARENTS
I am I can I should I could etc.
CHURCH
SCHOOL
COLLEAGUES
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Self-Concept Theory

• Ideas about ourselves....
• It is claimed that human beings, from birth to
  the age of 16-18, develop, as a result of their
  experiences, a relatively concrete and stable
  perception of self. Paralell to this, they
  will also develop a certain expectation of what
  the environment requires of them.
• On this basis, Marston believes that
• Individual Behavior is determined, in part, by
  the interaction between the self-concept and the
  permanent adjustments to the demands of their
  environment...

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Self-Concept Theory

• So, the purpose of Human Behavior is to...
• PROTECT
• MAINTAIN
• PRESERVE
• The self-concept itself...

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Self-Concept Theory

• ...therefore people will tend to behave
  consistently with what they believe...
• At PDA we are saying ...let us know who you are
  and we will predict how you will behave

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Theory of Self-Consistency

• People will accept and assimilate ideas
  consistent with what they believe and reject
  ideas inconsistent with what they believe

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Theory of Self-Consistency

• The mind works as an unit, an organized system
  of ideas
• All ideas belonging to the system must be
  consistent with each other

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SEMANTICS
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Semantics

• Study of

The language
The use of words
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Semantic Concepts

• Key words
• Marston studied the properties of approximately
  3000 words and proposed an extensive list of
  words that refer to different styles and trends
  of behavior, called key words

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Semantic Concepts

• Through his studies Marston concludes that the
  interpretation that each person gives to each of
  the words is associated with how they perceive
  them and as we have already seen every person
  perceives according to their self concept
• This means that according to their self
  concept, each person would have positive or
  negative connotations, different in each case to
  every perceived word...

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The birth of the tool

• So Marston developed the instrument to understand
  and analyze the SELF CONCEPT, and predict the
  behavioral profile, the natural behavior
  profile

Self-consistency
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The birth of the tool
According to the words selected by the assessed
individual, the amount of words selected and the
hundreds of millions of possible combinations,
the Behavioral Profile Chart is obtained which
can identify, describe and predict the Natural
Behavior of the person

• Two identical lists of 86 key words, for the
  person to complete the form independently and
  spontaneously, selecting or discarding each word
  according to their own perception of each..

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The birth of the tool

• Descriptive Words
• Behavioral Review
• Management Style
• - Leadership
• - Decision-Making
• - Communication
• Sales Style
• - Opening
• - Communication
• - Closing
• Strengths that can become limitations
• How to lead effectively
• Current status of motivation
• Action Plan

PDA Behavioral Profile Chart
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VALIDITY RELIABILITY
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E.E.O (Equal Employment Opportunities)

• Must be developed in accordance with the rules of
  the American Psychological Association
  (No distinction as to race, color, national
  origin, sex, religion, age or disability traits)
• Technical Manual
• Job related (PDA JOB)
• "Valid Certificate" in relation to its
  structure and criteria (AIOBP)
• Proven Reliability

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Proven reliability

• 84

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Validity of Structure

• The tool measures what it says it measures

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Validity according to the Correlation Criteria
High
Performance
Low
High
Correlation with the position
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Marstons Quadrant
Proactivity
Axis of Risk
Axis of Extroversion
Tasks
People
Energy
Axis of Norms
Axis of Patience
Reactivity
Emotional
Rational
Self-Control
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5 Axes of PDA

• RISK.......................Proactiveness towards
  tasks
• EXTROVERSION...Proactiveness towards people
• PATIENCE.............Receptiveness towards people
• NORMS..................Receptiveness towards
  tasks
• SELF-CONTROL...Axis of Emotional - Rational

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Important

• While we will now describe and explain, one by
  one and in detail, the "axes" of PDA, it is
  important to clarify that the axes" do not exist
  pure and independently", but are always combined
  and are an integral part of a "BEHAVIORAL PROFILE"

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Interpretation of the axes as independent
tendencies
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Key aspects of the axes
0 10 20 33 34 50 66
67 80 90 100
High Tendency
Low Tendency
Situational Tendency

• The values for each axis range from 0 to 100

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Risk Axis

• Those who have a high Risk Axis, take risks, are
  oriented towards power and authority and it
  motivates them to have control of situations
• People who have a low Risk Axis are oriented
  towards deep and complete understanding, prefer
  to avoid risks and they are motivated by having
  someone to guide and direct them explicitly

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Risk Axis Words
Low Tendency
High Tendency

• Careful
• Moderate
• Modest
• Reserved
• Risk averse
• Friendly
• Passive
• Cautious

• Direct
• Competitive
• Confrontational
• Risk Taker
• Results-oriented
• Decisive
• Challenge-oriented

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Risk Axis Motivators

• For example, a person who is naturally High
  Risk (Risky)...
• Is motivated by tasks that require him to be
  constantly challenged and to compete. These tasks
  do not require him effort.
• Tasks that will require effort and will
  demotivate him are the ones, that require to give
  up authority and control, and tasks that are not
  challenging and do not allow to display authority.

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Extroversion Axis

• Those who have a high Extroversion Axis prefer to
  work with people, are focused on interpersonal
  relationships and are motivated by pleasing and
  being accepted by others
• Those who have a low Extroversion Axis are
  focused on analysis of information, prefer to
  work alone, and are motivated by having objective
  information and evidence

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Extroversion Axis Words
Low Tendency
High Tendency

• Analytic
• Serious
• Introspective
• Distant
• Reserved

• Sociable
• Persuasive
• Extroverted
• Friendly
• Empathetic
• Optimistic

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Extroversion Axis Motivators

• For example, a person who is naturally High
  Extroversion (Extroverted)...
• Is motivated by tasks that require him to be
  exposed to people and to meet new people. These
  tasks do not require his effort.
• Tasks that require effort and that will
  demotivate him are data-intensive jobs that
  require him to work alone and that will take him
  away from popularity.

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Patience Axis

• Those who have a high Patience Axis prefer to
  take time to do things, are focused on
  consistency and quality, prefer the known,
  avoid unexpected change, and are motivated by
  predicting and understanding everything.
• Those who have low Patience Axis are focused on
  diversity and constant change, prefer to work
  quickly and are motivated by variety

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Patience Axis Words
Low Tendency
High Tendency

• Diversity
• Changing
• Dynamic
• Shifting
• Spontaneous
• Creative

• Routine
• Quality
• Patient
• Calm
• Quiet
• Family-oriented

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Patience Axis Motivators

• For example, a person who is naturally High
  Patience (Patient)...
• Will be motivated by tasks that require time and
  analysis. These tasks do not require him effort.
  
• Tasks that require effort and that will
  demotivate him are the ones that require urgent
  and constant changes and that will not allow time
  for analysis.

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Norms Axis

• Those who have a high Norms Axis prefer to adhere
  to rules, regulations and procedures in order to
  avoid unfavorable situations and are motivated by
  perfection and security.
• Those who have a low Norms Axis prefer autonomy,
  freedom to act and are motivated by independence.
  

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Norms Axis Words
Low Tendency
High Tendency

• Independent
• Autonomous
• Safe
• Focused on the big picture
• Goal-oriented

• Disciplined
• Cautious
• Detail-oriented
• Meticulous
• Perfectionist
• Professional recognition

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Norms Axis Motivators

• For example, a person who is naturally High
  conformity to norms (Conforms to norms)...
• Is motivated by structured tasks with clear rules
  and procedures to follow. These tasks do not
  require him effort.
• Tasks that will require effort and that will
  demotivate him are the ones with no clear
  procedures, those that require creativity,
  independence and too much freedom to act.

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Eje de las Normas Motivadores

• For more information on Motivators" please refer
  to Chapter 4 of the PDA Analyst's Manual

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Key aspects of the PDA profiles

• The axes are the 5 behavior categories that PDA
  assesses
• The sum of the first 4 axes should be 200
  (Risk-Extroversion-Patience-Norms)
• There must be a 0 and/or 100, to mark the trend

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5 Axes Combined Behavioral Profile

• Everyone displays, to a greater or lesser extent,
  these 5 axes
• We understand that the BEHAVIORAL PROFILE of a
  person is the combined and integrated display of
  these 5 Axes.

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Behavioral Profile

• IMPORTANT
• There are no people with good Behavioral Profiles
  or people with bad Behavioral Profiles, there are
  only people who, according to their Behavioral
  Profile, require more or less effort to complete
  certain tasks, functions or to respond to certain
  responsibilities

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PROFILE Exercises
R E P N
R E P N
R E P N
R E P N
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PROFILE Exercises
R E P N
R E P N
R E P N
R E P N
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PROFILE Exercises (group)
R E P N
R E P N
R E P N
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PROFILE Exercise

• Instructions
• Name each of the axes
• Identify the range of each of the axes
• Identify, according to the PDA model, the
  descriptive words and motivators

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PDA ManualChapter 6
Self-Control Axis
83
Self-control Axis
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Self-Control Axis
IMPORTANT The Self-Control Axis is independent
and not physically integrated into the Marston
Matrix, but it impacts and affects the other 4
axes, ie. acting on Behavioral Profile of the
person.

• Measures the strength of the person to think over
  before acting
• The process of reasoning and judgement

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Self-Control Axis
High
Logic Facts

• Those who have a high Self-Control Axis tend to
  be more rational, more controlled. They base
  their behavior and responses on logic and facts.
• Those who have a low Self-Control Axis tend to be
  more emotional, sensitive and spontaneous. They
  base their behavior and responses on feelings and
  emotions.

Low
Feelings Emotions
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Self-Control Axis
Low
High
Feelings / Emotion
Logic/ Facts

• Maturity thinking over and considering before
  acting.
• Process of reasoning and judgement
• The ideal point is the midpoint, what means a
  balance
• Reflects values, self-esteem and reliability of
  the person

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Integration of the Axes PDA ManualChapter 5
88

• There are two key questions to understand the
  interpretations of the PDA based on the
  integration of two axes
• Which is the most extended line of the graph?
• What are the predominant axes (Extremes) on the
  graph?

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Lines of Interpretation(Most extensive lines)
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Tension
Influence
Kindness
91
Concentration
Persistence
Problem-solver
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Predominant Axes(Extremes)
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Predominant Axes

• High R / Low E Introspective, Problem-solver,
  creative.
• High R / Low P Initiator, ambitious,
  expeditive
• High R / Low N Straightforward, sincere,
  decisive.
• High E / Low R Kindness, service-oriented,
  pleasant.
• High E / Low P Sociable, Extroverted,
  effervescent
• High E / Low N Persuasive, credible,
  convincing
• High P / Low R Tolerant, patient,
  complaisant, service-oriented.
• High P / Low E Concentrated, introverted,
  consistent, focused
• High P / Low N Persistent, calm, unalterable,
  serene.
• High N / Low R Trusts in authority, prevents
  discord.
• High N / Low E Analytical, self-critical,
  skeptical, evaluator
• High N / Low P Tense, perfectionist,
  controller, impatient.

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PDA ManualChapter 12
Axis Intensity (AI)
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Gaussian Function
3rd Deviation Very Intense Low
First Deviation Low Tendency
3rd Deviation Very Intense High
First Deviation High Tendency
2nd Deviation Intense Low
2nd Deviation Intense High
Tendency within the normal range
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Gaussian Function
100
0
20
10
90
80
50
3rd Deviation Very Intense
First Deviation
3rd Deviation Intense
First Deviation
2nd Deviation Intense
2nd Deviation Very Intense
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Axis Intensity (AI)
98
Axis Intensity (AI)

• Describes
• The pronounciation of each behavioral tendence
  (axis) within the profile
• Intense Axes we see them reflected as red dots
  in the grey zone of the chart

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Axis Intensity (AI)

• Measured Values
• Over 90 Very Intense. Extremely pronounced
  axis. (High)
• Between 81 and 90 Intense. Pronounced Axis
  (High)
• Between 20 and 80 Normal Range. Within the
  norm. (High or Low)
• Between 10 and 20 Intense. Pronounced Axis.
  (Low)
• Below 10 Very Intense. Extremely pronounced
  axis. (Low)

100
Axis Intensity (AI)

• This indicator measures the pronunciation or
  intensity of each tendence and allows us to
  differentiate whether an axis is High or Low,
  or if it is Extremely High or Extremely Low

INTENSELY HIGH
INTENSELY LOW
MODERATELY LOW
MODERATELY HIGH
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Axis Intensity (AI)

• For example...,
• ...its not the same to describe a person with a
  High Risk Axis as
• Direct and Competitive
• as describing a person with an High Intense Risk
  Axis as
• Confrontational and Authoritative
• In both cases we are describing the High Risk
  Axis tendency... but the difference lies in the
  intensity and pronunciation of the Risk Axis...

102
Axis Intensity (AI)
Two similar tendencies but with different
intensities
Direct Competitive Assertive Risk-taker
Confrontational Authoritative Arrogant Proud
This box provides a clear and objective
description, which allows us to understand in
detail the behavioral style of the person in
relation to the intensity of each of the axes
103
Risk Normal or Intense
Intense
Normal
Normal
Low
High
Indifferent Careful Straightforward
Fighter Mild
Moderate Competitive
Proud Feeling of failure Modest
Assertive Confrontational Rela
xed Reserved Dominant
Authoritative Isolated Risk averse
Risk-taker Autocratic
104
Extroversion Normal or Intense
Normal
Normal
Normal
Normal
Low
High
Restrained Formal Empathetic
Inconsistent Closed Serious
Persuasive
Frivolous Timid Introverted
Sociable Manipulative Isolated
Distant Extroverted
Superficial Apprehensive Reserved Friendly
Condescending
105
Patience Normal or Intense
Normal
Normal
Low
High
Nervous Dynamic Patient
Imperturbable Anxious Shifting Calm
Indifferent Scattered Changing
Understanding Emotionless Irritable
Spontaneous Relaxed Cold
Rushed Restless Stable
Mild Tense Inconsistent
Consistent Apathetic
106
Norms Normal or Intense
Normal
Normal
Low
High
Opinionated Discerning Neat
Subordinate Stubborn Independent
Disciplined Servile Rebellious
Arbitrary Meticulous
Accommodating Relentless
Sure Cautious Resigned Unfair
Positive Careful Submissive
107
Self-Control Axis Intense
Low
High
lt20
80gt

• Emotion over reason
• Impulsive
• Self-gratifying
• Low self-esteem

• Reason over emotion
• Ethically rigid
• Prejudicial behavior
• Unrealistic demands

• Age lt 25 years old lower self-control
• Geographical Restrictions Born and raised in
  one area, limited life experiences, narrow-minded
  in their way of thinking

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Considerations of the Self-Control Axis

• When the self-control axis is within the range
  (gt20 - 80lt), the person will demonstrate normal
  reflection and consideration
• When it lies outside of that range (lt20 - 80gt)
  this axis will influence the other axes.

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110
26 Reference Profiles
Receptive
Precise
Friendly
Collaborator
Captivator
Kind
People-oriented
Rules-oriented
Calm
Promoter
Skeptical
Logical
Demanding
Political
Influential
Negotiator
Analytical
Change-oriented
Intuitive
Task-oriented
Goal-oriented
Investigative
Dominant
Dynamic
Concrete
Proactive
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Proactive

• Descriptive Words

• Versatile
• Persuasive
• Independent
• Friendly
• Confident
• Dynamic

• Influential
• Decisive
• Enterprising
• Agile
• Obstinate
• Dogmatic
• Persistent

112
Summary of Behavior

• Is an inclusive leader who has an extroverted
  interest in people.
• Has the ability to earn the respect and
  confidence of various types of people
• Enjoys responsibility, authority and social
  initiative required of a management position.
• Pushes in a charismatic way to reach a goal and
  for you to accept their point of view
• Applies interpersonal skills, confidence and
  charisma to influence and persuade.
• Is a good coordinator who is willing to delegate.
• May tend to act impulsively at times and to be
  too enthusiastic, "on sale".
• Is a great motivator of people, knows how to
  communicate and can persuade.
• Is very independent and wants considerable
  freedom to set and achieve goals.
• It does not cost them to to take risks and they
  have a high sense of urgency

113
Concrete

• Descriptive Words

• Stubborn
• Sincere
• Tenacious
• Fair
• Reliable

• Dogmatic
• Dominant
• Independent
• Authentic
• Straightforward

R E P N
114
Summary of Behavior

• Tends to be direct, vigorous, determined, and
  independent.
• Makes decisions without hesitation, based on the
  information or data that are regularly available.
  
• Can be determined and inflexible in their
  interpersonal approach.
• Is a clear individual who uses their
  assertiveness and confidence to influence or
  persuade others to their point of view.
• Does not want a lot of guidance, control or
  influence from others.
• Is tenacious with a tendency towards foolishness.
• Focuses mainly on the "big picture" and the
  comprehensive plans rather than the details.
• Having the authority to discipline and to make
  decisions are some of their major strengths.
• Knows how to set limits beyond what the rules
  say.
• Actively seeks to have control and power in all
  situations

115
Dynamic

• Descriptive Words

• Articulate
• Systematic
• Versatile
• Critical
• Demanding
• Precise
• Logical

• Dynamic
• Dogmatic
• Competitive
• Active
• Creative
• Straightforward
• Agile

R E P N
116
Summary of Behavior

• Is expedient with an urgent and impatient desire
  to produce quick results.
• Enjoys variety in their work.
• Quickly becomes bored with routine and repetitive
  work.
• Is motivated by making changes to processes,
  methods, environments, acting as a "change agent"
  within the organization.
• Reacts quickly to new and competitive challenges
  and situations.
• Is imaginative and creative in their efforts to
  propose changes.
• Can be persuasive, although they are generally
  direct and firm in communication.
• Dominant and competitive, will actively seek to
  have control and power.
• Often pushes others to work faster
• Can work well independently in tasks of planning,
  thinking and problem solving.
• Willing to take risks and take the initiative.

117
Dominant

• Descriptive Words

• Competitive
• Inquisitive
• Reserved
• Desirous
• Perseverant
• Bold
• Decisive
• Measured

• Dynamic
• Authoritative
• Enterprising
• Suspicious
• Impatient
• Inflexible
• Energetic
• Firm

R E P N
118
Summary of Behavior

• Looks ahead and competes to achieve their goals.
• Goes in search of things rather than waiting for
  them to happen.
• Takes risks to achieve their goals.
• Is competitive and is strong to overcome
  obstacles.
• Does not back down when facing difficult
  situations, but gladly faces them.
• Motivated by authority, challenges, power and
  freedom to act ..
• Is primarily a big picture" individual and does
  not typically focus on small details.
• Will be assertive and direct in dealing with
  conflict or confrontation.
• Is a reflective thinker who likes to think
  problems through thoroughly.
• Is straightforward and demanding when interacting
  with people.
• Strives to have power and authority over
  everything they undertake.

119
Investigator

• Descriptive Words

• Deliberate
• Defiant
• Introverted
• Straightforward
• Logical
• Kind
• Irritable

• Enterprising
• Inquisitive
• Perseverant
• Stubborn
• Investigative
• Dogmatic
• Decided
• Realistic

R E P N
120
Summary of Behavior

• Solves problems through intensive and total
  analysis.
• Is objective, analytical, stable and persistent
  in their approach to tasks.
• Their high degree of empathy leads them to
  understand the needs and emotions of people.
• Works well in one-on-one relationships, groups
  and small teams.
• Guides others based on their knowledge and
  experience rather than natural charisma.
• Probably feels uncomfortable in a large group
  situation, especially if the group is made up of
  strangers.
• Fights tirelessly and tenaciously to achieve
  their goals.
• Introverted in their approach to people in
  general.
• Can work well independently in tasks of planning,
  thinking and problem solving.
• Is oriented to quality and is meticulous in their
  approach to tasks.
• Is independent and inquisitive in their approach.
• Is an open-minded individual who is willing to
  act on their own, with little or no direction and
  guidance from others.
• Motivated by difficult and challenging tasks that
  require thorough analysis

121
Goal-Oriented

• Descriptive Words

• Persistent
• Systematic
• Loyal
• Dynamic
• Restrained
• Precise
• Logical

• Demanding
• Inquisitive
• Measured
• Careful
• Perfectionist
• Straightforward
• Suspicious
• Sincere

R E P N
122
Summary of Behavior

• Is a thoughtful and introspective person who will
  think issues and problems through thoroughly.
• Enjoys confronting and resolving complex
  problems.
• Is skilled in logical and analytical thinking and
  problem solving.
• Is a good abstract and conceptual thinker.
• Is adept at finding out the "root cause" of
  problems or failures in performance.
• Individual is a skeptic who is not easily fooled.
  Rather, they want to see the relevant data and /
  or understand the logic of a plan or proposal.
• May be too negative and introverted, especially
  in areas outside their expertise.
• May not have a special ability to generate
  enthusiasm in others and may tend not to be
  communicative.
• Prefers to do things instead of delegating to
  others.
• Is willing to act independently without direction
  and guidance from others.
• Will be careful to set standards so as to
  maintain and enjoy engaging in difficult and
  detailed tasks.
• Actively seeks to have control and power in all
  situations

123
Task-Oriented

• Descriptive Words

• Creative
• Dynamic
• Logical
• Reliable
• Restless
• Serious

• Precise
• Active
• Systematic
• Perfectionist
• Correct
• Skeptical

R E P N
124
Summary of Behavior

• Is meticulous and precise with an innate dynamism
  to solve problems.
• Can have a wide range of interests.
• Cares for perfection and does not like making
  mistakes or errors.
• Likes challenging tasks and emphasizes use of
  facts and logic to deal with complex challenges,
  in response to difficult times.
• Has the ability to perform a variety of tasks,
  especially those that require accuracy.
• Is more oriented to the management of physical
  resources than dealing with people.
• Prefers novelty, inventive ideas and work that
  involves change, variety and excitement.
• Is not social by nature and can sometimes appear
  introverted.
• Is very critical of themself and others, tends to
  refuse to delegate tasks because they do not
  trust others to work properly.
• Has an innate tendency toward creativity and
  always seeks to achieve accuracy and perfection.

125
Intuitive

• Descriptive Words

• Calm
• Compassionate
• Friendly
• Persistent
• Stubborn
• Grateful

• Influential
• Accommodating
• Dogmatic
• Independent
• Communicative
• Stable

R E P N
126
Summary of Behavior

• Is self-assured, confident and independent.
• Prefers to develop their own thoughts and
  opinions and hopefully make things "their way".
• Can become stubborn, inflexible in order to get
  their way, although they may yield to more
  aggressive individuals or to those who have more
  authority.
• Prefers to act on their own with little or no
  direction or guidance from others.
• Sometimes can lack some "sense of urgency.
• Is an entrepreneur, but will not necessarily
  starts things immediately
• Will be influential in a compelling, gracious and
  friendly way
• Has well-developed communication skills to relate
  to people, influence and persuade others.
• Enjoys authority and knows how to motivate
  others.
• Their style is easygoing, helpful and
  understanding and they are often diplomatic in
  dealing with people.
• May be sensitive to the feelings and needs of
  others.
• Is participatory, compassionate, always willing
  to help others.
• Is generally well organized and usually well
  planned in the future by initiating plans and
  projects to improve current performance.
• Is very competitive, very independent and enjoys
  the challenges of hard work ..

127
Change-Oriented

• Descriptive Words

• Communicative
• Precise
• Cordial
• Hesitant
• Versatile
• Careful

• Dynamic
• Anxious
• Tense
• Investigative
• Agile
• Realistic
• Friendly

R E P N
128
Summary of Behavior

• Is warm, intense and impatient. Is eager to
  please.
• Strives to start things, get ahead and get
  results as quickly as possible.
• Tries to frame many activities and tasks in the
  time they have available.
• Attempts to "manage" many projects and activities
  at any given time.
• Is seldom satisfied with the current state of
  things and is always looking for ways to change
  and improve current methods and results systems.
• Dislikes routine and prefers to have much variety
  in their work.
• Can get bored in a job that lacks variety or
  where there is too much routine work to handle.
• Adapts quickly to changing tasks and situations.
  Can adapt to the needs of others, if they are
  clear.
• Is a logical thinker. In general wants to review
  the facts and recheck decisions.
• Has a strong interest in people and may be
  effective in interpersonal situations.
• Has an energetic, outgoing, enthusiastic and
  spontaneous style
• Is competitive and wants to "win" in any
  situation involving competing.

129
Analytical

• Descriptive Words

• Disciplined
• Sincere
• Dogmatic
• Careful
• Tenacious
• Suspicious
• Kind

• Relaxed
• Accurate
• Inquisitive
• Uncommunicative
• Systematic
• Consistent
• Logical
• Precise

R E P N
130
Summary of Behavior

• Has a strong tendency towards management and
  towards specialization.
• Is highly reliable, very disciplined and precise,
  and also has the ability to evaluate the facts in
  a logical and systematic way.
• Likes to think of the problems, issues and
  assignments thoroughly, with a good deal of depth
  and attention to detail.
• Prefers to operate on the basis of facts and
  data, but can go further.
• Is logical and analytical in their approach to
  problems.
• Usually is curious and likes to understand the
  real causes of problems.
• Is skeptical in their approach, is not easily
  distracted with questions that make them lose
  focus
• Is skeptical, which leads to them not accepting
  new ideas very quickly.
• Is not particularly enthusiastic which is why
  people may think that they lack motivation or a
  positive attitude.
• May tend to resist change and hold grudges.
• Is somewhat reserved and restrained, thinks
  things over carefully and probably seems to be
  very serious.
• May not be very good communicator, and may
  possibly tend to be closed with information.
• Bases their relationships on trust and can take
  time to trust others
• Is a serious and introverted individual.

131
Negotiator

• Descriptive Words

• Persistent
• Organized
• Stubborn
• Friendly
• Persuasive
• Defiant

• Extroverted
• Convincing
• Non-aggressive
• Kind
• Independent
• Warm

R E P N
132
Summary of Behavior

• Sociable and makes a good impression on most
  people because of their warmth, understanding and
  compassion.
• Works with and through people to get the job
  done.
• Is friendly and casual. Can also show tenacity
  and independence, at times, to the point of being
  stubborn.
• Puts emphasis on using their social and
  extroverted nature to persuade and influence
  others.
• Without appearing authoritarian, their tenacious
  and non-aggressive approach can overcome the
  opposition.
• Is outgoing and charismatic, can connect with
  people one-on-one and in groups.
• Will be relatively easy to make speeches and
  presentations.
• Is diplomatic and accessible in their
  interpersonal style.
• Will use their verbal facility, confidence in
  themself and their persuasive skills to mediate
  between people or parties.
• Is independent in thought and action.
• Is naturally patient and a good listener. Has the
  ability to communicate on almost all levels.
• Can act and make decisions for themself with
  little or no guidance or direction from others.
• Independence leads to wanting to have their own
  thoughts and develop their own opinions.

133
Influential

• Descriptive Words

• Persuasive
• Active
• Precise
• Anxious
• Hesitant
• Versatile

• Friendly
• Enthusiastic
• Demonstrative
• Non-aggressive
• Energetic
• Extroverted
• Perfectionist

R E P N
134
Summary of Behavior

• Is very friendly and kind, enjoys talking to
  people, influencing and persuading them to their
  point of view.
• Is concerned with helping and pleasing others.
• Has good skills to influence others, but rarely
  is consciously antagonistic.
• Is a good communicator who has the ability to
  support their graphic descriptions in deeds.
• Could yield if challenged or confronted directly,
  even when they think theyre right.
• Makes a positive first impression with people.
• Enjoys being liked and approved by others, wants
  to be popular and enjoys being the center of
  attention.
• May be attractive in their approach and try to
  dominate social situations for attention and
  approval.
• Shows a warm interest in others and will be
  effective in communicating information to people.
• Can be very sensitive to their environment in
  terms of positive or negative feedback from
  others.

135
Political

• Descriptive Words

• Stubborn
• Non-aggressive
• Kind
• Loyal
• Friendly
• Relaxed

• Meticulous
• Independent
• Stable
• Deliberate
• Obstinate
• Sincere
• Reliable

R E P N
136
Summary of Behavior

• Will be persistent and quality oriented in their
  approach to work.
• Works in a consistent and reliable way and will
  remain balanced and stable in a wide range of
  situations, including situations under
  pressure.
• Is people-oriented, a good listener and shows a
  lot of empathy, tolerance and understanding when
  relating to people.
• Has a natural respect towards people and can
  develop a strong loyalty to others after coming
  to know them.
• Has respect for authority and does what is
  proposed through their perseverance.
• Can be determined and stubborn at times.
• When interacting with people will be attentive,
  genuine and sincere and difficult to confront.
• Is effective working in teams and small groups.
• Can deal effectively with problems and
  complaints, responding constructively.
• Maintains composure in stressful circumstances
  and is patient.
• Has good concentration skills and can stay
  focused on tasks for long periods of time.
• Has much ability to "sit" can sit in one place
  and work effectively for long periods of time.
• Will be effective in tasks that require patience,
  persistence, logical thinking and systematic
  approaches.

137
Demanding

• Descriptive Words

• Articulate
• Friendly
• Kind
• Detail-oriented
• Agile
• Demanding
• Cautious

• Precise
• Active
• Tense
• Perfectionist
• Anxious
• Conservative
• Non-aggressive
• Accurate

R E P N
138
Summary of Behavior

• Can pursue a wide variety of tasks that require
  attention to data and application expertise.
• Is open to diversity, change and variety, but
  simultaneously strives for perfection.
• May take a position of authority in a project in
  which they feel safe and have the explicit
  backing of both the organization and of the
  rules.
• Can be very demanding in terms of adherence to
  standards and quality.
• Is diplomatic by nature and will try to avoid
  conflicting situations and interpersonal
  conflict.
• Strives to develop cooperative working relations
  with people.
• Operates in a polite way to avoid criticism and
  confrontation.
• Their "tense" style can be taken to be impatient
  and demanding in their relationships.
• Can show some impatience and can be angry with
  those who are not achieving.
• It costs them to be tolerant of errors and other
  problems.
• Can absorb a lot of technical information and
  transmit it in a persuasive and positive way.
• Because of their strong sense of urgency, they
  might stress about delays of work and having many
  long-term projects with which to deal.

139
Logical

• Descriptive Words

• Calm
• Precise
• Sincere
• Receptive
• Meticulous
• Adaptable
• Realistic
• Loyal

• Moderate
• Serene
• Accurate
• Focused
• Systematic
• Selective
• Stable
• Logical

R E P N
140
Summary of Behavior

• Can work well independently in thinking and
  planning tasks.
• Needs to understand why and how things are done.
• Works effectively in one-on-one relationships and
  in small groups.
• Has good listening skills and a lot of empathy.
• Their empathetic style leads them to be tolerant
  of people, to be willing to respect the views and
  opinions of others.
• Is made uncomfortable by antagonistic situations
  and face to face confrontations.
• Is effective thanks to their systematic approach,
  their ability to identify and analyze facts and
  data.
• Is ideal on assignments that require persistence,
  patience and thoroughness.
• Can effectively deal with routine assignments and
  repetitive tasks.
• Is comfortable in supervising tasks, but may not
  be as easy to start new projects.
• Needs to consult either their customers or their
  superiors, with some regularity.
• Responds defensively when challenged and may
  become withdrawn and take a hostile stance.
• Approaches problems and decisions in a thoughtful
  and focused way.
• Operates methodically and logically to solve
  problems.

141
Skeptic

• Descriptive Words

• Precise
• Prudent
• Detail-oriented
• Inquisitive
• Systematic
• Logical
• Reflective
• Reliable

• Persistent
• Deliberate
• Skeptical
• Disciplined
• Meticulous
• Non-aggressive
• Loyal
• Kind

R E P N
142
Summary of Behavior

• Is a precise thinker and regular worker who
  prefers to follow procedures in both working life
  and private life.
• Is a perfectionist and will not make any mistakes
  at work, is therefore analytical, precise and
  orderly.
• Strives to be prudent and cautious to minimize
  risk and uncertainties that could cause errors.
• Works in an orderly fashion, is true, accurate
  and pays attention to detail.
• Dislikes antagonistic situations, and usually
  acts in a prudent manner.
• Prefers to work on the basis of policies and
  precedents and often seeks guidance and advice
  from others.
• Develops long relationships based on trust so
  often distinguishes their friends from their
  acquaintances
• Often collects a lot of detailed data and
  information.
• Carries out careful quality control and often
  feels unsure of their skills and expertise.
• Has good skills to identify and diagnose problems
  and variations in performance.
• Their analytical approach leads them to be a
  skeptical person who wants to see supporting data
  or a logical plan before committing to a plan or
  proposal.

143
Promoter

• Descriptive Words

• Non-aggressive
• Gregarious
• Optimistic

• Enthusiastic
• Extroverted
• Versatile
• Independent
• Friendly
• Persuasive

R E P N
144
Summary of Behavior

• Is by nature very sociable and friendly in their
  approach towards others.
• Prefers to work with and through people to
  complete tasks and assignments.
• Is optimistic and expresses themselves in an
  obvious way, but they will give in and become
  silent around more aggressive individuals.
• Makes friends easily, meets many people and is
  easily adapted to new groups.
• Interested to know and interact with a wide
  variety of people but may pull a little away from
  situations that they perceive as threatening.
• Is spontaneous and very sensitive about their
  needs and those of others.
• Is positive, typically optimistic when dealing
  with people and usually sees the positive side of
  most situations and circumstances.
• Needs the approval others.
• Cares about making a good impression and puts
  popularity and people before the completion of
  tasks.
• Does not like dealing with situations with
  confrontation or which are conflict-laden.
• Is independent and expresses their opinions
  without problems in threatening situations.
• Is an active, enthusiastic and fun speaker, who
  has the ability to charm both individuals and
  groups.

145
Calm

• Descriptive Words

• Patient
• Careful
• Systematic
• Dilligent
• Empathetic
• Quiet
• Serious

• Calm
• Detail-oriented
• Non-aggressive
• Inquisitive
• Apprehensive
• Service-oriented
• Predictable

R E P N
146
Summary of Behavior

• Tends to be patient, calm and balanced in nearly
  every situation, even when under pressure.
• May be somewhat reluctant to show their concerns
  and frustrations.
• Not aggressive in their approach and seeks to
  avoid personal confrontation and antagonistic
  situations.
• Is unlikely to challenge the other person unless
  they feel that an injustice has been committed.
• Is an individual who knows how to listen and
  empathize with the concerns and emotions of
  people.
• The ability to listen, patience and natural
  respect for people allow them to be effective
  operating in teams and small groups.
• Expresses ideas effectively in group situations.
• Is effective when working in one-on-one
  relationships.
• Is slow to anger but can get mad when you push
  them too much.
• Has a strong need for harmony in their
  relationships.
• Will strive to maintain a non-confrontational
  work environment and will continually seek
  acceptance from others.
• Will feel confident in tasks and assignments that
  require a systematic and methodical approach.

147
Rules-oriented

• Descriptive Words

• Detail-oriented
• Non-aggressive
• Inquisitive
• Dilligent
• Active
• Logical
• Serious