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1 2 3 4 5, • ...•.. ...•.. •• ••• a.. b. c. d.,
a. 0 0 0 0 0 0objective perfectionist solid practical careful with
detail
b. 0 0 0 0 0 0evaluative research quality rational ideas
• Polysyllabic vocabulary - world of thoughts, mental images• Large pieces of information; branches of medicine; if/then reasoning• First question - Why are we doing this?• An individual likes to work individually - absent-minded• Broad concepts handled easily; example: peace and justice• "As I think, so I am"
STYLE• WHO SAYS SO? Need referent authority• Overly analytical - "Cut to ribbons"• Form theories and models - scope and sequence importanto Like challenges that are substantial• Usually organized - predictable - reliable- slow to decide• Use the word "excellent" often - no dress codee Focuses on knowledge as power
EXAMPLES• certain college professors• certain theologiansIt certain statesmen
EVLAUTIONIt Must be thorough and consistent with expectations
BEHAVIORGiven a task they will:
• Determine its location in the world of knowledge• Check the credentials of those who work in the field• Reason that if they do this - then other things will follow• Will work alone and accomplish the task at their own rate
• Variable risk-takers - see many things happening at onceE> Make intuitive leaps, jokes, signalse Know answer - may not know how they got ito Will not always follow directions
;M\WIl"'~. ~~~'. . • , . .' . !
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CR .General Characteristics
1I
~STYI E;- • Not impressed with experts - realists
• New information and new methods - had better work!e Prefer broad guidelines& Build bridging relationships - alliancese Can be difficult to manage- will not stay put;• Can be an effective troubleshooter - or change agent!
EVA UATIONe Can be anything that helps get the job done• Uses words like superior, superb, and great'
BEHI4VIORo Likes competition - will stir things up to stimulate intereste Dislikes wishy-washy people1& Impatient - ambivalent to past commitments, doesn't consider practical ramificationso Tends to jump to quick and rapid conclusionse Won't accept don't and can't~ Will hesitate to give you a definite position on anythinge Not strict disciplinarians~ When blocked will move on
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""'.- nlJ II iHr. '
ARGeneral Characteristics
• Understands and lives in a world of feelings and emotions• Versatile - has 5 or 6 things going on at once• Tend to observe the things others miss• Understand the essence of the situation• Utilize their sixth sense• Quanti-experiences - see world as chunks of activities• Poor note takers• Like bright and vivid colors• Nest makers• Sense moods quickly (non-verbal signals)
S1YLE$ Mind like a sponge - absorbs different information quickly•• Sensationalist AR: Talk at 78 rpm - wor-ld at 45 rpm
Likes projects - creatively utilizes others junkGives others their freedom
• Romantic AR: Remembers sensations associated with eventsPlants, trips, get gifts, memorabilia, the old guard, animatedUses everything to represent other things'
EXAMPLEs• Pass/Fail• Likes words like super, fantastic, dynamite
BEHAVIOR• Can be erratic if situation doesn't feel right to theme Likes to work in groupse Will work to create a comfortable environmento Like to reminisce: sunsets, water, see movies over
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CSGeneral Characteristics
e Concrete world@ Beginnings and endings - Discriminators of wine and foode Hands On - Make It and Take It Workshops•• Want to know who is in charge$ Deadline - Bottom lineIII Literalists - Law abiding - Precise language* Leadership - I speak - You listen• Titles, bonuses, tangible rewards@ No public displays of affection - 500 feet
·sty IEe Scientific method - doubting Thomas - must see for himselfe Experience repectcble > thus provable• Don't change plans at last minute (Don't lose things)@} Hard nosed disciplinarians@ Honest - word is bond - gives few complimentse Prefers quiet, ordered, predictable environment
· ,EvaI ation• Close analysis - good primary word•• Moderate feedback expected or needede Excellent with detail
.BEH VIOR: iven a task they will:i! e Order it to fit their world - habitual behavior~:" ., Establish a time line and' adhere to it; "Will coerce ideas, people, places and things to fit his/her pattern
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STYLE COMPARISONfollowing ore brief synopses of the style characteristics of the four dominant channels.
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Category CS AS AR CRConcrete Sequential Absrrcct Abstract Concrete
Se~en1'ial Random RandomWorld of Concrete world of the Abstract wo~ld of the Abstract world of Concrete world ofReality physical Senses intellect based upon feeling and emotion activity and abstract
concrete world world of intuitionOrdering Sequential step-by-step Sequential and two- Randomnonlinear and Randomthree-Ability linear progression dimensional; tree-like multi-dimensional dimensional patterns
'V iew of Time Discrete units of past, The present, The moment: time is Now: total of thepresent, future historical past, and artificial and past, interactive
projected future restrictive present, and seed forthe future