Source: From Manning, Gerald L., Michael Ahearne, and Barry L. Reece, Selling Today: Partnering to Create Value , 13th ed., 2015. 1. Projects a serious attitude . Senator John McCain projects the directive style.
2. Expresses strong opinions . With firm gestures and a tone of voice that communicates determination, the directive projects the image of someone who wants to take control. Judge Judith Sheindlin of the Judge Judy television show and Phillip McGraw, known to television viewers as “Dr. Phil,” display this behavior. 3. May project indifference . It is not easy for the directive to communicate a warm, caring attitude. He or she does not find it easy to abandon the formal approach in dealing with people. Mark Cuban, successful entrepreneur and owner of the NBA Dallas Mavericks basketball team, has been described as frank, demanding, and determined to achieve success. Mike Fuentes/Bloomberg/Getty Images Reflective Style. The lower-left-hand quadrant of the communication style model features a combination of low dominance and low sociability. This is the reflective style of communication ( Figure 3.8 ). Figure 3.8 The reflective style combines low dominance and low sociability.
Source: From Manning, Gerald L., Michael Ahearne, and Barry L. Reece, Selling Today: Partnering to Create Value , 13th ed., 2015. The reflective person is usually quiet, enjoys spending time alone, and does not make decisions quickly. The late physicist Albert Einstein fits this description. He once commented on how he liked to spend idle hours: “When I have no special problem to occupy my mind, I love to reconstruct proofs of mathematical and physical theorems that have long been known to me. There is no goal in this, merely an opportunity to indulge in the pleasant occupation of thinking.” Captain Chesley “Sully” Sullenberger was at the controls of his Airbus A320 when it suffered a bird strike en route from New York to Charlotte, North Carolina. After the loss of both engines he executed an emergency landing on the Hudson River. After several interviews with Captain Sullenberger, a Wall Street Journal reporter described him as “…a precise, methodical, cerebral man who carefully chooses his words.” These are the characteristics of the reflective communication style. Some of the behaviors characteristic of this style are as follows:
1. Expresses opinions in a disciplined, deliberate manner . The reflective person does not seem to be in a hurry. He or she expresses measured opinions. Emotional control is a common trait of this style. 2. Seems to be preoccupied . The reflective person is rather quiet and may often appear preoccupied with other matters. As a result, he or she may seem aloof and difficult to get to know. 3. Prefers orderliness . The reflective person prefers an orderly work environment. At a meeting, this person appreciates an agenda. A reflective person enjoys reviewing details and making decisions slowly.
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