There are four basic concerns from which we operate. Sometimes, we incorrectly assume that others have the same perspective as our own. When we are aware of these different concerns and perspectives, new possibilities become available for coordination of action and community.

Control: The “Director”

People of this style are often characterized as being independent or strong-willed. They are decisive and they expect direct answers from those around them.

Theme: Notice my accomplishments. I measure my worth by results and my track record.

Sign on desk: Do it now!

Pet peeve: Stupid people.

Make good: Orchestrators, surgeons, strategists, conductors, directors, C.E.O.’s and consultants.

Descriptives: Cavalier, logical, focused, driven, purposeful, decisive, commanding, willful, self-controlled, independent, dominant, blunt, aggressive, businesslike, structured, inventive, conceptual, ingenious, and principled.

Influence: The “Facilitator”

These people are often characterized as enthusiastic, talkative and stimulating. They are empathic and sensitive, often times putting the needs of others above their own. They usually have a positive attitude toward people and are outgoing, persuasive and friendly.

Theme: Notice me. I measure my worth by acknowledgment, recognition and applause.

Sign on desk: Why Not!

Pet peeve: Slow drivers.

Make good: Envoys, ambassadors, spies, salesmen and company presidents.

Descriptives: Adaptable, upbeat, attractive, charming, energetic, interpersonal, perceptive, provocative, curious, innovative, spontaneous, impulsive, scattered, friendly, openminded, personal, playful, opportunistic, competitive, daring, fun, and active.

Power: The “Builder”

People of this style are characterized as diligent, agreeable and dependable. They enjoy implementing structures to create stability and consistency for everyone involved. They thrive on managing many projects at once, feeling as though having lots to do makes life meaningful.

Theme: Notice my abilities and effort. I measure my worth by how much attention I get from others.

Sign on desk: My office is your office.

Pet peeve: Rude abusive people.

Make good: Generals, office managers, law enforcement officers and C.O.O.’s

Descriptives: Engaging, likeable, responsible, amenable, supportive, inclusive, accepting, considerate, amiable, reliable, steady, feeling, loyal, pleasant, compatible, consistent, harmonious, compassionate, devoted, sympathetic, and fair.

Authority: The “Analyzer”

People of this style are typically the rational, orderly type, ultimately concerned with maintaining high quality and standards. They dislike waste and sloppiness, and are often characterized as conscientious, disciplined and serious. They like things to be logical and organized.

Theme: Notice my efficiency. My personal worth can be measured by precision, accuracy and progress.

Sign on desk: Put it in writing!

Pet peeve: Inefficiency.

Make good: CFOs, auditors, lawyers, authors, actors, accountants, professors and judges.

Descriptives: Prudent, confrontational, precise, conservative, methodical, introspective, pensive, structured, organized, perfectionist, persistent, systematic, thorough, prepared, deliberate, formal, functional, credible, accurate, procedural, traditional, and conventional.

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