Managing stakeholders: core styles

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Association for Project Management

Technologie Business

Core Styles
LESS

Amiable

Expressive

LESS

MORE

MORE

Pace

MORE

Driver

People

Analytical

Core Styles
LESS

• be more task oriented
• de-emphasise own feelings
• be systematic/organised
• be more factual/detailed

• pick up the pace
• show more energy
• be more task-oriented
• de-emphasis feelings
•‘cut to the chase’
Expressive

(harmonious?
people oriented?)

MORE

• pick up the pace
• show more energy
• focus on the big picture
• say what you think
• give freedom to act

Pace

MORE

Amiable
LESS

People
MORE

Driver

Analytical

Core Styles
Driver

LESS

Analytical

Expressive

Amiable

MORE

• make personal contact
• pick up the pace
• focus on feelings
• give recognition
• say what you think

Pace

MORE

• make personal contact
• focus on people issues
• be supportive
• provide structure
• avoid the facts and logic
LESS

People
MORE

(indecisive?
focus on detail?
need to be right?)

• pick up the pace
• show more energy
• avoid the detail
• speak in terms of results
• give freedom to act

Core Styles
Analytical

(independent?
head-to-head?
short termist?)

Expressive

Amiable
• slow the pace
• listen more/better
• don’t come on too strong
• focus on feelings
• provide structure
LESS

People
MORE

Driver

• slow the pace
• listen more/better
• don’t come on too strong
• get into more detail
• give rationales

MORE

• make personal contact
• be open to fun
• focus on feelings
• give recognition
• give freedom to act

Pace

MORE

LESS

Core Styles
• be more task-oriented
• de-emphasise feelings
• be realistic & goal-driven
• be well-organised
• avoid power struggles

• slow the pace
• listen more/better
• be more task-oriented
• de-emphasis feelings
• be systematic/factual

Expressive

• slow the pace
• listen more/better
• don’t come on too strong
• be supportive

MORE

(too ‘big picture’?
closed to others views?
head-to-head?
flippant?

Pace

MORE

Amiable

LESS

People
MORE

Driver

Analytical

LESS

Core Styles
How might I flex my behaviour to connect better with . . .

Analyticals

Drivers

Amiables

Expressives

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