The supporting/giving-in orientation
For someone who emphasises this orientation in his/her behaviour it is
very important to be a "good person", to be nice to people,
to feel a worthwhile human being - one who is doing his/her share to make
a contribution, and then some. There is a strong belief that ideals and
values are important, and that each of us can help make this a better
world to live in. Thus what is of greatest concern is a sense of mission
and purpose, and the desire to behave in such a way that one can feel
he/she is living up to his/her best intentions and capabilities. Key to
one's efforts is the importance of not simply preaching but being - serving
as an example for others, trying to be responsive and co-operative.
There is an inner sense of satisfaction derived from behaving in this
way which goes beyond external recognition. One does not boast about personal
behaviour requesting recognition although there will be good feelings
derived from appreciation and acknowledgement of personal efforts. There
is a basic willingness to believe in the worth and value of others - to
be interested in helping people grow and develop. One becomes a member
of a group and shares its goals and values, and should be dedicated to
enhancing its welfare, expecting appropriate guidance and direction from
leaders, preferably people who have personal integrity and earned respect
through their competence. One believes that rewards will come from being
earned - that a "good deed" will bring its just desserts. Ideals
serve as standards. Thus one is always comparing self and others to those
standards, hopefully meeting them through constant striving through improvement.
Failure to meet such goals often leads to disappointment, disillusionment
and guilt.
In conflict situations there is a desire to deal with the other person
in a fair and reasonable way with the expectation that there will be reciprocity.
There is little interest in trying to take advantage of the other person
and great distaste and discomfort for emotional confrontations. Often,
it is difficult to directly ask for something one wants or expects, hoping
for the other person to recognise the need and gratify it. When pressed
hard, the person relying on this orientation is likely to accede to the
other person, without expressing reservations. Thus others will often
feel that this person is easy to get along with. When crises arrive, such
a person all too often tends to feel overly responsible yet is willing
to seek and accept advice from others who demonstrate their expertise
and mastery.
Typical behaviour
through listening to what people have to say
appreciating others' abilities to solve problems
through providing resources necessary for others to get things done
through encouraging others when they meet difficulties
lending a hand
removing road blocks which may be in someone's way
preparing the way for someone
being considerate of another person's time or difficulties and not
intruding withone's own needs, demands, or burdening the person with
additional inputs
anticipating the needs of another person and taking care of them
in advance
co-operating and collaborating with others to expedite a task, make
it easier, more enjoyable, etc.
providing the value of one's experience and advice to facilitate
progress (if requested)
undertaking an assignment in a willing, wholehearted and dedicated
manner
not helping, unless asked, but being willing to pitch in if asked
emphasising the importance of goals and values
providing assignments but not constantly asking for information about
it
encouraging others to participate in problem-solving and decision-making
trusting others
helping others develop
The controlling/taking-over orientation
Of major concern is getting things accomplished that one desires - and
quickly. The person who emphasises this orientation has high confidence
in his/her capability, in the belief that given dedicated energy and imagination
any problem can be solved - and usually, if within the area of his/her
knowledge and experience, through personal involvement. Such a person
has an interest in "making hay while the sun shines" and taking
advantage of opportunities that arise. Consequently, time is of utmost
importance. Further, there is a tendency to trust one's own intuitive
assessment of situations, or to rely on experts who one trusts and, having
done that, to marshal the resources necessary to make things happen. This
is also accompanied by an enjoyment of the power of decision-making and
the delight in autonomous functioning. Challenges and variety intrigue
such a person. Consequently someone who favours this orientation is usually
involved in many activities. There is a belief in individual responsibility
and capability.
When conflict occurs there is a willingness to confront differences in
a confident and assertive way to get one's way and to convince others
of the value of the position that has been taken. Through intensive give
and take, this person learns the value of other viewpoints and can make
decisions accordingly. There is enjoyment of competitive disputation,
as well as an emphasis on stating one's views and feelings openly and
directly. In stress situations, there is a desire to restore control immediately,
to take actions quickly and to be involved in a number of situations personally.
Prompt and competent handling of situations is valued.
Typical Behaviours:
expressing confidence that the person can achieve what is asked for
(I can do that. I know it can be done)
expressing desires directly to eliminate confusion
indicating specifically what one is looking for
making decisions quickly
gathering resources and directing them against the task
letting others know where they stand with him/her
being willing to take risks
staying on top of what is happening
acting directly to show what is needed
confronting differences
taking charge when there is no action
exercising initiative to get things done
acting independently
The conserving/holding-on orientation
The person who relies heavily on this orientation is interested in minimising
loss and optimising gains. There is a keen interest in getting things
done accurately and thoroughly. Analysis, planning, systems and routines
are used to minimise risk and assure that everything is being handled
properly. Care, caution, organisation and good systematic habits are therefore
highly valued. One would feel that it's a lot easier and less expensive,
to make sure one knows what one wants to do, has surveyed alternatives
to determine the best and most economical way to do it, has planned how
to get it done with resources available and follows-up systematically
to assure that things have been done according to plan. There is a belief
that more things get out of hand because people lose focus and concentration
- become distracted, instead of staying with one thing fully until it
is finished. Policies and procedures are followed rigorously. Once systems,
policies and procedures have been established this person favours following
them until someone proves there is a better way - or one that makes more
sense. Attention is paid to small details as well. Consequently there
is emphasis on appropriate documentation and information retrieval systems.
In disagreements keen attention is paid to the accuracy of facts and information,
the quality of reasoning involved and the systematic covering of all aspects
of the issue. There is a calm and deliberate manner preferred to deal
with such situations, a reluctance to engage in emotional behaviour and
a preference for spending time on research before becoming involved in
arguments. Once engaged in debate, only better facts or superior logic
will prevail in overcoming this person's views. There is no rush to achieve
resolution and one can hang on doggedly despite pressure.
A similar deliberateness, emphasising research and analysis, characterises
the approach to extreme stress situations. Once understanding of what
is involved is clear, then efforts are made to organise a planned approach
to remedy the situation. Information is gathered as efforts progress to
assess what is involved, to keep track of events and to evaluate performance.
Long term resolutions are favoured to immediate relief.
Typical Behaviours:
double checking what has happened
establishing a clear structure for work efforts
carefully analysing what is involved before acting
documenting what happens
calling attention to the need for information before making decisions
spending effort to assure clarity of instructions
thoroughly reviewing all the details involved
adhering to schedules and budgets
attention to costs when considering proposals
maintaining calmness when crises arrive
assuring objective and fair evaluations
making sure everything is treated in an organised and systematic
fashion
checking the logic and facts that underlie a position
encouraging attention to details
assuring adherence to policies and procedures
providing consistent behaviour
requesting appropriate planning and organisation for meetings
The adapting/dealing-away orientation A basic consideration is the desire to have people like and admire
you. There is keen interest in being included by others in activities
and groups. A person who emphasises this orientation enjoys working with
people, finds the challenge of new relationships exciting and knows that
once one gets to understand people one can influence them a lot. There
is effort spent observing as well as being friendly and sociable. There
is the realisation that understanding how a person thinks and feels, what
he/she values and what he/she is sensitive to provides important keys
to gain acceptance and collaboration. This person has also learned that
it is important to keep oneself open to new experiences, to be enthusiastic
and willing to experiment, and to be flexible in relating to people. When
one approach fails there is the feeling that there are others that can
work. Even in failure situations, the belief exists that if one keeps
one's eye open there will be cues that will help to discover more successful
ways. There is emphasis on presenting points and ideas with tact and care.
Life is viewed as a matter of give and take - this person enjoys negotiating
and dealing with people.
He/she believes that it pays to go through life making as many friends
as possible - and keeping one's options open. A friendly and optimistic
attitude is valued as a basic asset to achieve success. One tries, whenever
possible to communicate positive feelings about others - to be generous
in offering compliments and statements of acknowledgement and appreciation
for efforts that others have made. Sensitivity to feelings and social
amenities is highly valued. Humour and light touches are appreciated and
utilised whenever possible. There is a win-win attitude reflected in conflicts and disagreements.
One is attentive to the other person's viewpoint, acknowledges its value
and tries to utilise understanding to provide convincing arguments for
one's own position. Critical and demeaning comments are rarely employed.
The major effort is made to be persuasive without antagonising the other
person. Humour and other tension-relieving remarks are made to defuse
tension and preserve relationships. A willingness to compromise and achieve
mutually satisfactory agreements is demonstrated readily. In stress situations
there is attentiveness to morale as well as resolving difficulties. Such
a person is flexible and open to new ideas, willing to experiment with
any approach that could be successful. An optimistic outlook is maintained
and communicated to others, both staff and superiors. Typical Behaviours:
expressing appreciation for efforts
sensing feelings and acknowledging them
expressing empathetic remarks
listening to new ideas in a positive way
encouraging flexibility and experimentation
building harmony and friendly relationships
providing information how people are likely to feel if treated in
a particular way
awareness of customer needs and attitudes
willingness to see the other side of the issue
negotiating in a positive and win-win way
expressing remarks that make people feel good about themselves
providing a sense of fun in what is being done
expressing and encouraging enthusiasm and optimism
willingness to approach changes in a positive manner
ability to deal positively with the public and other groups
willingness to try something first before accepting or rejecting it
tactful and diplomatic behaviour in dealing with delicate situations
