The Versatility Factor : Strategies for Building High-Performing Relationships

Cover -- Copyright -- Dedication -- Contents -- Preface -- 1. Introduction -- 1.1 Behavior vs. Personality -- 1.2 Observable Behavior -- 1.3 Predicting Human Behavior -- 2. The SOCIAL STYLE Model -- 2.1 Assertiveness -- 2.2 Responsiveness -- 2.3 SOCIAL STYLEs -- 2.4 Toxic Relationships -- 2.5 Versatility -- 2.6 Reliability & Validity -- 3. SOCIAL STYLEs and Versatility at Work -- 3.1 Driving Style -- 3.2 Expressive Style -- 3.3 Amiable Style -- 3.4 Analytical Style -- 3.5 SOCIAL STYLE Identification -- 3.6 Job Function, Industry and Gender -- 4. Leading with the Versatility Factor -- 4.1 Managerial Preferences -- 4.2 Delegating Tasks -- 4.3 Changing Directions -- 4.4 Managing Conflicts -- 4.5 Motivating People -- 4.6 Providing Feedback -- 5. The Versatility Factor in Customer Relationships -- 5.1 Building Customer Relationships -- 5.2 Conducting Sales Calls -- 5.3 Asking Productive Questions -- 5.4 Recognizing Customer Attitudes -- 5.5 Gaining Customer Commitment -- 5.6 Negotiating Agreements -- 5.7 Selling to Purchasing Committees -- 6. The Versatility Factor in Teams -- 6.1 Teaming Preferences -- 6.2 Building Relationships -- 6.3 Welcoming Team Members -- 6.4 Aligning the Team -- 6.5 Roles & Responsibilities -- 6.6 Team Meetings -- 6.7 Decision-Making -- 6.8 Motivation & Engagement -- 6.9 Changing Team Direction -- 6.10 Virtual Teams -- 6.11 International Teams -- 7. The Versatility Factor in a Broader World of Relationships -- 7.1 SOCIAL STYLE and Versatility at Home -- 7.2 SOCIAL STYLEs in the Family -- 7.3 Do Opposites Attract? -- 7.4 Social Media -- 8. Final Thoughts -- N Chapter Notes -- R References & Suggested Readings -- A Appendix -- Appendix A: Multi-Rater SOCIAL STYLE & Enhanced Versatility Profile -- Appendix B: SOCIAL STYLE and Versatility by Job Function -- Appendix C: SOCIAL STYLE and Versatility by Industry