If I’ve learned one thing in my 25+ years of experience it’s that effective communication is the cornerstone of collaboration and success. But why is it that some conversations feel effortless, while others seem like a struggle? The answer often lies in understanding the behavioral traits of the people you’re communicating with.
By recognizing and adapting to the behavioral patterns of others, you can improve your ability to connect, reduce misunderstandings, and build stronger relationships. Let’s explore the four main behavioral patterns—dominance, extroversion, patience, and formality—what they mean, and how you can use this knowledge to become a better communicator.
The 4 Main Behavioral Patterns
1. Dominance
- High Dominance: People with high dominance traits are assertive, goal-driven, and direct. They like to take charge, value efficiency, and are often comfortable with risk and challenge.
- Low Dominance: Those with low dominance traits tend to be more cooperative, collaborative, and thoughtful. They often avoid conflict, prefer to work as part of a team, and focus on harmony.
2. Extroversion
- High Extroversion: High extroverts are outgoing, energetic, and sociable. They thrive on interaction, enjoy group settings, and often think aloud as they process ideas.
- Low Extroversion: Low extroverts, often referred to as introverts, are reflective, reserved, and prefer one-on-one or small group interactions. They process internally and value depth over breadth in relationships.
3. Patience
- High Patience: People with high patience traits are calm, steady, and consistent. They prefer a methodical approach, dislike rapid change, and value stability.
- Low Patience: Those with low patience traits are dynamic, fast-paced, and enjoy multitasking. They thrive in environments with variety and often seek immediate results.
4. Formality
- High Formality: High-formality individuals are detail-oriented, structured, and rule-abiding. They prefer clear expectations, guidelines, and precision.
- Low Formality: People with low formality traits are flexible, adaptable, and casual in their approach. They’re comfortable improvising and may prefer a more relaxed style of communication and work.
Tips for Communicating With Each Behavioral Type
Knowing what each behavioural type means is one thing, knowing how to adjust your communication style to get the most from conversations is another. Below are some of the most important factors I’ve come across to consider depending on the dominant behaviour types of the person you’re speaking with.
High Dominance
- What they value: Results, efficiency, and control.
- How to communicate:
- Be direct and concise.
- Focus on the bottom line and how your ideas align with their goals.
- Avoid too much small talk; get straight to the point.
- Show confidence in your approach, but don’t be confrontational.
Low Dominance
- What they value: Collaboration, harmony, and inclusivity.
- How to communicate:
- Take a collaborative tone and involve them in decisions.
- Emphasize team benefits and shared outcomes.
- Be respectful and avoid aggressive or overly assertive behavior.
- Give them time to consider ideas before expecting immediate decisions.
High Extroversion
- What they value: Energy, connection, and visibility.
- How to communicate:
- Engage with enthusiasm and a positive tone.
- Allow room for discussion and brainstorming.
- Build rapport with small talk before diving into business.
- Be responsive and interactive; avoid overly formal or distant communication.
Low Extroversion
- What they value: Thoughtfulness, depth, and focus.
- How to communicate:
- Give them space to process information before asking for input.
- Provide clear and structured communication with minimal fluff.
- Avoid overwhelming them with too much social interaction.
- Use written communication or smaller meetings when possible.
High Patience
- What they value: Stability, consistency, and reliability.
- How to communicate:
- Approach them with a calm and steady demeanor.
- Be patient and avoid rushing them into decisions.
- Provide step-by-step plans and timelines.
- Emphasize how changes or actions will ensure long-term stability.
Low Patience
- What they value: Speed, variety, and action.
- How to communicate:
- Be dynamic and energetic in your interactions.
- Get to the point quickly and focus on immediate outcomes.
- Be open to changes or adjustments in your plan.
- Provide flexibility and avoid bogging them down with excessive details.
High Formality
- What they value: Precision, structure, and rules.
- How to communicate:
- Be clear, organized, and professional.
- Provide detailed explanations and data to support your points.
- Stick to established protocols and guidelines.
- Avoid being overly casual or vague.
Low Formality
- What they value: Flexibility, creativity, and informality.
- How to communicate:
- Be approachable and casual in your tone.
- Avoid rigid rules and focus on the big picture.
- Be open to new ideas and willing to adapt plans.
- Foster a relaxed environment where creativity can flourish.
Putting It All Together
Understanding behavioral traits is just the first step. The real magic happens when you adapt your communication style to align with the preferences and values of the person you’re speaking with. Here are a few overarching tips to keep in mind:
- Observe and Listen: Pay attention to cues in behavior, tone, and body language to identify their primary traits.
- Adapt Your Approach: Flexibility is key. Shift your style to meet their needs while staying authentic.
- Seek Feedback: Ask others how your communication style resonates with them and be open to making adjustments.
By understanding and aligning with these behavioral patterns, you’ll not only become a better communicator but also foster stronger relationships and create a more collaborative and productive environment.
What changes can you make today to better understand and connect with the people around you? The answer could transform the way you lead, work, and live.