HIGH S
Behaviors: High S people are usually amiable, easygoing and relaxed. Most of the time, they are even-tempered, low-key and unobtrusive. They hate to be singled out in a crowd. They tend to be complacent, are frequently lenient with others, but emotionally mature.
They are warmhearted, love their homes and are excellent neighbors. They work at friendship and probably have retained the same friends they made years ago.
They tend to be undemonstrative and controlled. They conceal their feelings from others-and they hold grudges. The saying, "I don't get mad, I get even," is true for the High S.
High S individuals strive to keep things the way they are and dislike change. Once under way, they work steadily and patiently. They dislike urgency and the pressure of deadlines.
They seldom argue or openly criticize, but they can quietly resist and slow things down. They're normally passive resisters, but pushed to the wall, can be implacable enemies.
They tend to be very possessive and develop strong attachments for things, family, coworkers, their departments and companies. They will often refer to the company or their work group as "we" or "our".
How they appear: They will be very low key. Their dress is usually conservative and neat. Their offices will also be neat, but not compulsively so. They will have no more than a few papers or folders on their desks. The pictures in their offices will be of their possessions-their spouses, their families, their houses, boats, airplanes, summer cottages and so on. Their possessiveness is usually evident in nameplates on both their desks and their doors. They may also have labeled Scotch tape dispensers, staplers and other objects on the desk or in the room. Don't touch anything in the room-they may resent it. They will appear to be very easygoing, but are reserved in their judgments. They are also very security conscious.
The High S style is the most difficult to identify because these individuals are so good at masking their emotions. If you don't see anything in their behavior or in their office that identifies them as High D, High I, or High C (the next style to be discussed), they're probably High S, and you can make that as a tentative identification.
How to communicate with people with High S tendencies: Sell yourself first, in a low-key, non-dramatic way. You must win them as friends, and then they'll go along with you as a friend. Don't move too fast at first; let them move at their own pace. Don't push or hurry them. They may resent it (which you won't know because they are masters at hiding their feelings) and you will have blown the interview. Talk security, service, dependability and backup. Don't talk about turnarounds or instituting changes. These are threatening. They expect you to take a sincere personal interest in them and their company. Provide all the details they want and be prepared to answer their questions fully. Don't attempt to take over the interview to try to move it ahead. They'll get where they're going in their own good time.
More High S people are middle managers than top-level executives, not because of lack of ability, but because they don't consider the pressured life style desirable. You're likely to find them in human resources departments. You must get past these people before you can hope to get a job. They may not make the hiring decision, but they can prevent you from being hired-or even seen by someone who does make the hiring decision.
HIGH C
Behaviors: High C individuals are characterized by orderliness. They are precise and attentive to detail. They strive for a neat, orderly existence and tend to follow traditional procedures and established systems. They are reserved, conservative, adaptable, open-minded (to a point) and diplomatic. They are careful with people because they stay out of trouble that way. They prefer to adapt to situations and to compromise, if necessary, to avoid conflict and antagonism. They work to stay out of hot water and to avoid stepping on toes. They tend to document, document, and document. They go by the book.
They are naturally cautious and tentative in decision-making. When they are convinced by fact and detail, they will make up their mind and may be rigid should unexpected change be necessary. They try hard to be what others want and expect them to be. They have high personal standards and live up to them. They expect others to meet the same high standards they set for themselves.
How they appear: Their offices will be neat and orderly. Their desks will be clear. They will appear to be unhurried. If there are pictures in the office, they will probably be of things-landscapes, still life, abstracts or attractive photographs. They will be prepared for your visit, will be on time and will have read your letters resume and/or job application. They'll be courteous and diplomatic, but will have detailed, precise questions to ask. They will be dressed conservatively and will almost always be very well groomed.
How to communicate with people with High C tendencies: Be precise and technically correct-don't generalize. Be sure you answer all questions carefully and completely. Use facts and include the how's and why's, if asked. They're interested in research and statistics. Supply all the details they want, but don't get caught trying to manipulate the facts and figures in your favor. The key to recognizing High C executives is their precise manner and that they organize everything. So prepare your answers accordingly.
Because they are cautious, avoid telling them about the massive changes you made on your last job unless you set the framework first. Talk in detail about the research and preparation that it took before you could make such a far-reaching change. Their extreme caution makes them want quality, reliability and precedent. Show that you followed the rules and helped your employers reach their stated goals. If you leave a resume, give them one which includes a full listing of prior job responsibilities.
Low D, Low I, Low S and Low C Behaviors
You will be low in a particular set of behaviors in at least two and sometimes even three quadrants. How low you are in a particular quad rant also tells us something about your behaviors and your overall communication style.
Low D Behaviors: Those who have few D behaviors tend to be meek or unassuming, and may fail to speak up and be counted. They don't like to assume leadership roles,
Low I Behaviors: People with few I behaviors tend to be quiet and reserved, very low key. They tend to be logical and analytical, to prefer facts to people.
Low S Behaviors: People with few S behaviors tend to be in high gear, alert and fast-moving. They may be erratic, or at least sporadic, and may be very intense. They may choose to engage simultaneously in many different kinds of activities.
Low C Behaviors: People with few C behaviors tend to be nonconformist and independent. They may be fearless risk-takers, and enjoy getting into trouble.
