Tips for Working with Expedient Colleagues

This week I was honored to have an article published on Introvert Zone about how process-oriented thinkers (who are often, but not always, introverts) can work more effectively with expedient thinkers. Check out the two-part article called "No, They Won't Ask: How to Successfully Work with Expedient Colleagues" for some practical tips that will make your life a little easier.

Communication Styles => Recency and Primacy

I was watching a rerun of Bones on Hulu and Dr. Temperance Brennan, the forensic anthropologist, interrupted her excited assistant. “Facts first, then conclusions,” she stated in her matter-of-fact way. It reminded me of how most scientific types like to receive their information: data and reasoning first, then a conclusion. Placing the most important part of the communication last is called recency.

If you’ve ever communicated to someone using recency, and then were interrupted with something like “just give me the bottom line,” then you are speaking with someone who prefers to be communicated using primacy, where the most important part of the communication is placed first.

In studies of human behavior, four ‘styles’ have been identified. All of us have at least some aspects of each of the styles, however we usually have a primary style that is most comfortable and natural for us. If you’ve been exposed to DiSC or a similar behavior or social style system, you know that two of the styles prefer process-oriented thinking and behaviors and two prefer a more expedient, intuitive style.

The two styles that are process-oriented – called Analyzers (also known as “C”, Analytical, or Blue in some style systems) and Stabilizers (aka “S”, Amiable or Green) - prefer recency. Like Dr. Brennan, they prefer knowing that a logical, sequential set of facts and ideas have resulted in the conclusion presented. If you fail to build your case in a logical, rational manner, your argument will be disregarded as faulty and/or rash.

Expedient styles – Controllers (aka “D”, Driver, or Red) and Persuaders (“I”, Expressive or Yellow) - prefer primacy. Present the most important, bottom-line information first. Then additional information can be shared as needed in order to make decisions or gain understanding. If you begin your conversation with a lot of facts and details, you will only frustrate them and they may get impatient and interrupt, or they will tune you out. Either way, your communication will not get through as you desire.

If you are presenting to a group with mixed styles, present your information in primacy fashion. Otherwise, you run the risk of losing your expedient listeners right away. Present the most salient facts and data to support your conclusions, but if there are a lot, have a separate handout that you can give to those who want the data. Process types will greatly appreciate it if you email this supporting data before the meeting. This gives them the time they need to pore over it and they will feel well prepared for your presentation. Don’t expect the expedient types to have opened the attachment at all.

Presenting information in the manner that your listener prefers increases the likelihood that they will connect with you and accept your recommendations. The concepts of primacy and recency are useful tactics to keep in mind when applying behavior style concepts to the practical skills of influence, sales and clear communication.



In this scene from Castle notice how Lt. Beckett responds when Castle starts with his conclusion: “The bullet was made of ice.”

Office Politics => Adapt Your Style

"Office Politics." I was conducting an interview with one of my client's colleagues, as part of the 360 assessment that is included in my coaching services. That dreaded phrase came up in response to my question about areas of improvement. It's a catch-all phrase implying the need for a variety of behaviors, often viewed negatively, to maintain a good reputation and move ahead at work. The inability to navigate office politics can affect people's morales, careers, relationships, and productivity. What did this person mean this time?

"She needs to adapt, slow down and learn their styles, adapt to theirs when she is communicating. She is willing to speak her mind, which is good and something she shouldn't change. Just how she does it - she needs to be aware of how she is affecting her listeners."

Ah. In this case we're talking about "behavior styles", an area of interpersonal skills that has been referred to as the very crux of emotional intelligence. If you can master the ins and outs of behavior styles - knowing not only yours but how to identify others' styles and how and when to adapt to them -then you can gain positive influence, improve relationships and yes, it will give you a leg up on navigating office politics.



I guess being a supplicant is one way...

But seriously, in future postings, I will address behavior styles, office politics, and managing up in more detail. As a coach, I hear these themes repeatedly. Excellent leaders know how to manage these areas and can coach their employees to manage them too.