Kinds of Listeners

Harvey A. Robbins, in How to Speak and Listen Effectively, suggests that listeners come in four behavioral styles:

  1. Analytical

  2. Amiable

  3. Driver

  4. Expressive

To communicate effectively you must understand your own style and figure out which way the listener prefers to receive information. See the Behavioral Style Model on the next page.

Analyticals tend toward perfectionism and deal in logic and details. They tend to keep feelings to themselves. In talking with them, prepare your case in advance and be accurate and realistic. Provide tangible evidence to support your points.

Amiables put a high value on people and friendships. They go out of their way not to offend. They have their opinions, but are not inclined to tell you what's ...

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