chapter FIVE

The Behavioral Profile

A Synthesis of Levels I, II, and III

In Chapter One, I introduced the concept of an individual’s behavioral profile, which is a combination of his or her behavioral tendencies at the first three levels of the structural dynamics model of any speech act. In the previous three chapters you became familiar with each: Level I, action stance; Level II, communication domain; and Level III, operating system.

Any individual can be understood as having a certain behavioral profile (habitual pattern) when he or she speaks with others, especially in day-to-day, low-stakes situations. Recognizing one’s own behavioral profile and those of others in the room is the foundation for learning how to read the room, which involves ...

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