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Stress Response Pattern
This sorting style relates to how people deal with "stress", whether it's the form of threat or danger, or it takes the form of overload. Does the person move toward it or away from it?
- Aggressive: People who confront their stressors head-on. They like challenges, adventures, stress and pressure.
- Passive: People that are always running away from their problems. They want to create peace, make harmony, and make things pleasant and nice for everyone.
- Assertive: People who have learned how to cope with their stresses by thinking and talking it out
When you feel threatened, or challenged, by some stress... do you immediately respond, on the emotional level, by wanting to get away from it or go at it? Recall specific instances where you faced a high-stress situation.
We have two fundamental ways in evaluating a person, situation, experience or idea. We can do so from within our own frame-of-reference (internal) or from without our reference (external).
- Self-referencing: People that evaluate things on the basis of what they think is appropriate. They decide within
themselevesand know within themselves what they want, need, feel, believe, feel, and value.
- Other-referencing: People that look to others for guidance, information, motivation, reasons.They need feedback and information from others to decide what they want, need, believe, feel, and value.
- Where do you put most of your attention or reference, on yourself or on others (something external to yourself)?
- What do you rely on for your authority?
Emotional State Sort
As we process data, we can do it in one of two ways, associatedly or disassociatedly.
- Disassociated: Processing data with a certain degree of "psychological distance" from the emotional impact of the experience. We will see, hear, and feel the representations as if they are "over there."
- Associated: Thinking and processing data by experiencing the full emotional impact. We would see, hear, smell, taste and feel as if immediately present.
- Think about an event in a work situation that once gave you trouble.
- What experience
surrounding work wouldyou say has given you the most pleasure or delight?
- When you make a decision, do you rely more on reason and logic, personal values, or something else?
Somatic Response Sort
Some people process information in a very active, quick, immediate and impulsive way. Others handle information much more reflectively, thoughtfully, slowly, etc.
- Active: People that orient themselves as doers. They often act first and think later.
- Reflective: People that tend to study and ponder than to act.
- Inactive: People that attempt to ignore and avoid problems and situations whenever possible.
When you come into a new situation, do you usually act quickly after sizing it up or do you do a detailed study of all the consequences before acting?
The Convincer Sort
As we process information, we learn to value different qualities and experiences. This leads us to have different strategies for feeling convinced about the value, importance, or significance of something.
- Visual convincers: People who act when visual qualities seem compelling.
- Auditory convincers: People who respond to a representation that "sounds" right.
- Auditory-digital convincers: People who use their self-talk to produce feelings that their choice seems logical, reasonable, makes sense.
- Kinesthetic convincers: People who base their choices on the right tactile or internal sensations.
The Process Factor
The process of demonstrating the quality of believability to that person. Ask, How often does someone have to demonstrate competence to you before you feel convinced? How many times do you typically have to see, hear, read, or do something before you feel convinced about your own competency about it?
Around 8-10% of people are "Automatic" and need little convincing inasmuch as they just assume belief unless proven otherwise.
50% of people trust and believe when they have had a certain amount of exposure to information, experience, etc.
25% of people need exposure to occur over a certain period of time. This allows the idea to solidify in their mind.
15% of people almost never accept something as believable. These kinds of people hardly ever feel convinced.
Ask questions that presuppose decision-making.
- Why did you decide on your present choice of car?
- What helps you decide where to vacation?
- What lets
you knowthat you can believe that a product feels right for you?
Emotional Direction Sort
This Meta-Program relates to the focus and diffusion of emotions.It refers to the directional quality of a person's consciousness in the experience of emoting.
- Multi-directional: People who experience emotions that affect every other aspect of their life. At extremes, this leads to moodiness, instability, and displaced emotions.
- Uni-directional: People who keep their feelings contextualized and do not let them bleed over into other aspects of their life. At extremes, this leads to rigid ego boundaries, and possibly multiple personality disorder.
When you think about a time when you experienced an emotional state (positive or negative), does that bleed over and affect some or all of your other emotional states, or does it stay pretty focused so that it relates to its object?
Emotional Intensity Sort
It has been studied that just about everyone has a boldness/timidity factor when it comes to emoting.
- Surgency: High emotional intensity people who enjoy dangerous types of experiences (rollercoasters, skydiving, haunted houses, etc.) They enjoy attention, limelight, and center stage, so they take more risks. They often think and act in creative ways.
Desurgency: Low emotional intensity people who crave for certainty and predictability. They avoid risks and secure themselves with routinized lifestyles.
When you think about a situation at work or in your personal affairs that seems risky or involving the public's eye, what thoughts-and-feelings immediately come to mind?
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