北京美丽风景旅游规划设计院The Behavioral Matrix-

行为模式The Behavioral Matrix

更好地了解自己 以及其他人们不同类型的行为 表现是更有效地进行沟通的 基础和关键Get a better understanding of yourself and the different behavioral characteristics of others in order to know how to communicate effectively2012-12-29 北京美丽风景旅游规划设计院

自行车的后轮代表:The Back Wheel represents

自行车的前轮代表:The Front Wheel represents

产品知识Product Knowledge 经验Experience 工作能力Task Competence2012-12-29

人文知识 People Knowledge 人际关系和技巧RelationshipSkills

北京美丽风景旅游规划设计院

综述Overview 行为Behavior—人们在行为中往往表现出他们有一个独特而又可以 识别的安全(舒适)范围和距离, 他们的言行举止经常能提供识别这一范 围种类和大小的线索。我们将学习这些线索的特点，识别和分类的方 法，这样我们就会在与人打交道时相对较好地了解对方。–People have a unique but identifiable comfort zone which they show in their behavior, and there are certain things that people say or do that provide us with clues as to what kind of comfort zone they have. We will learn what these clues are, how to identify them and classify them so that we can have a fairly accurate picture of the kind of person we are trying to relate to.

洞察力Awareness - 我们必需充分明了观察到的各种不同的行为特点 或社交方式所包含的信息和意义，如此我们才能够了解和识别对方的 需求和期望。We get to understand the meaning of various behavioral patterns orsocial styles we observe and we want to relate to the needs and expectations of the person with that behavior.

策略Strategy –当我们对对方的需求有了相当的了解，交往和使对方 接受自己的想法都会变得相对简单一些。基于这种了解，你就可以计 划如何去达到对方的期望。这就是有的放矢和投其所好的策略—双赢 而不是操纵别人！When we have an understanding of the person’s needs or wants, it iseasier to relate and to ―sell‖ him your ideas. Based on this knowledge, you can plan how to meet this person’s expectations. It is a strategy to meet the other person’s needs - A ―Win-Win‖ solution, not manipulation.

2012-12-29

北京美丽风景旅游规划设计院

行为模式的前提Behavioral Matrix Premises

研究表明，所有人，不论其种族，肤色或宗教信仰如何，都可以 根据他们的行为特点划分为四大类(进而分成十六小类)It has been found that all people, no matter what race, color or creed – have patterns of behavior that can be classified into four major categories (or sixteen subcategories).

人们是习惯性的产物—从小我们就开始学习以特定的方式去指导 我们的一言一行。由此发展而来的习惯又形成了我们的安全

(舒 适)范围或者说我们的社交风格。We are creatures of habit – through an earlyage we learn to do, act and say things in a certain way. We develop habit patterns that become our comfort zone or our social styles.

在交往中我们形成对别人的印象—从我们自己的安全(舒适)范 围的角度来衡量和评价对方行为的性质和内涵。We form distinctimpressions of others upon meeting them- from our comfort zone we judge the nature of another person’s behavior.

社交风格处理的只是被感知的行为—并不包括诸如智慧，价值观 念， 感情和能力等性格上的特征—除非通过良好的沟通。Socialstyle deals only with perceived behavior – this does not involve personality characteristics like intelligence, values, feelings, ability - unless communicated.

我们沟通的两个主要方式—主导型和反应型2012-12-29The two major behaviors we communicate are assertiveness and responsiveness

北京美丽风景旅游规划设计院

正式Formal

随和 Flow with

主导 Dominant

非正式 Informal2012-12-29 北京美丽风景旅游规划设计院 5

分析型的主要特征Analysts

1. 小心谨慎，有条有理，追求规范，注重完美无缺Careful, organized, seeks structure, focused on doing things right

2. 稳重谦和，不动声色，公事公办，不具侵略性Quiet, unassuming, unemotional, business-like, non-aggressive

3. 后发制人，谨慎处事，建立长期关系Lets others take social initiative, approaches people with caution and care but establishes strong bonds later

4. 对发现和解决问题感兴趣，能力强，训练有素Interested in discovering and solving problems, competent, disciplined

5. 工作为导向，分析性和逻辑性强Task oriented , analytical, logical

2012-12-29

北京美丽风景旅游规划设计院

正式 Formal

随和 Flow with

主导 Dominant

非正式 Informal2012-12-29 北京美丽风景旅游规划设计院 7

亲善型的主要特征Amiables

稳重谦和，助人为乐，热情友好，善于 倾听 以人为本，以和为贵，忠心耿耿Quiet, unassuming, supportive, warm and friendly, good listener

People oriented, avoids interpersonal conflicts, has deep sense of loyalty

除非胸有成竹，轻易不冒险或贸然下结 论；容易相处和工作，正面引导他人Avoids risks or fast decisions unless strong data back them up, easy to work with, provides positive strokes to others

2012-12-29

北京美丽风景旅游规划设计院

正式 Formal

随和 Flow with

主导 Dominant

非正式 Informal2012-12-29 北京美丽风景旅游规划设计院 9

控制型的主要特征Controllers

敢作敢为，公事公办，认真求实，注重实效Aggressive, business-like, no-no …… 此处隐藏：5225字，全部文档内容请下载后查看。喜欢就下载吧 ……