Cover; Copyright; Dedication; Contents; Preface; 1. Introduction; 1.1 Behavior vs. Personality; 1.2 Observable Behavior; 1.3 Predicting Human Behavior; 2. The SOCIAL STYLE Model; 2.1 Assertiveness; 2.2 Responsiveness; 2.3 SOCIAL STYLEs; 2.4 Toxic Relationships; 2.5 Versatility; 2.6 Reliability & Validity; 3. SOCIAL STYLEs and Versatility at Work; 3.1 Driving Style; 3.2 Expressive Style; 3.3 Amiable Style; 3.4 Analytical Style; 3.5 SOCIAL STYLE Identification; 3.6 Job Function, Industry and Gender; 4. Leading with the Versatility Factor; 4.1 Managerial Preferences; 4.2 Delegating Tasks
4.3 Changing Directions4.4 Managing Conflicts; 4.5 Motivating People; 4.6 Providing Feedback; 5. The Versatility Factor in Customer Relationships; 5.1 Building Customer Relationships; 5.2 Conducting Sales Calls; 5.3 Asking Productive Questions; 5.4 Recognizing Customer Attitudes; 5.5 Gaining Customer Commitment; 5.6 Negotiating Agreements; 5.7 Selling to Purchasing Committees; 6. The Versatility Factor in Teams; 6.1 Teaming Preferences; 6.2 Building Relationships; 6.3 Welcoming Team Members; 6.4 Aligning the Team; 6.5 Roles & Responsibilities; 6.6 Team Meetings; 6.7 Decision-Making
6.8 Motivation & Engagement6.9 Changing Team Direction; 6.10 Virtual Teams; 6.11 International Teams; 7. The Versatility Factor in a Broader World of Relationships; 7.1 SOCIAL STYLE and Versatility at Home; 7.2 SOCIAL STYLEs in the Family; 7.3 Do Opposites Attract?; 7.4 Social Media; 8. Final Thoughts; N Chapter Notes; R References & Suggested Readings; A Appendix; Appendix A: Multi-Rater SOCIAL STYLE & Enhanced Versatility Profile; Appendix B: SOCIAL STYLE and Versatility by Job Function; Appendix C: SOCIAL STYLE and Versatility by Industry
