Foundation of the Concept: Two Dimensions of Behavior

There are two dimensions of human behavior that are key elements in understanding the behavioral style model: "assertiveness" and "responsiveness." (Figure 1) It is the degree of responsiveness and assertiveness that combine to determine an individual's style.¹

People are assertive in two different ways. They may be "ask assertive" or "tell assertive." The "ask assertive" person uses a questioning approach to indicate intention. For example, in discussing where they want to go for lunch, they might ask, "Do you want to go to McDonald's?" instead of "I'd like to go to McDonalds!" The intent is clear, the approach is understated.

These are the people who seek information, and they often avoid taking a position on a subject until they have gotten enough information. The "ask assertive" individual frequently speaks more slowly, makes fewer statements, and may be quieter in volume. They may make less eye contact during conversation, minimize hand movement, and their body posture may be more reserved.

The "tell assertive" individual is the one who more readily verbalizes a position. The extremely "tell assertive" person is often the first to state an opinion and likes to lead the group. The "tell assertive" individual may be recognized by a faster speech pattern, making more statements, and using a louder volume when speaking. In addition, their gestures may be more directive. They tend to make more eye contact during conversation.

Responsiveness is the second dimension of behavior. Responsiveness is an indication of how much emotion a person may be willing to display to others. The individual seen as controlling emotions may be perceived to be less responsive, and the individual who exhibits emotions more freely is seen to be more responsive. The behavioral clues indicative of an emotionally controlling person are that they may have a more monotone voice and focus on tasks rather than people. They frequently use data and facts in conversation. Less responsive individuals have emotions but prefer to keep their feelings to themselves. Their body posture, use of hands, and facial expressions may also be more controlled and sometimes seem to be less relaxed.

Individuals who are seen as more emotionally responsive frequently use a wider range of voice inflection; their focus is on people and relationships, and they will frequently use stories and personal opinion in conversation. These people are often highly animated. Their attitude is more casual and their gesturing may be more open.