Exercise 1

1. I like the logic of my argument to speak for itself. *

2. I am comfortable with stating my needs and being explicit about what I want. *

3. My body language tends to be expressive and expansive when I get going. *

4. I am happy to disclose information about my own thoughts and feelings. *

5. I like to highlight the common ground that exists between myself and the other people I am talking with. *

6. I remain calm and composed and relatively unemotional. *

7. I like to use my physical presence to back up what I am saying. *

8. Before launching in with my own options, I like to explore what other people are thinking and feeling. *

9. I like to get carried away with the excitement of my subject. *

10. I am not afraid to appear forceful in pushing my point across. *

11. I like to point out evidence that supports my argument. *

12. I like to keep my voice crisp and firm, so that people know I am serious about what I am saying. *

13. I like to listen actively to what other people are saying. *

14. I like to get the “big picture” across to other people, and paint pictures of the possibilities. *

15. I like my body language and tone of voice to display concern and empathy. *

16. I like to keep an even and measured tone of voice like a newscaster. *

17. I like to make people aware of the rewards and consequences of agreeing (or not) with my suggestions. *

18. I find it easy to give others prompt feedback in order to guide their behaviour. *

19. I like to structure my argument and label the points I am making a…b…c…, 1…2…3…, etc. *

20. I like to phrase my case in language that is concise, unemotional and business-like. *

21. When I have a vision of what could be achieved, I like to gather people around and share it with them. *

22. I like the pitch and intonation of my voice to convey the excitement of what I am saying and feeling. *

23. I like to keep flexible and open minded in my discussions with others. *

24. I find it easy to remain calm and focus on the ‘here and now’ of one-to-one conversations. *