Support Strategies for People Who Favor Harmonizing

Here are things that make it easier for someone who favors Harmonizing to function from the strengths of the style and avoid the dangers of over-use:

Harmonizers want to please and be pleased. Pay attention to small social niceties. More than any other style, Harmonizers will be positively affected by gestures of thoughtfulness – a kind note, an appreciative comment, flowers, a chocolate bar, a card, etc.

You will get more cooperativeness in doing serious work with Harmonizers if you use a two-step approach. First, connect with them at a human level. Ask how they are doing, inquire about a family member, tease a little, thank them for something, etc. Then, and only then, settle down to business. The human connection comes before work for Harmonizers (an insight that is especially easy for task-oriented Directors to forget).

Stay light. Seriousness or heaviness in others quickly stirs anxiety in Harmonizers and makes it hard for them to focus or stay on task. Use humor. Be affirmative. Appreciate the relationship or their good qualities out loud if you can honestly do so.

Assure Harmonizers repeatedly that you really want to know their preferences and views. Thank them sincerely if they do level with you. If they bring criticism, thank them generously, for it requires great effort for Harmonizers to be direct with criticism. Reward their candor with warmth; if you do not, candor from their side will disappear from the relationship.

In meetings or extended conversations with Harmonizers, take breaks and lighten up on a regular basis. Long, heavy discussion unsettles Harmonizers and pushes them to unhelpful places more quickly than other styles.

Support Strategies for People Who Favor Avoiding

Here is information useful for people around someone who favors Avoiding. The goal is to make it easier for the Avoider to function from the strengths of the style and avoid the dangers of over-use:

• Avoiders benefit more than any other style from an offer of time or space to withdraw and think things through.
• You are more likely to get a “yes” answer about anything you need from them if you use a “two-step” approach. The first step is to let Avoiders know - in thoughtful tones - what you want (or at least that you'd like to have a discussion) and that you’d like them to think about it. Then come back later - an hour, a day, a week - and hear their response.
• Stay low-key. The more intense or demanding you are, the more likely the Avoider will go into major withdrawal.
• There is a significant subgroup of conflict Avoiders who are actually quite task focused, but in a particular way. They bring a high level of caution and attention to detail to everything they do and they are concerned not to put important things at risk. These Avoiders need data and information, presented in a calm and methodical way, in order to comfortably enter negotiations. Look for ways to provide them with relevant details, about plans, options, costs, rules, precedents from elsewhere, expected results, how surprises will be dealt with, etc. If possible, give them time to absorb this information before expecting them to negotiate. See two-step approach above.
• Haste in decision making tends to push Avoiders into withdrawal or analysis paralysis. Move slowly, one step at a time.

Support Strategies for People Who Favor Cooperating

Here is information useful for people around someone who favors Cooperating. The goal is to make it easier for the Cooperator to function from the strengths of the style and avoid the dangers of over-use:

• Feeling heard helps all styles, but Cooperators respond particularly well to efforts to structure conversation around listening. Hear them out fully and you are likely to be surprised at how well they listen to you in response. If you know the skill of "active listening" or paraphrasing, use it (unless you see that it annoys the other person; though most people appreciate paraphrasing skillfully done, a minority find it obtrusive and annoying).
• Most Cooperators respect directness and candor, so long as you are polite. Saying what you want and need will be appreciated, particularly if you manage to say it in an attitude of “providing information about what matters most to me” rather than criticizing or making demands.
• Stay connected and do not back off too quickly from your own views. Especially if you are a Harmonizer or Avoider, resist the temptation to back off from an assertive Cooperator. Yes, Cooperators do speak out, but they see their own expression of views as only one part of the process. They truly want to hear your views too. If you are silent or too quick to agree, the Cooperator ends up feeling like a Director, which is not at all the intention.
• Bring a blend of task and relationship focus to the conversation. Affirm work well done.
• Like the directing style, Cooperators particularly appreciate information about what is going on, and tend to become anxious or upset if others pull away without signalling their intentions. Withdrawing if you need space is fine, so long as you give a clear explanation that you are committed to ongoing conversation, such as, “I want to go for a walk for half an hour to think things through. Then I’ll come back and we can talk some more.” More examples:
  - An Avoider who needs to step back and prepare inwardly for a difficult conversation being proposed by a Cooperator might say, "I want you to know that I reccognize we need to talk this through. I want to be at my best when we do that, and I'd like to ask that we plan to discuss it tomorrow at 2 after the staff meeting."
  - A Harmonizer who is overwhelmed with a first round of conversation (Cooperators tend to have a lot of energy for long processing of issues and to assume that everyone else does as well.) might say, "I'm really worn out by this last half hour of discussion. Could we agree to take a break and continue tomorrow evening?" (A really self-aware and confident Harmonizer might take steps to meet his or her own needs by adding: "And could we plan to spend the first 15 minutes just drinking coffee and catching up a little on our lives? That would help me a lot to feel connected to you as a human being before we dive into this decision again."

Support Strategies for People Who Favor Compromising

Here is information useful for people around someone who favors Compromising. The goal is to make it easier for the Compromiser to function from the strengths of the style and avoid the dangers of over-use:

Compromisers have a strong sense of reciprocity. More than other styles, they are likely to respond in kind if you back off somewhat from your initial position. Leave room to negotiate for yourself when you make your opening request.

• Compromisers value fairness and moderation. Think and speak in terms of “being fair”, “fair play”, “reasonable”, “you give some, I give some”, “give and take”, etc.
• Compromisers tend to value efficiency of time and energy and are eager to find a way through to a practical solution that ends the difficulty. A sense that a fair and moderate deal was achieved probably matters more than talking through all options.
• Compromisers benefit from reassurance that the discussion will not drag on endlessly. If you are wanting to use the Cooperating style with a Compromiser and get a lukewarm response to your proposal to talk things through, suggest a limited time frame for discussion. For example, "Let's have a ten minute discussion of our differences" or "Let's agree to spend the first hour looking at both sides of the issue, and then try to make a decision" or "As a group, let's agree to meet three times. The first time to hear all sides of the issue, the second time to make a decision, and the third time to work out implementation."
• As the Compromiser does not enjoy prolonged debate, a determined partner in Directing style may, with strong logic, be able to persuade her she is wrong, creating an appearance the more forceful person has “won”. However, the victory may be hollow. The Compromiser’s deep inner sense that conclusions should be reciprocal and balanced will be disturbed. Trust,openness and cooperativeness will suffer on the long-term. Find concessions for the Compromiser, even if you are sure your argument is stronger.