    ,*APT] ,F\RTE53 ,GETT+ ,/>T$ ,)
                 ,/YLE

  ,FAIL 6PLAN1 & Y PLAN 6FAIL4 ,? VITAL
TRU? IS S IMPORTANT6 ,Y M/ H A GD PLAN
2F Y 2G9 A BUSI;S3 "K :AT Y PLAN 6D1 H[
Y PLAN 6D X1 & :Y ! /EPS 9 YR PLAN >E
IMPORTANT4 ,MANAGE;T EXP]T ,PET] ,DRUCK]
A4S "O M ESS5TIAL ELE;T3 8PLANS >E ONLY
GD 9T5;NS UN.S !Y IMMLY DEG5]ATE 96H>D
"W40
  ,? SECOND VITAL TRU? IS T Y M/ D ! "W6
,WE "W$ )A ,DIAMOND :O _H BE5 9TRODUC$
YE>S AGO 6P]SONAL;Y TEMP]A;TS US+ ! OLD
,GREEK T]MS4 ,WE ALL LAU<$ & NO4$ 9
AGREE;T :5 HE TOLD AN AUDI;E ( ,,IBO'S3
8Y MI<T 2 A ,SANGU9E OR A ,*OL]IC OR A
,BUICK ,LE,SABRE--B Y'RE / GONNA D ! ?+S
,DIAMONDS D IF Y WANT 6BE A ,DIAMOND60
,ASK ANY ,DIAMOND1 & !Y W TELL Y T !Y
DID N 2COME A ,DIAMOND 0TALK+1 WI%+1 OR
PLANN+4 ,PL1SE DON'T ?9K T "U/&+ ,,DISC
IS GO+ 6REPLACE YR H>D "W2 X %D SIMPLY
MAKE YR H>D "W M PRODUCTIVE4
  ,JAY ,VAN ,&EL SAYS X ? WAY3 ,YE>S
AGO1 WE DECID$ WE _H 6ACT--6"W--:AT"E !
3DI;NS 7 AT ANY GIV5 "T4 ,IF WE _H WAIT$
=! 8"R "T0 6LAUN* ,AMWAY1 IF WE _H WAIT$
& WAIT$ = "S 8MAGIC MO;T0 6MAT]IALIZE1
"! MAY N"E H BE5 AN ,AMWAY AT ALL4
  ,2C Y "K TD'S DI6ICULTIES B Y H YET
6"K TM'S1 Y ALW "K "S R1SON :Y TM WD 2 A
BETT] "T ?AN TD4 ,RI* ,DE,VOS ONCE SD1
8,REMEMB] T ! EASIE/ ?+ 6F9D 9 ,GOD'S
GRE5 E>? IS "S"O 6TELL Y ALL ! ?+S Y _C
D40 ,DOES X RE,Y MAKE A DI6];E IF Y >E
HE>+1 8Y C'T D X60 F FRS1 OR RELATIVES1
OR P AT "W OR *UR*1 OR F ! D\BT;L LL
VOICE 9SIDE8 Y H TD6 ,Y H NO GU>ANTEE (
TM6 ,Y C DEVELOP YR BUSI;S1 & TD MAY 2 !
BE/ "D 6/>T6
  ,D Y ?9K Y DON'T H 5 M"OY 69VE/ 9
BUSI;S SUPPORT MAT]IALS8 ,OR D Y FEEL T
YR S*$ULE DOESN'T P]MIT Y 6%[ ! PLAN8
,OR D Y WORRY 2C Y H N MEMORIZ$ "EY?+ 9
! PLAN8 ,Y W H A BETT] *.E ( SU3ESS 0DO+
"S?+1 R ?AN DO+ NO?+4 ,IF Y D N H M* "T
6PUT IN1 IMPROVE :AT Y PUT 96! "T6 ,ALL
BUSI;S OP]ATES "U ? RULE4 ,LEE ,IACO3A
WROTE3 ,S :AT D WE D8 ,ANY?+4 ,"S?+4 ,S
L;G Z WE DON'T J SIT "!4 ,IF WE SCREW
UP1 />T OV]4 ,TRY "S?+ ELSE4 ,IF WE WAIT
UNTIL WE'VE SATISFI$ ALL ! UNC]TA9TIES1
X MAY 2 TOO LATE4
  ,9 #AIFB1 A NEW S++ GR\P RECORD$ XS F/
ALBUM4 ,!Y 7 N WELL "KN1 EXCEPT 9
,LIV]POOL1 ,5GL&4 ,/UDIO "T 0 EXP5SIVE &
S*$ULES 7 FULL1 S ,,EMI ,RECORDS BUDGET$
ONLY "O "D ( /UDIO RECORD+ "T 6-PLETE
ALL T5 NEW S;GS4 ,!Y DECID$ 6"W ) :AT !Y
_H4 ,RECORD$ 9 J T5 H\RS1 T ALBUM WD
SP5D M ?AN SIX MON?S AT ! TOP (! *>TS4
,X 2GAN "O (! MO/ AMAZ+ C>E]S 9 MUSIC
HI/ORY4 ,IF !Y _H WAIT$ =A BETT] "T1 WE
MI<T N"E H "KN !M Z ! ,B1TLES6
  ,RI* ,DE,VOS WROTE1 8,"O N"E "KS :AT
HE MI<T A3OMPLI% UNTIL HE TRIES4 ,T IS S
SIMPLE T "S P -PLETELY OV]LOOK X40 ,Y W
2 M -=TA# Z Y PRACTICE & LE>N ! BUSI;S4
,WE ?9K1 2C ?+S >E DI6ICULT1 T WE D N
D>E 6TRY4 ,X IS 2C WE D N D>E 6TRY1 T
?+S >E DI6ICULT6 ,:AT C WE D8 ,LET'S GET
/>T$6
  ,PQ+ ,YR ,PLAN
  ,GETT+ (F 6A GD />T M1NS GR[+ 9 !
BUSI;S4 ,Y NE$ A PLAN1 & YR UPL9E C
PROVIDE ! 9=M,N1 EXP]I;E1 & SUPPORT Y
NE$ = YR PLAN4 ,? *APT] W HELP Y 6,PQ YR
PLAN & 9CR1SE YR E6ECTIVE;S4
  ,WD Y 2 SURPRIS$ T E P]SONAL;Y TYPE
LOOKS DI6]5TLY AT />T+ _! BUSI;S8
,REMEMB] ! /ORY (! NEW ,,IBO BUY+ A
NECKTIE8 ,J Z DI6]5T /YLES W USE A
DI6]5T APPROA* 6BUY+ A NECKTIE1 DI6]5T
/YLES W PLAN & BUILD _! BUSI;S US+ A
DI6]5T APPROA*4 ,"O TYPE MAY 2 V
E6ECTIVE 9 "O "P1 :ILE ANO!R TYPE MAY 2
-=TA# AT ANO!R /AGE4 ,WE C LE>N ,"S?+ F
EA* TYPE = AN E6ECTIVE PLAN4
  ,9 ,*APT] ,?REE WE 2GAN 6EXPLORE !
3CEPT ( YR P]SONAL;Y QUOTI5T4 ,WE C USE
^! F\R /EPS 9 RAIS+ YR ,PQ Z Y >E GETT+
/>T$ 9 ! BUSI;S3
  ,/EP #A4 ,"U/&+ YRF Z ! UPL9E1 & H[ YR
/YLE W NATUR,Y APPROA* COA*+ "S"O 9
GETT+ />T$4
  ,/EP #B4 ,"U/&+ ANO!R P]SON Z A NEW
,,IBO & H[ _! /YLE W NATUR,Y APPROA*
GETT+ />T$4
  ,/EP #C4 ,ADAPT+ YR /YLE 6H A BETT]
REL,N%IP ) YR NEW ,,IBO4
  ,/EP #D4 ,BUILD+ BETT] T1MS BO? UPL9E
& D[NL9E1 ": ,TGR ,"EY"O ,A*IEVES ,M6

    ,/YLES ,& ,PQ
  ,Z YR "U/&+ ( ,,DISC HAS GR[N1 Y "U/&
M AB YR /YLE4 ,YR /YLE HAS "O PREDOM9ANT
TYPE1 ! HI<E/ TYPE 9 YR /YLE4 ,! TRAITS
( T ,,DISC TYPE W MO/ (T5 DESCRIBE Y4 ,Y
MAY AL H "O OR TWO O!R HI< TYPES 9 YR
/YLE1 & IF Y D1 Y W F9D T ! TRAITS (!
O!R HI< TYPES 9 YR /YLE MAY (T5 DESCRIBE
Y4 ,? IS H[ WE "U/& \R P]SONAL;Y /YLE
BL5D4 X IS IMPORTANT 6REMEMB] T NO "O
P]SON IS A TRUE TYPE1 HAV+ ALL ! 2HAVIOR
TRAITS ( "O ,,DISC TYPE4 ,YR /YLE IS A
UNIQUE BL5D1 &! /YLE ( ANY O!R P]SON IS
AL A UNIQUE BL5D4 ,,DISC HELPS U SEE T P
)A SIMIL> /YLE W 2HAVE 9 A SIMIL> WAY "U
SIMIL> CIRCUM/.ES4 ,RAIS+ YR ,,PQ M1NS
GR[+ 9 YR "U/&+1 N PUTT+ P 9 BOXES4 ,9 ?
*APT]1 YR "U/&+ W GR[ & EXT5D 6ACTU,Y
LE>N+ H[ 6BUILD BETT] T1MS ": ,TGR
,"EY"O ,A*IEVES ,M6 ,GETT+ />T$ ) /YLE
9VOLVES EA* (! F\R ,PQ /EPS Z !Y RELATE
6EA* P]SONAL;Y TYPE4
  ,! HI< ;,D TYPE IS A TASK-ORI5T$1
\TGO+ 9DIVIDUAL4 ,LET'S LOOK AT H[ ! HI<
;,D TYPE APPROA*ES GETT+ />T$ 9 !
BUSI;S4
  ,/EP #A4 ,"U/&+ YRF Z ! UPL9E1 & H[ YR
/YLE W NATUR,Y APPROA* COA*+ "S"O 9
GETT+ />T$4
  ,N[ T Y H BE5 SU3ESS;L 9 SPONSOR+ A
NEW ,,IBO1 IF Y H A HI< ;,D /YLE1 Y W
NATUR,Y WANT 6TAKE 3TROL & MAKE ?+S
HAPP54 ,! HI< ;,D TYPE IS DRIV+ &
DET]M9$1 & W 2 QK 6GET \ & BR+ NEW P
96_! GR\P4 ,Y W H QK ANSW]S 6PROVIDE !
NEW ,,IBO )! 9=M,N !Y NE$ 6/>T BR++ P
96! BUSI;S !MVS4 ,^! HI< ;,D TYPE /R5G?S
C S]VE Y WELL4 ,\ ( 3TROL1 H["E1 ^! SAME
/R5G?S C 2COME >1S ( /RU7LE T C H9D] YR
SU3ESS4 ,Y W NE$ 6"U/& ! IMPORT.E (
APPLY+ ! SY/EM T YR ORGANIZ,N IS
PRES5TLY US+4 ,! HI< ;,D TYPE W NATUR,Y
WANT 6DESIGN _! [N SY/EM1 2F FULLY "U/&+
& APPLY+ ! PROV5 SY/EM ( YR ORGANIZ,N4
,SL[ D[N & USE ! SY/EM ( YR ORGANIZ,N
ALR 9 PLACE1 2F TRY+ 6MAKE YR [N SY/EM4
,Y W F9D T X W PAY (F ) BIG SU3ESS4
  ,/EP #B4 ,"U/&+ ANO!R P]SON Z A NEW
,,IBO & H[ _! /YLE W NATUR,Y APPROA*
GETT+ />T$4
  ,IF YR NEW ,,IBO HAS A HI< ;,D /YLE1
!Y W NATUR,Y WANT 6TAKE 3TROL1 MAKE ?+S
HAPP5 & D X _! WAY4 ,!Y W 2 V DIRECT &
GET RESULTS4 ,9 YR COA*+1 Y W NE$ 6BE
PREP>$ 6GIVE !M ! SY/EM CORE MAT]IALS "R
AWAY1 & (F] !M ! 9=M,N1 ANSW]S1 R1SONS1
& BUSI;S SUPPORT MAT]IALS T W EMP[] A
HI< ;,D /YLE 6GET RESULTS4 ,S"EAL
,,IBO'S H TOLD U T !Y MAKE A LI/ (! MO/
-MON BOTTOM L9E "QS HI< ;,D TYPE WD ASK1
AL;G )! SPECIFIC ANSW]S4 ,? W EMP[] _!
DRIV+ /YLE4 ,2 A 3FID5T L1D]1 & !Y W "W
H>D 6PRODUCE GRT RESULTS6
  ,/EP #C4 ,ADAPT+ YR /YLE 6H A BETT]
REL,N%IP ) YR NEW ,,IBO4
  ,Z A HI< ;,D /YLE1 Y W QKLY DEVELOP A
PLAN 6BE SU3ESS;L4 ,Y W GET />T$ QKLY &
EASILY1 & EXPECT YR NEW ,,IBO 6D ! SAME4
,IF YR NEW ,,IBO HAS A DI6]5T /YLE1 Y
MAY 2 R1L FRU/RAT$ IF !Y TALK A LOT1 B D
LL2 OR HESITATE 6D ANY?+ AT ALL2 OR WANT
6/UDY ! SY/EM 6D1?6 ,S9CE ONLY AB T5
P]C5T (! POPUL,N >E HI< ;,D TYPES1 Y W
NE$ "S (! O!R /YLES 9 YR GR\P6 ,TRY 6BE
PATI5T ) !M1 = Y W F9D T _! /R5G? 9 O!R
"PS ( BUILD+ YR T1M W MAKE Y M SU3ESS;L
9 BUILD+ A /R;G BUSI;S4 ,"W ) !M AC 6_!
/YLES 6HELP !M GET />T$4 ,COA* !M 0%[+ !
PLAN ) !M & 5C\RAG+ _! EF=TS4 ,YR
EXAMPLE1 AL;G ) DEVELOP+ AN ATTITUDE (
T1M"W1 W 2 ! />T (A BETT] REL,N%IP ) YR
NEW ,,IBO4
  ,/EP #D4 ,BUILD+ BETT] T1MS BO? UPL9E
& D[NL9E1 ": ,TGR ,"EY"O ,A*IEVES ,M6
  ,Z A HI< ;,D /YLE1 Y W 2 QK 6ASK "S"O
6JO9 YR T1M & Y MAY AL 2 QK 6(F5D AN
,,IBO :O HAS A DI6]5T /YLE 2C Y ?9K T YR
/YLE LOOKS BETT] Z Y 2G9 TGR4 ,IF Y "U/&
T Y W A*IEVE M 0KEEP+ !M ON YR T1M1 Y W
H TAK5 AN IMPORTANT /EP Z A HI< ;,D /YLE
9 BUILD+ A BETT] T1M4 ,MAKE X CLE> T Y
"U/& ,,Y >E N ! 8BOSS0 B D GIVE !M
ASSIGN;TS 6R1D BOOKS & LI/5 6TAPES &
6WRITE D[N _! "QS OR ID1S4 ,SIMPLY ASK
!M 6-MIT 6DO+ ?1 & !N Y M/ -MIT 64CUSS+
X ) !M4 ,LET !M TAKE RESPONSIBIL;Y = _!
"P 9 BUILD+ _! BUSI;S1 & 2 SURE 6BE "!
6COA* :5"E !Y ASK4
                99 99 99
  ,! HI< ,I TYPE IS A P-ORI5T$1 \TGO+
9DIVIDUAL4 ,LET'S LOOK AT H[ ! HI< ,I
TYPE APPROA*ES GETT+ />T$ 9 ! BUSI;S4
  ,/EP #A4 ,"U/&+ YRF Z ! UPL9E1 & H[ YR
/YLE W NATUR,Y APPROA* COA*+ "S"O 9
GETT+ />T$4
  ,N[ T Y H BE5 SU3ESS;L 9 SPONSOR+ A
NEW ,,IBO1 YR HI< ,I /YLE W NATUR,Y 2
EXCIT$ AB X6 ,! HI< ,I TYPE IS 5?USIA/IC
& FUN-LOV+1 & W 2 QK 6TALK 6P AB -+ 96_!
GR\P4 ,Y W 5JOY GETT+ TGR )! NEW ,,IBO &
W 2 OPTIMI/IC & -MUNICATIVE Z Y />T BR++
P 96! BUSI;S4 ,^! HI< ,I TYPE /R5G?S C
S]VE Y WELL4 ,\ ( 3TROL1 H["E1 ^! SAME
/R5G?S C 2COME >1S ( /RU7LE T C H9D] YR
SU3ESS4 ,Y W NE$ 6REMEMB] ! IMPORT.E (
APPLY+ ! SY/EM T YR ORGANIZ,N IS
PRES5TLY US+4 ,! HI< ,I TYPE W NATUR,Y
WANT 6GET 9VOLV$ )! ORGANIZ,N1 B MAY 2
DIREC;N.S 9 "W+ ! PROV5 SY/EM ( YR
ORGANIZ,N4 ,5JOY YR FRLY 3V]S,NS1 B F9D
AN ATT5;N GRA2] T W L1D Y 6%>E YR
IMPORTANT BUSI;S /ORY &! SY/EM US$ 9 YR
ORGANIZ,N4 ,Y W F9D T X W PAY (F ) BIG
SU3ESS4
  ,/EP #B4 ,"U/&+ ANO!R P]SON Z A NEW
,,IBO & H[ _! /YLE W NATUR,Y APPROA*
GETT+ />T$4
  ,IF YR NEW ,,IBO HAS A HI< ,I /YLE1 !Y
W NATUR,Y WANT 6H FUN & TALK ) Y6 ,!Y W
2 V EXCIT$ & TALKATIVE4 ,9 YR COA*+1 Y W
NE$ 6BE PREP>$ 6GIVE !M FRLY DIREC;N 6!
,I SY/EM 0PUTT+ CORE MAT]IALS 9 _! H&S
"R AWAY6 ,2C !Y D BETT] ) %ORT-T]M
PROJECTS1 TALK 5?USIA/IC,Y ) !M AB !
9=M,N1 ANSW]S1 R1SONS1 & BUSI;S SUPPORT
MAT]IALS T W EMP[] A HI< ,I TYPE 6GET
IMM RESULTS4 ,S"EAL ,,IBO'S H TOLD U T
!Y L 6D ! PAP]"W )A HI< ,I /YLE1 OR
6DEP5D ON ! ,,IBO'S SP\SE :O HAS ANO!R
/YLE4 ,? W EMP[] _! 9SPIR+ /YLE4 ,2 AN
5?USIA/IC L1D]1 & !Y W "W H>D 6PRODUCE
GRT RESULTS6
  ,/EP #C4 ,ADAPT+ YR /YLE 6H A BETT]
REL,N%IP ) YR NEW ,,IBO4
  ,Z A HI< ,I /YLE1 Y W TALK 6_M P 6BE
SU3ESS;L4 ,Y W MEET NEW PROSPECTS QKLY &
EASILY1 & EXPECT YR NEW ,,IBO 6D ! SAME4
IF YR NEW ,,IBO HAS A DI6]5T /YLE1 Y MAY
2 RE,Y FRU/RAT$ IF !Y DEM& BOTTOM-L9E
ANSW]S2 OR HESITATE 6D ANY?+ AT ALL2 OR
WANT 6/UDY ! SY/EM 6D1?6 ,S9CE HI< ,I
TYPES LOVE 6H S _M P1 Y W NE$ "S (! O!R
/YLES 9 YR GR\P6 ,TRY 6BE FOCUS$ ) !M1 =
Y W F9D T _! /R5G? 9 O!R "PS ( BUILD+ YR
T1M W MAKE Y M SU3ESS;L 9 BUILD+ A /R;G
BUSI;S4 ,"W ) !M AC 6_! /YLES 6HELP !M
GET />T$4 ,COA* !M 0%[+ ! PLAN ) !M &
5C\RAG+ _! EF=TS4 ,YR EXAMPLE1 AL;G )
DEVELOP+ AN ATTITUDE ( T1M"W1 W 2 ! />T
(A BETT] REL,N%IP ) YR NEW ,,IBO4
  ,/EP #D4 ,BUILD+ BETT] T1MS BO? UPL9E
& D[NL9E ": ,TGR ,"EY"O ,A*IEVES ,M6
  ,Z A HI< ,I /YLE1 Y W 2 QK 69SPIRE
"S"O ON YR T1M4 ,Y MAY AL 2 QK 6(F5D AN
,,IBO :O HAS A DI6]5T /YLE1 2C YR /YLE
T5DS 6DRAW ATT5;N 6XF Z Y 2G9 TGR4 ,IF Y
"U/& T Y W A*IEVE M 0FOCUS+ ON _! VALUE
6YR T1M1 Y W H TAK5 AN IMPORTANT /EP Z A
HI< ,I /YLE 9 BUILD+ A BETT] T1M4 ,MAKE
X CLE> T Y "U/& ,,Y >E N _! 8ROYALTY01 B
D GIVE !M ASSIGN;TS 6R1D BOOKS & LI/5
6TAPES1 & 6WRITE D[N _! "QS OR ID1S4
,SIMPLY ASK !M 6-MIT 6DO+ ? & !N Y M/
-MIT 64CUSS+ X ) !M4 ,LET !M TAKE
RESPONSIBIL;Y = _! "P 9 BUILD+ _!
BUSI;S1 & 2 SURE 6BE "! 6COA* :5"E !Y
ASK4
                99 99 99
  ,! HI< ;,S TYPE IS A P-ORI5T$1 RES]V$
9DIVIDUAL4 ,LET'S LOOK AT H[ ! HI< ;,S
TYPE APPROA*ES GETT+ />T$ 9 ! BUSI;S4
  ,/EP #A4 ,"U/&+ YRF Z ! UPL9E1 & H[ YR
/YLE W NATUR,Y APPROA* COA*+ "S"O 9
GETT+ />T$4
  ,N[ T Y H BE5 SU3ESS;L 9 SIGN+ A NEW
,,IBO1 Z A HI< ;,S TYPE1 Y W NATUR,Y
WANT 6BE SUPPORTIVE & SY/EMATIC4 ,! HI<
;,S TYPE IS AMIA# & /A#1 B W 2 SL[ 6BR+
P 96_! GR\P4 ,Y W H RELIA# ANSW]S
6PROVIDE ! NEW ,,IBO )! 9=M,N !Y NE$
6/>T BR++ P 96! BUSI;S !MVS4 ,^! HI< ;,S
TYPE /R5G?S C S]VE Y WELL4 ,\ ( 3TROL1
H["E1 ^! SAME /R5G?S C 2COME >1S (
/RU7LE T C H9D] YR SU3ESS4 ,Y W NE$
6"U/& ! IMPORT.E ( R1*+ \ & %>+ !
OPPORTUN;Y &! SY/EM ON A REGUL> BASIS4
,Z A HI< ;,S TYPE1 Y W NATUR,Y WANT
6MOVE R\T9ELY "? ! SY/EM1 SECUR+ !
B5EFITS (! DI6]5T PRODUCTS S Y C 2 LOYAL
6! PRODUCTS1 2F Y %>E X ) ANO!R P]SON4
,TAKE ! 9ITIATIVE 6PRACTICE /EPP+ J A LL
\TSIDE ! LIMITS ( YR -=T Z"O1 & Y W
EXP]I;E A DEEP S5SE ( FULFILL;T &
SATISFAC;N AT :AT Y A3OMPLI%4 ,Y W F9D T
X W PAY (F ) BIG SU3ESS4
  ,/EP #B4 ,"U/&+ ANO!R P]SON Z A NEW
,,IBO & H[ _! /YLE W NATUR,Y APPROA*
GETT+ />T$4
  ,IF YR NEW ,,IBO HAS A HI< ;,S /YLE1
!Y W NATUR,Y WANT 6PL1SE Y4 ,!Y W NE$ =
Y 6%>E ) !M H[ M* Y APPRECIATE ANY?+ T
!Y D CORRECTLY4 ,!Y W 2 HESITANT &
UNCOM=TA# MAK+ ! *ANGES Y >E ASK+ ( !M4
,9 YR COA*+1 Y W NE$ 6BE A6IRM+ & K9D1
GIV+ !M "T 6PROCESS ! SY/EM CORE
MAT]IALS1 & SUPPORT !M )! 9=M,N1 ANSW]S1
R1SONS1 & BUSI;S SUPPORT MAT]IALS T W
EMP[] A HI< ;,S TYPE 6GET RESULTS4
,S"EAL ,,IBO'S H TOLD U T !Y M/ 2
S5SITIVE 65C\RAGE "QS F A HI< ;,S /YLE1
!N (F] !M SPECIFIC ANSW]S4 ,? W EMP[] _!
SY/EMATIC /YLE4 ,2 A SUPPORTIVE L1D]1 &
!Y W "W H>D 6PRODUCE GRT RESULTS6
  ,/EP #C4 ,ADAPT+ YR /YLE 6H A BETT]
REL,N%IP ) YR NEW ,,IBO4
  ,Z A HI< ;,S /YLE1 Y W SY/EMATIC,Y
DEVELOP A PLAN 6BE SU3ESS;L4 ,Y W GET
/>T$ SL[LY & /1DILY1 & EXPECT YR NEW
,,IBO 6D ! SAME4 ,IF YR NEW ,,IBO HAS A
DI6]5T /YLE1 Y MAY 2 RE,Y FRU/RAT$ IF !Y
JUMP "R 9 & DEM& BOTTOM-L9E ANSW]S2 TALK
A LOT1 B D LL2 OR WANT 6/UDY ! SY/EM
6D1?6 ,S9CE HI< ;,S TYPES NATUR,Y
APPRECIATE 2+ ) P1 Y W WANT "S (! O!R
/YLES 9 YR GR\P6 ,TRY 6BE FLEXI# ) !M1 =
Y W F9D T _! /R5G?S W BETT] BUILD YR T1M
& W MAKE Y M SU3ESS;L 9 BUILD+ A /R;G
BUSI;S4 ,"W ) !M AC 6_! /YLES 6HELP !M
GET />T$4 ,COA* !M 0%[+ ! PLAN ) !M &
5C\RAG+ _! EF=TS4 ,YR EXAMPLE1 AL;G )
DEVELOP+ AN ATTITUDE ( T1M"W1 W 2 ! />T
(A BETT] REL,N%IP ) YR NEW ,,IBO4
  ,/EP #D4 ,BUILD+ BETT] T1MS BO? UPL9E
& D[NL9E1 ": ,TGR ,"EY"O ,A*IEVES ,M6
  ,Z A HI< ;,S /YLE1 Y MAY 2 HESITANT
6ASK "S"O 6JO9 YR T1M4 ,Y MAY AL 2
HESITANT 6(F5D AN ,,IBO :O HAS A DI6]5T
/YLE1 2C HI< ;,S TYPES T5D 6BE POOR
/>T]S Z Y 2G9 TGR4 ,IF Y "U/& T Y W
A*IEVE M 0A3EPT+ O!R /YLES ON YR T1M1 Y
W H TAK5 AN IMPORTANT /EP Z A HI< ;,S
/YLE 9 BUILD+ A BETT] T1M4 ,MAKE X CLE>
T Y "U/& ,,Y >E N _! 8S]VANT01 & GIVE !M
ASSIGN;TS 6R1D BOOKS & LI/5 6TAPES1 &
6WRITE D[N _! "QS OR ID1S4 ,SIMPLY ASK
!M 6-MIT 6DO+ ?1 & !N Y M/ -MIT 64CUSS+
X ) !M4 ,LET !M TAKE RESPONSIBIL;Y = _!
"P 9 BUILD+ _! BUSI;S1 & 2 SURE 6BE "!
6COA* :5"E !Y ASK4
                99 99 99
  ,! HI< ;,C TYPE IS A TASK-ORI5T$1
RES]V$ 9DIVIDUAL4 ,LET'S LOOK AT H[ !
HI< ;,C TYPE APPROA*ES GETT+ />T$ 9 !
BUSI;S4
  ,/EP #A4 ,"U/&+ YRF Z ! UPL9E1 & H[ YR
/YLE W NATUR,Y APPROA* COA*+ "S"O 9
GETT+ />T$4
  ,N[ T Y H BE5 SU3ESS;L 9 SPONSOR+ A
NEW ,,IBO1 YR HI< ;,C /YLE W NATUR,Y
WANT "EY"O 6BE 3SCI5TI\S & CORRECTLY 3=M
6! SY/EM4 ,! HI< ;,C TYPE IS CAUTI\S &
CALCULAT+1 & W 2 METICUL\S Z !Y BR+ P
96_! GR\P4 ,Y W H -PREH5SIVE ANSW]S
6PROVIDE ! NEW ,,IBO )! 9=M,N !Y NE$
6/>T BR++ P 96! BUSI;S !MVS4 ,^! HI< ;,C
TYPE /R5G?S C S]VE Y WELL4 ,\ ( 3TROL1
H["E1 ^! SAME /R5G?S C 2COME >1S (
/RU7LE T C H9D] YR SU3ESS4 ,Y W NE$
6"U/& ! IMPORT.E ( ALL[+ =! FEEL+S (
O!RS :ILE APPLY+ ! SY/EM T YR ORGANIZ,N
IS PRES5TLY US+4 ,YR HI< ;,C /YLE W
NATUR,Y WANT 6BE PRECISE & ORD]LY1
EXPLOR+ E POSSI# "Q1 2F 9T5SELY APPLY+ !
PROV5 SY/EM ( YR ORGANIZ,N4 ,YR HI< ;,C
/YLE NE$S 6VALIDATE T ! SY/EM ONLY "WS )
P1 & A3EPT T P W USU,Y 2 LESS ?AN
P]FECT4 ,Y W F9D T X W PAY (F ) BIG
SU3ESS4
  ,/EP #B4 ,"U/&+ ANO!R P]SON Z A NEW
,,IBO & H[ _! /YLE W NATUR,Y APPROA*
GETT+ />T$4
  ,IF YR NEW ,,IBO HAS A HI< ;,C /YLE1
!Y W NATUR,Y WANT -PREH5SIVE EXPLAN,NS &
3SI/5T LOGIC Z !Y LE>N ! SY/EM4 ,!Y W 2
V T1*A# 9ITI,Y1 B DI6ICULT 6SATISFY IF Y
PO9T \ _! ]RORS ONCE !Y H DECID$ T !Y
"U/&4 ,9 YR COA*+1 Y W NE$ 6BE PREP>$
6GIVE !M ! CORRECT ANSW]S T W ALL[ !M
64COV] _! [N MISTAKES1 & (F] !M ! 9=M,N1
ANSW]S1 R1SONS1 & BUSI;S SUPPORT
MAT]IALS T W EMP[] A HI< ;,C TYPE 6GET
RESULTS4 ,S"EAL ,,IBO'S H TOLD U T !Y
GA!R A -PLETE PACKAGE ( MAT]IALS
6VALIDATE ! SPECIFIC ANSW]S 6! "QS (!
HI< ;,C TYPE4 ,? W EMP[] ! 3SCI5TI\S
/YLE4 ,2 A 3SI/5T L1D]1 & !Y W "W H>D
6PRODUCE GRT RESULTS6
  ,/EP #C4 ,ADAPT+ YR /YLE 6H A BETT]
REL,N%IP ) YR NEW ,,IBO4
  ,Z A HI< ;,C /YLE1 Y W C>E;LLY DEVELOP
A PLAN 6BE SU3ESS;L4 ,Y W GET />T$
CAUTI\SLY & CORRECTLY1 & EXPECT YR NEW
,,IBO 6D ! SAME4 ,H["E1 IF YR NEW ,,IBO
HAS A DI6]5T /YLE1 Y MAY 2 RE,Y FRU/RAT$
IF !Y JUMP 9 & ASK "QS AFWS2 TALK A LOT1
B D LL2 OR HESITATE 6D ANY?+ AT ALL6
,S9CE HI< ;,C TYPE WANT L;G-T]M BUSI;S
B5EFITS1 Y W NE$ "S (! O!R /YLES 9 YR
GR\P6 ,TRY 6BE -PAS.NATE & ALL[ =!
MISTAKES1 = Y W F9D T _! /R5G?S 9 O!R
"PS ( BUILD+ YR T1M W MAKE Y M SU3ESS;L
9 BUILD+ A /R;G BUSI;S4 ,"W ) !M AC 6_!
/YLES 6HELP !M GET />T$4 ,COA* !M 0%[+ !
PLAN ) !M & 5C\RAG+ _! EF=TS4 ,YR
EXAMPLE1 AL;G ) DEVELOP+ AN ATTITUDE (
T1M"W W 2 ! />T (A BETT] REL,N%IP ) YR
NEW ,,IBO4
  ,/EP #D4 ,BUILD+ BETT] T1MS BO? UPL9E
& D[NL9E1 ": ,TGR ,"EY"O ,A*IEVES ,M6
  ,Z A HI< ;,C /YLE1 Y W 2 CAUTI\S 6ASK
"S"O 6JO9 YR T1M4 Y MAY AL 2 CRITICAL &
(F5D AN ,,IBO :O HAS A DI6]5T /YLE1 2C
YR /YLE LOOKS = ?+S 6CORRECT Z Y 2G9
TGR4 ,IF Y "U/& T Y W A*IEVE M 0WELCOM+
!M ON YR T1M1 Y W H TAK5 AN IMPORTANT
/EP Z A HI< ;,C /YLE 9 BUILD+ A BETT]
T1M4 ,MAKE X CLE> T Y "U/& ,,Y >E N _!
8CORRECTOR01 B D GIVE !M ASSIGN;TS 6R1D
BOOKS & LI/5 6TAPES1 & 6WRITE D[N _! "QS
OR ID1S4 ,SIMPLY ASK !M 6-MIT 6DO+ ?1 &
!N Y M/ -MIT 64CUSS+ X ) !M4 ,LET !M
TAKE RESPONSIBIL;Y = _! "P ( BUILD+ _!
BUSI;S1 & 2 SURE 6BE "! 6COA* :5"E !Y
ASK4
    ,GETT+ ,P ,ON ,YR ,T1M
  ,:5 Y BR+ A NEW ,,IBO 96YR ORGANIZ,N1
Y >E ASK+ !M 62COME A "P ( YR T1M4 ,A
TRUE T1M IS =M$ :5 TWO OR M P 9T]ACT
FREELY & P]SON,Y 6A3OMPLI% "S?+ TGR4
9T]ACT+ FREELY M1NS T T1M MEMB]S >E
-=TA# ) "O ANO!R4 ,!Y FEEL S SECURE T !Y
D N PROTECT OR FILT] _! 3TRIBU;NS4 ,!Y
9T]ACT P]SON,Y1 "K+ T ! O!R T1M MEMB]S W
N P]SON,Y ATTACK !M1 2C !Y VALUE _!
UNFILT]$ 3TRIBU;NS4 )9 ! FRAME"W ( ?
9T]AC;N1 ! T1M SYN]GY A3OMPLI%ES "S?+
GRT] ?AN ANY "O T1M MEMB] AL"O MI<T D6
  ,H[ DOES "S"O 2COME "P ( YR T1M8 ,X
/>TS Z Y "U/& ANO!R P]SON BETT]4 ,Y W
2G9 6SEE YR DI6];ES 9 A DI6]5T LI<T4 ,9
ESS;E1 ? M1NS EX]CIS+ YR ABIL;Y
6-MUNICATE E6ECTIVELY & ACT 9TELLIG5TLY
0ADAPT+ YR ^WS & AC;NS 6_! /YLE S T Y C
MEET _! NE$S4
  ,! PROCESS ( ADAPT+ IS VITAL 6GETT+ P
ON YR T1M4 ,ONCE "S"O HAS BE5 SPONSOR$ Z
AN ,,IBO1 ? 9DIVIDUAL W 2G9 6BE "P (!
T1M4 ,Y N[ />T ! PROCESS ( ,ADAPT+ YR
,/YLE 6,H ,BETT] ,REL,N%IPS1 6MEET _!
NE$S & VALUE !M Z A NEW MEMB] ( YR T1M4

    ,/YLES ,& ,DI6];ES
  ,NO MATT] H[ NICE !Y >E1 SOON] OR
LAT]1 A ,SPONSOR & AN ,,IBO W 2G9 6SEE
H[ DI6]5T !Y RE,Y >E4 ,"S"TS !Y
APPRECIATE ! V>IETY ( _! EXP]I;E1 $UC,N1
OR A*IEVE;TS4 ,O!R DI6];ES C CR1TE
3FLICTS4 ,^! 3FLICTS USU,Y O3UR 2C (
DI6];ES 9 P]SONAL;Y /YLES4 DI6]5T
P]SONAL;Y /YLES H DI6]5T BASIC
PRIORITIES1 DI6]5T F.D,NS = _!
P]SPECTIVES & *OICES4 ,! F\R BASIC
PRIORITIES >E P[] 7,D71 ,P 7,I71 ,PACE
7,S71 & PROC$URE 7,C74 ,^! BASIC
PRIORITIES W USU,Y SURFACE 9 "O'S
DECI.N-MAK+ /YLE2 -MUNIC,N /YLE2 OR
L1D]%IP /YLE4 ,-P>+ PRIORITIES (! HI< &
L[ TYPES W EASILY REV1L J H[ DI6]5T WE C
BE4

    ,BASIC ,PRIORITIES
  ,A ,HI< ;,D PREF]S 6EX]CISE P[]
6P]SON,Y DECIDE 2C !Y WANT 6SOLVE
PRO#MS2 !Y DECIDE = !MVS & "EY"O ELSE4
  ,A ,L[ ;,D PREF]S 6EX]CISE P[]
6P]SON,Y "PICIPATE 2C !Y WANT 6BE A T1M
PLAY]2 !Y "PICIPATE Z ! GR\P DECIDES4
  ,A ,HI< ,I PREF]S 6BE ) P 6TALK 2C !Y
WANT 6P]SUADE O!RS2 !Y TALK ?+S \4
  ,A ,L[ ,I PREF]S 6BE SEP>AT$ F P 6LI/5
2C !Y WANT 6BE P]SUAD$ AL"O2 !Y ?9K ?+S
"?4
  ,A ,HI< ;,S PREF]S A SL[ PACE & 6KEEP
A R\T9E 2C !Y WANT 6MA9TA9
PREDICTABIL;Y2 !Y WANT A /A#1 UN*ANG+
5VIRON;T4
  ,A ,L[ ;,S PREF]S A FLEXI# PACE
6A3OMMODATE *ANGE1 2C !Y WANT 6BE
SPONTANE\S2 !Y WANT V>IETY4
  ,A ,HI< ;,C PREF]S PROC$URE AC 6FACTS1
2C !Y WANT 6UPHOLD PR9CIPLES2 !Y WANT
DATA1 /RUCTURE & ORD]4
  ,A ,L[ ;,C PREF]S PROC$URE AC 6_!
FEEL+S1 2C !Y WANT SELF-EXPRES.N2 !Y
WANT 6BE FREE-_S$4
  ,IF "O P]SON MAKES A DECI.N AC 6FACTS
& PR9CIPLES1 :ILE ANO!R P]SON MAKES T
SAME DECI.N AC 6_! FEEL+S & SELF-
EXPRES.N1 IS X H>D 6IMAG9E T !Y W FEEL T
!Y >E RADIC,Y DI6]5T8 ,H[ CD ^! TWO P
2G9 6F9D AGREE;T8 ,!Y W 2 M LIKELY 6F9D
3FLICT6 ,WE M/ "U/& T SU3ESS;LLY "W+ "?
? NATURAL 3FLICT IS ! F/ PHASE T L1DS
6R1L T1M"W & -MUNIC,N4 ,? IS DI6ICULT
"W1 B ! RESULTS >E REW>D+4
  ,NO TWO P >E EXACTLY ALIKE2 9 E
REL,N%IP1 P W H DI6];ES4 ,9 ANY 2G9N+
REL,N%IP1 EA* P]SON VALUES "S?+
ATTRACTIVE1 B DI6]5T AB ! O!R1 S !Y >E
WILL+ 6TOL]ATE O!R SMALL DI6];ES4 ,AT "S
PO9T 9 ! REL,N%IP1 "O OR BO? P]SONS F9D
"S DI6];E T IS N S SMALL OR S
ATTRACTIVE4 ,2C ( AN IMPORTANT DI6];E 9
_! BASIC PRIORITIES1 "O OR BO? ( !M >E N
WILL+ 6TOL]ATE ! O!R P]SON ANY L;G]4 ,:5
!Y *OOSE N 6TOL]ATE1 ! ONLY O!R *OICE IS
6ELIM9ATE ! DI6];E 0ELIM9AT+ ! P]SON6
,^! PHASES 9 A REL,N%IP >E %[N 9 ? *>T3
      ,7,! *>T 7GRAPHIC N %[7 IS %[+ T
    IF Y "U/& ,,DISC1 Y'RE M LIKELY
    6TOL]ATE 7N ELIM9ATE7 DI6];ES4
    ,TOL],N L1DS 6APPRECI,N &
    CELEBR,N47'
  ,PHASE #A3 ,TOL]ATE4 ,\R 9ITIAL1
NATURAL RESPONSE IS 6TOL]ATE P]SON'S
DI6];ES4 ,WE C PUT UP )1 OV]LOOK1 OR
IGNORE ^? DI6];ES1 HOP+ T ! O!R P]SON W
GET SM>T]1 OR LE>N F \R EXAMPLE1 OR
FIGURE ?+S \4 ,WE D ? =A :ILE1 EV5 )\T
"U/&+ ,,DISC4
  ,PHASE #B3 ,ELIM9ATE3 ,\R SECOND
NATURAL RESPONSE IS 6TRY MAKE ! O!R
P]SON ACT M L U4 ,9 O!R ^WS1 WE TRY
6PRESSURE ! O!R P]SON 962COM+ M L U1 :
WE >E SURE1 WD MAKE !M M* HAPPI]4 ,BAS$
ON \R /YLE1 WE TRY 6PRESSURE !M
6ELIM9ATE _! DI6];ES 9 ! FOLL[+ WAYS3

,A ,HI< ;,D DEM&S HIS/H] [N WAY--DOM9AT+
  ! O!R P]SON "? ! =CE;L P[] (! ;,DS W4
,A ,HI< ,I EMO;N,Y ATTACKS ! O!R P]SON--
  EMB>RASS+ ! O!R P]SON 9 FRONT ( P4
,A ,HI< ;,S SUPPORTS _! [N PACE2 IGNOR+1
  SL[LY PACIFY+ OR PLACAT+ ! P]SON1 HOP+
  ! PRO#M W G AWAY4
,A ,HI< ;,C AVOIDS A 3FRONT,N :5"E
  POSSI#--DEMON/RAT+ "? FACTS & UPHOLD+
  PR9CIPLES T ! ,CS PROC$URE IS SUP]IOR4
                               U,N4 ,AT
  ,^! PHASES O3UR N ONLY 9 BUSI;S
REL,N%IPS B AL 9 P]SONAL REL,N%IPS4 ,?9K
J =A MO;T ( M>RI$ C\PLES :O H FALL5 9
LOVE1 GOTT5 M>RI$1 & >E HAPPY 6TOL]ATE
EA* O!R'S DI6];ES AT F/4 ,AF "S P]IOD (
"T1 ^! HAPPY C\PLES />T$ 6ATTACK EA*
O!R1 TRY+ 6ELIM9ATE ! DI6];ES 9 ! O!R
P]SON4 (T5 ? 5DS 9 DIVORCE :5 !Y SIMPLY
*OOSE 6ELIM9ATE ! REL,N%IP4 ,BUSI;S
REL,N%IPS >E (T5 M EASILY ELIM9AT$4 ,H[
C WE SURVIVE ? ELIM9,N PHASE8 ,WE C
4COV] T \R UNIQUE P]SONAL;Y DI6];ES >E J
:AT MAKE U A GRT ,,T1M6
  ,PHASE #C3 ,APPRECIATE4 ,"U/&+ !
,,DISC ,MODEL ( ,HUMAN ,2HAVIOR1 WE C
RAISE \R ,PQ4 ,? EMP[]S U 6SEE \R
DI6];ES N Z "R OR WR;G1 GD OR BAD1 B
SIMPLY DI6]5T6 ,ACTU,Y1 ! O!R P]SON RE,Y
DOES SEE :AT Y SEE4 ,!Y SIMPLY SEE X F A
DI6]5T P]SPECTIVE1 AC 6_! DI6]5T
PRIOR;Y4 ,REMEMB] ! PRIOR;Y = EA* TYPE3
;,D--P[]2 ,I--,P2 ;,S--,PACE2 ;,C--
PROC$URE4 ,WE LE>N T EA* TYPE BR+S A
VALUA# P]SPECTIVE 6ANY GIV5 SITU,N4 ,AT
T PO9T1 WE C 2G9 6"U/& H[ 6APPRECIATE ^?
DI6];ES4
  ,PHASE #D3 ,CELEBRATE4 ,Z WE
APPRECIATE DI6];ES 9 O!RS1 WE C LE>N
6VALUE EA* O!R & CELEBRATE \R DI6];ES4
,? IS :5 ! R1L PAY(F 2G9S6 ,WE 2COME A
R1L T1M :5 WE ACTU,Y VALUE EA* T1M MEMB]
& 5JOY CELEBRAT+ \R DI6];ES R ?AN TRY+
6MAKE "EY"O J ! SAME4

    ,/YLES ,& ,3FLICT
  ,? NEXT *>T D1LS )! WAY WE T5D
6RESPOND 63FLICT4 ,3FLICT IS CAUS$ 0!
WAY WE *OOSE 6A4RESS ISSUES 2C ( NATURAL
P]SONAL;Y DI6];ES4 ,:5 WE >E UNA# OR
UNWILL+ 6R1* AGREE;T OR "U/& ! *OICES (
O!RS1 WE F9D ,\RVS 9 3FLICT4 ,\R F/
RESPONSE 63FLICT IS AVOID.E4 ,WE *OOSE
6AVOID T P]SON & 6/AY ) ^? :O ?9K Z WE
D4 ,:5 ? 2COMES IMPRACTICAL1 \R NEXT
RESPONSE 63FLICT IS 6ATTACK1 HURT+ ! O!R
P]SON1 "S"TS EV5 DE/ROY+ ! REL,N%IP4
,"U/&+ ,,DISC HELPS U 6"U/& \R DI6];ES S
T WE C "U/& ! CAUSE (! 3FLICT4 ,? ALL[S
U 6F9D -MON GR.D & 5A#S U 6RESOLVE !
3FLICT4 ,WE C !N GR[ 9 ! REL,N%IP1
ADJU/+ \RVS 6! DI6];ES T CR1T$ ! 3FLICT
9 ! F/ PLACE4 ,AT T PO9T1 WE C A3EPT !
P]SON :5 WE TRULY SEE ! VALUA# 3TRIBU;NS
MADE 2C ( _! DI6];ES4
      ,7,! *>T PICTORI,Y %[ T IF WE "U/&
    ,,DISC1 WE'RE LESS LIKELY TO AVOID1
    OR ATTACK1 3FLICT B1 R1 WE'RE M
    LIKELY 6ADJU/ & VALUE X =! OP;NS X
    MAY PRODUCE47'
  ,PHASE #A3 ,AVOID4 ,\R NATURAL
RESPONSE IS 6AVOID ! 3FLICT 02+ >.D &
TALK+ 6^? 9DIVIDUALS :O AGREE ) U4
,9EVITABLY WE M/ FACE ! 3FLICT4
  ,PHASE #B3 ,ATTACK4 ,Z WE FACE !
3FLICT1 \R NEXT RESPONSE IS 6ATTACK !
O!R P]SON4 ,? W HURT & EV5TU,Y MAY
DE/ROY ! REL,N%IP4

,A HI< ;,D W ATTACK ! ISSUE ) P[]1
  DECID+ !Y M/ H "EY?+ _! WAY & DEM&+ X
  N[6 ,!Y FEEL T !Y H LO/ ! 3TROL !Y
  NE$4
,A HI< ,I W EMO;N,Y ATTACK ! ISSUE1 &
  TRY 6TALK UNTIL !Y P]SUADE ! O!R P]SON
  96_! PO9T ( VIEW4 ,!Y FEEL T !Y H LO/
  ! APPROVAL !Y NE$4
,A HI< ;,S W ATTACK ! ISSUE 0/U2ORNLY
  SL[+ ! PACE & SIL5TLY KEEP+ _! R\T9E &
  DO+ X _! [N WAY4 ,!Y FEEL T !Y H LO/ !
  /ABIL;Y !Y NE$4
,A HI< ;,C W ATTACK ! ISSUE 0DEM&+
  ANSW]S1 6RECONCILE 3FLICT+ FACTS T
  4TURB !M4 ,9 ? WAY1 !Y C RE/ORE !
  PROC$URE T W UPHOLD PR9CIPLES4 ,!Y
  FEEL T !Y H LO/ ! CORRECT;S !Y NE$4

  ,:5 DI6]5T /YLES ATTACK L ?1 !
REL,N%IP IS (T5 HURT & C EV5TU,Y 2
DE/ROY$4 ,"U/&+ ,,DISC C PRES]VE !
REL,N%IP 0HELP+ U 6"U/& \RVS & O!RS S T
WE C RAISE \R ,PQ & MOVE 96! NEXT PHASE1
LE>N+ 6ADJU/4
  ,PHASE #C3 ,ADJU/4 ,0"U/&+ ! ,,DISC
,MODEL ( ,HUMAN ,2HAVIOR1 WE >E A#
6ADJU/ \R /YLE4 ,WE C LE>N 6BETT] "U/&
\RVS1 "U/& ! O!R P]SON1 !N ADAPT \R /YLE
6MEET _! NE$S4 ,? EMP[]S U 6IMPROVE \R
REL,N%IP 9/1D ( DE/ROY+ X4
  ,PHASE #D3 ,A3EPT4 ,? IS ! PHASE ": WE
A3EPT ! RESOLU;N 6! 3FLICT1 & A3EPT !
O!R P]SON REG>D.S (! 3FLICT4 ,WE 2G9
6VALUE ! 3TRIBU;NS (! O!R 9DIVIDUAL "?
_! UNIQUE /YLE4 ,? IS :5 ,TGR ,"EY"O
,A*IEVES ,M6
  ,! POSITIVE & NEGATIVE RESULTS (
RECOGNIZ+ DI6];ES & "W+ "? 3FLICTS C 2
CLE>LY SE5 9 ? REC5T EXAMPLE4 ,WE 7 DO+
"S T1MBUILD+ =A -PANY4 ,"O ( _! MANAG]S
_H 6D1L ) DI6];ES & RESOLVE 3FLICTS )
TWO EMPLOYEES4 ,! EMPLOYEES H&L$ _!
ISSUES DI6]5TLY1 &! RESULTS 7 V DI6]5T4
,? /UDY %[S A 3TRA/ 9 ,PQ & T1MBUILD+4
  ,A MANAG]1 :OM WE W CALL ,DREW1 0 "W+
) TWO V DI6]5T EMPLOYEES4 ,DREW HAS A
,D/,S /YLE BL5D )A MIDL9E ,I4 ,2C ,DREW
HAS A HI< ;,D1 HE "W$ = RESULTS1 B 8
SECOND>Y HI< ;,S M1NT HE 0 AL V
SUPPORTIVE (! EMPLOYEES :O REPORT$ 6HM4
,$DIE REPORT$ 6,DREW4 ,$DIE HAS A HI< ,I
/YLE )A L[ ,C4 ,$DIE'S HI< ,I CAUS$ HM
6TALK A LOT1 WANT+ 6BE ! C5T] ( ATT5;N &
6P]SUADE "EY"O 6HIS PO9T ( VIEW4 ,HE
PREF]R$ A PROC$URE BAS$ ON 8 FEEL+S
AL"O4 ,2C HE HAS A L[ ;,C1 & DIDN'T L
ANY RE/RIC;NS1 /RUCTURE1 D1DL9ES1 OR
B.D>IES PLAC$ ON HM4 ,! BL5D ( ^! TYPES
MADE ,$DIE EXPECT 6EXPRESS 8 PO9T ( VIEW
"? TOTAL CR1TIVE FREEDOM 9 8 "W4
  ,JOHN AL REPORT$ 6,DREW4 ,JOHN HAS A
HI< ;,C/;,D /YLE BL5D4 ,JOHN'S HI< ;,C
/YLE WANT$ /RUCTURE & ORD]4 ,2C HE AL
HAS A HI< ;,D1 ,JOHN WD DRIVE H>D1
6UPHOLD PR9CIPLES & D1L ) FACTS =
CORRECT PROC$URES4 ,? BL5D MADE X
DI6ICULT = ,JOHN 6"W ) ,P4 ,8 NATURAL
APPROA* 6P 0 CRITICAL1 JUDG;TAL &
DEF5SIVE4
  ,Z ,DREW 2GAN 6MANAGE ,$DIE1 !Y F/
TRI$ 6TOL]ATE _! DI6];ES4 ,$DIE TALK$ A
LOT 6,DREW & ,DREW LI/5$4 ,DREW WD !N
DIRECTLY TELL ,$DIE H[ 6H&LE ! "W1 2C
,DREW "U/OOD T ,$DIE NE$$ HELP 9 /AY+ ON
TASK4 ,AL? ,$DIE WANT$ 6D ?+S 8 [N WAY1
6AVOID A 3FLICT ) ,DREW1 HE MO/LY DID
:AT ,DREW TOLD HM 6D4 ,H["E1 ,$DIE DID X
ONLY :5 HE FELT L HE 0 9 ! MOOD 6D X4
  ,WE 9TRODUC$ ,,DISC 6_! T1M4 ,:5 AN
IMPORTANT PROJECT 0 ASSIGN$ 6_! T1M1 &
,DREW TRI$ 6BE SUPPORTIVE & GIVE ,$DIE
"S CR1TIVE FREEDOM 9 H[ 6"W ON !
PROJECT4 ,$DIE 9/1D EXPECT$ 6H TOTAL
CR1TIVE FREEDOM1 & HE 2GAN 6TRY
6ELIM9ATE ? DI6];E ) ,DREW4 ,HE TOLD
,DREW T ,DREW 0 WR;G & TRI$ 6P]SUADE
,DREW T HE M/ 2 A# 6ACT ON 8 IMPULSES &
EXPRESS HMF 9 ! PROJECT4 ,DREW LI/5$
UNTIL HE FELT T ! PROJECT 0 GO+ 9 ! WR;G
DIREC;N4 ,! 3FLICT OV] ! DIREC;N T !
PROJECT WD TAKE 0 IMPORTANT1 &! ATTACK
/>T$4
  ,$DIE EMO;N,Y ATTACK$ ,DREW1 YELL+ AT
HM & F9D+ E POSSI# WAY 6V]B,Y HURT
,DREW4 ,DREW RESPOND$ 0DEM&+ T ,$DIE
SUPPORT :AT HE _H TOLD HM 6D4 ,DREW 0
DET]M9$ 6F9I% ! PROJECT1 S HE DECID$
SPECIFIC,Y :AT ,$DIE M/ D 6F9I% X4 ,$DIE
WALK$ \ & DEFIANTLY REFUS$ 6D ANY?+
,DREW DEM&$4 ,$DIE WD N ADJU/1 S ,DREW
KNEW T HE WD H 6F9I% ! PROJECT ANO!R
WAY4 ,2C ,$DIE REFUS$ 64COV] ! VALUE ( 8
MANAG]1 HE ELIM9AT$ _! REL,N%IP4
  ,JOHN HAS A V DI6]5T P]SONAL;Y /YLE F
,$DIE1 S NATUR,Y ,DREW _H A V DI6]5T
REL,N%IP ) ,JOHN4 ,BO? ,DREW & ,JOHN 7
PREDOM9ANTLY TASK-ORI5T$1 B ,DREW
EXPECT$ QK RESULTS & ,JOHN EXPECT$
CORRECT RESULTS4 ,!Y CD TOL]ATE ^!
DI6];ES1 EXCEPT 9 ! "P ( ,JOHN'S JOB T
9VOLV$ D1L+ ) _! CU/OM]S4 ,JOHN NATUR,Y
PREF]R$ /RICT PROC$URES & WANT$ "EY"O
6FOLL[ ! RULES4 ,HE CD 2 CRITICAL & COLD
) CU/OM]S :O CAME 6HM FEEL+ T !Y NE$$ HM
6D "S?+ SPECIAL = !M4 ,DREW J WANT$ QK
RESULTS1 S HE TRI$ 6ELIM9ATE ,JOHN'S
PROC$URE IF X WD BETT] S]VICE ! CU/OM]4
,? DROVE ,JOHN CRAZY6
  ,!Y CAME 6U 6HELP !M 4COV] H[ !Y CD
RESOLVE ? 3FLICT4 ,WE HELP$ ,DREW &
,JOHN R1LIZE T !Y BO? CD APPRECIATE !
FACT T ! O!R P]SON RE,Y DID WANT
6SATISFY _! CU/OM]S4 ,DREW 4COV]$ T HE
(T5 DECID$ T DO+ "S?+ SPECIAL =A CU/OM]
WD SUPPORT ! CU/OM]1 KEEP 8 LOYALTY &
QKLY SOLVE ! PRO#M4 ,JOHN 4COV]$ T HE
?"\ ! CU/OM] %D "U/& ! -PANY PROC$URE &
2 SATISFI$ 0FOLL[+ X4
  ,DREW & ,JOHN TALK$ AB H[ _! AC;NS _H
A6ECT$ EA* O!R &! CU/OM]4 ,DREW DECID$ T
HE NE$$ 6BETT] MANAGE ,JOHN 9 8 D1L+S )
P4 ,JOHN ASK$ =A PROC$URE 6FOLL[ S T HE
CD LE>N 6SATISFY ! CU/OM]'S NE$S4 ,DREW
A3EPT$ T ,JOHN RE,Y /RU7L$ ) "U/&+ !
FEEL+S (! CU/OM]4 ,:AT ,JOHN NE$$ 0 A
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! CU/OM]4
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O!R P]SON ": !Y /RU7L$4 ,BUILD+ A T1M IS
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    ,P]SONAL;Y ,/YLES ,& ,$UC,N
  ,T1*+ /YLES & LE>N+ /YLES V>Y 2C
DI6]5T P]SONAL;Y TYPES H DI6]5T WAYS (
ORGANIZ+1 PRES5T+1 PROCESS+1 & /OR+
9=M,N4 ,Y W NE$ 6"W ) EA* P]SON 9 ! WAY
T IS MO/ E6ECTIVE = !M4 ,"S P W LOVE !
$UC,NAL & MOTIV,NAL TAPES4 ,O!RS MAY
PREF] BOOKS4 ,"S W LE>N BE/ AT MEET+S ":
!Y H ! OPPORTUN;Y 6ASSOCIATE ) _! UPL9E
L1D]S4 ,A FEW MAY ?9K $UC,N IS A WA/E (
"T & W H 6BE %[N OV] "T ! IMPORTANT
B5EFITS !Y C RCV F $UC,NAL MAT]IALS4
  ,EA* ( Y HAS AN ORGANIZ,N )A HI<LY-
TUN$ SY/EM T IS A SU3ESS;L4 ,^? :O PLUG
9 W F9D ! P[]6 ,"O ,DIAMOND USES ?
ANALOGY 6EXPLA9 :AT ! SUPPORT SY/EM
DOES3
  ,AN OLD FI%]MAN SURVIV$ #AD %IPWRECKS
& 0 ASK$ IF HE 0 GD SWIMM]4 ,HE SD1
8,NO4 ,! SWIMM]S ?9K !Y C MAKE X ON _!
[N4 ,!Y RELY ON !MVS1 & !Y WE> \ & DR[N4
,I J LOOK = "S?+ BI7] ?AN MYF & HANG ON
UNTIL "SBODY -ES & RESCUES ME40
  ,= ,P :O >E WILL+ & R1DY 6BE $UCAT$1 !
,SUPPORT SY/EM S]VES T FUNC;N4 ,X
MAXIMIZES ! >1S ( /R5G? :ILE X LIMITS !
IMPACT (! /RU7LES4 ,Y C LE>N F !
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,9 YR [N EXP]I;E1 Y MAY H SE5 T EA* /YLE
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    ,$UCAT+ ,! ,HI< ;,D ,TYPE
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) _! EYES ON IMM RESULTS4
  ,!Y WANT 6MAKE _! [N *OICES4 ,!Y DID N
GET 96! BUSI;S 6H A BOSS OR A MANAG]4
,!Y RESPOND BETT] 6*ALL5GES ?AN 6ORD]S4
,= EXAMPLE1 Y C EXPECT BETT] SU3ESS
0ASK+ !M 8,H[ _M ( ^! TAPES C Y LI/5 6?
WEEK80 R ?AN TELL+ !M1 8Y NE$ 6LI/5 6^!
TAPES ? WEEK40
  ,!Y PLAN /RATEGIC,Y & C *ANGE PLANS
EASILY IF X S]VES !M 6D X4 ,!Y W REMEMB]
ONLY ! MO/ IMPORTANT FACTORS1 N ALL !
DETAILS4 ,UN.S !Y WRITE X D[N & TELL Y T
!Y W 3TACT Y ) ANY *ANGE ( PLANS1 D N
EXPECT !M NATUR,Y & EASILY 6KEEP
-MIT;TS4 ,ASK !M 6REP1T BACK 6Y = YR
"U/&+ :AT Y TGR H DECID$ 6D4
  ,:5"E POSSI#1 !Y DELEGATE DETAILS4
,5C\RAGE !M AT L1/ 6"U/& DETAILS = !MVS1
S !Y C KEEP 3TROL ( SITU,NS T MAY >ISE4
,PAP]"W IS A NEC EVIL 6! HI< ,D4 ,!Y NE$
A /RAI<T=W>D1 QK PROCESS 6-PLETE ? TASK
SU3ESS;LLY4
    ,$UCAT+ ,! ,HI< ;,I ,TYPE
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POPUL> & 6REACT R ?AN RESPOND4 ,2C !Y >E
IMPRES.NA#1 !Y L ! 8NEW & IMPROV$0 & T5D
6TAKE ?+S AT FACE VALUE4 ,X IS IMPORTANT
= !M 6LOOK GD 9 FRONT ( O!RS4
  ,!Y PREF] 69FLU;E P "? _! *>M & HUMOR1
R ?AN 0FOLL[+ AN E/ABLI%$ PATT]N =
SU3ESS4 ,!Y NE$ 6"K T Y RESPECT !M & _!
ABILITIES4 ,IF !Y FEEL T Y D N TAKE !M
S]I\SLY1 !Y W DRIFT AWAY4 ,!Y SP1K
GLIBLY :5 "U PRESSURE1 TRY+ 6USE HUMOR
6SMOO? OV] ANY DI6ICULTY4 ,!Y >E USU,Y V
TALKATIVE1 & !Y WD PREF] 6KEEP A FR R
?AN MAKE A SALE4 ,= ? R1SON1 !Y W B5EFIT
F RCVG 9/RUC;N ON PO/URE1 ! NE$$ 9GR$I5T
T W HELP !M KEEP ! FR & MAKE ! SALE6
,PO/URE IS LE>N+ H[ M* 6SAY1 Z WELL Z
:AT N 6SAY4 ,5C\RAGE ! HI< ,I 6BE M
FOCUS$4
  ,ASSOCI,N ) L1D]S IS IMPORTANT 6!M 2C
!Y L 6BE A# 6DROP "NS & TELL EXCIT+
/ORIES4 ,!Y T5D 6BE SELF-PROMOT+1 & !Y
NE$ HELP 9 DEMON/RAT+ PATI;E ) O!RS :O D
N B5D R1DILY 6_! 9FLU;E4
  ,!Y T5D 6RELATE ANY TOPIC ( 3V]S,N
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ABSORB$4 ,!Y >E FUN LOV+ & EXPRESSIVE1 S
!Y T5D 6H A WIDE V>IETY ( FRS & !Y MAKE
FRS EASILY4 ,!Y (T5 SP1K 2F !Y H ?"\ "?
AN APPROPRIATE RESPONSE4 ,LI/5 Z !Y ?9K
\ L\D1 & !Y W TELL Y :AT !Y "U/&4

    ,$UCAT+ ,! ,HI< ;,S ,/YLE
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! TRI$ & PROV5 = PREDICTA# RESULTS4 ,!Y
>E HESITANT />T]S1 B ONCE !Y />T1 !Y C
FOLL[-"? "? 6F9I% WELL4
  ,C>+ & -PAS.N >E IMPORTANT 6!M & !Y
(T5 SP1K UP = UNREPRES5T$ P4 ,!Y WANT
63SID] ! FEEL+S ( O!RS 9 ANY DECI.N4 ,!Y
T5D 6TAKE EXCUSES A BIT TOO EASILY &
WORRY AB 2+ TOO PU%Y ) P 9 _! GR\P4 ,!Y
(T5 W D ?+S !MVS R ?AN IMPOS+ ON "S"O
ELSE 6D !M4
  ,!Y PREF] 6BE D$ICAT$ FOLL[]S & D N
SEEK \ L1D]%IP ROLES4 ,H["E1 !Y C MAKE
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ASK ANY"O ELSE 6D :AT !Y WD N D !MVS4
,!Y PLACE HI< VALUE ON APPRECI,N &
GRATITUDE4
  ,D N EXPECT !M 6SP1K UP IF !Y >E (F5D$
2C !Y >E N -=TA# 9 3FRONT,NS4 ,GIVE !M
"T 6ADJU/ 6*ANGES4 ,!Y H A DI6ICULT "T
SAY+ NO 6ANY REQUE/S4 ,5C\RAGE !M 62COME
M ASS]TIVE & LESS T5TATIVE1 & SUPPORT _!
CORRECT DECI.NS4

    ,$UCAT+ ,! ,HI< ;,C ,/YLE
  ,HI< ;,C /YLES T5D 6BE R,NAL
RESPOND]S1 R ?AN EMO;NAL REACTORS4 ,!Y
LOVE 6UPHOLD PR9CIPLES & !Y RESPOND WELL
6A LOGICAL1 FACT-BAS$ APPROA*4
  ,(T5 !Y PUT CORRECT;S AH1D ( O!R
VALUES1 & !Y EVALUATE "* & RELIABIL;Y 0!
3SI/5CY ( EA* P]SON'S AC;NS4 ,2C !Y 4C.T
FEEL+S 9 ANY SITU,N1 X IS EASY = !M 6-E
ACR Z CRITICAL & CYNICAL4
  ,!Y T5D 6DWELL ON DETAILS & WANT 6SEE
! :OLE PICTURE 2F MOV+ AH1D4 ,!Y TAKE
PAP]"W V S]I\SLY & L ?+S 6BE WELL
ORGANIZ$4 ,!Y L R,NAL1 OBJECTIVE
PRES5T,NS ( DATA & D N WANT 6BE CAU<T 9
AN ]ROR4
  ,!Y T5D 6SEE ?+S 9 BLACK & :ITE T]MS (
8EI/OR0 & TRUE/FALSE4 ,!Y PREF] A SL[]
PACE T ALL[S !M 6CATEGORIZE 9=M,N & !Y
2COME SKEPTICAL :5 RU%$ "? ? PROCESS4
  ,SECUR;Y IS VITAL 6!M & !Y T5D 6CUT (F
P :OM !Y SEE Z FRIVOL\S1 9S9C]E1 OR
?R1T5+4 ,!Y 4MISS :AT"E !Y SEE Z FANCI;L
OR EXA7]AT$4
  ,!Y D N RESPOND WELL 6EMO;NAL APP1LS1
: !Y VIEW Z MANIPUL,N4 ,5C\RAGE !M 62G9
6RECOGNIZE _! FEEL+S &! FEEL+S ( O!RS 9
ORD] 6RELATE 6O!R P M E6ECTIVELY4

    ,N"E ,TOO ,LATE
  ,IF Y H BE5 AN ,,IBO = A:ILE & ?9K X
IS TOO LATE = 8,GETT+ ,/>T$ ) ,/YLE10 WE
>E PL1S$ 6TELL Y T X IS N"E TOO LATE6 ,J
Z Y C PICK UP ? BOOK & />T "U/&+ YRF1 Y
C PICK UP YR DR1M & />T "W+ 6A*IEVE X4
,? "T >.D1 YR HI<] ,PQ IS AN A4$
ADVANTAGE6
  ,IF Y >E COA*+ "S"O :O FEELS L A
FOOTBALL PLAY] :O HAS MISS$ ! F/ HALF &
IS -+ 96! GAME LATE1 ? LL /ORY MAY HELP
!M 6BE 5C\RAG$3
  ,! ANNUAL FOOTBALL GAME 2GAN 2T ! ,BIG
,ANIMALS &! ,LL ,ANIMALS4 ,! ,BIG
,ANIMALS ALW EXPECT$ 6W9 2C !Y ALW _H S*
A PHYSICAL ADVANTAGE4 ,DUR+ ! F/ HALF1
!Y RAN UP & D[N ! FIELD AT W4 ,!N1 !
SECOND HALF 2GAN4 ,? "T1 !Y 7 UNA#
6ADV.E ! BALL4 ,NO MATT] : ,BIG ,ANIMAL
GOT ! BALL1 X TRIPP$ & FELL1 "R AT ! L9E
( SCRIMMAGE4 ,F9,Y1 ! ,BIG ,ANIMALS
LOOK$ D[N & SAW A LL C5TIP$E1 WE>+ A T9Y
HELMET )! T1M COLORS (! ,LL ,ANIMALS4 ,!
QU>T]BACK =! ,BIG ,ANIMALS ASK$1 8,>E Y
MAK+ ALL ^? TACKLES8 ,H[ -E WE N"E RAN
96Y 9 ! F/ HALF80 ,&! LL C5TIP$E REPLI$1
8,I 0 TY+ MY %OES60
  ,Y C & W MAKE A DI6];E ONCE Y GET 9 !
GAME1 TOO6
  ,IF Y FEEL L Y H BE5 9 ! GAME ALL
AL;G1 B Y FEEL Y H N YET SCOR$1 KEEP
PLAY+4 ,REMEMB] ^! ^WS F N9ETE5? C5TURY
WRIT]1 ,ELB]T ,HU2>D3
  ,! L9E 2T FAILURE & SU3ESS IS S F9E T
WE SC>CELY "K :5 WE PASS X2 S F9E T WE
>E (T5 ON ! L9E & D N "K X4
  ,WE M/ LE>N 6SAY ) ,ZIG ,ZIGL>3
  ,I AM N GO+ 6GIVE UP1 BACK UP1 LET UP1
EASE UP OR %UT UP UNTIL ,I AM TAK5 UP6

    ,*APT] ,F\RTE5 ,P]SONAL ,AC;N ,PLAN
  ,"Q #A3 ,IF Y H REC5TLY SPONSOR$ A NEW
,,IBO1 LI/ ?REE IMPORTANT PO9TS F ?
*APT] T Y C REMEMB] 6RAISE YR ,PQ &
-MUNICATE ) T P]SON M E6ECTIVELY Z !Y
GET />T$ 9 ! BUSI;S4
  ,"Q #B3 ,IF Y >E / WAIT+ 6SPONSOR A
NEW ,,IBO1 LI/ ?REE IMPORTANT PO9TS AB
YR P]SONAL;Y /YLE T W HELP Y GET A BETT]
/>T 9 ! BUSI;S4
  ,"Q #C3 ,F ! ,/YLES & ,DI6];ES SEC;N 9
? *APT]1 DESCRIBE1 9 YR [N ^WS1 YR BASIC
PRIOR;Y & H[ ? ISSUE IS MO/ IMPORTANT
6Y4


