Supporting Role
Your supporting role is the complement to your leading role and plays
a major part in your responses to stress and pressure.
For example, if your supporting role is Togetherness, you will tend to
seek cooperation, sympathy, and help when under pressure. If your sup-
porting role is Enterpriser, however, you will tend to become the rugged in-
dividualist under pressure.
The supporting role Analyzer will grow cautious and methodical, while
the supporting role of Motivator will raise your energy level and attempt to
coach and persuade others.
Villain Role
This personality style causes the most stress and tension in your life. Because
the level of this role is so low in your personality makeup, communicating
with and working with a person of your villain role is an unnatural process
for you.
Similarly, just as the individual you are working with fulfills your villain
role, you may also be their villain role. This helps to explain why commu-
nication and understanding can be such a strained process for two people
with opposing villain roles.
For example, if your villain role is Togetherness, you will become eas-
ily agitated with people who seek unnecessary approval and respond with
oversensitivity. If, on the other hand, your villain role is Enterpriser, you
will struggle with people who take charge and speak bluntly.
If your villain role is Analyzer, you will be easily annoyed by people who
are very cautious, slow down processes, and overthink every matter that
comes their way. Finally, if your villain role is Motivator, you will grow tense
around people who are talkative, effervescent, and impulsive.
PREDICTABILITY—SIGNIFICANCE
OF YOUR NUMBERSThe predictability of your personality or another individual’s personal-
ity hinges on the level of the numbers on the TEAM Dynamics grid. In our
sample in Figure 2.5, although both participants mapped out as high E,
there would be significant disparities in the predictability of their behavior.
18 SELLING WITH EMOTIONAL INTELLIGENCE