The Four Behavioral Styles Expressed By Trainees: Knowing What Behavior to Expect

TeamOJT Tip of the Month for May, 2004

No matter what kind of trainer you are, whether you teach in a classroom, facilitate e-learning activities, or train your fellow employees one-on-one, you need to be prepared to handle whatever problems might arise. To do this effectively, you need to be prepared, and that means knowing what to expect.

During training situations, trainees fall into one of four behavioral styles: the facilitator, the promoter, the investigator, and the director. I imagine you are already starting to conjure up images of trainees you know who might fit one of these styles. The first two styles - the facilitator and the promoter - will be discussed in the May Tip of the Month. The latter two - the investigator and director will follow in the June Tip of the Month.

Before launching into a description the first two styles, I need to say a few words about learning styles, and differentiate between learning styles and behavioral styles. Every individual forms a behavioral (or personality) style) by the age or 2 or 3 year, maybe even earlier. Once formed, it does not change except under catastrophic circumstances or extensive psychotherapy. Once behavioral styles are formed, the learning styles then follow and are always consistent with the behavioral style. Thus learning and behavioral styles can be used synonymously. For trainers, the behavioral style is of more help in the training situation itself. Knowing how to deal with individuals from the standpoint of their behavior is a must.

Style I - the Facilitator

Facilitators have two mottos:

"It's sweet to do nothing."
"If I do what they expect, they'll want more."

Facilitators have three basic beliefs:

"I must be surrounded by pleasantness."
"I must seed comfort."
"I must avoid stress at any cost."

Behavior you might expect:

Facilitators might try to manipulate, charm, exploit, procrastinate and flatter you in order to get what they want (comfort) and avoid stress.
In a training situation, facilitators might need to be given homework in order to get them to "do". They might claim to be bored, which means they want you to entertain them. They may try to extend the length of the training session and get you to do the task for them again instead of doing it themselves.

Style II - the Promoter

Promoters have two mottos:

"What you want is what you get."
"Eat, drink, and be merry for tomorrow we die."

Promoters have three basic beliefs:

"I must be liked by everyone."
"The only way to achieve status is through being approved."
"I must indulge, please and gratify you to avoid rejection and displeasing you."

Behavior you might expect:

Promoters might be impatient, disorganized, undisciplined and will watch carefully to determine what you want - and then do it - in order to please you and avoid rejection or disapproval.
In a training situation, promoters might underrate the value of their work and their own abilities. If left alone, they may stay at a level of work beneath their abilities. In order to please you, they might compromise the organizations interests as well as their own personal goals. They will do whatever you say, but may resent it later. You may get frustrated at their demands for approval. They are very sensitive to any criticism.

The next two styles of trainees (investigator and director) are discussed in the June, 2004 Tip of the Month.

Human Performance Applications
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E-mail: diane@teamojt.com