Dr. William M. Marston was an expert in the area of human behavior.  Marston devised a four-dimensional theory that attempts to identify an individual's behavioral style and predict the environments in which that individual will function best.

Over the years, I have taken several tests based on Marston's theory.  (See footnotes below for details.)  The results are quite consistent and I feel they are representative.  I offer the information below as an additional insight into how we might ensure success in a prospective business relationship. 

Natural Behavior Style

• is by nature a convincer and a motivator of others who likes to feel part of a team
• unifying leader who is excellent at working with and through people
• is usually an excellent motivator and manager who can communicate well and has the ability to do well when he sets his mind to it
• has the expertise to win the respect and confidence of various types of individuals
• though dislikes routine, can apply himself well to detail
• endeavors to do business in a friendly way, while pushing forward to win an objective and sell a point of view
• inherently outgoing person who has a genuine interest in others
• cordial, good natured, pleasant, shares ideas, comfortable mixer, conversationalist, socially-inclined
• fast-paced, action oriented, impatient, doer, driver, likes and seeks change
• is an efficient people coordinator who is prepared to delegate
• displays composure and confidence in most situations
• generally follows the rules and will usually work within the guidelines of the company
• has an inborn need to be liked and to avoid, where possible, raw conflict
• is restless for success and prefers a managerial/leadership role to that of directing

Most Natural Career Functions

• should require tangible accomplishment geared to motivating people to act on a voluntary basis rather than through authoritative command
• could be expected to initiate contacts with varied types of people
• tasks could include detailed analysis of data, but not on a routine basis
• tasks should be relatively free of record-keeping and heavy administration
• travel could be involved on a regular basis an there should be ample freedom to act independently in a variety of changing situations
• ideally, the task should include some specific knowledge or expertise which would enhance authority

Response to Pressure

• in pressure situations emphasizes dominance characteristic.  This will likely result in a more direct and perhaps forceful style.
• will have a high regard for authority and will improve performance in pressure situations
• will be more optimistic, energetic and aggressive when under pressure

Values to Organization

• meeting people and speaking favorably about his company, organization, products or services
• tends to have natural leadership abilities
• is outgoing, inspiring, optimistic
• getting to and focusing on the 'bottom line'
• making things happen
• a good motivator of people
• building and maintaining relationships
• making good impressions on others
• taking part in volunteer and community work
• generally brings a positive and friendly attitude to the workplace
• enjoys working with people to a common goal
• in sales situations, tends to be a natural 'opener'
• a willingness to help others
• starting projects
• seeing the 'big picture'
• always looking for a better or faster way to accomplish things
• results-oriented person
• enjoys problem solving
• when faced with a decision, has the ability to make it quickly, and then act upon it
• very willing to explore new ideas and take risks

Keys to Motivation

• fast-paced environment with lots of tasks
• a deep need to continually feel challenged with a broad range of activities and responsibilities
• motivated by monetary reward and by knowledge and respect for his work
• prefers working for an individual who is democratic and friendly who should keep focused on achieving results and spending appropriate amounts of time on any given project
• constant need for recognition and reward for tasks accomplished and achievement in general
• opportunity to be the centre of attention and to 'control' the audience
• sense of pride and well-being, by looking well-dressed and groomed and showing other evidence of success
• opportunity to persuade others to his point of view
• praise and recognition are important motivating factors
• decision making authority to get the job done efficiently and profitably
• tangible reward system linked to performance

Footnotes:  The Person Analysis, Strategic Assessments International Inc. - 1998
                   Professional Dynametric Programs, ProScan - 1996