Style 7.7−: Opportunist (To Use and to Manipulate)

  • Anatoly Zankovsky
  • Christiane von der Heiden


High concern for production, high concern for people, indifferent pragmatic attitude towards work and organization. The high focus on results is not used for boosting the organization’s progress, but for personal ends. This overt or covert focus on self-interest leads to mistrust from the part of colleagues and subordinates. In the focus on people, selfishness and the desire to manipulate are manifested to an even greater extent. People soon recognize the real motives of the 7.7− and begin to distrust and even fear the 7.7− style’s charm and his ability to build relationships, because they are afraid of being cheated and used. The 7.7− style relies only on the approaches that preserve and enhance his benefits.


Team Member Personal Interest Style Leader Personal Goal Personal Benefit 
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Copyright information

© Springer-Verlag Berlin Heidelberg 2016

Authors and Affiliations

  • Anatoly Zankovsky
    • 1
  • Christiane von der Heiden
    • 2
  1. 1.Psychologisches InstitutMoskauRussia
  2. 2.Synercube GmbHLeverkusenGermany

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