THE SCIENCE OF UNDERSTANDING PEOPLE AND THE ART OF INFLUENCING THEM

1. THE SCIENCE OF UNDERSTANDING PEOPLE AND THE ART OF INFLUENCING THEM Psycho-Geometrics and the Platinum Rule

2. Terminology • emotional intelligence • the platinum rule • psycho-geometrics • flexing • adaptability • compatibility • right-left brain dominance

3. Platinum is step above Golden • GOLDEN RULE –Treat people as you would like to be treated • PLATINUM RULE –Treat people as they would like to be treated

4. PLATINUM RULE • Director • Socializer • Relater • Thinker

5. PSYCHOGEOMETRICS

6. HIPPOCRATES • Sanguine • Phlegmatic • Melancholic • Choleric

7. CARL JUNG • Intuitor • Thinker • Feeler • Sensor

8. Work Issues • stronger career prospects • higher productivity • greater satisfaction • improved customer relations • fewer conflicts and less tension

9. GAIN $$$$$$$$$$$$$$$$$$$$$$$$ • stronger career prospects • higher productivity • greater satisfaction • improved customer relations • fewer conflicts and less tension

10. The Director • Challenge-oriented • Decisive • In charge • Overcomes obstacles • Accomplishes things • Domineering • Natural leader • All the answers • Awesome • Overpowering

11. Make a quick sketch Tell the Vatican to back off Hire a crew to put up the scaffolding Delegate the painting to other artists Daily progress report RESULTS: Well done Under budget On time MICHELANGELO as DIRECTOR in the Sistine Chapel:

12. Director Qualities • What excites directors? Action • What is their greatest asset? Accomplishment • What is their greatest failing? Arrogance • What is their greatest fear? Wimping out

13. THE SOCIALIZER • Entertainer • Loves a good time • Loves an audience • Chatty • Optimist

14. Talk about ideas No single plan “Wing it” while chatting with bystanders Have a good time Huge party to celebrate finish Results: If the painting wasn’t memorable, the party would be MICHELANGELO as SOCIALIZER

15. Socializer Qualities • What excites a socializer? Tossing around ideas • What is their greatest asset? People magnet • What is their greatest failing? Being erratic • What is their greatest fear? Not being liked

16. THE RELATER • Low- key • Calm • Discreet • Likable • Friendly • Slow • Methodical • Likes a small, close group

17. Listen to Vatican officials and follow their directions carefully and exactly Gather a staff and give them proper tools and careful supervision and exact instructions Devise an intricate plan and make sure it is followed RESULTS: Final product would be more lauded for its careful ,earnest planning and execution than for its artistic drama MICHELANGELO as RELATER

18. Relater Qualities • What excites relaters? Productive routine • What is their greatest strength? Easy to get along with • What is their greatest failing? Timidity • What is their greatest fear? Change

19. THE THINKER • Serious • Analytical • Loves efficiency • Loves logic • Loves accuracy • Prefers tasks over people • Likes details & discipline

20. Would take project very seriously with great attention to detail Would do the project for himself ignoring hardship RESULTS: The art would represent arduous, no-fun dedication, but would be a work of skill, taste, and self-determination MICHELANGELO as THINKER

21. Thinker Qualities • What excites thinkers? Reason • What is their greatest strength? High quality • What is their greatest failing? Toocritical • What is their greatest fear? Irrationality

22. If we were all …

23. Brain Hemisphere Dominance

24. PSYCHOGEOMETRICS

25. Square • Conservative • Organized • Hard-working • Likes to work alone • Loves the written word • Precise • Punctual • To-the-point

26. TRIANGLE • Loves recognition • Loves to be in charge • A leader • Upwardly-mobile • Analytic & decisive • Controlling and opinionated

27. RECTANGLE • Questioning • Flexible • Loves learning • Open to new things • In a state of transition (adolescent or mid-life crisis)

28. CIRCLE • Lover & nurturer • Warm & fuzzy • Promotes harmony • Good communicator • Needs people and their approval • A gossip

29. SQUIGGLE • Creative • Innovative • Unconventional • Dramatic • Energetic • Spontaneous • An idea person who bores easily

30. Circle Squiggle Square Triangle Rectangle Brain Hemisphere Dominance

31. Assessment Test • List five questions based on a student’s day at IU that would reveal the person’s probable shape • Can you guess your partner’s “shape” • after conversation? • after observation? • after using your questions?

32. Travel Scenario # 1 • Arrives late due to conversing with cab and shuttle driver, porter, news stand cashier, and bartender as well as couple at the bar • Brings several family members to “see her off” • Carry-on bag contains greeting cards to write, snacks and a camera • Travel and weather information is garnered from seatmate once on the plane

33. Travel Scenario # 2 • Arrives breathless as she is the last one to board the plane • Her dress is trendy but unique • Carry-on is backpack packed with CD player, earphones, and jazz CD’s along with a bestseller • Wants no travel information • Destination is first-time visit and involves extreme sport activity

34. Travel Scenario # 3 • Arrives considerably ahead of flight time after checking the flight schedule on-line at home and on the airport monitor • Traveling business class in business dress • Spends waiting time alone in the VIP lounge with a newspaper

35. Travel Scenario # 4 • Arrives with authority to airline desk • Demands flight information, an aisle seat, and a vegetarian in-flight meal • Travels first class, wears a designer suit with a designer carry-on bag • Does not handle delays well

36. Travel Scenario # 5 • Arrives at the airline gate looking confused • Changes seats often • Carries more than one travel guide, a couple of newspapers, 2-3 books (at least one is a self-help title) • Dress conveys image different from the image yesterday • Unconcerned about a possible weather delay

37. ADAPTABILITY • Willing and able to bend for a better relationship • Managing your own compatibility • harmony in living or working together • Adjust your openness and directness and your pace and priority to create harmony

38. ADAPTABILITY EXAMPLE • Talking less • Listening more • Focusing on task at hand

39. ADAPTABILITY EXAMPLE • Providing information succinctly • Not being overly casual or sociable • Quickening the pace

40. say no occasionally take some risks delegate accept logical changes verbalize feelings finish tasks control time and emotions try to be more objective follow up on promises, tasks focus on job at hand spend more time checking, specifying, and organizing use policies as guidelines, not laws collaborate by seeking common ground become more open, listen patiently Adaptability Suggestions

41. Revisiting Definitions • Emotional Intelligence • The Platinum Rule • Psychogeometrics • Adaptability

42. Emotional Intelligence • Getting along with oneself • Getting along with others • Studied, practiced, cultivated • Direct benefits to daily lives

43. Sources • Alessandro, Tony and Michael J. O’Connor, THE PLATINUM RULE (book, Website) • Dellinger, Susan, COMMUNICATING BEYOND OUR DIFFERENCES • Driver, M.J, K.R. Brousseau, and P. L. Hunsaker, THE DYNAMIC DECISION MAKER: FIVE DECISION STYLES FOR EXECUTIVE AND BUSINESS SUCCESS • Gelb, Michael J, DISCOVER YOUR GENIUS • Goleman, Daniel, EMOTIONAL INTELLIGENCE (book, website) • Left-Right Brain Dominance (website)