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Presents. The Power of Understanding People. Broadening and Enhancing Relationships. the Leadership Difference, Inc. 2011 GOAMPI Peak Performance Series. Learning Objectives. Enhanced communication with our customers and each other. Identify and appreciate diverse styles.

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Presents

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  1. Presents The Power of Understanding People Broadening and Enhancing Relationships • the Leadership Difference, Inc. 2011 • GOAMPI Peak Performance Series Dave Mitchell www.theleadershipdifference.com 407-929-9521

  2. Learning Objectives Enhanced communication with our customers and each other Identify and appreciate diverse styles Develop techniques for adjusting our communication style as the situation requires Have fun! The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  3. Metacognition =the process of thinking about how you think Schemas are ways we organize ideas and thoughts The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  4. What is Interactive Style? • Cornerstone of the work of Carl Jung • Compilation of several theories on human interaction • Establishes the basis of rapport building by providing shared schemas • among humanity • There are four primary interactive tools • Each of us has a preferred and a secondary tool • This combination contributes to our communication style • Communication and rapport are the cornerstone of Team Performance • The assessment The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  5. The Styles • The Romantics The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  6. The Styles • The Romantics • The Warriors The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  7. The Styles • The Romantics • The Warriors • The Experts The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  8. The Styles • The Romantics • The Warriors • The Experts • The Masterminds The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  9. Romantics Versus Warriors • Emotional sensitivity versus logical sensitivity • Indirect communication versus direct communication • Honor bar versus aggressive negotiators • Large CTL container/small spoon vs. small CTL container/large spoon • Intrinsic need = praise vs. intrinsic need = independence The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  10. Experts Versus Masterminds • Factual sensitivity versus conceptual sensitivity • Details versus “Big Picture” • Cautious versus risk taker • Linear thinker versus systemic thinker • Intrinsic need = security versus intrinsic need = excitement The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  11. Presents The Power of Understanding People Part Two Broadening and Enhancing Relationships • the Leadership Difference, Inc. 2011 • GOAMPI Peak Performance Series Dave Mitchell www.theleadershipdifference.com 407-929-9521

  12. Learning Objectives Enhanced communication with each other Identify and appreciate diverse styles Develop techniques for adjusting our communication style as the situation requires Have fun! The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  13. Metacognition =the process of thinking about how you think Schemas are ways we organize ideas and thoughts The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  14. Styles and Selling The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  15. Styles and Leadership The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  16. Romantics Value Relationships The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  17. The Romantics The Best Friend (Jennifer Aniston/Ryan Reynolds) The Love Interest (Drew Barrymore/Hugh Grant) The Crusader (Jennifer Garner/Hugh Jackman) The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  18. Warriors Value Results The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  19. The Warriors • The Hired Gun (Demi Moore/Clive Owen) • The Sage (Judi Dench/Gene Hackman) • The Power Broker (Sigourney Weaver/Al Pacino) The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  20. Experts Value Reliability The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  21. The Experts The Voice of Reason (Gwyneth Paltrow/Tom Hanks) The Specialist (Jody Foster/Samuel L. Jackson) The Detective (Gillian Anderson/Kevin Kline) The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  22. Masterminds Value Innovation The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  23. The Masterminds The Social Reformer (Meryl Streep/Denzel Washington) The Adventurer (Rachel Weisz/Harrison Ford) The Eccentric (Angelina Jolie/John Malkovich) The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  24. Contact Dave 303.816.2658 dave@theleadershipdifference.com Lisa@theleadershipdifference.com Follow Dave Online click here to follow us on Facebook or look us up! www.theleadershipdifference.com Read Dave’s Newsletter Send us an email request to join the mailing list or sign up for the newsletter through our Facebook page. Read Dave’s Book Click here to order Dave’s book: Live and Learn or Die Stupid Dave Mitchell www.theleadershipdifference.com 407-929-9521

  25. The Romantics • Trust their feelings (gut reaction) about situations and people • Sometimes value others above themselves • React strongly to emotion • Have a need to feel committed to another person idea or cause • Consider the impact of their actions on others The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  26. The Romantics • Value harmony among people with whom they interact • Show appreciation of others easily and respond to praise • Recognize the importance of tact • Have a strong desire to make a contribution • The respond best to salespeople and customer service providers who are likable The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  27. Recognizing The Romantics • They are personable and talkative • May invest time in conversation unrelated to purpose • Loyal, they will ask for you by name • Rarely criticize and express anger tactfully • Quick to praise you The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  28. The Warriors • Are competitive • Have a strong desire to improve • Are analytical • Value logic, justice and fairness • Consider truth more important than tact The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  29. The Warriors • Believe feelings are only valid if they are logical • Are often seen as driven or extremely goal oriented • Focus on enhancing rather than praising • Seem always to have a plan • Rarely act without a purpose • They react best to sales people and customer service providers who are valuable The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  30. Recognizing The Warriors • They get to the point quickly • May appear more irritated than they are • Talk fast • Want an answer immediately • May expect things to be handled on their terms • Negotiate aggressively • Come across as very intelligent • Not overly friendly, but genial The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  31. The Experts • Trust what is certain and concrete • Value realism and common sense • Like to apply and hone established skills • Tend to be specific and literal • Give detailed instructions The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  32. The Experts • Present information in a step by step manner • Are focused on the present • Have great respect for the rules • Value consistency and reliability • Respond best to a salesperson or customer service provider who is knowledgeable The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  33. Recognizing The Experts • They often have great depth of knowledge about the process • If they don’t, they may want to obtain it from you • Very specific with their questions and requests • Disappointed if things don’t go exactly as they were told • May appear stubborn on small issues • Complete their assignments on time and detailed • They like appointments for call backs and upcoming interactions The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  34. The Masterminds • Trust inspiration and inference • Value imagination and innovation • Like to learn new skills and become easily bored with things they have mastered • Often use metaphors to explain their ideas The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  35. The Masterminds • Present information in large chunks or in a roundabout manner • Tend to be impractical dreamers • Can appear to be disorganized and absent minded • Seek change, take risks and are comfortable in chaos • Respond best to a salesperson or customer service provider who is flexible and innovative The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

  36. The Masterminds • Conversation may go off on other tangents • They will challenge you to provide options or exceptions • Often very charming and enthusiastic • May forget some of the content of previous discussions • Often use language like “What if” or “Would it be possible” • Less specific and more general in their questions and expectations (Big Picture thinker) The Power of Understanding People Dave Mitchell www.theleadershipdifference.com 407-929-9521

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