DEVELOPING WINNING

TEAMS

A presentation by Jeff Kahn

BALANCE

10

0

5

WHAT IS INVOLVED?

RELATIONSHIPS,BEING IN CONTROL OF

PERSONAL INTERACTION!

ALL

PERSONAL STRATEGY

TRUST

THE PROCESS

• DISCOVERING

•ASK QUESTIONS AND LISTEN.

• ADVOCATING

•RELATIONSHIP

• SUPPORTING

HURRY

TRUST

NEED

HELP

CONTROLLED AND

EMOTIONAL

CONTROLLED

CONTROLLEDSecretive, cautious communicator.More controlled in expression of feelings.Measured opinions and actions.Strict, disciplined attitudes.Focus more on facts.Fact orientated decision-making.Seems difficult to get to know.Self –disciplined ,guarded.

CONTROLLED

Requiring of self and others. Impersonal and businesslike.Limited use of gestures.Less facial expressiveness.Dresses more formally.Appears more task-orientated than people

orientated.Time conscious.

EMOTIONAL

EMOTIONALOpen, impulsive communicatorLess guarded in expression of feelings

Dramatic opinions and actionsPermissive, fluid attitudesFocuses more on feelingsEmotional decision-makingSeems easy to get to know

EMOTIONALEmotionally expressive, openEasy-going with self and othersPersonal and friendlyGestures more frequentlyMore facial expressivenessDresses less formallyAppears more people orientated than task orientated

Less time conscious

PERCEPTION OF

ASSERTIVENESS

PERCEPTION OF ASSERTIVENESS ASKS

Less Assertive

TELLS

More Assertive

PERCEPTION OF ASSERTIVENESS ASKS Less AssertiveQuiet (slow,

deliberate, softer)Moderate OpinionsThoughtful

DecisionsGo-along AttitudeSupportive

PERCEPTION OF ASSERTIVENSS cont.

Tends to avoid use of power

Lets others take social initiative

Asks QuestionsActs SlowlyTentative body

languageLess direct eye contactLess Confrontive

PERCEPTION OF ASSERTIVENESS

TELLS More Assertive

Talkative (quick, intense, louder)

Strong OpinionsQuick DecisionsTake-charge

AttitudeDirective

PERCEPTION OF ASSERTIVENESS cont.

Tends to use powerTakes social initiativeMakes StatementsActs QuicklyEmphatic body

languageDirect eye contactMore Confrontive

THE GRID

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

Controlled

EMOTIONAL

ASK

TELL

VERBAL BEHAVIOURS

VERBAL BEHAVIOURSSlower

Pace Of Speech

faster

Fewer StatementsQuantity of speech

More statements

QuieterVOLUME

OF SPEECHLouder

VERBAL BEHAVIOURSCONTROLLED

monotone Task subjects Facts/data

EMOTION IN

VOICE

SUBJECTS OF

SPEECH

FORM OF

DESCRIPTION

INFLECTIONS PEOPLE SUBJECTS PEOPLE OPINIONS

EMOTIONAL

NON-VERBALBEHAVIOURS

NON VERBAL BEHAVIOURSCONTROLLED

Relaxed UseUSE OF

HANDS

Points for

Emphasis

BODY POSTURE

Leans Back Leans Forward

EYE CONTACT

Indirect Eye

Contact

Direct EyeContact

EMOTIONAL

TELL

ASK

NON -VERBAL BEHAVIOURSCONTROLLED

RIGID POSTURELess Use Controlled

BODY POSTUREUSE OF HANDS FACIALDESCRIPTIVES

CASUAL POSTUREMore Use Animated

EMOTIONAL

QUESTIONS

Developing Winning Teams

END OF PART 1

See you later for

Part 2

Developing Winning Teams

PART

2

RE-CAP

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

Controlled

EMOTIONAL

ASK

TELL

ANALYTICAL

DRIVER

AMIABLE

EXPRESSIVE

CARS AND PEOPLE

ANALYTICAL

DRIVER

AMIABLE

EXPRESSIVE

Anger Patterns

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

Controlled

EMOTIONAL

ASK

TELL

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

Controlled

EMOTIONAL

ASK

TELL

AVOID AUTOCRATIC

ACQUIESCE ATTACK

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

AVOID AUTOCRATIC

ACQUIESCE ATTACK

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

AVOID AUTOCRATIC

ACQUIESCE ATTACK

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

AVOID AUTOCRATIC

ACQUIESCE ATTACK

ANALYTICAL DRIVER

EXPRESSIVEAMIABLE

AVOID AUTOCRATIC

ACQUIESCE ATTACK

PRIMARY NEEDS

SEXUAL PARTNERS

ANALYTICAL DRIVER

AMIABLE EXPRESSIVE

Controlled

EMOTIONAL

ASK

TELL

RESPECT

POWER

APPROVAL RECOGNITION

QUESTIONS?????

THANK YOU