1. Balanced Leadership: The Impact of Behavior Styles EDUCAUSE Enterprise 2006 Morris W. Beverage, Jr., E.D.M. President Lakeland Community College

3. Exercise: Let’s find out something about ourselves… Complete the Communication Behavior Style Exercise –Circle every word that describes you at work –There are no right or wrong answers –No one will see your selections

4. CRITICALINDUSTRIOUSPUSHYSTRONG-WILLED INDECISIVEPERSISTENTSEVEREINDEPENDENT STUFFYSERIOUSTOUGHPRACTICAL PICKYEXPECTINGDOMINATINGDECISIVE MORALISTICORDERLYHARSHEFFICIENT ALOOFTHOUGHTFULCOLDGOAL-ORIENTED CONFORMINGSUPPORTIVEMANIPULATINGAMBITIOUS UNSURERESPECTFULEXCITIBLESTIMULATING INGRATIATINGWILLINGUNDISCIPLINEDENTHUSIASTIC DEPENDENTDEPENDABLEREACTINGDRAMATIC AWKWARDAGREEABLEEGOTISTICALFRIENDLY WISHY-WASHYAPPROACHABLEFLAKYCREATIVE COMMUNICATION BEHAVIOR STYLE EXERCISE

5. Behavior Styles Exercise ANALYZER CONTROLLER STABILIZER PERSUADER

6. Your Behavior Style External conditions and situations exist at the present time that may impact your current response Avoid labels

7. Tasks vs. People More, better, fasterCapable, competent Likeable TasksPeople

8. Process vs. Expediency Thorough, comprehensive,Fast, gut, quick need to make one RIGHT decision ProcessExpediency

9. Behavior Styles Task People Process Expediency ANALYZER CONTROLLER STABILIZERPERSUADER

10. Behavior Styles Task People Process (Ask) Expediency (Tell) ANALYZER CONTROLLER STABILIZERPERSUADER (Do) (Do with)

11. Behavior Styles Task People Process (Ask) Expediency (Tell) Accuracy Action Approval Appreciation ANALYZER CONTROLLER STABILIZERPERSUADER (Do) (Do with)

12. Analyzers Tendency towards perfectionism Deal with facts, data, logic, details Sometimes slow to make decisions May appear overly cautious and not good risk- takers Decisions and information provided are usually accurate and thoughtful Feelings and emotions kept inside

13. Stabilizers “Warm and fuzzies” People and friendships are very important Like to get others involved in activities Good at juggling multiple tasks Concerned about feelings of others Less inclined to speak their mind openly Can get hurt feelings or be offended easily

14. Persuaders Party people Love to have a good time Highly creative and enthusiastic Operate primarily by intuition Little tolerance for those who are not expressive Easily bored Difficult to keep on task Easily distracted

15. Controllers Strong, decisive and results-oriented Provide strong guidance for others May appear pushy at times Demanding of themselves and others Highly self-critical Resent those who “waste” time with idle chit- chat

16. Positives and Negatives per Style Pos Industrious Persistent Serious Exacting Orderly Pos Strong-willed Independent Practical Decisive Efficient Pos Supportive Respectful Willing Dependable Agreeable Pos Ambitious Stimulating Enthusiastic Dramatic Friendly A C PS

17. Positives and Negatives per Style Neg Critical Indecisive Stuffy Picky Moralistic Neg Pushy Severe Tough Dominating Harsh Neg Conforming Unsure Pliable Dependent Awkward Neg Manipulative Excitable Undisciplined Reacting Egotistical A C PS

18. Positives and Negatives per Style Pos Industrious Persistent Serious Exacting Orderly Neg Critical Indecisive Stuffy Picky Moralistic Pos Strong-willed Independent Practical Decisive Efficient Neg Pushy Severe Tough Dominating Harsh Pos Supportive Respectful Willing Dependable Agreeable Neg Conforming Unsure Pliable Dependent Awkward Pos Ambitious Stimulating Enthusiastic Dramatic Friendly Neg Manipulative Excitable Undisciplined Reacting Egotistical A C PS

19. Discussion Look at the “Positives and Negatives per Style” matrix. Do those ring true for you? Do they suggest approaches that may result in successful outcomes when working with or communicating with people whose style is different than your own?

20. Potentially toxic relationships Natural tensions occur between individuals whose orientations are dramatically different from one another: AnalyzerPersuader ControllerStabilizer

21. Potentially compatible relationships ControllerandAnalyzer AnalyzerandStabilizer StabilizerandPersuader ControllerandPersuader

22. With Analyzers… DO…DON’T… DO…DON’T… - Prepare in advance- Be disorganized or messy - Be accurate- Be casual, informal or loud - Be direct- Rush decision-making - List pros and cons- Fail to follow through - Present specifics- Waste time - Be persistent- Leave things to chance - Use timetables for actions- Threaten or cajole - Provide tangible, practical- Use opinions as evidence evidence- Be manipulative evidence- Be manipulative

23. With Stabilizers… DO…DON’T… DO…DON’T… - Start with a personal comment- Rush into business - Show sincere interest in them as- Stick constantly to people business - Listen and be responsive- Force them to respond quickly - Be casual and non-threatening- Be demanding - Ask “how” questions- Debate facts & figures - Watch for hurt feelings- Be abrupt - Provide assurances- Be patronizing - Decide for them

24. With Controllers… DO…DON’T… DO…DON’T… - Be specific & brief - Ramble or waste time - Stick to business - Be disorganized or messy - Be prepared - Leave loopholes or be unclear - Present facts clearly - Ask rhetorical questions - Ask “what” questions - Make decisions for them - Provide alternative solutions - Speculate - Take issue with facts - Be directive

25. With Persuaders… DO… DON’T… DO… DON’T… - Be fast-moving, entertaining - Legislate - Leave time for socializing - Be cold, aloof, or tight-lipped - Talk about their goals - Press for solutions - Deal with the “big” picture - Deal with details - Ask for their opinions & ideas - Be dogmatic - Provide examples from people - Talk down to them they believe are important - Offer incentives or rewards

26. Impact of Tension on Behavior How does tension impact our behavior? Do all styles react the same way? What happens when we can’t get rid of the tension?

27. Tension – Reaction Behavior Nitpick Leave Prove they are “right” Pull away Withhold emotions Explode Blame Dictate Take over Suppress emotions Wait too long to act Tell others Avoid Give in & get even Worry emotionally Verbal attack Talk about everything Cry “Dump” it & forget it Overreact emotionally (Analyzer) (Stabilizer) (Controller) (Persuader)

28. Reactions to Tension & Stress Results Emotions Controlled Responsive ProcessExpedient DICTATE ATTACK (VERBALLY) ACQUIESCE WITHDRAW

29. Continual Need Deprivation Withdraw Dictate AttackAcquiesce Withdraw Dictate AttackAcquiesce WithdrawDictate Attack Acquiesce WithdrawDictate Attack Acquiesce Integrity A Respect C P Trust S Loyalty

30. Four Domains of Emotional Intelligence Self Awareness Self Management Social Awareness Relationship Management Social Competencies Personal Competencies

31. Video Pride and Prejudice

32. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it becomes your destiny. Frank Outlaw Food For Thought

33. Suggested Reading: Behavior Styles People Styles at Work: Making Bad Relationships Good and Good Relationships Better, Robert Bolton and Dorothy Grover Bolton Social Style/Management Style: Developing Productive Work Relationships, Robert Bolton and Dorothy Grover Bolton Personal Styles & Effective Performance Make Your Style Work for You, David W. Merrill, Ph.D., Roger H. Reid, M.A. How to Speak and Listen Effectively, Harvey A. Robbins

34. Balanced Leadership: The Impact of Behavior Styles Thank You!