1. Core Values Communication and Conflict

2. Brain Dominance Concrete Abstract FlowStructure

3. Brain Dominance Concrete Abstract FlowStructure Builder Merchant Banker Innovator

4. Styles for Approaching Work and Life Situations Banker: Analyzing information and ordering in a logical fashion Innovator: Conceiving and connecting ideas, projecting possibilities Builder: Experiencing through doing Merchant: Relating and understanding through emotions and feelings

5. Builder Time: This quarter Ask: What, when, where, how much Values: Power, Faith Create: Options Banker Time: Past Ask: How Value: Knowledge, Justice Create: Plans Merchant Time: This moment Ask: Who Values: Love, Truth Create: Relationships Innovator Time: Future Ask: Why Values: Wisdom, Compassion Create: Concepts Communicating Styles

6. Builder Action Leadership Completion Results Banker Structure Proof Thorough Facts Merchant Personal attention Emotional reaction Assistance Feelings Innovator Autonomy Intellectual challenge Long-term Ideas Motivation

7. Builder Practicality Reduced cost Reduced time Bottom-line Banker Proof Logic Details Procedures Merchant Positive impact on others Reactions from others Teamwork Job satisfaction Innovator Long term impact Future value Originality, uniqueness Creativity When Selling, Emphasize:

8. Builder - Brief - Executive summary - Results first - Money/time Banker - Agenda, outline - Bullets - Organized - Precise Merchant - Begin with small talk - Images - Slogans - Informal Innovator - Models - Drawings - Preliminary sketch - Allow ample time Presentation Format

9. Builder Focus: Action & results Approach: Get going now Banker Focus: Logic & analysis Approach: Data, facts, history Merchant Focus: Self & other Approach: tune in to people’s reactions/feelings Innovator Focus: Concepts & patterns Approach: Big picture, mental models, strategy Banker Frame of Reference

10. Innovator Frame of Reference Builder Banker Innovator Merchant

11. Merchant Frame of Reference

12. Builder Frame of Reference BuilderMerchant - Action - Support BankerInnovator - Plans- Ideas

13. Innovator Style Effective Original Imaginative Creative Broad-gauged Charismatic Intellectually tenacious Ideological Ineffective Unrealistic “Far-out” Fantasy-bound Scattered Devious Out-of-touch Dogmatic Impractical

14. Banker Style Effective Effective communicator Deliberative Prudent Weighs alternatives Stabilizing Objective Rational Analytical Ineffective Verbose Indecisive Over-cautious Over-analyzes Unemotional Non-dynamic Controlled and controlling Over-serious, rigid

15. Builder Style Effective Pragmatic Assertive, directional Results-oriented Objective - bases opinions on what they actually see Competitive Confident Ineffective Doesn’t see long- range Status seeking, self- involved Acts first, then thinks Lacks trust in others Domineering Arrogant

16. Merchant Style Effective Spontaneous Persuasive Empathetic Grasps traditional values Probing Introspective Draws out feelings of others Loyal Ineffective Impulsive Manipulative Over-personalized Sentimental Postponing Guilt-ridden Stirs up conflict Subjective