Communicang for Results

Strategic Solutions Group

Strategic Solutions Group …maximizingperformancethrough

Organiza(onalDevelopment

Communica(ngforResults

Strategic Solutions Group ©2010StrategicSolu9onsGroup

WhatMakesAGoodCommunicator?

•  Skills

•  Behaviors

•  AEtudes



WhatisCommunica9onStyle‐Flexing?

•  Iden9fyingandunderstandingbehaviorstylesandthetendenciesassociatedwiththem

•  Modifyingyourcommunica9onapproachtohelpyouraudiencebeasrecep9veaspossible

•  Consistentlyimprovingcommunica9onandourunderstandingofothers


Mo9va9on

•  Fear•  Incen9ve•  AEtude(WIIFM)


Youcannotmo(vateanotherperson;youcanonlycreateanenvironmentinwhichpeoplebecomeself‐mo4vated.

Allpeoplearemo(vated,andtheydothingsfortheirownreasons,notyours.Thus,thechallengeisnotmo4va4on,it'sLEADERSHIP.


PowerPointsofHumanBehavior

•  IfIunderstandmebeQerthanyouunderstandyou,thenIcanguidethecommunica(onsbetweenus.

•  IfIunderstandmeandyoubeQerthanyouunderstandyourself,thenIcanpredictandguidehowyouwillrespond.


Communica9ngforSuccess


Driver

Expressive

Amiable

Analy9cal

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DriverTendencies

WANTS Ac9onandResults

NEEDS ToControl,ToWin

STRENGTHS Decisive,TaskMode,GoalOriented

GOAL BeQerResults

AVOIDS WastedTime&Energy

FEARS LosingControl

OVERUSES Impa9ence

EMOTION Anger/ShortFuse

QUESTIONS What

WEAKNESS Insensi9veToOthers


ExpressiveTendencies

WANTS Feedback,ToBeLiked

NEEDS ToInteractandVerbalize

STRENGTHS Interac9onSkills,Persuasive

GOAL SocialRecogni9on

AVOIDS Boredom

FEARS SocialRejec9on

OVERUSES Disorganiza9on

EMOTION Posi9ve,Op9mism

PROVIDE Tes9monials&Incen9ves

QUESTIONS Who

WEAKNESS Impulsive


AmiableTendencies

WANTS HarmonyandPeace

NEEDS ToServeOthers

STRENGTHS TeamPlayer,Loyal,Pa9ent

GOAL Harmony,Closure

AVOIDS Confronta9on,Conflict,Change

FEARS LossofPredictability

OVERUSES Possessiveness

EMOTION MaskedEmo9ons

PROVIDE Assurance&Guarantees

QUESTIONS Why

WEAKNESS TakingaStand


Analy9calTendencies

WANTS ExcellenceandQuality

NEEDS ToComplywithStandards

STRENGTHS AccuracyandPrecision

GOAL CorrectandProperWay

AVOIDS Uncertainty

FEARS Cri9cismoftheirWork

OVERUSES Skep9cism,Cri9cism

EMOTION Worry,Fear

PROVIDE Evidence

QUESTIONS How

WEAKNESS PoorImproviser


StyleSummary


FACTS&RESULTSTHINKING&TASKORIENTED

PEOPLE&EMOTIONSFEELINGS&RELATIONSHIPS

Amiable Expressive

DriverAnaly(cal


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HowToCommunicatewithaDriver

Beclear,specific,briefandtothepoint

Comepreparedwithorganizedrequirements,objec9ves,andsupportmaterials

Presentyourfactslogicallyandconcisely

Askspecific(preferably“what”)ques9ons

Providealterna9vesformakingtheirowndecisions

Providefactsandfiguresabouttheprobabilityofsuccessandeffec9venessofop9ons

Ifyoudisagree,takeissuewiththefacts,nottheperson

Provideawin/winopportunity

Makeanefforttobeefficient

Ajertalkingbusinessdepartgraciously


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HowToCommunicatewithanExpressive

Planinterac9onthatsupportstheirdreamsandintui9ons

Allow9meforrela9ngandsocializing

Don’tdealwithextensivedetails–puttheminwri9ng

Askfortheiropinions

Provideideasforimplemen9ngac9on

Providetes9monialsfrompeopletheyseeasimportant

Con9nuesuppor9ngtherela9onship;becasual

Providereassurance

Offerfeedbackandapprecia9on

Makeanefforttobeinteres9ngandinterested


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HowToCommunicatewithanAmiable

Usebriefpersonalcomments;breaktheice

Showsincereinterestinthemaspeople;findareasofcommonground

Pa9entlydrawoutpersonalgoals;listenandberesponsive

Presentyourcasesmoothlyandinanon‐threateningmanner

Askspecific“How?”ques9onstoelicittheirop9onsoropinions

Ifyoudisagree,lookforhurtfeelings

Moveinaninformalbutorderlyfashion

Providepersonalassurancesandguarantees

Ifdecisionisrequired,givethem9metothink

Makeanefforttobecoopera9ve


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HowToCommunicatewithanAnaly9cal

Prepareyour“case”inadvance;take9metobeaccurate

Approachtheminastraighqorwardbutdirectway;s9cktobusiness

Supporttheirlogical,methodicalapproach;buildyourcredibilitybylis9ngprosandconstoanysugges9onyoumaymake

Makeanorganizedcontribu9ontotheirefforts;presentspecificsanddowhatyousayyouwilldo

Drawan“Ac9onPlan”withscheduleddatesandmilestones;beconserva9ve

Ifyoudisagreeproveitwithfacts,data,orevidence

Providethemwiththeinforma9onandthe9metomakeadecision

Allowthemtheirspace

Demonstraterespect


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Communica9onandInfluence•  Intheabsenceofcommunica9on,wecreateourown

message

•  Themomentpeopleseetheyarebeingunderstood,theybecomemo9vatedtounderstandyourpointofview.

•  Ifyouwanttochangeothers,youmuststartbychangingyourself

•  Youtrainpeoplehowtotreatyou

•  Peoplewillriseorfalltomeetyourlevelofexpecta9on

•  Peopleneedclearlydefinedexpecta9ons


Communica9onStrategies

•  Thebestwaytocommunicatewithmeisto…..

•  InordertodomybestIneed….

•  Themostmeaningfulrecogni9ontomeis….

•  Tocoachmeeffec9vely,Iwouldlikeyouto….

•  Tohelpmeremainmo9vated,Ineed….


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TheImpactofAEtude

•  Determinesourapproachtolife

•  Canlijuporteardownateam

•  BadaEtudescompoundfasterthangoodones

•  Determinesourrela9onshipswithpeople

•  Isojentheonlydifferencebetweensuccessandfailure

•  AEtudeatthebeginningofataskwillimpacttheoutcomemorethananythingelse

Strategic Solutions Group E+R=O


TheCycleofSuccess


Condi(oning

AStudes&Thoughts

Ac(ons&Behaviors

Results

Success

Youcaneitherchangethewayyouthinkandbehavetogetadifferentresult,oryoumustseWlefortheresultsyouaregeSng,basedonthewayyouthinkandbehave


StatesofAEtudeChange

TheBarrierofSelf‐imposedLimita(ons

Ignorance Reflec9on

Recogni9on Crea9on


Many of the truths we cling to depend greatly on our point of view. -Obi-Wan Kenobi


Challenges

Whatarethechallenges&obstaclestoovercome?


Obstacles&Roadblocks

CURRENTREALITY DESIREDFUTURE

SKILLSBEHAVIORSTYLE

ACTIONSATTITUDE

SUCCESS!SUCCESS!SUCCESS!SUCCESS!


SelfAnalysis

•  Whataremygreateststrengths?•  WhataretheaEtudes,behaviors,orskillsholdingme

back?•  WhatdoIneedtodotoaddressthesechallenges?•  HowwillImeasurethesuccessofthechangesImake?



PlanofAc9on

•  Whatisthebestideayouwilltakeaway?

•  Howwillyouuseit?


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StrategicSolu9onsGroup

•  TrainingandProfessionalDevelopment

•  Assessments

•  StrategicPlanning

•  KeynotesandPresenta9ons


Ques9on&Answer

Strategic Solutions Group AnnePritchardGrady

VicePresident512.821.1111

[email protected]

www.strategicsolu9onsgrp.com


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Documents

Communicang for Results