Understanding People & Building Relationships for Program Success

Concurrent SessionEpsilon Sigma Phi ConferenceWednesday, October 11, 2017

Presented By:Jeannette Rea Keywood

Rutgers Cooperative Extension, New JerseyESP Alpha Xi Chapter

Session OverviewThis concurrent session will explore the following concepts from

David Mitchell’s “The Power of Understanding People” Book:

• Interactive Styles

• Style Characteristics and Qualities

• Style Leadership Qualities

• Working Together & Building Relationships

The Power of Understanding People Key Concepts

four interactive styles (Romantic, Warrior, Expert, Mastermind)

the values, behavioral cues and needs of each interactive style

the leadership style and qualities of each interactive style

how to build relationships with and lead each style

The Power of Understanding PeopleAssessment

The Power of Understanding PeopleAssessment Directions

• Answer honestly

• Don’t over analyze or over think your responses

• Go with your first reaction

• Complete the assessment and add the total for each column

Assessment Results

Lowest Column Score

• Column A – Expert

• Column B – Romantic

• Column C – Mastermind

• Column D - Warrior

Style Characteristics and QualitiesRomantics

• Trust their feelings (gut reaction) about situations and people

• React strongly to emotion

• Are personable and talkative

• Value harmony among people with whom they interact

• Have a strong desire to make a contribution

• Show appreciation of others easily and respond to praise

Style Characteristics and QualitiesWarriors

• Are competitive

• Value and trust logic, justice and fairness

• Have a strong desire to improve

• Are analytical

• Rarely act without a purpose

• Are often seen as driven or extremely goal-oriented

Style Characteristics and QualitiesExperts

• Value realism and common sense

• Trust what is certain and concrete

• Present information in a step by step manner with

details

• Have great respect for rules

• Value consistency and reliability

• Complete assignments on time and are detailed

Style Characteristics and QualitiesMasterminds

• Value imagination and innovation

• Like to learn new things – crave new and different

experiences

• Trust inspiration and inference

• Can appear to be disorganized and absentminded

• Seek change, take risks, and are comfortable in chaos

• Often very charming and energetic

Understanding the Interactive StylesRomantics

Leading

• Build strong relationships with co-workers

• Value communication

• Contribute to workplace drama when things don’t go well

• Struggle with delivering critical information and holding people accountable to a high standard

• Avoid conflict

• Good coaches, quick to praise others

Selling

• Develop loyal customers by building relationships

• Likable

• Care about their clients

• Get caught up in existing relationships and don’t have time to develop new ones

Understanding the Interactive StylesRomantics

Serving

• Desire to make others happy

• Easy smile and diplomacy makes them effective at defusing problems customers

•• Accomplished at active listening

and allowing people to vent frustrations before fixing the problem

Personal

• Want others to be happy

• Show appreciation easily but may be reticent to criticize or express frustrations

• Enjoy creating deep, meaningful relationships with family and friends

• Focus on fulfilling others’ needs and may be somewhat resentful if that approach is not reciprocated

Understanding the Interactive StylesWarriors

Leading

• Highly productive

• Value people who get things done

• Establish aggressive goals and then achieve them

• Aware of rules but do not allow the rules interfere with the achievement of a goal

• Often engage in a critical analysis of situations, looking for ways to enhance things

Selling

• Like to solve problems•• Assertive negotiators and very

effective at coming to agreements that fiscally benefit their organization

•• Focus on new opportunities and

forget to form (build) exciting ones

Understanding the Interactive StylesWarriors

Serving

• Assess the situation, determine the solution, and implement it quickly

• Focus on the need to get things done quickly

• May not spend time listening to a person’s concerns because they have already figured out the problem and know how to solve it

• Value time

Personal

• Excellent planners

• Value competence and allow others their space as long as they have proved to be good at what they do

• Appreciate confidence in others

Understanding the Interactive StylesExperts

Leading

• Often have more technical knowledge than others

• Well versed in the policies, procedures, practices and processes that affect the workplace

• Prefer refining over reinventing

• Can be rigid and historically based

• Value accuracy

Selling

• Take great pride in learning everything about the products and services

• Organized in their approach

• Use a formal system for identifying opportunities, documenting progress, and following up with clients

Understanding the Interactive StylesExperts

Serving

• Take responsibilities seriously and know how to do their job

• Committed to deliver a quality experience based on their knowledge and training to all clients

• Very specific with their questions and requests

• Respect the rules

Personal

• Prefer things to happen in a predictable way

• Reassured by familiarity

• Things that they have personally experienced are most appealing to them

• Value consistency and reliability

Understanding the Interactive StylesMasterminds

Leading

• Fearless in taking chances

• Like to experiment and engage in new and different ways of thinking

• Tend to focus more on the vision rather than the execution

• Capable of generating very innovative ideas and approaches

• High risks can lead to mistakes and create some chaos

Selling

• Embrace trends and encourage others to be early adopters

• Explores global view verses narrow view

Understanding the Interactive StylesMasterminds

Serving

• Present information in large chunks or in a roundabout manner

• Trust inspiration and inference

• Will circumnavigate the rules to achieve a mutually acceptable solutions

• Less specific and more general in questions and expectations

Personal

• Like to learn new skills

• Value imagination and innovation

• Often very charming and enthusiastic

• Can appear to be disorganized and absentminded

• Will challenge a person to provide options or exceptions

• Motivation is fundamental to employee or volunteer performance and essential to motivation is the fulfillment of intrinsic needs.

The Power of Understanding People

Intrinsic Needs of Each Style

Interactive Style Values Intrinsic Need Relationships Build On

Responds Best to a Leader Who

Romantic HonestyFairness

CompassionTrustworthiness

Loyalty

Appreciation Likability Cares about them and takes a personal interest in their life, both personally and

professionally

Warrior DriveConfidence

Common SenseProductivity

Persuasiveness

Independence Efficiency Provides clear goals and allows the freedom to pursue results without

excessive management.

Expert ConsistenceIntelligenceKnowledgeAccuracy

Experience

Security Dependability Provides thorough training and a well-designed work structure and who consistently applies policies and

procedures.

Mastermind CreativityPassion

Self-motivationResiliency

Enthusiasm

Excitement Excitement Open to and considers their ideas and who also assigns new and special projects from

time to time.

The Power of Understanding PeopleProviding Customer Service to Each Style

• Behavior breeds behavior

• You can choose your behavior

• Positive behavior overcomes negative behavior

• Interact with people the way they prefer

The Power of Understanding PeopleService Delivery Approaches

• Romantic – Smile and be caring.

• Warrior – Be confident and get things done.

• Expert – Listen to what they have to say.

• Mastermind – Provide them with a creative way to solve the problem.

Interactive Activity

Programming Scenarios

THE POWER OF UNDERSTANDING PEOPLE

"Great leaders have an incredible capacity to understand their own mind and to embrace other perspectives that allow them to broaden their own perception of situations…Great leaders also understand that they need to employ different strategies in different scenarios and with different types of people.” Dave Mitchell, 2014

The Power of Understanding PeopleSummary

Interactive Style Leadership Qualities/Values

Leadership Style Intrinsic Need

Romantic TrustworthyFairnessLoyalty

CompassionHonesty

Servant Leader Appreciation

Warrior ConfidenceCommon Sense

DriveProductivity

Persuasiveness

Results-Oriented Leader Independence

Expert AccuracyKnowledgeIntelligenceConsistence

Thought Leader Security

Mastermind Self-MotivationPassion

ResiliencyEnthusiasmCreativity

Visionary Leader Excitement

Contact Information

• For more information contact:

Jeannette Rea Keywood, State 4-H AgentRutgers Cooperative Extension – 4-H Department1636 Delaware AvenueCape May, New Jersey 08204609-827-0199reakeywood@njaes.rutgers.edu