10 0 5 the process discovering ask questions and listen. advocating relationship supporting...
TRANSCRIPT
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DEVELOPING WINNING
TEAMS
A presentation by Jeff Kahn
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BALANCE
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10
0
5
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WHAT IS INVOLVED?
RELATIONSHIPS,BEING IN CONTROL OF
PERSONAL INTERACTION!
ALL
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PERSONAL STRATEGY
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TRUST
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THE PROCESS
• DISCOVERING
•ASK QUESTIONS AND LISTEN.
• ADVOCATING
•RELATIONSHIP
• SUPPORTING
HURRY
TRUST
NEED
HELP
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CONTROLLED AND
EMOTIONAL
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CONTROLLED
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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.
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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.
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EMOTIONAL
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EMOTIONALOpen, impulsive communicatorLess guarded in expression of feelings
Dramatic opinions and actionsPermissive, fluid attitudesFocuses more on feelingsEmotional decision-makingSeems easy to get to know
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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
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PERCEPTION OF
ASSERTIVENESS
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PERCEPTION OF ASSERTIVENESS ASKS
Less Assertive
TELLS
More Assertive
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PERCEPTION OF ASSERTIVENESS ASKS Less AssertiveQuiet (slow,
deliberate, softer)Moderate OpinionsThoughtful
DecisionsGo-along AttitudeSupportive
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PERCEPTION OF ASSERTIVENSS cont.
Tends to avoid use of power
Lets others take social initiative
Asks QuestionsActs SlowlyTentative body
languageLess direct eye contactLess Confrontive
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PERCEPTION OF ASSERTIVENESS
TELLS More Assertive
Talkative (quick, intense, louder)
Strong OpinionsQuick DecisionsTake-charge
AttitudeDirective
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PERCEPTION OF ASSERTIVENESS cont.
Tends to use powerTakes social initiativeMakes StatementsActs QuicklyEmphatic body
languageDirect eye contactMore Confrontive
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THE GRID
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
Controlled
EMOTIONAL
ASK
TELL
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VERBAL BEHAVIOURS
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VERBAL BEHAVIOURSSlower
Pace Of Speech
faster
Fewer StatementsQuantity of speech
More statements
QuieterVOLUME
OF SPEECHLouder
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VERBAL BEHAVIOURSCONTROLLED
monotone Task subjects Facts/data
EMOTION IN
VOICE
SUBJECTS OF
SPEECH
FORM OF
DESCRIPTION
INFLECTIONS PEOPLE SUBJECTS PEOPLE OPINIONS
EMOTIONAL
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NON-VERBALBEHAVIOURS
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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
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NON -VERBAL BEHAVIOURSCONTROLLED
RIGID POSTURELess Use Controlled
BODY POSTUREUSE OF HANDS FACIALDESCRIPTIVES
CASUAL POSTUREMore Use Animated
EMOTIONAL
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QUESTIONS
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Developing Winning Teams
END OF PART 1
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See you later for
Part 2
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Developing Winning Teams
PART
2
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RE-CAP
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
Controlled
EMOTIONAL
ASK
TELL
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ANALYTICAL
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DRIVER
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AMIABLE
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EXPRESSIVE
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CARS AND PEOPLE
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ANALYTICAL
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DRIVER
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AMIABLE
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EXPRESSIVE
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Anger Patterns
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
Controlled
EMOTIONAL
ASK
TELL
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
Controlled
EMOTIONAL
ASK
TELL
AVOID AUTOCRATIC
ACQUIESCE ATTACK
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
AVOID AUTOCRATIC
ACQUIESCE ATTACK
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
AVOID AUTOCRATIC
ACQUIESCE ATTACK
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
AVOID AUTOCRATIC
ACQUIESCE ATTACK
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ANALYTICAL DRIVER
EXPRESSIVEAMIABLE
AVOID AUTOCRATIC
ACQUIESCE ATTACK
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PRIMARY NEEDS
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SEXUAL PARTNERS
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ANALYTICAL DRIVER
AMIABLE EXPRESSIVE
Controlled
EMOTIONAL
ASK
TELL
RESPECT
POWER
APPROVAL RECOGNITION
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QUESTIONS?????
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THANK YOU