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The EIBTM® and IBTM® trademarks are owned and protected by Elsevier Properties SA and Reed Exhibitions Limited uses such trademark under licence. Hosted Buyer® is a registered trademark of Reed Exhibitions Limited. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc.Organised by

Knowledge Programmesponsored by

Learning to Speak the Language of Leaders:

Attitude Is Everything, but Behaviour Is the Key

David Bancroft-Turner

Personality DNA

Behavioural Flexibility

Personality DNA – What are we going to do?

LEAD – Preferences – Explanation of Model– Awareness of other styles– My Style, their Style – what to do?– Do’s and Don’ts with stakeholders– Group discussion on how to take forward...– Diagnostic availability

What is really going to happen....?We will:

Go through the session in a logical, structured way that follows a high quality researched process that we know works

Show how to get results more quickly

Maintain, develop and enhance relationships and be happier!

Provide options and creativity to allow for individual differences, and do something that is new, exciting and have fun doing it

Thought-full

Talk-Full

Peo

pleTa

sk

Personality DNA – The 4 Major Sectors

Logical

DirectEnergeticFocussed

DrivenImpatient

Demanding

InsensitiveArrogant

BullyControllingShow OffRuthless

MethodicalObjectiveCautious

PrincipledProcess Driven

Analysis

ColdSlow

Nit-pickingRigid

BureaucraticObsessive

InconsistentAimless

UnprincipledDisorganisedTheoretical‘Tigger’ like

SubmissiveSelf-effacing

GullibleEmotional

SmotheringStubborn

FlexibleAdaptableInnovativeCreativeCurious

Visionary

InclusiveCooperative

HelpfulCaringKind

Trusting

Empathy

Action Difference

Logical

MethodicalObjectiveCautious

PrincipledProcess Driven

Analysis

ColdSlow

Nit-pickingRigid

BureaucraticObsessive

SubmissiveSelf-effacing

GullibleEmotional

SmotheringStubborn

InclusiveCooperative

HelpfulCaringKind

Trusting

Empathy

DirectEnergeticFocussed

DrivenImpatient

Demanding

InsensitiveArrogant

BullyControllingShow OffRuthless

Action

InconsistentAimless

UnprincipledDisorganisedTheoretical‘Tigger’ like

FlexibleAdaptableInnovativeCreativeCurious

Visionary

Difference

Logical

MethodicalObjectiveCautious

PrincipledProcess Driven

Analysis

ColdSlow

Nit-pickingRigid

BureaucraticObsessive

SubmissiveSelf-effacing

GullibleEmotional

SmotheringStubborn

InclusiveCooperative

HelpfulCaringKind

Trusting

Empathy

DirectEnergeticFocussed

DrivenImpatient

Demanding

InsensitiveArrogant

BullyControllingShow OffRuthless

Action

InconsistentAimless

UnprincipledDisorganisedTheoretical‘Tigger’ like

FlexibleAdaptableInnovativeCreativeCurious

Visionary

Difference

Q. How do you know what a person’s preference are if you have never met them?

A.Ask somebody who knows them, give them the questionnaire (!) and/or ask them the following questions (and REALLY listen to the answer)

• When we meet how long do we have?• Do you need any information before we meet?• What outcomes would you like to achieve from our meeting?

What if you have never met?

What is really going to happen....?We will:

Go through the session in a logical, structured way that follows a high quality researched process that we know works

Show how to get results more quickly

Maintain, develop and enhance relationships and be happier!

Provide options and creativity to allow for individual differences, and do something that is new, exciting and have fun doing it

The Good stuff……..

• Having thought of that stakeholder – Identify their preference

• Have a quick read of their page• Chat to your neighbour who is thinking of

the same quadrant• Start to think/plan/decide/commit to what

you will do the next time your stakeholder

What Questions do you have…

David Bancroft-TurnerMatrix Training and Coaching Ltdwww.matrixtc.com

The EIBTM® and IBTM® trademarks are owned and protected by Elsevier Properties SA and Reed Exhibitions Limited uses such trademark under licence. Hosted Buyer® is a registered trademark of Reed Exhibitions Limited. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc.Organised by

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