Managing Stakeholders Observable Behaviors The perceived effort one makes to control the thoughts, feelings, emotions, and/or actions of others. Assertiveness: Low Assertive High Assertive

Managing Stakeholders Observable Behaviors n Slow deliberate speech n Gestures close to body n Arm muscles relaxed n Vague, frequently drops hints n Chin and eyes down n Sits or stands at an angle n Leans back n Soft voice n Asks rather than tells Low Assertive Behaviors High Assertive Behaviors n Fast -Paced speech patterns n Grand gestures n Arm muscles tight n Direct, to-the-point n Chin up, direct eye contact n Squares off n Leans forward, close proximity n Loud voice n Tells, directs, delegates

Managing Stakeholders Observable Behaviors Internally Expressive (Controlled) (Controlled) Externally Expressive (Emotional) The perceived effort one makes to control his / her own thoughts, feelings, emotions, and / or actions. Expressiveness:

Managing Stakeholders Observable Behaviors n Minimal facial expressions n Eyes searching, penetrating n Deliberate, direct speech n Minimal use of gestures n Gestures away from body n Gestures palms down n Logical, fact oriented n Slow to smile, appears guarded n Prefers to work alone Controlled Behaviors Emotional Behaviors n Expresses, shares feelings n Likes to communicate n Likes people, easy to talk to n Large, flowing gestures n Open to touch and touching n Frequently side-tracked n Smiles easily n Maximum facial expressions n Uses superlatives

Managing Stakeholders Comfort Zone Needs Compliance / Consistency Precision / Accuracy Time for Decisions Detailed Explanations To Be Right Data / Facts / Information To Comply with Rules Security / Stability Guarantees / Low Risk Agreement / Harmony Appreciation / Recognition To Identify With A Group Trust / Sincerity To Know The Rules Influence / Interaction Praise / Recognition Freedom of Expression Incentives / Change Creative Outlet To Communicate Feelings Acceptance / Liked Controlled Dominance / Decisiveness Action /Control Options / Results To Win / Compete Risk / Challenge Change / Independence Immediate / Now

Managing Stakeholders Profile Post DiSC Matrix on flipchart Post DiSC Matrix on flipchart Present name of individual to be profiled Present name of individual to be profiled Include all who are familiar with individual Include all who are familiar with individual Raise hands for level of Assertiveness Raise hands for level of Assertiveness (post 1 st and last)(post 1 st and last) Raise hands for level of Expressiveness Raise hands for level of Expressiveness (post 1 st and last)(post 1 st and last) Identify two letter profile Identify two letter profile Ask for gut check Ask for gut check Write on Stakeholder card Write on Stakeholder card

Managing Stakeholders Comfort Zones Comfort Zone Discomfort Zone Fear Zone Pain Zone Twilight Zone

Managing Stakeholders Comfort Zones Comfort Zone Discomfort Zone Fear Zone Pain Zone Twilight Zone RISKSTRESS

Managing Stakeholders Back-Up Defined Back-up behaviors are those actions we subconciously take in an effort to restore the conditions of our comfort zone.

Managing Stakeholders Back-Up Behavior Dominance / Decisiveness –Loss of Control –A Perception of Being Used –Personal Criticism –Blocked From Accomplishment Dictatorial D

Managing Stakeholders Back-Up Behavior I Attack Influence / Interaction –Loss of Approval –Personal Rejection –Broken Trust –Isolation

Managing Stakeholders Back-Up Behavior S Acquiesce Security / Stability –Loss of Security –Rapid Change –Not Appreciated –Conflict

Managing Stakeholders Back-Up Behavior C Withdrawal Compliance / Consistency –Quick Decisions Based on Limited Information –Disorganized Thinking / Work Environments –Criticism of Their Work –Emotional / Illogical Appeals

Managing Stakeholders Versatility The purposeful, situational, and temporary modification of behavior to enhance effectiveness with others and create win-win situations.

Managing Stakeholders Compatibility Scale Time to Completion DDDIDSDCIIISICSSSCCC ExcellentGoodFairPoor InterpersonalRelationships Task Performance