Learning About Communication Styles Who am I ? Who are YOU? Learning About Communication Styles

COMMUNICATION STYLE INVENTORY 1.__discriminating 1.__tentative 1.__involved 1.__practical 2.__receptive 2.__relevant 2.__analytical 2.__impartial 3.__feeling 3.__watching 3.__thinking 3.__doing 4.__accepting 4.__risk-taker 4.__evaluate 4.__aware 5.__intuitive 5.__productive 5.__logical 5.__questioning 6.__abstract 6.__observing 6.__concrete 6.__active 7.__pressure-oriented 7.__reflecting 7.__future-oriented 7.__pragmatic 8.__experience 8.__observation 8.__conceptualization 8.__experimentation 9.__intense 9.__reserved 9.__rational 9.__responsible

COMMUNICATION STYLE INVENTORY (SCORING) CE _______ RO _______ AC _______ AE _______ 234578 136789 234589 136789

COMMUNICATION STYLE PROFILE Concrete Experience 20 18 17 16 15 100% 14 80% 13 60% 12 11 40% Active Experimentation 10 Reflective Observation 20% 20 19 18 17 16 15 14 13 11 9 10 11 12 13 14 15 17 19 20% 13 40% 15 60% 17 18 80% 19 20 100% 21 22 23 Abstract Conceptualization

HOW THEY TAKE IN INFORMATION: Concrete Experience Talking to people Watching people Real experiences Using senses Active Experimentation Just Do It ! Reflective Observation Want agendas Want more time to “Think about it” Abstract Conceptualization Books Experts

COMMUNICATION STYLE PROFILES CONCRETE EXPERIENCE Learns by observing others Learns by trial & error UPPER LEFT QUADRANT: UPPER RIGHT QUADRANT: Leads by vision and energizing others Leads by trust & participation ACTIVE EXPERIMENTATION REFLECTIVE OBSERVATION Learns by doing Learns by thinking through ideas Leads by Personal forcefulness BOTTOM LEFT QUADRANT: BOTTOM RIGHT QUADRANT: Leads by principles & procedures ABSTRACT CONCEPTUALIZATION

WORKING WITH DIFFERENT COMMUNICATION STYLES Upper Left Quadrant: Gift: Ability to think big Dislikes: Details Operates: In the future Caution: May become unrealistic Or get too far ahead Of the group Contributes: Inspiration, ideas Wants the group to: Dream Expresses this frustration: Likes: Visioning “No one is with me.”

WORKING WITH DIFFERENT COMMUNICATION STYLES Upper Right Quadrant: Gift: Ability to bring people together Dislikes: Disharmony Caution: Operates: In the moment May avoid dealing with/ expressing conflict Contributes: Concern for partic. by all, inclusion of all Expresses this frustration: Wants the group to: Work well together “We aren’t getting along.” Likes: Sharing, consensus

WORKING WITH DIFFERENT COMMUNICATION STYLES Bottom Left Quadrant: Gift: Ability to plan, strategize Dislikes: Lack of structure Caution: Operates: Going forward from present May be impatient, may reach “solution” before understanding problem Contributes: Problem solving Expresses this frustration: Wants the group to: Stay on task “We’re not getting anything done.” Likes: Rules, procedures, timeframes

WORKING WITH DIFFERENT COMMUNICATION STYLES Bottom Right Quadrant: Gift: Ability to put info & ideas together Dislikes: Brainstorming Caution: Operates: Connecting past & present w. future May appear stubborn or negative: over cautious Contributes: Asks questions, seeks to clarify Expresses this frustration: Wants the group to: Use facts, not assumptions “We haven’t thought it through.” Likes: Time to prepare / react

Application of what we have learned . . . Internal communications Situation 1: You are having a department picnic and want staff to help plan it. Situation 2: You just installed new software and want to train staff how to use it. Let’s Share!

Application of what we have learned . . . External communications Situation 1: You are trying to get someone in another department to help you complete a report you need for a board meeting. They keep telling you they are ‘on it’! Situation 2: A member wants further information on a new regulation change. Let’s Share!

“It is of the utmost importance that we recognize and nurture all of the varied human intelligence and all of the combinations of intelligence.” -Howard Garner educator Special thanks to Mary Jo Clark & Pat Heiny “Leading the Way” - Richmond, IN

I’m Glad

I’m so SO GLAD

Everyone’s NOT JUST LIKE ME !

Negotiation Negotiation is a form of Communication Who we negotiate with… Employees Members Everyone we meet in our life! Negotiation

Negotiation Keys to Negotiating a Win-Win Outcome Avoid narrowing down to ONE issue Realize member may not have same goals as you Don’t assume you know member’s needs Negotiation

3 Elements of Negotiation Time Information Power Negotiation

Negotiation Time Have patience Be persistent 3 Elements of Negotiation Time Have patience Be persistent Move quickly when possible Know member’s timeline Negotiation

Negotiation Information Negotiation is a process/not an event 3 Elements of Negotiation Information Negotiation is a process/not an event Know where to get info Negotiation

Negotiation Your member as Advocate Expose your reasoning, data, & concerns Use facts as much as possible and avoid: assumptions opinions Share your thinking process Let your member participate in your thought process ! Negotiation

Negotiation Question, Benefit, Question Does this monthly payment make sense to you? The benefit to you is that you stay within budget and you get a car that you want. This car is a good investment for the security it will bring you knowing you have reliable transportation that will get you to work on time… what are your thoughts? Negotiation

Communication Styles and Personality Styles are closely linked… See my blog posts on on personality types: www.AllenSpeaks.com

Facing the Formidable

Varied Member Personalities Mrs. Sweet Mr. Connected Ms. Analytical Gen. Patton

I do and I demand that my players do. In business or in football, it takes a lot of unspectacular preparation to produce spectacular results! Roger Staubach There is only one way to succeed in anything and that is to give everything! I do and I demand that my players do. Vince Lombardi

Make THE Difference for Your Credit Union and have a winning year!