1. PEOPLE
SKILLS
DAY ONE
While we’re waiting to begin, please read page I.

2. GETTING STARTED II

3. TRUST AND RESPECT People Tasks People People Tasks Tasks III People

4. OBJECTIVES
Identify your Behavior Style and the impact your Style can have on others. 1
Recognize the Behavior Style of others so you can meet their needs. 2
Identify tension-reaction behavior and how to respond effectively. 3
Discover ways to be flexible and create win/win outcomes (i.e., build and maintain trust and respect). 4 IV

5. CASE STUDY
Think of a relationship that is not as productive or positive as you would like it to be.
The relationship should be someone you have frequent interactions with.
You will create a Case Study throughout the workshop to see if you can discover ways to improve this relationship.

6. WHY WE’RE HERE Awareness Options Choices Control Power Position MoneyV

7. WHAT CAN HAPPEN Expanded Comfort Zone Reduced Discomfort Zone
Integration
Expanded Comfort Zone
Skill
Reduced Discomfort Zone
OPTIONS
Awkward
(Potential) Fear Zone
OPTIONS
Practice
OPTIONS
Choice
OPTIONS
Awareness
Discomfort Zone
Current Comfort Zone VI

8. ROADMAP Day One Module 1: Behavior versus Personality
Module 2: How I See Me
Module 3: Intent & Impact
VII

9. ROADMAP Day Two Module 4: How I See Others
Module 5: Discover Style Needs
Module 6: Styles in Tension
Module 7: Flex to Create the Win-Win
VIII

10. Behavior vs Personality
MODULE 1
Behavior vs Personality 1

11. Behavior Behavior 2 Beliefs Beliefs Perceptions Perceptions (Values)

12. BELIEFS, PERCEPTIONS, BEHAVIOR

13. CASE STUDY
Complete only page CS1 – “Beliefs-Perceptions-Behavior" – in the Case Study.

14. ICEBERG
Choice
Observable Behavior
Total Personality 3

15. BEHAVIOR VS. PERSONALITY
PERSONALITY is who you are.
BEHAVIOR is what you do.
PERSONALITY cannot be situationally, intentionally and temporarily modified by choice.
BEHAVIOR can be situationally, intentionally and temporarily modified by choice. 3

16. Choice Patterns of Behavior Observable Behavior Situation Environment
Personality
Situation
Environment 4

17. We call these Patterns of Behavior a Behavior Style.
Behavior Style does NOT define who we are; it reflects the behavior we are exhibiting at a given point in time.

18. WHAT’S THE PATTERN? ?
If you can identify the pattern you can make sense of it and know what “comes next”.

19. MODULE 2
How I See Me 5

20. BEHAVIOR STYLE SELF

21. VARIABLES THAT CAN IMPACT YOUR REPORT
When taking the Behavior Style Self there are a few things that impact the outcome, such as:
Your focus (e.g., work, home, specific task, etc.)
Reason for completing it
Level of self-awareness
Current job/role requirements

22. PROFILE BAR GRAPH C S A P 2 1 10 2 1 11 24 *8 Mid-line Tally Box
C O N T R O L L E R C 10 2 1 2 3 4 5 6 7 8 9 10 11 12 14 16 18
S T A B I L I Z E R S 2 1 2 3 4 5 6 7 8 9 10 12 14 16
A N A L Y Z E R A 1 1 2 3 4 5 6 7 8 9 10 12 14
P E R S U A D E R P 1 11 1 2 3 4 5 6 7 8 9 10 11 12 14 16
Mid-line 24
TOTAL - Must equal 24 *8

23. PROFILE BAR GRAPH C S A P 1,2 6 4 14 24 *8 Mid-line Tally Box
C O N T R O L L E R C 6 1 2 3 4 5 6 7 8 9 10 11 12 14 16 18
S T A B I L I Z E R S 4 1 2 3 4 5 6 7 8 9 10 12 14 16
A N A L Y Z E R A 1 2 3 4 5 6 7 8 9 10 12 14
P E R S U A D E R P
1,2 14 1 2 3 4 5 6 7 8 9 10 11 12 14 16
Mid-line 24
TOTAL - Must equal 24 *8

24. PROFILE BAR GRAPH C S A P 2 2 1 8 5 2 9 24 *8 Mid-line Tally Box
C O N T R O L L E R C 8 2 1 2 3 4 5 6 7 8 9 10 11 12 14 16 18
S T A B I L I Z E R S 5 2 1 2 3 4 5 6 7 8 9 10 12 14 16
A N A L Y Z E R A 2 1 2 3 4 5 6 7 8 9 10 12 14
P E R S U A D E R P 1 9 1 2 3 4 5 6 7 8 9 10 11 12 14 16
Mid-line 24
TOTAL - Must equal 24 *8

25. Beauty of Styles
6-7

26. DISCUSSING YOUR REPORT
In table groups, take a few minutes and share:
Your Behavior Style preference.
Anything in your description you feel is accurate (or inaccurate).
A function in your work that requires you to “rotate your iceberg” and demonstrate a different Behavior Style.

27. RESULTS DIMENSION RESULTS *19 (or 20) E X P P R D O I C E N S C3 4 5 6 7 8 9 10 1 2 3 4 5 6 7 8 9 10
RESULTS
Process-oriented behaviors
1. Speaks slowly, after thinking
2. Asks more than tells
3. Generally speaks with a soft voice
4. Frequently sits or stands at an angle to person
5. Lets others initiate
6. Slow, relaxed muscle movement (e.g., softer handshake)
7. Often looks away while conversing
8. Usually indirect, uses hints
9. Talks with pauses
10. Careful, thoughtful decisions
Expedience-oriented behaviors
1. Speaks quickly, while thinking
2. Tells more than asks
3. Generally speaks with a strong voice
4. Frequently sits or stands directly across from person
5. Initiates
6. Quick, tight muscle movement (e.g., firm handshake)
7. Direct eye contact while conversing
8. Usually direct and to the point
9. Talks without pauses
10. Quick, bold decisions
*19 (or 20)

28. EMOTIONS DIMENSION *20 (or 21) E M O T I N S CONTROLLED RESPONSIVE
Controlled behaviors
1. Limited use of face and body when communicating
2. Gestures tend to be inside width of shoulders
3. Keeps feelings “in”
4. Serious or intense eye contact
5. Appears guarded or cautious in relationships
6. Slow to smile
7. Uses facts to make decisions
8. Infrequently talks about self, difficult to get to know
9. Focuses attention on accomplishing tasks
10. Prefers working alone 1 2 3 4 5 6 7 8 9 10
E M O T I N S 10 9 8 7 6 5 4 3 2 1
Responsive behaviors
1. Maximum use of face and body when communicating
2. Gestures tend to be outside width of shoulders
3. Lets feelings “out”
4. Friendly or warm eye contact
5. Appears open and friendly in relationships
6. Smiles easily
7. Uses feelings to make decisions
8. Talks about self, easy to get to know
9. Focuses attention on maintaining relationships
10. Prefers working with others
RESPONSIVE
*20 (or 21)

29. A C S P COMBINING THE DIMENSIONS 10 CONTROLLED E X P P R D O I C E N S
E M O T I N S A C E X P D I N C P R O C E S
Analyzer
Controller
RESULTS S P
Stabilizer
Persuader
RESPONSIVE 10

30. A C S P BEHAVIOR CHOICE *21 (or 22) CONTROLLED 2 3 4 5 6 7 8 9 10 E X
Analyzer
Controller 1 1 2 3 4 5 6 7 8 9 10 1 2 3 4 5 6 7 8 9 10 2 3 4 5 6 7 8 9 10 1 S P
Stabilizer
Persuader
RESPONSIVE
*21 (or 22)

31. PROFILE BAR AND BEHAVIOR CHOICE GRAPHS
Profile Bar Graph
Behavior Choice Graph
Page 8 – from first 24 answers.
Page 21 (or 22) – from next 20 answers
This graph reveals your preferred (most comfortable) Behavior Style.
This graph reveals the behavior you choose to show to “get things done”.

32. STYLES IN MOTION

33. A C S P BEHAVIOR TENDENCIES CONTROLLER Results To be in control
E M O T I N S
CONTROLLER
Results
To be in control
Uses conflict
Listening
Their objectives and results
Be efficient
Action
CONTROLLER
Results
To be in control
Uses conflict
Listening
Their objectives and results
Be efficient
Action A C
Analyzer
Controller S P
Stabilizer
Persuader 11

34. A S P BEHAVIOR TENDENCIES PERSUADER People To be liked
RESULTS
E M O T I N S
CONTROLLER
Results
To be in control
Uses conflict
Listening
Their objectives and results
Be efficient
Action
PERSUADER
People
To be liked
Uses verbal skills
Following systems
Their ability to take risks
Get acquainted, have fun
Approval and praise A
Analyzer
PERSUADER
People
To be liked
Uses verbal skills
Following systems
Their ability to take risks
Get acquainted, have fun
Approval and praise S P
Stabilizer
Persuader 11

35. A S BEHAVIOR TENDENCIES STABILIZER Relationships Security
RESULTS
E M O T I N S
CONTROLLER
Results
To be in control
Uses conflict
Listening
Their objectives and results
Be efficient
Action
STABILIZER
Relationships
Security
Maintaining harmony
Initiating quickly
Them as a person
Understand their goals
Appreciation A
Analyzer
STABILIZER
Relationships
Security
Maintaining harmony
Initiating quickly
Them as a person
Understand their goals
Appreciation
PERSUADER
People
To be liked
Uses verbal skills
Following systems
Their ability to take risks
Get acquainted, have fun
Approval and praise S
Stabilizer 11

36. A BEHAVIOR TENDENCIES ANALYZER Quality, accuracy and perfection
RESULTS
E M O T I N S
ANALYZER
Quality, accuracy and perfection
To get it right
Uses facts, data, history
Declaring a position
Their standards and principles
Be accurate
Facts and data
CONTROLLER
Results
To be in control
Uses conflict
Listening
Their objectives and results
Be efficient
Action
ANALYZER
Quality, accuracy and perfection
To get it right
Uses facts, data, history
Declaring a position
Their standards and principles
Be accurate
Facts and data A
Analyzer
STABILIZER
Relationships
Security
Maintaining harmony
Initiating quickly
Them as a person
Understand their goals
Appreciation
PERSUADER
People
To be liked
Uses verbal skills
Following systems
Their ability to take risks
Get acquainted, have fun
Approval and praise 11

37. CASE STUDY
Complete only page CS2 – “Level of Trust and Respect” – in the Case Study.

38. MODULE 3
Intent & Impact 13

39. INTENT IMPACT INTENT AND IMPACT Our behavior makes an IMPACT.
When our IMPACT is positive, trust and respect build over time.
When our IMPACT is negative, trust and respect break down, usually over time.
TOXIC 14

40. TWO KEY POINTS You need to know your IMPACT.1
You need to know your IMPACT.
People guess your INTENT based upon your IMPACT so…
Even if your INTENT is positive your IMPACT can be negative.
You can choose behaviors that create positive IMPACT. 2 15

41. BEHAVIOR STYLE ENERGY
TASK energy: Relates to the energy you get from what you are working on.
RELATIONAL energy: Relates to the energy you get from the people you interact with while working.
INITIATE energy: Relates to the energy you get from brainstorming, coming up with ideas and making quick decisions.
IMPLEMENT energy: Relates to the energy you get from creating, maintaining and supporting systems and processes. 16

42. FROM BEHAVIOR TO ENERGY
TASK
CONTROLLED A E X P D I N C C I M P L E N T I N T A E P R O C E S S P
RESPONSIVE
RELATIONAL

43. A C S P ENERGY GRAPH *24 (or 25) 11 (A+C=SCORE) 3 21 (A+S=SCORE)
TASK 11
(A+C=SCORE) A C 10 10
IMPLEMENT 1 1
INITIATE 3 21
(A+S=SCORE)
(C+P=SCORE) S 2 2 P 11 11
RELATIONAL 13
*24 (or 25)
(S+P=SCORE)

44. PROFILE BAR, ENERGY AND BEHAVIOR CHOICE GRAPHS
Profile Bar Graph
Energy Graph
Behavior Choice
Page 8
Page 24 (or 25)
Page 21 (or 22)
These graphs are different ways of looking at the same data.
This graph comes from different data.

45. EXPERIENCING ENERGY

46. RULE OF THUMB If your score on the opposite ends of a line are:
12-12, 13-11, or 14-10: You can slide back and forth on this line WITHOUT thought or effort.
15-9, 16-8, 17-7, 18-6, or 19-5: You can slide on this line WITH conscious thought and effort.
20-4, 21-3, 22-2, 23-1, or 24-0: It is very difficult for you to slide on this line, and nearly impossible when you are under pressure. 18

47. BEHAVIOR STYLE 360

48. VARIABLES TO CONSIDER Role (yours and theirs)
Relational history (i.e., how long you have known each other)
Personal or professional relationship
Their Behavior Style preference
Level of trust and respect

49. DISCUSSING YOUR 360 In table groups, take a few minutes and discuss:
Which individuals (name or role) see you as similar or differently than how you see yourself?
What Behavior Style do you experience with each individual who responded? How might that have impacted their perceptions of you?
Which of the other variables do you think impacted your results? With whom and in what way?
Role
“Home” or “work” relationship
Relational history
Trust and respect levels

50. INTENT VS IMPACT 19

51. IMPACT DISCUSSION 22

52. CASE STUDY
Complete only page CS3 – “Impact and Credibility” – in the Case Study.

53. WRAP UP 1 Facilitator will assign a module/section to your group.
Introduction
Behavior versus Personality
How I See Me
Intent & Impact
Prepare a brief summary of the key points in that module/section that you will share with the other groups. 2

54. Celebrate Your
Behavior Style!

55. HOMEWORK
Observe Behavior Styles in others (e.g., television or movie, store, home, , etc.).
Be prepared tomorrow morning to share an observation you made.

56. PEOPLE
SKILLS
DAY TWO

57. HOMEWORK DEBRIEF

58. REVIEW EXERCISE GRID HR2 Style: Major Focus: Driving Need:
Greatest Strength:
Blindspot:
Wants from others:
Style:
Major Focus:
Driving Need:
Greatest Strength:
Blindspot:
Wants from others:
Style:
Major Focus:
Driving Need:
Greatest Strength:
Blindspot:
Wants from others:
Style:
Major Focus:
Driving Need:
Greatest Strength:
Blindspot:
Wants from others:
HR2

59. REVIEW EXERCISE WORDS Initiating quickly Controller To be liked
Appreciation
Relationships
Listening
Stabilizer
To get it right
People
Action
Analyzer
Quality, accuracy, perfection
To be in control
Security
Initiating quickly
To be liked
Results
Declaring a position
Facts and data
Uses verbal skills
Uses conflict
Persuader
Uses facts, data, history
Following systems
Approval and praises
Maintaining harmony
HR2

60. A C S P REVIEW EXERCISE KEY Style: Controller Major Focus: Results
E M O T I N S
Style: Controller
Major Focus: Results
Driving Need: To be in control
Greatest Strength: Uses Conflict
Blindspot: Listening
Wants from others: Action
Style: Controller
Major Focus: Results
Driving Need: To be in control
Greatest Strength: Uses Conflict
Blindspot: Listening
Wants from others: Action A C
Analyzer
Controller S P
Stabilizer
Persuader
HR2

61. A S P REVIEW EXERCISE KEY Style: Persuader Major Focus: People
RESULTS
E M O T I N S
Style: Controller
Major Focus: Results
Driving Need: To be in control
Greatest Strength: Uses Conflict
Blindspot: Listening
Wants from others: Action
Style: Persuader
Major Focus: People
Driving Need: To be liked
Greatest Strength: Uses Verbal Skills
Blindspot: Following Systems
Wants from others: Approval and Praise A
Analyzer
Style: Persuader
Major Focus: People
Driving Need: To be liked
Greatest Strength: Uses Verbal Skills
Blindspot: Following Systems
Wants from others: Approval and Praise S P
Stabilizer
Persuader
HR2

62. A S REVIEW EXERCISE KEY Style: Stabilizer Major Focus: Relationships
RESULTS
E M O T I N S
Style: Controller
Major Focus: Results
Driving Need: To be in control
Greatest Strength: Uses Conflict
Blindspot: Listening
Wants from others: Action
Style: Stabilizer
Major Focus: Relationships
Driving Need: Security
Greatest Strength: Maintaining harmony
Blindspot: Initiating quickly
Wants from others: Appreciation A
Analyzer
Style: Stabilizer
Major Focus: Relationships
Driving Need: Security
Greatest Strength: Maintaining harmony
Blindspot: Initiating quickly
Wants from others: Appreciation
Style: Persuader
Major Focus: People
Driving Need: To be liked
Greatest Strength: Uses Verbal Skills
Blindspot: Following Systems
Wants from others: Approval and Praise S
Stabilizer
HR2

63. A REVIEW EXERCISE KEY Style: Analyzer
RESULTS
E M O T I N S
Style: Analyzer
Major Focus: Quality, accuracy and perfection
Driving Need: To get it right
Greatest Strength: Uses Facts, Data, History
Blindspot: Declaring a position
Wants from others: Facts and Data
Style: Controller
Major Focus: Results
Driving Need: To be in control
Greatest Strength: Uses Conflict
Blindspot: Listening
Wants from others: Action
Style: Analyzer
Major Focus: Quality, accuracy and perfection
Driving Need: To get it right
Greatest Strength: Uses Facts, Data, History
Blindspot: Declaring a position
Wants from others: Facts and Data A
Analyzer
Style: Stabilizer
Major Focus: Relationships
Driving Need: Security
Greatest Strength: Maintaining harmony
Blindspot: Initiating quickly
Wants from others: Appreciation
Style: Persuader
Major Focus: People
Driving Need: To be liked
Greatest Strength: Uses Verbal Skills
Blindspot: Following Systems
Wants from others: Approval and Praise
HR2

64. ROADMAP Day One Module 1: Behavior versus Personality
Module 2: How I See Me
Module 3: Intent & Impact
VII

65. ROADMAP Day Two Module 4: How I See Others
Module 5: Discover Style Needs
Module 6: Styles in Tension
Module 7: Flex to Create the Win-Win
VIII

66. OBJECTIVES Know your behavior style and how you impact others. 1
Recognize the behavior style of others so you can meet their needs. 2
Recognize and manage tension-reaction behaviors effectively. 3 4
Know how to be flexible and create win/win outcomes.

67. A C S P TWO DIMENSIONS OF BEHAVIOR CONTROLLED E X P D I N C P R O C E
E M O T I N S A C E X P D I N C P R O C E S
Analyzer
Controller
RESULTS S P
Stabilizer
Persuader
RESPONSIVE

68. MODULE 4
How I See Others 23

69. MIDLINES
E M O T I N S
RESULTS

70. A S LEFT OF MIDLINE STYLES RESULTS DIMENSION MIDLINE M I D L N E

71. RIGHT OF MIDLINE STYLESA C M I D L N E S P

72. A C EMOTIONS DIMENSION MIDLINE ABOVE MIDLINE STYLES MIDLINE E M O T I

73. BELOW MIDLINE STYLES A C
MIDLINE S P

74. OBSERVATION SKILLS
Consideration is given to characteristics of verbal and nonverbal behavior
Stay focused on:
Observable behavior
One Dimension at a time 25

75. LEFT OF MIDLINE: Real-Time Behavior Clues
When you hear:
Speaking carefully
Gentler, softer voice
Asking questions
Discussing details
RESULTS
Respond by:
Discussing how
Providing details
Asking questions
Speaking at a moderate pace 26

76. RIGHT OF MIDLINE: Real-Time Behavior Clues
When you hear:
Speaking quickly
Stronger voice
Making statements
Talking about the big picture
RESULTS
Respond by:
Discussing how quickly
Starting with the bottom line
Making statements
Being brief 27

77. ABOVE MIDLINE: Real-Time Behavior Clues
When you see and hear:
Gestures “in”
Limited facial expressions
Fewer smiles
Not discussing emotions
EMOTIONS
Respond by:
Minimizing non-verbals
Avoiding chit-chat
Keeping your feelings to yourself
Discussing tasks and facts 28

78. BELOW MIDLINE Real-Time Behavior Clues
When you see and hear:
Gestures “out”
Wide range of facial expressions
Frequent smiles
Sharing feelings
Respond by:
EMOTIONS
Asking about their feelings
Connecting on a personal level
Relating work to people impact
Sharing your thoughts and emotions 29

79. READING DIMENSIONS TO DETERMINE STYLE
Identify if a Dimension is STABLE or DYNAMIC.
Determine a Style by considering the observed behaviors on both dimensions. 30

80. READING AND RESPONDING

81. RESULTS DIMENSION: What did you see/hear?
RESULTS DIMENSION: Responding left or right
RESULTS DIMENSION: What did you see/hear?
Discuss how
Provide details
Ask questions
Speak at a moderate pace
Speaking carefully
Gentler, softer voice
Asking questions
Discussing details
Speaking quickly
Stronger voice
Making statements
Talking about the big picture
Discuss how quickly
Start with the bottom line
Make statements
Be brief R I G H T L E F T
RESULTS

82. EMOTIONS DIMENSION: What did you see/hear?
EMOTIONS DIMENSION: Responding above and below
EMOTIONS DIMENSION: What did you see/hear?
ABOVE
Minimize non-verbal's
Avoid chit-chat
Keep your feelings to yourself
Discuss task and facts
Gestures “in”
Limited facial expressions
Fewer smiles
Not discussing emotions
E M O T I N S
Ask about their feelings
Connect on a personal level
Relate work to people impact
Share your thoughts and emotions
Gestures “out”
Wide range of facial expressions
Frequent smiles
Sharing feelings
BELOW

83. EXAMPLE 1
I just met with Bill who was the last person on my list to show the draft to. How do you want to go over edits: on the phone or will you be in this afternoon? I am free from 2 to 4:00 today.

84. EXAMPLE 2
Just showed the draft to Bill, who loves it, as do I.  We have some tweaking to do; will you be in this afternoon? Congrats and thank you for your great work on this!!

85. EXAMPLE 1 & 2
I just met with Bill who was the last person on my list to show the draft to. How do you want to go over edits: on the phone or will you be in this afternoon? I am free from 2 to 4:00 today. Just showed the draft to Bill, who loves it, as do I.  We have some tweaking to do: will you be in this afternoon? Congrats and thank you for your great work on this!!

86. SAMPLE 1
I need your budgets by Friday. Make sure you use the new account numbers.

87. EMAIL SAMPLE 1 Behavior Clues: Brief, no emotion, action-oriented
I need your budgets by Friday. Make sure you use the new account numbers.
Behavior Clues: Brief, no emotion, action-oriented
Behavior Style: Controller
Response: Be brief, focus on task and facts

88. SAMPLE 1
I need your budgets by Friday. Make sure you use the new account numbers.
Possible Response: We are on track. Will have info to you Thursday.

89. SAMPLE 2
We are 17 days into our budgeting cycle. There are 5 days left to complete the individual segments and we are required to use the new account numbers I sent you last Tuesday. Please have your spreadsheets to me by Friday at 3:00 p.m. so that I can spend the remaining time synthesizing the numbers into one, cohesive plan. Thank you.

90. SAMPLE 2
We are 17 days into our budgeting cycle. There are 5 days left to complete the individual segments and we are required to use the new account numbers I sent you last Tuesday. Please have your spreadsheets to me by Friday at 3:00 p.m. so that I can spend the remaining time synthesizing the numbers into one, cohesive plan. Thank you.
Behavior Clues: Details, exacting, formal, facts and data
Behavior Style: Analyzer
Response: Be factual, include data, focus on how

91. SAMPLE 2
We are 17 days into our budgeting cycle. There are 5 days left to complete the individual segments and we are required to use the new account numbers I sent you last Tuesday. Please have your spreadsheets to me by Friday at 3:00 p.m. so that I can spend the remaining time synthesizing the numbers into one, cohesive plan. Thank you.
Possible Response: I will use the new account numbers and send the spreadsheet to you with my segments by 4:00 on Thursday. I will also send a separate document explaining the rationale for my figures. If you have any questions please contact me.

92. SAMPLE 3
Hey - I just came from the budget planning meeting and there was some noise about our being behind.
I haven’t heard any specifics from anyone for a couple days so shoot me a quick status update by EOD. Oh, and make sure you use the new account numbers.
I know you guys are gonna crush this! 

93. EMAIL SAMPLE 3 Behavior Clues: Expressive, colorful, energetic
Hey - I just came from the budget planning meeting and there was some noise about our being behind.
I haven’t heard any specifics from anyone for a couple days so shoot me a quick status update by EOD. Oh, and make sure you use the new account numbers.
I know you guys are gonna crush this! 
Behavior Clues: Expressive, colorful, energetic
Behavior Style: Persuader
Response: Be personable, brief and enthusiastic

94. SAMPLE 3
Hey - I just came from the budget planning meeting and there was some noise about our being behind.
I haven’t heard any specifics from anyone for a couple days so shoot me a quick status update by EOD. Oh, and make sure you use the new account numbers.
I know you guys are gonna crush this! 
Possible Response: No worries – we’re putting the finishing touches on all the documents now and are going to finish ahead of schedule. We’re going to blow them away! 

95. SAMPLE 4
Hi. The budgeting planning meeting just wrapped up and I want to make sure we’re all clear on the process so we won’t have any difficulties meeting the deadline. I’ve attached the new account numbers we need to use in case you don’t have them. Please let me know your progress, and if you’re struggling in any way just let me know. I’m here to help! Thank you in advance for your work on this – I really appreciate it. 

96. EMAIL SAMPLE 4 Behavior Clues: Calm, personable, process focus
Hi. The budgeting planning meeting just wrapped up and I want to make sure we’re all clear on the process so we won’t have any difficulties meeting the deadline. I’ve attached the new account numbers we need to use in case you don’t have them. Please let me know your progress, and if you’re struggling in any way just let me know. I’m here to help! Thank you in advance for your work on this – I really appreciate it. 
Behavior Clues: Calm, personable, process focus
Behavior Style: Stabilizer
Response: Be friendly, provide details and context

97. SAMPLE 4
Hi. The budgeting planning meeting just wrapped up and I want to make sure we’re all clear on the process so we won’t have any difficulties meeting the deadline. I’ve attached the new account numbers we need to use in case you don’t have them. Please let me know your progress, and if you’re struggling in any way just let me know. I’m here to help! Thank you in advance for your work on this – I really appreciate it. 
Possible Response: Thanks so much for your offer to help.  I’m on track with the timeline and will send you my information two days before the due date. Will that work for you?

98. BEHAVIOR STYLE QUICK PROFILE
Tends to do more listening than talking; seems to allow others to initiate and carry conversations.
Appears to use facial expressions freely and easily; seems to frequently smile, nod or frown.
Actions seem careful or deliberate; most comfortable dealing with objective facts or detailed information.
Tends to look away often and lean back while having a conversation.
Speaks in a fast-paced manner; rarely seems to pause while speaking.
Focuses on accomplishing work; attention seems to be on involvement with tasks.
Gestures freely and frequently; actions seem to be spontaneous and animated.
States personal needs, expectations and opinions more often than asks questions about others’ needs.
Appears to avoid arguments and energetic debate.
Shares very little of personal feelings and emotions; seems to limit personal story-telling or self-disclosing small talk.
P or E
Tends to do more talking than listening; seems to enjoy initiating and carrying a conversation.
Appears to limit facial expressions; does not seem to frequently smile, nod or frown.
Actions seem spontaneous and eager; most comfortable dealing with opinions and feelings.
Tends to make direct eye contact and lean forward while having a conversation.
Speaks in a thoughtful and slower-paced manner; seems to pause frequently while speaking.
Focuses on relationships; attention seems to be on involvement with people.
Limited use of gestures; actions seem to be careful and deliberate.
Asks questions about others' needs more often than states personal needs, expectations and opinions.
Appears to enjoy arguments and energetic debate.
Shares personal feelings and emotions openly; seems to enjoy personal story-telling and self-disclosing small talk.
R or C
C or R
VISUAL REFERENCE
P or E
E or P
C or R
R or C
E or P
P or E
C or R 31

99. BEHAVIOR STYLE QUICK PROFILE
Tends to do more listening than talking; seems to allow others to initiate and carry conversations.
Appears to use facial expressions freely and easily; seems to frequently smile, nod or frown.
Tends to do more talking than listening; seems to enjoy initiating and carrying a conversation.
Appears to limit facial expressions; does not seem to frequently smile, nod or frown.
P or E
R or C 31

100. BEHAVIOR STYLE QUICK PROFILE
C O N T R O L L E D
P5 P4 P3 P2 P1
C5 • • • • •
C4 • • • • •
C3 • • • • •
C2 • • • • •
C1 • • • • •
E1 E2 E3 E4 E5
• • • • • C5
• • • • • C4
• • • • • C3
• • • • • C2
• • • • • C1 3
P = A C E X P D I N C
C = 1 P R O C E S
R1 • • • • •
R2 • • • • •
R3 • • • • •
R4 • • • • •
R5 • • • • •
P5 P4 P3 P2 P1
• • • • • R1
• • • • • R2
• • • • • R3
• • • • • R4
• • • • • R5
E1 E2 E3 E4 E5 4
R = S P
E = 2
R E S P O N S I V E 31

101. QUICK PROFILE

102. CASE STUDY
Complete a Behavior Style Quick Profile (page 32) on your case study.
Fill in the "Identify Style” only portion at the top of page CS4 in the Case Study.

103. MODULE 5
Discover Style Needs 35

104. CONSEQUENCES SCHEMA 36 WIN-WIN
Share knowledge, talents, skills and experience
Positive effect on trust and respect
Meet
STYLE NEEDS
CHOICE
Tension-reaction behavior, (instinctive and reactive)
Deny
Spiraling deterioration
of relationship
LOSE-LOSE 36

105. A C S P BEHAVIOR STYLE NEEDS WHAT WHAT CONTROLLER
TASK
CONTROLLER
Driving Need: To be in control
Additional needs:
Options
To make decisions
Action and results
To win
Flag Word: ______________
WHAT
CONTROLLER
Driving Need: To be in control
Additional needs:
Options
To make decisions
Action and results
To win
Flag Word: ______________
WHAT
CONTROLLER
Driving Need: To be in control
Additional needs:
Options
To make decisions
Action and results
To win
Flag Word: ______________
E M O T I N S A C I M P L E
E N T I N T A
T E
Analyzer
Controller
RESULTS
RESULTS S
E M O T I N S P
WHAT
Stabilizer
Persuader
RESPONSIVE 37

106. A S P BEHAVIOR STYLE NEEDS WHO WHO PERSUADER Driving Need: To be liked
TASK
CONTROLLER
Driving Need: To be in control
Additional needs:
Options
To make decisions
Action and results
To win
Flag Word: ______________
WHAT
PERSUADER
Driving Need: To be liked
Additional needs:
Recognition and praise
To work with others
Incentives
To touch
Flag Word: ______________
PERSUADER
Driving Need: To be liked
Additional needs:
Recognition and praise
To work with others
Incentives
To touch
Flag Word: ______________
WHO
E M O T I N S A I M P L E
E N T I N T A
T E
Analyzer
RESULTS
RESULTS
PERSUADER
Driving Need: To be liked
Additional needs:
Recognition and praise
To work with others
Incentives
To touch
Flag Word: ______________
WHO S
E M O T I N S P
WHO
Stabilizer
Persuader
RESPONSIVE 37

107. A S BEHAVIOR STYLE NEEDS HOW WHEN WHERE HOW WHEN WHERE STABILIZER
TASK
CONTROLLER
Driving Need: To be in control
Additional needs:
Options
To make decisions
Action and results
To win
Flag Word: ______________
WHAT
STABILIZER
Driving Need: Security
Additional needs:
Guarantees
Agreement
Appreciation
To avoid conflict
Flag Word: ______________
______________
HOW
WHEN
WHERE
STABILIZER
Driving Need: Security
Additional needs:
Guarantees
Agreement
Appreciation
To avoid conflict
Flag Word: ______________
______________
E M O T I N S A I M P L E
E N T I N T A
T E
Analyzer
RESULTS
RESULTS
STABILIZER
Driving Need: Security
Additional needs:
Guarantees
Agreement
Appreciation
To avoid conflict
Flag Words: ______________ ______________ ______________
HOW
WHEN
WHERE
PERSUADER
Driving Need: To be liked
Additional needs:
Recognition and praise
To work with others
Incentives
To touch
Flag Word: ______________
WHO S
E M O T I N S
HOW
Stabilizer
WHEN
WHERE
RESPONSIVE 37

108. A BEHAVIOR STYLE NEEDS WHY WHY ANALYZER Driving Need: To get it right
TASK
CONTROLLER
Driving Need: To be in control
Additional needs:
Options
To make decisions
Action and results
To win
Flag Word: ______________
WHAT
ANALYZER
Driving Need: To get it right
Additional needs:
Precision and accuracy
Time for decisions
Detailed explanations
To know the rules
Flag Word: ______________
WHY
ANALYZER
Driving Need: To get it right
Additional needs:
Precision and accuracy
Time for decisions
Detailed explanations
To know the rules
Flag Word: ______________
ANALYZER
Driving Need: To get it right
Additional needs:
Precision and accuracy
Time for decisions
Detailed explanations
To know the rules
Flag Word: ______________
WHY
E M O T I N S A I M P L E
E N T I N T A
T E
Analyzer
RESULTS
RESULTS
STABILIZER
Driving Need: Security
Additional needs:
Guarantees
Agreement
Appreciation
To avoid conflict
Flag Words: ______________ ______________ ______________
HOW
WHEN
WHERE
PERSUADER
Driving Need: To be liked
Additional needs:
Recognition and praise
To work with others
Incentives
To touch
Flag Word: ______________
WHO
E M O T I N S
WHY
RESPONSIVE 37

109. MEETING STYLE NEEDS 38

110. CASE STUDY
Read the information about your case study on pages in the workbook.
Complete “Identify Style Needs” at the bottom of page CS4 in the Case Study.

111. TEAM DISTRIBUTION PROFILE
T A S K E N E R G Y
A-A
A-C
C-A
C-C
IMPLEMENTING
E NE RGY
I NI TI ATI NG
ENERGY
A-S
A-P
C-S
C-P
S-A
S-C
P-A
P-C
S-S
S-P
P-S
P-P
R E L A T I O N A L E N E R G Y 42

112. MODULE 6
Styles in Tension 43

113. CONSEQUENCES SCHEMA WIN-WIN
Share knowledge, talents, skills and experience
Positive effect on trust and respect
Meet
STYLE NEEDS
CHOICE
Tension-reaction behavior, (instinctive and reactive)
Deny
Spiraling deterioration
of relationship
LOSE-LOSE

114. TWO VARIABLES
There are two important variables that influence what you will do under tension:
CORE
Family of Origin
Cultural Norms
Life Experiences
World View
SITUATIONAL
What is happening?
Who is the person involved?
Who else is present or involved?
Where is this happening?
What is my current energy level? 1 2 44

115. Tension-Reaction Behavior45

116. INITIAL TENSION-REACTION BEHAVIOR
WITHDRAW
TAKE CONTROL E M O T I N S A C
R E S U L T S
R E S U L T S S P E M O T I N S C B A
ACQUIESCE
VERBAL ATTACK 45

117. VALIDATION DISCUSSION
Individually read and highlight key points on pages 46 – 47 in the workbook for your preferred style.
As a table group discuss your thoughts and perspective about the information. Is it accurate? Why or why not?

118. TWO VARIABLES
There are two important variables that influence what you will do under tension:
CORE
Family of Origin
Cultural Norms
Life Experiences
World View
SITUATIONAL
What is happening?
Who is the person involved?
Who else is present or involved?
Where is this happening?
What is my current energy level? 1 2

119. SITUATIONAL RESPONSES
Withdraw
Take Control
E M O T I N S A C
RESULTS
RESULTS
E M O T I N S S P
Acquiesce
Verbal Attack

120. SITUATIONAL RESPONSES2
WITHDRAW
Withdraw
Take Control
E M O T I N S A C 3
TAKE CONTROL
RESULTS
RESULTS S P
VERBAL ATTACK 4
E M O T I N S
ACQUIESCE
Acquiesce
Verbal Attack 1 48

121. SELF-REFLECTION 49

122. GROUP-ALIKE DISCUSSIONS51

123. REDUCING TENSION-REACTION
When it is clear an individual is in Tension-Reaction behavior, there are two options:
Push that individual further into Tension-Reaction behavior.
Provide him or her a W.O.W.D. (way out with dignity). 54

124. CASE STUDY
Read the quadrant on pages that corresponds to your case study’s Style.
Complete “Tension- Reaction” on page CS5 in the Case Study.

125. Flex to Create the Win-Win
MODULE 7
Flex to Create the Win-Win 55

126. BEING FLEXIBLE

127. FLEX TO MEET STYLE NEEDS
Think of someone you know that is different from you on a midline.
Review the appropriate column on page 57 and circle or highlight one or two items you will do to try and meet that person’s Style needs.
Read the additional information on pages for the item(s) you selected on page 57.
Partner and share your answers.
57-61

128. FLEXING AND COMFORT ZONE
T A S K E N E R G Y
A-A
A-C
C-A
C-C
IMPLEMENTING
E NE RGY
I NI TI ATI NG
ENERGY
A-S
A-P
C-S
C-P
S-A
S-C
P-A
P-C
S-S
S-P
P-S
P-P
R E L A T I O N A L E N E R G Y 62

129. FLEXING AND COMFORT ZONE
T A S K E N E R G Y
A-A
A-C
C-A
C-C
IMPLEMENTING
E NE RGY
I NI TI ATI NG
ENERGY
A-S
A-P
C-S
C-P
S-A
S-C
P-A
P-C
S-S
S-P
P-S
P-P
R E L A T I O N A L E N E R G Y 62

130. FLEXING AND COMFORT ZONE
T A S K E N E R G Y
A-A
A-C
C-A
C-C
IMPLEMENTING
E NE RGY
I NI TI ATI NG
ENERGY
A-S
A-P
C-S
C-P
S-A
S-C
P-A
P-C
S-S
S-P
P-S
P-P
R E L A T I O N A L E N E R G Y 62

131. BRIDGE STYLES 63 A-A A-C C-A C-C A-S A-P C-S C-P S-A S-C P-A P-C S-S
T A S K E N E R G Y
A-A
A-C
C-A
C-C
IMPLEMENTING
E NE RGY
I NI TI ATI NG
ENERGY
A-S
A-P
C-S
C-P
S-A
S-C
P-A
P-C
S-S
S-P
P-S
P-P
R E L A T I O N A L E N E R G Y 63

132. FLEXIBILITY Situationally, intentionally, and temporarily modifying behavior
Flexibility is a choice.
It is a change of what you do, not who you are.
No Behavior Style is more or less flexible than any other Behavior Style.
In times of higher stress, it is typically more difficult to be flexible. 64

133. CASE STUDY
Complete the “Planning Notes” on page CS6 in the Case Study.
Find a partner and discuss your plan.
Complete “Commitment to Action” on page CS7 in the Case Study.

134. “FLEX YOUR MIND”

135. ACTION PLAN
Based on the workshop content and your insights, determine 2 specific actions you will take to apply what you have learned.
Record these actions on page 65 along with the date for when you intend to complete or follow- up on these actions. 65

136. Thank You!