1. Business for Health Business Skills for Private Medical Practices
Module 3: Understand the Impact of Personality on Business Decisions

2. Business Skills for Private Medical Practices
A Quick Start Welcome!
While you are waiting for the class to begin, please take the Pre-Test and make sure your name is on it before you hand it to the facilitator.
Thank you!.
Business Skills for Private Medical Practices

3. Agenda Welcome The Five Factor Model of Personality
Your Five Factor Profile
How to Use the Five Factor Model to Assess a Team
Summary and Evaluation
Close
Business Skills for Private Medical Practices

4. Business Skills for Private Medical Practices
Learning Objectives
During this session, you will:
review the Five Factor Model personality factors;
determine your Five Factor Model personality profile;
assess the impact of your personality on your business decisions;
Business Skills for Private Medical Practices

5. Business Skills for Private Medical Practices
Learning Objectives
analyze personality trait similarities or differences that contribute to misunderstandings on an individual and business team basis;
recommend how to improve communication in those situations
describe the next step; and
state your key take-away from this session.
Business Skills for Private Medical Practices

6. Business Skills for Private Medical Practices
Introduction
You will have 1 minute to introduce yourself: 1. Your name 2. Your position 3. Your business 4. How long you have been in business
Business Skills for Private Medical Practices

7. The Five Factor Model of Personality

8. Business Skills for Private Medical Practices
The Big Five
★ Need for Stability
★ Extraversion
★ Originality
★ Accommodation
★ Conscientiousness
Business Skills for Private Medical Practices

9. Need for Stability The degree to which we respond to stress
Related to the autonomic nervous system that triggers the flight or fight syndrome.
Business Skills for Private Medical Practices

10. Extraversion The degree to which we try to be with others
Related to the peripheral nervous system that governs sensitivity to sensory stimulation.
Business Skills for Private Medical Practices

11. Originality The degree to which we are open to new experiences
Related to the level of the neurotransmitter dopamine.
Business Skills for Private Medical Practices

12. Accommodation The degree to which we defer to others
Related to the level of serotonin.
Business Skills for Private Medical Practices

13. Conscientiousness The degree to which we focus on goals
Related to the level of testosterone which governs the ability to fixate on narrow goals.
Business Skills for Private Medical Practices

14. The Impatient Employee
Need for Stability
Resilient
You
Responsive
Reactive
Co-Worker
Extraversion
Introvert
Ambivert
Extravert
Originality
Preserver
Moderate
Explorer
Accommodation
Challenger
Negotiator
Adapter
Conscientiousness
Flexible
Balanced
Focused
Business Skills for Private Medical Practices

15. Defusing a Personality Conflict
1. What trait similarities or differences explain the challenges?
2. What could you do to improve the communication situation?
Business Skills for Private Medical Practices

16. Business Skills for Private Medical Practices
Influence Strategies
Business Skills for Private Medical Practices

17. The Unreasonable Business Representative
Need for Stability
Resilient
Responsive
Reactive
Extraversion
Introvert
Ambivert
Extravert
Originality
Preserver
Moderate
Explorer
Accommodation
Challenger
Negotiator
Adapter
Conscientiousness
Flexible
Balanced
Focused
Business Skills for Private Medical Practices

18. The Unreasonable Business Representative
Need for Stability
Resilient
Responsive
You
Reactive
Business Rep
Extraversion
Introvert
Ambivert
Extravert
Originality
Preserver
Moderate
Explorer
Accommodation
Challenger
Negotiator
Adapter
Conscientiousness
Flexible
Balanced
Focused
Business Skills for Private Medical Practices

19. Defusing a Personality Conflict
1. What trait similarities or differences explain the challenges?
2. What could you do to improve the communication situation?
Business Skills for Private Medical Practices

20. Your Five Factor Profile

21. Business Skills for Private Medical Practices
The Big Five Locator
*1.
Eager 5 4 3 2 1
Calm*
^2.
Prefer being with other people
Prefer being alone^
#3.
A dreamer
No-nonsense#
+4.
Courteous
Abrupt+
>5.
Neat
Messy>
*6.
Cautious
Confident*
^7.
Optimistic
Pessimistic^
#8.
Theoretical
Practical#
+9.
Generous
Selfish+
>10.
Decisive
Open-Ended>
Business Skills for Private Medical Practices

22. Self-Scoring the Big Five Locator
Calculating the Raw Scores: 1.
* Need for Stability * 1 6 11 16 21
N=____* 2.
^ Extraversion ^ 2 7 12 17 22
E=____^ 3.
# Originality # 3 8 13 18 23
O=____# 4.
+ Accommodation + 4 9 14 19 24
A=____+ 5.
> Conscientiousness > 5 10 15 20 25
C=____>
Business Skills for Private Medical Practices

23. Big Five Locator Score Conversion Sheet
Norm Score:
Need for Stability
Extra-
version
Origin-ality
Accom-modation
Conscien-
tiousness 80 79 25 78 77 22 76 24 75 74 23 73 21 72
Enter Norm Scores Here N= E= O= A= C=
Business Skills for Private Medical Practices

24. Big Five Locator Interpretation Sheet
NEED FOR STABILITY
Resilient
Responsive
Reactive
EXTRAVERSION
Introvert
Ambivert
Extravert
ORIGINALITY
Preserver
Moderate
Explorer
ACCOMMODATION
Challenger
Negotiator
Adapter
CONSCIENTIOUSNESS
Flexible
Balanced
Focused
Business Skills for Private Medical Practices

25. Five Factor Descriptions
Business Skills for Private Medical Practices

26. Brief Definitions of the Thirty Facets
Business Skills for Private Medical Practices

27. Business Skills for Private Medical Practices
Self-Reflection
What factors do you think contribute to your success as a business owner?
What factors do you think may negatively affect your success as a business owner?
Positive Factors
Rationale
Negative Factors
Rationale
Business Skills for Private Medical Practices

28. How to Use the Five Factor Model to Assess a Team

29. The Problematic Personnel Committee
Need for Stability
Resilient
O O X O O
Responsive
o o o o
Reactive O
Extraversion
Introvert
Ambivert
O O
Extravert
O O O O X O O
Originality
Preserver
Moderate
Explorer
O O O O O O X
Accommodation
Challenger
Negotiator
O O O
Adapter
O O O O O X
Conscientiousness
Flexible
X O O
Balanced
Focused
O O O O O
Business Skills for Private Medical Practices

30. The Problematic Personnel Committee
1. What are some of the obvious challenges due to the members’ Big Five traits?
2. What suggestions can you make to increase their probability of success?
Business Skills for Private Medical Practices

31. Sample Adaptive Strategies for Teams
Business Skills for Private Medical Practices

32. Assessing Your Business Team
Need for Stability
Resilient
Responsive
Reactive
Extraversion
Introvert
Ambivert
Extravert
Originality
Preserver
Moderate
Explorer
Accommodation
Challenger
Negotiator
Adapter
Conscientiousness
Flexible
Balanced
Focused
Business Skills for Private Medical Practices

33. Assessing Your Business Team
1. How does the profile explain your business team’s strengths and challenges?
2. What would help your business team address its challenges and maximize its strengths?
Business Skills for Private Medical Practices

34. Summary and Evaluation

35. Business Skills for Private Medical Practices
Evaluation Sheet
Business Skills for Private Medical Practices

36. Business Skills for Private Medical Practices
The Next Step
Working with your business team:
Use the materials in the Next Step packet (which duplicate those with which you worked today).
Get the team’s perspective.
Create an action plan to address team challenges and maximize strengths.
Business Skills for Private Medical Practices

37. Business Skills for Private Medical Practices
My Key Take-Away
Business Skills for Private Medical Practices