1. Review What is Economics? What are needs?
What are examples of universal needs?
What are examples of non-universal needs?
What are wants?
What is the nature of wants?

2. What are products?
What are goods?
What are examples of goods?
What are services?
What are examples of services?
What is the basic economic truth?
Why is this fact so important to economics?

3. Bonus Question
What is the relationship of snickers to economics?

4. Additional key terms
Macroeconomics: The study of economics relevant to the larger picture.
Microeconomics: The study of economics relevant to individuals and/or smaller groups and societies

5. Psychological profiling
Today you are each going to be undertaking a psychological profile that will divide the class into 4 different groups.
Within each of these four groups it will also be possible to be divided further into four subgroups

6. Before we get started however…I need to state the following:
There is no best or worst
There are no pure styles
Behavior style is not the whole person
There is always a difference between the inner (reaction) and outer (response)
75% of population is different from you
We all have goals and objectives we wish to achieve

7. Getting started
Answer each of the questions on the handout that I am distributing
For each question, there are 4 possible answers that are numbered 1 to 4.
If you circle a one that means you agree strongly with statement on left.
Circling a 4 indicates you agree strongly with the statement on the right.
A 2 or 3 indicates you are less inclined to either of the choices provided but that you favor one over the other.

8. Step two
After answer the questions on the first side of the “Behavior Styles Rating Form” turn the form over and complete the score sheet using the numbers circled for the questions on the first page.

9. Graphing
After you have scored yourself and you have both an assertive score and a responsive score you can graph yourself on the graph I provided.

10. For Assertive
Use your top score (the one calculated on the top half of the second page) to locate your assertive point.
Plot this point on the “x” axis of your graph.

11. For Responsive
Use your bottom score (the one calculated on the lower half of the second page) to locate your assertive point.
Plot this point on the “y” axis of your graph.

12. Now we can our four general groups
Top left hand quart: “Expressive”
To right hand: “Supportive”
Bottom left hand: “Driver”
Bottom right hand: “Analytic

13. Change you seat
Lets assume that the room is now divided into the four quarters like your graph change your seat to reflect where you are on your graph.
The “expressives” should sit nearest the corner with pics of our graduates with “drivers” behind them closest to the cabinets.
The “supportives” should sit closest to my desk with “analyicals” behind them closest to the door.

14. Your Assertive Score
There are general statements we can make regarding the for groups depending on which side of the room you are sitting on, left or right

15. Expressives and Drivers
Move more rapidly
Speak quicker and louder
Willing to take risks
Make statements
Are direct and forceful
Lean forward
Initiates and is proactive
Expresses thoughts and/or opinions

16. Supportives and Analyticals
Move more slowly
Speak more softly
Less eye contact
Less facial expressions
Ask questions
Are careful and tentative
Sit back
Responds and reacts
Keeps thought and/or opinions to themselves

17. Your Responsive Score
There are general statements we can make regarding the for groups depending on which side of the room you are sitting on, front or back.

18. Expressives and Supportives
Concerned with how others feel
Are imprecise and general
Uses opinions and hunches
Seems easy to know
Animated and impulsive
Use more gestures
Dress less formal

19. Drivers and Analyticals
Concerned with how others think
Appear at times indifferent to the feelings of others
Uses facts and data
Is precise and specific
Is difficult to know
Acts reserved and cautious
Dress more formal
Appear more reserved and limit gestures

20. A word about subgroups
Before I describe each group, it helps to know what subgroup that you are in.
Your subgroups will define some of your secondary characteristics.
For example its possible to be mostly Expressive but a little supportive as well

21. Label your subgroups Each of the 4 quarters
Of the graph is subdivided into 4 additional quarters.
Label the top left quarter “Expressive” and the top right quarter “ Supportive”
Label the bottom left quarter “Driver” and the bottom right quarter “Analytic”

22. In general expressives
Focus: Ideas and dreams
Wants: Appreciation, aid for dream
Reject: Isolation
Risk: Taker
Decision making: Testimonials
Back up style: Attacker

23. In general drivers Focus: Productivity and action/results
Wants: Job done
Reject: Inaction
Risk: Taker
Decision making: Options and Probabilities
Back up style: Autocrat

24. In general analitical Focus: Facts Wants: To be right
Reject: Involvement
Risk: Adverse
Decision making: Evidence and good in the future
Back up style: Avoider

25. In general, supportive Focus: People Wants: Friendships/relationships
Reject: Conflict
Risk: Adverse
Decision making: Safe guarantees
Back up style: Acquiescer

26. Expressives How to recognize: They get excited Tend to ask: Who?
What they dislike: Boring explanations, too may facts
React to pressure: Sell their ideas
Best way to deal with: Get excited with them
Likes to be measured by: Applause and recognition
Must be allowed to: Get ahead quickly
Likes to save: Effort
To lead them: Inspire them with larger accomplishments

27. Driver How to recognize: They like their own way Tend to ask: What?
What they dislike: Someone wasting their time
Reacts to pressure: Takes charge
Best way to deal with: Let them be in charge
Likes to be judged by: Results
Must be allowed to: Act competitive
Likes to save: Time
A leader will: All them the freedom to do their things their way

28. Analytical How to recognize: The require lots of data
Tend to ask: How?
What they dislike: Being wrong
Reacts to pressure: Seek more information
Best way to deal with: Provide lots of data
Likes to be measured by: Activity that leads to results
Must be allowed to: Make decisions at own pace
Likes to save: Face, hate making errors
A leader will: Structure framework or procedure fore them

29. Supportive How to recognize: like positive attention Tend to ask: Why?
What they dislike: Rejection
Reacts to pressure by: Becoming silent and withdrawn
Best way to deal with: Be supportive show you care
Likes to be measured by: Friends, close relationships
Likes to save: Relationships
A leader will: care and provide detailed specific plans

30. Do you want to know more?

31. Review new key terms Macroeconomics Microeconomics Scarcity Shortage
Household
Business/firm