1. Federal Aviation Administration Discovery Learning Guide Getting Started - Introduction Overview of Insights Concepts © 1992-2003 Andrew Lothian, Insights. All Rights Reserved

2. 2 Federal Aviation Administration Overview Basics of Insights Understanding Self Understanding Others Adapting and Connecting Taking Action © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

3. 3 Federal Aviation Administration Objective Given and in accordance with all workshop materials you will: Recognize your strengths, weaknesses and opportunities for development Recognize others’ behavioral styles and how to respond effectively to others’ needs Identify how to adapt your behavior to connect with others Explore effective strategies in dealing with different or even “difficult” people or colleagues © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

4. 4 Federal Aviation Administration “Every advance, every achievement of mankind, has been connected with an advance in self awareness.” – C. G. Jung, Psychological Reflections © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

5. Federal Aviation Administration PERCEPTION © 1992-2001 Andrew Lothian, Insights. All Rights Reserved “All our knowledge has its origins in perceptions.” – Leonardo da Vinci

6. © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

7. Perception © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Success YOU Others How you perceive yourself impacts how you interact with others and your ability to achieve personal success…

8. Perception © 1992-2001 Andrew Lothian, Insights. All Rights Reserved “We see the world not as it is, but as we are” – Stephen Covey

9. © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

10. Federal Aviation Administration COLOR ENERGIES

11. 11 Federal Aviation Administration Make a list that says: Red Yellow Blue Green Read the word on each card at your table (sharing). If you think it describes you, give yourself one point on the color of the card. Make a note of how many points you have for each color. © 1992-2001 Andrew Lothian, Insights. All Rights Reserved EXERCISE

12. 12 Federal Aviation Administration cheerful reflective concise challenging caring assertive enthusiastic determined firm factual well-argued reliable accommodating objective active steady fun sensitive accurate tactful drivingconstant structured harmonious strong-willed purposeful convincing cautious calculating amenable persuasive patient influencing diplomatic logical sociable outgoing courageous co-operative forceful conventional optimistic mobile friendly stable consistent decisive correct loyalcalm daring analytical engaging exact impulsive realistic cheerful reflective concise challenging caring assertive enthusiastic determined firm factual well-argued reliable accommodating objective active steady fun sensitive accurate tactful driving constant structured harmonious strong-willed purposeful convincing cautious calculating amenable persuasive patient influencing diplomatic logical sociable outgoing courageous co-operative forceful conventional optimistic mobile friendly stable consistent decisive correct loyalcalm daring analytical engaging exact impulsive realistic

13. 13 Federal Aviation Administration © 1992-2001 Andrew Lothian, Insights. All Rights Reserved We each have all four color energies within us; it is the combination of the four energies that creates the unique YOU.

14. 14 Federal Aviation Administration The Four Insights Color Energies © 1992-2001 Andrew Lothian, Insights. All Rights Reserved fs Positive, Affirmative, Bold, Assertive Positive, Affirmative, Bold, Assertive Cheerful, Uplifting, Spirited, Buoyant Still, Tranquil, Calming, Soothing Still, Tranquil, Calming, Soothing Showing no bias, Objective, Detached Showing no bias, Objective, Detached Cool Blue Earth Green Sunshine Yellow Fiery Red

15. 15 Federal Aviation Administration Celeste and John at work © 1992-2001 Andrew Lothian, Insights. All Rights Reserved How do Celeste and John use insights from Insights at work every day?

16. 16 Federal Aviation Administration The Four Insights Color Energies On a good day… © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Competitive Demanding Determined Strong-willed Purposeful Sociable Dynamic Demonstrative Enthusiastic Persuasive Caring Encouraging Sharing Patient Relaxed Cautious Precise Deliberate Questioning Formal

17. 17 Federal Aviation Administration The Four Insights Color Energies On a bad day… © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Aggressive Controlling Driving Overbearing Intolerant Excitable Frantic Indiscreet Flamboyant Hasty Docile Bland Plodding Reliant Stubborn Stuffy Indecisive Suspicious Cold Reserved

18. 18 Federal Aviation Administration Cool Blue Energy Overview © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Approach to Life High standards and correct Goals Understanding Seen by Others as Analytical and distant

19. 19 Federal Aviation Administration Cool Blue: Gifts and Liabilities © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Gifts Knowledgeable and detailed Air of competence Asks probing questions Thorough follow-up Liabilities Initial interaction may be difficult or stuffy Questions may be seen as critical and insensitive Overlooks others’ feelings Focus on inconsequential details

20. 20 Federal Aviation Administration Earth Green Energy Overview © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Approach to Life Focus on stability, values and supporting others Goals Harmony Seen by Others as Mild and docile

21. 21 Federal Aviation Administration Earth Green: Gifts and Liabilities © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Gifts Builds deep, long-term relationships Natural listener Sincere and warm Persistent Liabilities Slow to adapt May lack enthusiasm in asking for a decision Avoids rejection Takes difficulties personally

22. 22 Federal Aviation Administration Sunshine Yellow Energy Overview © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Approach to Life Fun and interaction Goals Recognition Seen by Others as Disorganized

23. 23 Federal Aviation Administration Sunshine Yellow: Gifts and Liabilities © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Gifts Quick to build relationships Friendly and sociable Adaptable, imaginative Skillful presenter Liabilities May lack focus Too casual for some Poor planning and follow-up Can lose interest

24. 24 Federal Aviation Administration Fiery Red Energy Overview © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Approach to Life Inner certainty Focus on action Goals Personal achievement and meeting challenges Seen by Others as Impatient

25. 25 Federal Aviation Administration Fiery Red: Gifts and Liabilities © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Gifts Confident, determined Loves challenges Focused Influencing others Liabilities Poor listener Can be seen as arrogant May push too hard Doesn’t wait for feedback

26. Federal Aviation Administration PREFERENCES FEELING SENSING THINKING INTUITION INTROVERSION EXTRAVERSION

27. 27 Federal Aviation Administration Psychological Preferences – An Introduction Jung talked about three pairs of preferences: Introversion and Extraversion –the way we react to outer and inner experiences Thinking and Feeling –how we make decisions © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

28. 28 Federal Aviation Administration Psychological Preferences – An Introduction Jung talked about three pairs of preferences: Introversion and Extraversion –the way we react to outer and inner experiences Thinking and Feeling –how we make decisions Sensation and Intuition –how we take-in and process information –Exercise: Write about a snowman © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

29. Federal Aviation Administration THE EIGHT TYPES

30. Eight Insights Types-Exercise REFORMER DIRECTOR MOTIVATOR INSPIRER HELPER SUPPORTER COORDINATOR OBSERVER REFORMER DIRECTOR MOTIVATOR INSPIRER HELPER SUPPORTER COORDINATOR OBSERVER

31. Federal Aviation Administration Recognizing Type Valuing Awareness Understanding Adapting and Connecting

32. Clues From Working Environment © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

33. Clues From Management Style

34. Federal Aviation Administration THE INSIGHTS WHEEL

35. 35 Federal Aviation Administration 72 Types

36. 36 Federal Aviation Administration Conscious & Less Conscious Persona 0 3 6 -100 0 100 0 3 6 Preference Flow Less Conscious Persona Conscious Persona 20%40%70%70%95%30%05%80%60%

37. 37 Federal Aviation Administration Group Activity At each table, members who received profiles on Monday will lead a discussion on their experiences and insights on their individual profile. © 1992-2001 Andrew Lothian, Insights. All Rights Reserved

38. Federal Aviation Administration COMMUNICATING

39. 39 Federal Aviation Administration Valuing Differences © 1992-2001 Andrew Lothian, Insights. All Rights Reserved “The less we have in common with a person, the more likely we are to see their weaknesses instead of their strengths.” Opposites Cool Blue and Sunshine Yellow Fiery Red and Earth Green

40. 40 Federal Aviation Administration Cool Blue: Approaching and Communicating © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Do… Be well prepared and thorough Put things in writing Let me consider all the details Don’t… Get too close or hug me Be flippant on important issues Change my routine without notice

41. 41 Federal Aviation Administration Earth Green: Approaching and Communicating © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Do… Be patient and supportive Slow down and work at my pace Ask my opinion and give me time to answer Don’t… Take advantage of my good nature Push me to make quick decisions Spring last minute surprises

42. 42 Federal Aviation Administration Sunshine Yellow: Approaching and Communicating © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Do… Be friendly and sociable Be entertaining and stimulating Be open and flexible Don’t… Bore me with details Tie me down with routine Ask me to work alone

43. 43 Federal Aviation Administration Fiery Red: Approaching and Communicating © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Do… Be direct and to the point Focus on results and objectives Be brief, be bright and be gone Don’t… Hesitate or waffle Focus on feelings Try to take over

44. 44 Federal Aviation Administration Colorful Presentations © 1992-2001 Andrew Lothian, Insights. All Rights Reserved You will need to demonstrate that you are caring, trustworthy and open. You need to show that you can support the Earth Green in personal needs. Time is money. Fiery Reds like to know immediate options and consequences and are most comfortable with a fast tempo.

45. 45 Federal Aviation Administration Colorful Presentations © 1992-2001 Andrew Lothian, Insights. All Rights Reserved Cool Blues will be won over by orderliness, accuracy, persistence and follow through, so ensure that you use data, facts and quotations to support your presentation. Sunshine Yellows like to interact at high speed and with variety. They become bored with details and constantly change direction and expect you to follow.

46. 46 Federal Aviation Administration Conclusion What will you take from today’s presentation to improve your interactions and communications with co-workers and managers? © 1992-2001 Andrew Lothian, Insights. All Rights Reserved