1. Why People Do What They Do Enhancing Workplace Communication TracySpearsSpeaker http://www.linkedin.com/in/tracylspears T Tracy L. Spears @TracyLSpears

2. What are the qualities you want your co-workers to process? Why People Do What They Do 10/7/20132Why People Do What They Do

3. Understanding Why People Do What They Do… Why People Do What They Do Personality Temperaments Interaction Styles 10/7/20133Why People Do What They Do

4. Dictionary.com: Temperament is the combination of mental, physical, and emotional traits of a person; natural predisposition. Wikipedia.com: Temperament is defined as that part of the personality which is genetically based. Along with character, and those aspects acquired through learning, the two together are said to constitute personality. Temperament Definitions 10/7/20134Why People Do What They Do

5. Temperament Theory Contributors Myers-Briggs  SJ  NF  NT  SP David Keirsey  Guardian  Idealist  Rational  Artisan 400 B.C. Hippocrates  Melancholic  Phlegmatic  Choleric  Sanguine 1920’s Carl Jung  Sensor  Feeler  Thinker  Intuitor 1950’s1967 10/7/20135Why People Do What They Do

6. This concept has been around a long, long time. There are four basic temperaments. You are born with one that is dominant. You are not just a “color” It doesn’t explain it all. (wish it did) 10/7/20136Why People Do What They Do

7. Need vs. Want n Something you must have to be able to function adequately. (NON-NEGOTIABLE) Need = Something you desire because you believe it will make your situation better. (NEGOTIABLE) Want = 10/7/20137Why People Do What They Do

8. Maslow’s Updated Hierarchy of Fundamental Human Needs Self-Actualization Personal growth, self – fulfillment Self-Esteem Achievement, status, responsibility, reputation Belongingness and Love needs Family, affection, relationships, group acceptance Safety needs Physical & psychological protection, security, order, etc Physiological / Biological needs Basic life needs – air, food, water, shelter, sleep, etc Transcendence Helping others to self-actualize, parenting “Maslow Updated: Reworking of the Famous Psychological Pyramid of Needs Puts Parenting at the Top” August 23, 2010 Science Daily 10/7/20138

9. Why People Do What They Do 10/7/20139Why People Do What They Do

10. Name Tag Place the dots on your name tag, from left to right (as I look at you), in order of most like you to least like you. BLUE GOLDGREE N ORANG E 10/7/201310Why People Do What They Do

11. BLUE Relationships 10/7/201311Why People Do What They Do

12. BLUE Relationships Optimistic Genuine Idealistic Intuitive Friendly Tactful Supportive Imaginative Empathetic Compassionate Nurturing Devoted Spiritual Peacemaker Romantic Emotional 15 - 20% of the population 10/7/201312Why People Do What They Do

13. GOLD Responsibility 10/7/201313Why People Do What They Do

14. GOLD Responsibility Organized Consistent Realistic Steadfast Direct Proper Loyal Practical Prepared Predictable Committed Traditional Detailed Dutiful Punctual Meticulous 40 - 45% of the population 10/7/201314Why People Do What They Do

15. GREEN Competence 10/7/201315Why People Do What They Do

16. GREEN Competence Insightful Inquisitive Analytical Visionary Rational Conceptual Investigative Perfectionist Logical Direct Researcher Strategic Problem Solver Factual Knowledgeable Contained 5 -10 % of the population 10/7/201316Why People Do What They Do

17. ORANGE Freedom 10/7/201317Why People Do What They Do

18. ORANGE Freedom 30 - 35% of the population Adventurous Spontaneous Playful Flexible Resourceful Courageous Motivational Performer Competitive Generous Creative Multi-tasker Action-oriented Entertaining Approachable Free-spirited 10/7/201318Why People Do What They Do

19. In Summary, Remember… Orange: The more freedom they have, the less they need; don’t micromanage Green: Think they can think their way out of anything Gold: Seeks to organize all facets of life Blue: Finds it difficult to separate what they do from who they are 10/7/201319Why People Do What They Do

20. BLUE Nurturing Peaceful Teamwork Sterile Cold Disconnected GOLD Organization Safety Structure Chaos Unpredictable Unstable GREEN Strategy Innovation Vision Stagnant Stuck in the Past Subjective ORANGE Fun Adventure Creativity Bored Belabored Unimaginative 20 WITH WITHOUT 10/7/2013Why People Do What They Do

21. WITH WITHOUT BLUE Nurturing Peaceful Teamwork Sterile Cold Disconnected GOLD Organization Safety Structure Chaos Unpredictable Unstable GREEN Strategy Innovation Vision Stagnant Stuck in the Past Subjective ORANGE Fun Adventure Creativity Bored Belabored Unimaginative 2110/7/2013Why People Do What They Do

22. 10/7/201322Why People Do What They Do

23. Interaction Styles 1.How you process information 2.From where you get your energy 10/7/201323

24. Extrovert Introvert Extrovert / Introvert 10/7/201324Why People Do What They Do

25. Extrovert 1.External thinking process 2.Gathers energy externally 10/7/201325Why People Do What They Do

26. Extrovert Characteristics Enjoys group activities Likes to be around other people Enjoys attention Readily talks to strangers Energized by being around people and activity Energy Source: 10/7/201326Why People Do What They Do

27. Extrovert Characteristics Thinking Process Speaks while thinking Wants to speak immediately Says whatever comes to mind Acts before thinking Fast-paced Thinking Process: 10/7/201327Why People Do What They Do

28. Introvert 28Why People Do What They Do 1.Internal Thinking Process 2.Gathers Energy Internally 10/7/2013

29. Introvert Characteristics Energy Source Prefers individual activities Works well by themselves Enjoys time alone Prefers peace and quiet Has a few close friends Energized by solitude 10/7/201329Why People Do What They Do

30. Introvert Characteristics Thinking Process Waits to communicate until other person has finished Rehearses internally and doesn't say everything he/she is thinking 10/7/201330Why People Do What They Do

31. “What you see in others has more to do with who you are than with who other people are.” Epictetus 55 AD – 135 AD 3110/7/2013Why People Do What They Do

32. Tracy L. Spears 918-260-6644 TracySpearsSpeaker @TracyLSpears http://www.linkedin.com/in/tracylspears 10/7/201332Why People Do What They Do

33. Why People Do What They Do Enhancing Workplace Communication TracySpearsSpeaker http://www.linkedin.com/in/tracylspears T Tracy L. Spears @TracyLSpears