1. Helena Sharpstone ANNUAL WORLDWIDE MEETING Dublin, Ireland October 18-22, 2013 Knowing Me Knowing You – A Guide to Effective Business Relationships

2. 2 85% of all problems at work are interpersonal

3. 3

4. My kind of water cooler…

6. It’s all about relationships 6

7. © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks. In an hour…. Understand yourself: Introduce you to Insights Discovery model Understand others: Develop a brief understanding of different types and styles Adapt and connect: Develop ways of building better relationships with individuals and the team overall

8. Different styles found in all of us Competitive Demanding Determined Strong-willed Purposeful Sociable Dynamic Demonstrative Enthusiastic Persuasive Caring Encouraging Sharing Patient Relaxed Cautious Precise Deliberate Questioning Formal Aggressive Controlling Driving Overbearing Intolerant Excitable Frantic Indiscreet Flamboyant Hasty Docile Bland Plodding Reliant Stubborn Stuffy Indecisive Suspicious Cold Reserved

9. Perception

10. Necker’s Cube

13. Some Questions 1.Are you the type of person who gets their energy from interacting with people and activities? 2.Do you like to talk your ideas through with people in the early stages? 3.Do you regularly seek the company of others? 4.Do you prefer time to think and consider before making your mind up about something? 5.Do you prefer your own office and working without the involvement of others until the final stages? 6.Do you prefer entertaining close friends at home rather than attending large parties?

14. Your ‘Attitude’ Introversion Quiet Observant Inwardly focused Depth focused Intimate Reserved Reflective Thoughtful Cautious Extraversion Talkative Involved Outwardly focused Breadth focused Gregarious Flamboyant Action oriented Outspoken Bold

15. Decisions, Decisions… People Debate Discussion Views Opinions Unstructured Emotional Remote Facts Data Objectivity Structure Order Analysis

16. Your Decision Making ‘Functions’ Thinking Formal Impersonal Analytical Detached Objective Strong-minded Competitive Particular Task focused Feeling Informal Personal Illogical Involved Subjective Flexible Accommodating Ambivalent Relationship focused

17. Buying a sofa….

18. Your Perceiving ‘Functions’ Sensation Specific Present-oriented Realistic Consistent Down-to-earth Practical Precise Factual Step-by-step Intuition Global Future-oriented Imaginative Unpredictable Blue-sky Conceptual General Abstract Spontaneous

19. Your Colour Mix Competitive Demanding Determined Strong-willed Purposeful Sociable Dynamic Demonstrative Enthusiastic Persuasive Caring Encouraging Sharing Patient Relaxed Cautious Precise Deliberate Questioning Formal Aggressive Controlling Driving Overbearing Intolerant Excitable Frantic Indiscreet Flamboyant Hasty Docile Bland Plodding Reliant Stubborn Stuffy Indecisive Suspicious Cold Reserved

20. Colourful Stresses Being rushed, being asked for a gut Reaction or all ball-park figure, lack of space Lack of control, being backed into a corner, losing, public ridicule Fast change, callous treatment of people, fake friendships Lack of communication, isolation, routine, joylessness, indifference

21. Recognising Type Communication Style Non verbal behaviour Physical work environment Input at meetings

22. Questioning Reserved Objective Determined Affirmative Intolerant Relaxed Stubborn Calming Expressive Buoyant Frantic Recognising Type - Body Language

23. Who do I need to adapt with?? Who drives for results Who likes detail Who Focuses on Relationships Who wants varied interaction ?

25. Colourful Needs Detail, proof, substance, in advance, formality, no touching Be bright, be brief, be gone. Give choices Wider benefits No threats Build the relationship slowly Involve me, Interaction, keep it pacey, future focus

26. Staying in touch www.sharpstoneskinner.co.uk - Free Guideswww.sharpstoneskinner.co.uk helena@sharpstoneskinner.co.uk - Monthly emailshelena@sharpstoneskinner.co.uk LinkedIn 26

27. Helena Sharpstone ANNUAL WORLDWIDE MEETING Dublin, Ireland October 18-22, 2013 Knowing Me Knowing You – A Guide to Effective Business Relationships