1. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 1 Assessing for Ethics Presented by Dan Prachar, Business Development Manager June 2006 C O M P E T I T I V E A D V A N T A G E. R E A L I Z E D.

2. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 2 About DDI Founded 1970 Our expertise – Hiring & Promoting The Best – Developing Extraordinary Leaders – Unleashing Executive Talent 1000 Associates in 75 offices around the globe.

3. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 3 Areas for Selection Evaluation Performance Experience What I have done Managed a Merger Open/Closed an Office Launched a Product Run a Particular Machine Competencies What I am capable of Planning Organizing Influencing Controlling Knowledge What I know CPA, MCSE Gene Sequencing XML Rendering Personal Attributes Who I am The Light Side (Enablers) The Dark Side (Derailers)

4. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 4 Leadership Potential Factors S U S T A I N E D P E R F O R M A N C E + Leadership Promise Propensity to Lead Brings Out the Best in People Authenticity Balance of Values and Results Culture Fit Passion for Results Personal Development Orientation Receptivity to Feedback Learning Agility Mastery of Complexity Adaptability Conceptual Thinking Navigates Ambiguity = C O N T I N U E D G R O W T H

5. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 5 Interviewing for Ethics The best predictor of future (unethical) behavior is past behavior. Use Behavior Based Questions to get examples of how they have responded to ethics based decisions in the past. Get multiple examples of behavior and follow up with probing questions to understand the thinking behind the behaviors.

6. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 6 The Format for Good Answers Situation or Task Your Action The Results of your action Good answers are: Complete Not Speculative Not Generalizations

7. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 7 A Few Sample Questions We are often confronted with the dilemma of having to chose between what is right, and what is best for the company. Tell me about two examples where you faced this dilemma and how you handled it.

8. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 8 A Few Sample Questions There are two philosophies about regulations and policies. One is that they are followed to the letter; the other is that they are just guidelines. What is your opinion. We have all done things that we have later regretted. Can you give me an example that falls into this category for you. How would you have handled it differently today?

9. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 9 A Few Sample Questions How would you describe the ethics of your company? Which parts do you feel comfortable and uncomfortable about? Why? Give me an example of an ethical decision you had to make on the job and what factors you considered in reaching this decision.

10. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 10 A Few Sample Questions Sometimes our products are very close to, but not exactly what our customers are asking for. Tell me about a time when you were trying to make a sale and were in this situation. Tell me about a time when you had to go against company procedure in order to get something done.

11. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 11 Important Points Hold such questions until you have had time to build rapport. Use empathy statements to encourage people to talk – I would have been frustrated too.. – You must have been very disappointed. Maintain self-esteem after confessions. – We have all dropped the ball in the past.

12. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 12 There is Power Triangulation More Data Points Bring More Clarity Have several people ask the same question. Check references on key facts Assign one person to thoroughly comb through every item on the resume. Scale the assessment to the level of the person being considered.

13. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 13 Local talent Consistent, streamlined approaches Use of enabling technologies…effectiveness Efficiency and cost reduction Practical, flexible and legally credible tools Streamlined interviewing and decision-making Fewer, more highly qualified interviews Country wide and/or local talent Use of high-end automation and touch as appropriate Multi-perspective view of critical areas Business relevant simulation tools Data integration provides holistic decision-making process Company-owned or scouted “talent” Assessment center style process High-touch data gathering and whole-person assessment Senior Leader interview protocol goes beyond competencies Strategic Data Review ensures data-driven decision-making Candidate Selection Differentiated by Level District Manager Salaried and Hourly Managers Hourly Associates High Touch Low Frequency LowHigh Candidate segmentation model (tiers) used to drive efficiencies, allocation of resources, and investment proportionate to position level

14. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 14 Day-in-the-life Assessment Experience

15. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 15

16. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 16 The Light Side PERSONALITY PROFILES

17. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 17 The Dark Side PERSONALITY PROFILES

18. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 18 Scott Yoder POperational Decision Making DExecutive Disposition PValuing Diversity Personal Attributes SEmpowerment/Delegation SChange Leadership Leadership Skills SDeveloping Strategic Relationships PCustomer Orientation PCommunicating with Impact Interpersonal Skills PBusiness Acumen DEstablishing Strategic Direction DEntrepreneurship Business/Management Skills PERSONALITY PROFILES COMPETENCIES

19. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 19 Warning, Warning! Behavior Rules

20. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 20 Assessing for Ethics Ask and you shall recieve. Use the power of triangulation People will explain their ethical views if you ask them to. Scale the assessment to the role. Leverage technology. Don’t assume, don’t worry about offending.

21. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 21 Questions?? C O M P E T I T I V E A D V A N T A G E. R E A L I Z E D.

22. © Development Dimensions Int’l, Inc., MMVI. All rights reserved. 22 Thank you. C O M P E T I T I V E A D V A N T A G E. R E A L I Z E D.