Balanced Leadership: The Impact of Behavior Styles

Balanced Leadership:Balanced Leadership: The Impact of Behavior StylesThe Impact of Behavior Styles

EDUCAUSE Enterprise 2006EDUCAUSE Enterprise 2006

Morris W. Beverage, Jr., E.D.M.Morris W. Beverage, Jr., E.D.M.PresidentPresident

Lakeland Community CollegeLakeland Community College

Exercise: Let’s find out Exercise: Let’s find out something about ourselves…something about ourselves…

Complete the Communication Behavior Complete the Communication Behavior Style ExerciseStyle Exercise– Circle every word that describes you at Circle every word that describes you at

workwork– There are no right or wrong answersThere are no right or wrong answers– No one will see your selectionsNo one will see your selections

CRITICAL INDUSTRIOUS PUSHY STRONG-WILLED

INDECISIVE PERSISTENT SEVERE INDEPENDENT

STUFFY SERIOUS TOUGH PRACTICAL

PICKY EXPECTING DOMINATING DECISIVE

MORALISTIC ORDERLY HARSH EFFICIENT

ALOOF THOUGHTFUL COLD GOAL-ORIENTED

CONFORMING SUPPORTIVE MANIPULATING AMBITIOUS

UNSURE RESPECTFUL EXCITIBLE STIMULATING

INGRATIATING WILLING UNDISCIPLINED ENTHUSIASTIC

DEPENDENT DEPENDABLE REACTING DRAMATIC

AWKWARD AGREEABLE EGOTISTICAL FRIENDLY

WISHY-WASHY APPROACHABLE FLAKY CREATIVE

COMMUNICATION BEHAVIOR STYLE EXERCISE

BehaviorBehavior Styles ExerciseStyles Exercise

ANALYZER CONTROLLER

STABILIZER PERSUADER

Your Behavior Style Your Behavior Style

External conditions and situations exist at External conditions and situations exist at the present time that may impact your the present time that may impact your current responsecurrent response

Avoid labelsAvoid labels

Tasks vs. PeopleTasks vs. People

More, better, fasterMore, better, faster Capable, competentCapable, competent

LikeableLikeable

TasksTasks PeoplePeople

Process vs. ExpediencyProcess vs. Expediency

Thorough, comprehensive,Thorough, comprehensive, Fast, gut, Fast, gut, quickquick

need to make one RIGHTneed to make one RIGHT

decisiondecision

ProcessProcess ExpediencyExpediency

Behavior Styles

Task

People

Process Expediency

ANALYZER CONTROLLER

STABILIZER PERSUADER

Behavior Styles

Task

People

Process(Ask)

Expediency(Tell)

ANALYZER CONTROLLER

STABILIZER PERSUADER

(Do)

(Do with)

Behavior Styles

Task

People

Process(Ask)

Expediency(Tell)

Accuracy Action

ApprovalAppreciation

ANALYZER CONTROLLER

STABILIZER PERSUADER

(Do)

(Do with)

AnalyzersAnalyzers

Tendency towards perfectionismTendency towards perfectionism

Deal with facts, data, logic, detailsDeal with facts, data, logic, details

Sometimes slow to make decisionsSometimes slow to make decisions

May appear overly cautious and not good risk-May appear overly cautious and not good risk-takerstakers

Decisions and information provided are usually Decisions and information provided are usually accurate and thoughtfulaccurate and thoughtful

Feelings and emotions kept insideFeelings and emotions kept inside

StabilizersStabilizers

““Warm and fuzzies”Warm and fuzzies”

People and friendships are very importantPeople and friendships are very important

Like to get others involved in activitiesLike to get others involved in activities

Good at juggling multiple tasksGood at juggling multiple tasks

Concerned about feelings of othersConcerned about feelings of others

Less inclined to speak their mind openlyLess inclined to speak their mind openly

Can get hurt feelings or be offended easilyCan get hurt feelings or be offended easily

Persuaders Persuaders

Party peopleParty people

Love to have a good timeLove to have a good time

Highly creative and enthusiasticHighly creative and enthusiastic

Operate primarily by intuitionOperate primarily by intuition

Little tolerance for those who are not expressiveLittle tolerance for those who are not expressive

Easily boredEasily bored

Difficult to keep on taskDifficult to keep on task

Easily distractedEasily distracted

ControllersControllers

Strong, decisive and results-orientedStrong, decisive and results-oriented

Provide strong guidance for othersProvide strong guidance for others

May appear pushy at timesMay appear pushy at times

Demanding of themselves and othersDemanding of themselves and others

Highly self-criticalHighly self-critical

Resent those who “waste” time with idle chit-Resent those who “waste” time with idle chit-chatchat

Positives and Negatives per StylePositives and Negatives per StylePos

IndustriousPersistentSeriousExactingOrderly

Pos Strong-willed Independent

PracticalDecisiveEfficient

PosSupportiveRespectful

WillingDependableAgreeable

PosAmbitious

StimulatingEnthusiastic

DramaticFriendly

A C

PS

Positives and Negatives per StylePositives and Negatives per StyleNeg

CriticalIndecisive

StuffyPicky

Moralistic

Neg Pushy Severe Tough

Dominating Harsh

NegConforming

UnsurePliable

DependentAwkward

NegManipulative

ExcitableUndisciplined

ReactingEgotistical

A C

PS

Positives and Negatives per StylePositives and Negatives per StylePos

IndustriousPersistentSeriousExactingOrderly

NegCritical

IndecisiveStuffyPicky

Moralistic

Pos Strong-willed Independent

PracticalDecisiveEfficient

Neg Pushy Severe Tough

Dominating Harsh

PosSupportiveRespectful

WillingDependableAgreeable

NegConforming

UnsurePliable

DependentAwkward

PosAmbitious

StimulatingEnthusiastic

DramaticFriendly

NegManipulative

ExcitableUndisciplined

ReactingEgotistical

A C

PS

DiscussionDiscussion

Look at the “Positives and Negatives per Look at the “Positives and Negatives per Style” matrix.Style” matrix.

Do those ring true for you? Do they Do those ring true for you? Do they suggest approaches that may result in suggest approaches that may result in successful outcomes when working with or successful outcomes when working with or communicating with people whose style is communicating with people whose style is different than your own?different than your own?

Potentially toxic relationshipsPotentially toxic relationships

Natural tensions occur between individuals Natural tensions occur between individuals whose orientations are dramatically whose orientations are dramatically different from one another:different from one another:

AnalyzerAnalyzer PersuaderPersuader

ControllerController StabilizerStabilizer

PotentiallyPotentially compatible compatible relationshipsrelationships

ControllerController andand AnalyzerAnalyzerAnalyzerAnalyzer andand StabilizerStabilizerStabilizerStabilizer andand PersuaderPersuaderControllerController andand PersuaderPersuader

With Analyzers…With Analyzers…

DO…DO… DON’T…DON’T…- Prepare in advance- Prepare in advance - Be disorganized or messy- Be disorganized or messy

- Be accurate- Be accurate - Be casual, informal or loud- Be casual, informal or loud

- Be direct- Be direct - Rush decision-making- Rush decision-making

- List pros and cons- List pros and cons - Fail to follow through- Fail to follow through

- Present specifics- Present specifics - Waste time- Waste time

- Be persistent- Be persistent - Leave things to chance- Leave things to chance

- Use timetables for actions- Use timetables for actions- Threaten or cajole- Threaten or cajole

- Provide tangible, practical- Provide tangible, practical - Use opinions as evidence- Use opinions as evidence

evidenceevidence - Be manipulative- Be manipulative

With Stabilizers…With Stabilizers…

DO…DO… DON’T…DON’T…- Start with a personal comment- Start with a personal comment - Rush into business- Rush into business- Show sincere interest in them as- Show sincere interest in them as - Stick constantly to- Stick constantly to

peoplepeople business business

- Listen and be responsive- Listen and be responsive - Force them to respond quickly- Force them to respond quickly

- Be casual and non-threatening- Be casual and non-threatening - Be demanding- Be demanding

- Ask “how” questions- Ask “how” questions - Debate facts & figures- Debate facts & figures

- Watch for hurt feelings- Watch for hurt feelings - Be abrupt- Be abrupt

- Provide assurances- Provide assurances - Be patronizing- Be patronizing

- Decide for them- Decide for them

With Controllers…With Controllers…

DO…DO… DON’T…DON’T…- Be specific & brief- Be specific & brief - Ramble or waste time - Ramble or waste time

- Stick to business- Stick to business - Be disorganized or messy - Be disorganized or messy

- Be prepared- Be prepared - Leave loopholes or be - Leave loopholes or be unclearunclear

- Present facts clearly- Present facts clearly - Ask rhetorical questions - Ask rhetorical questions

- Ask “what” questions- Ask “what” questions - Make decisions for them - Make decisions for them

- Provide alternative solutions- Provide alternative solutions - Speculate - Speculate

- Take issue with facts- Take issue with facts - Be directive - Be directive

With Persuaders…With Persuaders…

DO…DO… DON’T…DON’T…- Be fast-moving, entertaining- Be fast-moving, entertaining - Legislate - Legislate

- Leave time for socializing- Leave time for socializing - Be cold, aloof, or tight-lipped - Be cold, aloof, or tight-lipped

- Talk about their goals- Talk about their goals - Press for solutions - Press for solutions

- Deal with the “big” picture- Deal with the “big” picture - Deal with details - Deal with details

- Ask for their opinions & ideas- Ask for their opinions & ideas - Be dogmatic - Be dogmatic- Provide examples from people- Provide examples from people - Talk down to them - Talk down to them

they believe are importantthey believe are important

- Offer incentives or rewards- Offer incentives or rewards

Impact of Tension on BehaviorImpact of Tension on Behavior

How does tension impact our behavior?How does tension impact our behavior?

Do all styles react the same way?Do all styles react the same way?

What happens when we can’t get rid of the What happens when we can’t get rid of the tension?tension?

Tension – Reaction Behavior

NitpickLeave

Prove they are “right”Pull away

Withhold emotions

ExplodeBlameDictate

Take overSuppress emotions

Wait too long to actTell others

AvoidGive in & get evenWorry emotionally

Verbal attackTalk about everything

Cry“Dump” it & forget it

Overreact emotionally

(Analyzer)

(Stabilizer)

(Controller)

(Persuader)

Reactions to Tension & Stress

Results Results

Em

otio

nsE

mot

ions

Controlled

Responsive

Process Expedient

DICTATE

ATTACK(VERBALLY)

ACQUIESCE

WITHDRAW

Continual Need DeprivationContinual Need DeprivationWithdraw

Dictate

AttackAcquiesce

Withdraw

Dictate

AttackAcquiesce

Withdraw Dictate

Attack

Acquiesce

Withdraw Dictate

Attack

Acquiesce

IntegrityA

RespectC

PTrust

SLoyalty

Four Domains of Emotional Intelligence

Self Awareness

Self Management Social Awareness

Relationship Management

SocialCompetencies

PersonalCompetencies

Video

Pride and Prejudice

Watch your words; they become actions.

Watch your actions; they become habits.

Watch your habits; they become character.

Watch your character; it becomes your destiny.

Frank Outlaw

Food For ThoughtFood For Thought

Suggested Reading: Behavior StylesSuggested Reading: Behavior Styles

People Styles at Work: Making Bad Relationships People Styles at Work: Making Bad Relationships Good and Good Relationships BetterGood and Good Relationships Better, , Robert Robert Bolton and Dorothy Grover BoltonBolton and Dorothy Grover Bolton

Social Style/Management Style: Developing Social Style/Management Style: Developing Productive Work RelationshipsProductive Work Relationships, , Robert Bolton and Robert Bolton and Dorothy Grover BoltonDorothy Grover Bolton

Personal Styles & Effective PerformancePersonal Styles & Effective PerformanceMake Your Style Work for YouMake Your Style Work for You, , David W. Merrill, David W. Merrill, Ph.D., Roger H. Reid, M.A.Ph.D., Roger H. Reid, M.A.

How to Speak and Listen EffectivelyHow to Speak and Listen Effectively, , Harvey A. Harvey A. RobbinsRobbins

Balanced Leadership: Balanced Leadership: The Impact of Behavior StylesThe Impact of Behavior Styles

Thank You!Thank You!