Communicating for Success Anne Grady President & CEO anne@annegradygroup.com
Emotional Bank Account
What is the goal? I am % responsible for effective communication
Human Behavior If I understand me better than you understand you, then I can guide the communications between us. If I understand me and you better than you understand yourself, then I can predict and guide how you will respond.
The 4 Communication Styles Driver Expressive Amiable Analytical
Driver WANTS NEEDS STRENGTHS GOAL AVOIDS FEARS OVERUSES EMOTION PROVIDE QUESTIONS WEAKNESS Action and Results To Control, To Win Decisive, Task Mode, Goal Oriented Better Results Wasted Time & Energy Losing Control Impatience Anger / Short Fuse Solutions and Options What Insensitive To Others Driver
Expressive WANTS NEEDS STRENGTHS GOAL AVOIDS FEARS OVERUSES EMOTION PROVIDE QUESTIONS WEAKNESS Feedback, To Be Liked To Interact and Verbalize Interaction Skills, Persuasive Social Recognition Boredom Social Rejection Disorganization Positive, Optimistic Testimonials & Feedback Who Impulsive Expressive
Amiable WANTS NEEDS STRENGTHS GOAL AVOIDS FEARS OVERUSES EMOTION PROVIDE QUESTIONS WEAKNESS Harmony and Peace To Serve Others Team Player, Loyal, Patient Harmony, Closure Confrontation, Conflict, Change Loss of Predictability Possessiveness Masked Emotions Assurance & Guarantees Why Taking a Stand Amiable
Analytical WANTS NEEDS STRENGTHS GOAL AVOIDS FEARS OVERUSES EMOTION PROVIDE QUESTIONS WEAKNESS Excellence and Quality To Comply with Standards Accuracy and Precision Correct and Proper Way Uncertainty Criticism of their Work Skepticism, Criticism Worry, Fear Evidence How Poor Improviser Analytical
Style-Flexing with Donuts
Someone bring donuts for the 9am meeting. - Mike Driver
That is Awesome!!!! I love donuts!! We should definitely get some. I had donuts over the weekend and they were sooooo gooood! Make sure they have sprinkles because I am totally addicted to sprinkles!!!!!! Expressive
Great idea Mike! If everyone is ok with it, I could get the donuts. Of course, I m totally fine if someone else wants to bring them. Just let me know what you guys prefer. I live right by a donut shop, so I m happy to go, but only if you want me to. I hope you guys all have a really great day! Amiable
I ve looked at our donut options. There are 4 places within a 10 mile radius. I ve color coded them based on proximity and quality: Donut King (Closest) We Heart Donuts (Farthest) Your Nuts, My Nuts, Donuts (Best) House of Donuts (Cheapest) Given there are 22 of us on any given day, 4 dozen should provide each employee with 2. Analytical
Style Summary FACTS & RESULTS Analytical Process Focused Logic Driven Skeptical Objective Driver Control Decisive Impatient Results Driven SLOW & PATIENT FAST & IMPATIENT Amiable Avoids Conflict Relationship Driven Consistency Loyal Expressive Likes Recognition Not Detailed Talkative Emotionally Driven PEOPLE & EMOTIONS
How to Communicate with a Driver Be clear, specific, and concise Be prepared and organized (requirements, objectives, materials, etc.) Present facts logically. Avoid exaggeration. Ask specific questions (e.g. What ) Provide recommendations or alternatives Provide facts and figures about probability of success If you disagree, take issue with facts, NOT the Person - plan ahead! Provide win/win opportunities Make an effort to be efficient Present solutions rather than problems
How to Communicate with an Expressive Plan interaction that supports their dreams and intuitions Allow time for relating and socializing Don t deal with extensive details put them in writing Ask for their opinions Provide ideas for implementing action Gently help them to stay focused on the conversation Continue supporting the relationship; be casual Provide reassurance Offer feedback and appreciation Make an effort to be interesting and interested
How to Communicate with an Amiable Use brief personal comments; break the ice Show sincere interest in them as people; find areas of common ground Patiently draw out personal goals; listen and be responsive Present your case smoothly and in a non-threatening manner Ask open-ended questions to elicit a response If you disagree, look for hurt feelings Do not embarrass or put on the spot Provide personal assurances and guarantees If decision is required, give them time to think Make an effort to be cooperative
How to Communicate with an Analytical Prepare your case in advance; take time to be accurate Approach them in a straightforward but direct way; stick to business Employ a logical, methodical approach; build credibility by listing pros and cons Make organized contributions to their efforts; present specifics & do what you say you ll do Draw an action plan with scheduled dates and milestones; be conservative If you disagree prove it with facts, data, or evidence Provide them with the information and the time to make a decision Allow them their space Don t take critical responses personally. It s how they process information Demonstrate respect
Communication Strategies The best way to communicate with me is to I m most productive when The best way to give me feedback is to In order to do my best I need The most meaningful recognition to me is
sometimes we forget to listen
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