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									   Balanced Leadership:
The Impact of Behavior Styles

   EDUCAUSE Enterprise 2006

  Morris W. Beverage, Jr., E.D.M.
             President
   Lakeland Community College
  Exercise: Let’s find out
something about ourselves…
Complete the Communication Behavior
Style Exercise
 – Circle every word that describes you at
   work
 – There are no right or wrong answers
 – No one will see your selections
               COMMUNICATION BEHAVIOR STYLE EXERCISE


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
Behavior Styles Exercise


ANALYZER      CONTROLLER

STABILIZER    PERSUADER
       Your Behavior Style


External conditions and situations exist at
the present time that may impact your
current response
Avoid labels
               Tasks vs. People
More, better, faster     Capable, competent
                         Likeable




Tasks                                People
      Process vs. Expediency
Thorough, comprehensive,   Fast, gut, quick
need to make one RIGHT
decision




Process                    Expediency
          Behavior Styles
                   Task



      ANALYZER              CONTROLLER

Process                             Expediency

      STABILIZER            PERSUADER



                   People
         Behavior Styles
                    (Do)
                    Task



      ANALYZER             CONTROLLER

Process                             Expediency
 (Ask)                                (Tell)
       STABILIZER          PERSUADER



                  People
                 (Do with)
             Behavior Styles
                        (Do)
                        Task



          ANALYZER             CONTROLLER

Process                                 Expediency
 (Ask)                                     (Tell)
          STABILIZER           PERSUADER




                        People
                       (Do with)
               Analyzers
Tendency towards perfectionism
Deal with facts, data, logic, details
Sometimes slow to make decisions
May appear overly cautious and not good risk-
takers
Decisions and information provided are usually
accurate and thoughtful
Feelings and emotions kept inside
               Stabilizers
“Warm and fuzzies”
People and friendships are very important
Like to get others involved in activities
Good at juggling multiple tasks
Concerned about feelings of others
Less inclined to speak their mind openly
Can get hurt feelings or be offended easily
              Persuaders
Party people
Love to have a good time
Highly creative and enthusiastic
Operate primarily by intuition
Little tolerance for those who are not expressive
Easily bored
Difficult to keep on task
Easily distracted
              Controllers
Strong, decisive and results-oriented
Provide strong guidance for others
May appear pushy at times
Demanding of themselves and others
Highly self-critical
Resent those who “waste” time with idle chit-
chat
       Positives and Negatives per Style
A       Pos                  Pos           C
     Industrious         Strong-willed
      Persistent         Independent
       Serious             Practical
      Exacting             Decisive
       Orderly             Efficient

S       Pos                 Pos            P
    Supportive           Ambitious
    Respectful          Stimulating
      Willing           Enthusiastic
    Dependable           Dramatic
     Agreeable            Friendly
    Positives and Negatives per Style
A             Neg                  Neg C
             Critical             Pushy
           Indecisive             Severe
             Stuffy               Tough
             Picky               Dominating
           Moralistic             Harsh

S            Neg                    Neg      P
          Conforming            Manipulative
            Unsure               Excitable
            Pliable             Undisciplined
          Dependent               Reacting
           Awkward               Egotistical
       Positives and Negatives per Style
A       Pos           Neg           Pos            Neg C
     Industrious     Critical   Strong-willed     Pushy
      Persistent   Indecisive   Independent       Severe
       Serious       Stuffy       Practical       Tough
      Exacting       Picky        Decisive       Dominating
       Orderly     Moralistic     Efficient       Harsh

S       Pos       Neg               Pos             Neg      P
    Supportive Conforming        Ambitious      Manipulative
    Respectful   Unsure         Stimulating      Excitable
      Willing    Pliable        Enthusiastic    Undisciplined
    Dependable Dependent         Dramatic         Reacting
     Agreeable  Awkward           Friendly       Egotistical
            Discussion
Look at the “Positives and Negatives per
Style” matrix.

Do those ring true for you? Do they
suggest approaches that may result in
successful outcomes when working with or
communicating with people whose style is
different than your own?
  Potentially toxic relationships
Natural tensions occur between individuals
 whose orientations are dramatically
 different from one another:

    Analyzer       Persuader

    Controller     Stabilizer
  Potentially compatible
         relationships


Controller   and    Analyzer
Analyzer     and    Stabilizer
Stabilizer   and    Persuader
Controller   and    Persuader
           With Analyzers…
       DO…                              DON’T…
- Prepare in advance            - Be disorganized or messy
- Be accurate                   - Be casual, informal or loud
- Be direct                     - Rush decision-making
- List pros and cons            - Fail to follow through
- Present specifics             - Waste time
- Be persistent                 - Leave things to chance
- Use timetables for actions    - Threaten or cajole
- Provide tangible, practical   - Use opinions as evidence
   evidence                     - Be manipulative
             With Stabilizers…
         DO…                                 DON’T…
- Start with a personal comment      - Rush into business
- Show sincere interest in them as   - Stick constantly to
    people                              business
- Listen and be responsive           - Force them to respond
    quickly
- Be casual and non-threatening      - Be demanding
- Ask “how” questions                - Debate facts & figures
- Watch for hurt feelings            - Be abrupt
- Provide assurances                 - Be patronizing
                                     - Decide for them
           With Controllers…
       DO…                              DON’T…
- Be specific & brief             - Ramble or waste time
- Stick to business               - Be disorganized or messy
- Be prepared                     - Leave loopholes or be unclear
- Present facts clearly           - Ask rhetorical questions
- Ask “what” questions            - Make decisions for them
- Provide alternative solutions   - Speculate
- Take issue with facts           - Be directive
            With Persuaders…
         DO…                              DON’T…
- Be fast-moving, entertaining     - Legislate
- Leave time for socializing       - Be cold, aloof, or tight-lipped
- Talk about their goals           - Press for solutions
- Deal with the “big” picture      - Deal with details
- Ask for their opinions & ideas   - Be dogmatic
- Provide examples from people     - Talk down to them
   they believe are important
- Offer incentives or rewards
Impact of Tension on Behavior


How does tension impact our behavior?
Do all styles react the same way?
What happens when we can’t get rid of the
tension?
         Tension – Reaction Behavior
(Analyzer)            Nitpick                 Explode      (Controller)
                      Leave                    Blame
               Prove they are “right”         Dictate
                    Pull away                Take over
                Withhold emotions        Suppress emotions

(Stabilizer)    Wait too long to act        Verbal attack (Persuader)
                    Tell others         Talk about everything
                       Avoid                    Cry
                Give in & get even       “Dump” it & forget it
                Worry emotionally       Overreact emotionally
Reactions to Tension & Stress
                Controlled
                                           DICTATE
WITHDRAW




                      Emotions
Process     Results              Results      Expedient

                      Emotions


ACQUIESCE                                    ATTACK
                Responsive                 (VERBALLY)
          Continual Need Deprivation
Withdraw                                            Dictate
       Integrity                         Respect
                   Dictate   Withdraw
           A                               C

      Acquiesce    Attack    Acquiesce   Attack




       Withdraw    Dictate   Withdraw     Dictate


          S                  Acquiesce      P
                   Attack
       Loyalty                            Trust
Acquiesce                                           Attack
     Four Domains of Emotional
            Intelligence
  Personal       Self Awareness
Competencies


   Self Management                Social Awareness


                                        Social
                                     Competencies
               Relationship Management
     Video



Pride and Prejudice
         Food For Thought

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
Suggested Reading: Behavior Styles
People Styles at Work: Making Bad Relationships
Good and Good Relationships Better, Robert
Bolton and Dorothy Grover Bolton

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

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

How to Speak and Listen Effectively, Harvey A.
Robbins
  Balanced Leadership:
The Impact of Behavior Styles

         Thank You!

								
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