Anita DeBoer

Collaborative planning requires an awareness of the importance of good interpersonal communication skills and appreciation for individual differences in communication style

Concrete

Sequential

Active

Thinking

Analyzer

Initiator

Abstract

Random

Reflective

Intuitive

Synthesizer

Responder

Continuum of Risk

Jump in early

Perceived as assertive and directive

Take charge attitude

Hold strong opinions

Scope out environment

before jumping in More

reserved/calculated Doers Wait for others to

approach

High Risk Low Risk

Continuum of People Orientation

Enjoy interacting with others

Love to collaborate

Described as warm, open, approachable, flexible, dramatic, friendly

Easily display emotions

Prefer working alone Described as more

solitary, formal, fact based, less personal

Less interested in what others are thinking/feeling

Prefer less display of emotion

High People

Orientation

Low People

Orientation

Persuaders:

High risk taking, people oriented individuals.

High spirited and social. Love to inspire/be

inspired. Articulate and intense. Need

recognition/applause. Excellent at

communicating and motivating others. Time

management can be an issue. Oblique when

confronting. “Most people... An exciting

approach...Personal experience”

Achievers:

High risk taking, low people oriented individuals.

Confident and decisive. Need to be in control.

Forceful and direct. Excellent problem solvers

and decision makers. “Its obvious.. The fact

is..Anyone can see”

Supporters:

Lower risk taking, more people oriented

individuals. High ideals and standards. Like calm

environments. Hate conflict and change. Need to

be appreciated and secure. Can work well with

all styles. Consistent, excellent listeners, calm

and patient. “My personal feeling... Do you feel...

We need to appreciate”

Analysts

Lower risk taking, low people oriented

individuals. Highly disciplined and persistent.

Love to reason, want time to think through.

Need for accuracy, order and predictability..

Organized, detail oriented. Critical thinkers, long

range planners. “ Logic would dictate...It stands

to reason... What are the guarantees”

Communication

Styles

Use strategies that are results oriented, efficient, forceful, direct, independent and impersonal. Like to control people and events in problem solving. Love challenges and change.

Prefer administrative and executive positions or those that do not require them to work collaboratively with people.

Under pressure can become dominating.

Need for power, prestige and directness.

KISS Business and direct Be punctual Set meeting timelines Start with factual questions Clear picture of expected results Provide evaluation tools Active listen to ideas Paraphrase and clarify Take a firm position Be an authority if necessary Logical and efficient action plans (validity) Anticipate all possible objections Be incisive Terms like: accountability, efficiency, bottom line, get the job

done,

Use strategies to stimulate and inspire

Excite people to action

Include people in decision making

Believe involvement and ownership is important

Do business in a friendly way not losing their own objectives

Personalize yourself

Acknowledge them: importance, competence, humour, friendliness

Invite them to share feelings

Appeal to how things could be

Elicit specific details

Be enthusiastic, optimistic, persuasive

Evaluation strategies to show early benefits

Known experts, third party stories

Plans in writing

Reaffirm personal relationship

Employ proven and familiar strategies

Emphasis on working with and for people

Gather all views, focus on emotions and feelings, going for consensus

Reference to feelings, friends, family

Use open and indirect questions

Influence while listening

Under pressure can be conforming, will acquiesce

“I’m sorry”

Begin with personal comments. Be calm, casual and friendly Request their assistance Ask how questions: elicit opinion and respect values Actively listen and reflect feelings/concerns Appreciate efforts so far Clear solutions and rationale to show awareness of

impact Listen for their values Third party stories Listen patiently and acknowledge fears Make it easy to share objections and Get written commitment to plans Frequently touch base

Employ strategies that are organized, logical and impersonal

Pay attention to details essential to systematic and smooth operations

Can use factual information in intuitive ways

Like flow charts and graphics

Under pressure will avoid and escape

Be reserved when approaching Arrive on time Present information in step by step approach Pay attention to details Appeal to logic, reason and scientific approach Be completely prepared Be prepared to discuss viable alternatives Expect to be challenged on assumptions, procedures, ideas but

don’t personalize Be consistent with know procedures Specific, clear timelines for each step Analyze long range effects Objective, sensitive measurement Be persistent Expect little feedback Minimize risks