Core Values

Communication and Conflict

Brain Dominance

Concrete

Abstract

FlowStructure

Brain Dominance

Concrete

Abstract

FlowStructure

Builder Merchant

Banker Innovator

Styles for Approaching Work and Life Situations

Banker: Analyzing information and ordering in a logical fashion

Innovator: Conceiving and connecting ideas, projecting possibilities

Builder: Experiencing through doing

Merchant: Relating and understanding through emotions and feelings

Builder

Time: This quarter

Ask: What, when, where, how much

Values: Power, Faith

Create: Options

Banker

Time: Past

Ask: How

Value: Knowledge,

Justice

Create: Plans

Merchant

Time: This moment

Ask: Who

Values: Love, Truth

Create: Relationships

Innovator

Time: Future

Ask: Why

Values: Wisdom,

Compassion

Create: Concepts

Communicating Styles

Builder

Action

Leadership

Completion

Results

Banker

Structure

Proof

Thorough

Facts

Merchant

Personal attention

Emotional reaction

Assistance

Feelings

Innovator

Autonomy

Intellectual challenge

Long-term

Ideas

Motivation

Builder

Practicality

Reduced cost

Reduced time

Bottom-line

Banker

Proof

Logic

Details

Procedures

Merchant

Positive impact on others

Reactions from others

Teamwork

Job satisfaction

Innovator

Long term impact

Future value

Originality, uniqueness

Creativity

When Selling, Emphasize:

Builder

- Brief

- Executive summary

- Results first

- Money/time

Banker

- Agenda, outline

- Bullets

- Organized

- Precise

Merchant

- Begin with small talk

- Images

- Slogans

- Informal

Innovator

- Models

- Drawings

- Preliminary sketch

- Allow ample time

Presentation Format

Builder

Focus: Action & results

Approach: Get going now

Banker

Focus: Logic & analysis

Approach: Data, facts, history

Merchant

Focus: Self & other

Approach: tune in to people’s reactions/feelings

Innovator

Focus: Concepts & patterns

Approach: Big picture, mental models, strategy

Banker Frame of Reference

Innovator Frame of Reference

Builder

Banker

Innovator

Merchant

Merchant Frame of Reference

Builder Frame of Reference

Builder Merchant - Action - Support

Banker Innovator- Plans - Ideas

Innovator Style

Effective• Original

• Imaginative

• Creative

• Broad-gauged

• Charismatic

• Intellectually tenacious

• Ideological

Ineffective• Unrealistic• “Far-out”• Fantasy-bound• Scattered• Devious• Out-of-touch• Dogmatic• Impractical

Banker Style

Effective• Effective communicator

• Deliberative

• Prudent

• Weighs alternatives

• Stabilizing

• Objective

• Rational

• Analytical

Ineffective• Verbose• Indecisive• Over-cautious• Over-analyzes• Unemotional• Non-dynamic• Controlled and controlling• Over-serious, rigid

Builder Style

Effective• Pragmatic• Assertive, directional• Results-oriented• Objective - bases

opinions on what they actually see

• Competitive• Confident

Ineffective• Doesn’t see long-range• Status seeking, self-

involved• Acts first, then thinks• Lacks trust in others• Domineering• Arrogant

Merchant Style

Effective• Spontaneous

• Persuasive

• Empathetic

• Grasps traditional values

• Probing

• Introspective

• Draws out feelings of others

• Loyal

Ineffective• Impulsive• Manipulative• Over-personalized• Sentimental• Postponing• Guilt-ridden• Stirs up conflict• Subjective