How Understanding Behavior Patterns Improves Your Effectiveness
BEHAVIOR@WORK
INTRODUCTIONINTRODUCTION
Please introduce yourself by briefly sharing:
Your name
Where you work and what you do
The workplace activities you most enjoy and those you don’t
USES OF ENERGYUSES OF ENERGY
We use energy at work when we are accomplishing work activities such as:
Making decisions
Developing project strategy
Determining direction
Improving systems and processes
Collaborating with others
Planning, organizing and coordinating
IMPACT OF ENERGYIMPACT OF ENERGY
We get energy from certain activities
We avoid certain activities because they take energy
These differences explain at least part of:What motivates us
The kind of work we most enjoy
The types of people we are most comfortableworking with
What causes tension and conflict in the workplace
BEHAVIOR
ENERGY
INTERNALWork activities I enjoyWork activities I avoid
EXTERNALConducting research
Brainstorming in teamsTaking decisive action
Asking for direction
HOW DO WE DEFINE ENERGY?HOW DO WE DEFINE ENERGY?
For this workshop we are defining energy as the:
. driver of our behavior
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PURPOSEPURPOSE
This course is designed to increase personal awareness of how energy is used and the way it’s translated into Behavior Patterns
This awareness allows you to make behavior choices that improve collaboration and productivity:
In one-on-one interactions
Within your team
Between your team and other departments
With people in other organizations
LEARNING OBJECTIVESLEARNING OBJECTIVES
By the end of today’s workshop, you will be able to:
Describe activities in the workplace where you tend to get and give energy
Recognize how this energy is translated into Behavior Patterns
Identify your preferred Behavior Pattern
Identify the Behavior Patterns of others
Adapt your behavior to build trust and respect and improve work performance
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AGENDAAGENDA
Module 1: Using Energy at Work
Module 2: From Energy to Behavior
Wrap Up
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USING ENERGY AT WORK
Module 1
FOCUSFOCUS
TASK
PEOPLE
People who prefer TASK activities like to focus their energy on what is being done.
People who prefer PEOPLE activities like to focus their energy on who is doing the task.
What do you prefer to focus on at work?
FOCUS
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PACEPACE
SYSTEMATIC EXPEDIENT
People who prefer SYSTEMATIC activities like to
focus their energy on how the work is
being done.
People who prefer EXPEDIENT activities
like to focus their energy on how
quickly the work is being done.
How quickly do you prefer to do your work?
PACE
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Task/Expedient
People/Expedient
People/Systematic
Task/Systematic
ENERGY QUADRANTSENERGY QUADRANTS
PACE PACE
FOCUS
FOCUS
PEOPLE
SYSTEMATIC EXPEDIENT
TASK
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TASK/EXPEDIENTTASK/EXPEDIENT
Tend to get energy from and like to give energy to:
Taking quick action
Making decisive decisions
Driving for results
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PEOPLE/EXPEDIENTPEOPLE/EXPEDIENT
Tend to get energy from and like to give energy to:
Influencing the team or group
Initiating discussion
Coming up with innovative ideas
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PEOPLE/SYSTEMATICPEOPLE/SYSTEMATIC
Tend to get energy from and like to give energy to:
Supporting team success
Organizing and assisting
Building cooperation and harmony
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TASK/SYSTEMATICTASK/SYSTEMATIC
Tend to get energy from and like to give energy to:
Producing work that is precise, accurate and complete
Analyzing data
Investigating and researching
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SHIFTING ENERGYSHIFTING ENERGY
Increasing our awareness of the type of energy needed situationally enables us to choose how to adapt our energy appropriately.
ENERGY IN MOTIONENERGY IN MOTIONGo to the quadrant that represents where you tend to give and get the most energy, then follow the facilitator’s directions.
20 minutes
QUIZQUIZ
Which energy quadrants are needed to accomplish these work activities?
Making decisions
Developing project strategy
Determining direction
Improving systems and processes
Collaborating with others
Planning, organizing and coordinating
All quadrantsAll quadrants
KEY CONCEPTSKEY CONCEPTS
Energy is , not static
Some types of energy are more situationally than others
Being able to improves our effectiveness (less draining, more productive)
Being able to the appropriate energy at the appropriate time increases credibility and improves efficiency
Understanding provides more options to increase collaboration and performance
fluid
productive
plan for energy shifts
recognize and demonstrate
how others use energy
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MODULE 1: REVIEWMODULE 1: REVIEW
We use energy to get work done
The two dimensions of energy are FOCUS and PACE
When combined, the two dimensions create four Energy Quadrants
We generally prefer one or two quadrants but can choose to work in any quadrant when necessary
Different activities require us to work in different quadrants
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BREAK
FROM ENERGY TO BEHAVIOR
Module 2
INTERNALWork activities I enjoyWork activities I avoid
BEHAVIOR
ENERGY
FROM ENERGY TO BEHAVIORFROM ENERGY TO BEHAVIOR
Behavior is the:
of.
external expressionenergy
EXTERNALConducting research
Brainstorming in teamsTaking decisive action
Asking for direction
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FOCUSFOCUS
TASK
PEOPLE
Smaller gestures
Limited facial expressions
Fewer smiles
Talking about the task itself
What kind of behavior is typically demonstrated?
FOCUS Bigger gestures
Many facial expressions
Frequent smiles
Talking about the people involved in the task
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PACEPACE
SYSTEMATIC EXPEDIENT
Speaking slowly
Using a soft voice
Asking questions
Talking about the details and processes
Speaking quickly
Using a strong voice
Making statements
Talking about the overall objective
What kind of behavior is typically demonstrated?
PACE
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Task/Expedient
People/Expedient
People/Systematic
Task/Systematic
Directing
InfluencingSupporting
Analyzing
FROM ENERGY QUADRANTS TO BEHAVIOR PATTERNSFROM ENERGY QUADRANTS TO BEHAVIOR PATTERNS
PEOPLE
SYSTEMATIC EXPEDIENT
TASK
PACE PACE
FOCUS
FOCUS
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BEHAVIOR PATTERNSBEHAVIOR PATTERNS
We change our Behavior Pattern situationally
We can demonstrate each of the four Patterns
We tend to prefer one or two Patterns (they give us energy)
We tend to avoid one or two Patterns(they take energy)
BEHAVIOR PATTERN ASSESSMENT
DISCUSSION: YOUR BEHAVIOR PATTERNDISCUSSION: YOUR BEHAVIOR PATTERN
Review your personalized Behavior Pattern Assessment
Underline the words or phrases that resonate with you
In triads, discuss how your Behavior Pattern
Helps you be successful
Can get in the way
Be prepared to discuss examples with the group
15 minutes
READING AND RESPONDING TO BEHAVIOR PATTERNS
WHY IS READING AND RESPONDING IMPORTANT? WHY IS READING AND RESPONDING IMPORTANT?
Each Behavior Pattern has different needs based on where they are on the midlines (PACE and FOCUS)
The possible costs of not recognizing these different needs are:
Misunderstandings
Confusion
Frustration
Judgments
These will eventually break down trust and respect and damage performance
WHY DO WE READ BEHAVIORON MIDLINES?WHY DO WE READ BEHAVIORON MIDLINES?
It makes it easier to identify someone’s Behavior Pattern (two dimensions instead of four quadrants)
It is easier to internalize the information
People often show behavior more clearly on one dimension than on both
By focusing on midlines, it is easier to recognize when someone is changing their behavior (i.e., sliding on a line) and know how to accommodate that change
SLIDING ON A LINESLIDING ON A LINE
PACE MIDLINE
SYSTEMATIC
EXPEDIENT
Supporting
Analyzing Directing
Influencing
WHAT DO THE TWO RIGHT OF MIDLINE PATTERNS HAVE IN COMMON?WHAT DO THE TWO RIGHT OF MIDLINE PATTERNS HAVE IN COMMON?
EXPEDIENT
MIDLINE
Directing
InfluencingSupporting
Analyzing
WHAT DO THE TWO LEFT OF MIDLINE PATTERNS HAVE IN COMMON?WHAT DO THE TWO LEFT OF MIDLINE PATTERNS HAVE IN COMMON?
SYSTEMATIC
MIDLINE
InfluencingSupporting
DirectingAnalyzing
WHAT DO THE TWO ABOVE MIDLINE PATTERNS HAVE IN COMMON?WHAT DO THE TWO ABOVE MIDLINE PATTERNS HAVE IN COMMON?
TASK
MIDLINE
DirectingAnalyzing
InfluencingSupporting
WHAT DO THE TWO BELOW MIDLINE PATTERNS HAVE IN COMMON?WHAT DO THE TWO BELOW MIDLINE PATTERNS HAVE IN COMMON?
PEOPLE
MIDLINE
RIGHT OF MIDLINERIGHT OF MIDLINE
If you are observing right of midline EXPEDIENT behaviors like:
Speaking quickly
Using a strong voice
Making statements
Talking about the overall objective
You can meet behavior needs by:
Starting with the bottom line
Using executive bullet points
Using statements
Being brief
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LEFT OF MIDLINELEFT OF MIDLINE
If you are observing left of midline SYSTEMATIC behaviors like:
Speaking slowly
Using a soft voice
Asking questions
Talking about the details and process
You can meet behavior needs by:
Providing context
Giving details
Asking questions and allowing them to ask questions
Speaking at a slow to moderate pace
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If you are observing above midline TASK behaviors like:
Smaller gestures
Limited facial expressions
Fewer smiles
Talking about the task itself
You can meet behavior needs by:
Minimizing nonverbals
Avoiding chit-chat
Keeping your feelings to yourself
Focusing on the task and facts
ABOVE MIDLINEABOVE MIDLINE
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BELOW MIDLINEBELOW MIDLINE
If you are observing below midline PEOPLE behaviors like:
Bigger gestures
Many facial expressions
Frequent smiles
Talking about the people involved in the task
You can meet behavior needs by:
Connecting briefly on a personal level, then on to business
Relating work to its impact on people
Asking about their emotions
Expressing your thoughts and emotions21
TIPS TO OBSERVING PATTERNSTIPS TO OBSERVING PATTERNS
Behavior Patterns, like the expression of energy (Task/People, Expedient/Systematic, etc.), are dynamic.
The Behavior Pattern of another person will typically be clear to you on at least one end of one dimension (Focus or Pace).
You may only be able to identify a clear Pattern on one dimension.
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READING AND RESPONDING TO BEHAVIOR PATTERNSREADING AND RESPONDING TO BEHAVIOR PATTERNS
OBSERVE ANALYZE CHOOSE RESPOND
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READING AND RESPONDING SKILLS PRACTICE READING AND RESPONDING SKILLS PRACTICE
Choose a partner and identify who will be Person A and who will be Person B
B will ask A: “What is the most rewarding aspectof your work?”
B will OBSERVE and ANALYZE A’s behavior (p.24)
B will CHOOSE and RESPOND in ways which are appropriate for the Pattern observed (p.25)
When time is called, B will follow step #5 on page 26
Reverse roles and repeat
8 minutes per round
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OBSERVE ANALYZE CHOOSE RESPOND
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READING AND RESPONDING TO BEHAVIOR PATTERNS IN EMAILREADING AND RESPONDING TO BEHAVIOR PATTERNS IN EMAIL
EMAIL EXAMPLE 1EMAIL EXAMPLE 1
I just met with Bill who was the last person on my list to show the draft to.
How do you want to go over edits: on the phone or will you be in this afternoon?
I am free from 2 to 4:00 today.
EMAIL EXAMPLE 2EMAIL EXAMPLE 2
Just showed the draft to Bill, who loves it, as do I. We have some tweaking to do; will you be in this afternoon?
Congratulations and thank you on a great job!!
EXAMPLES 1 & 2EXAMPLES 1 & 2
I just met with Bill who was the last person on my list to show the draft to.
How do you want to go over edits: on the phone or will you be in this afternoon?
I am free from 2 to 4:00 today.
Just showed the draft to Bill, who loves it, as do I. We have some tweaking to do: will you be in this afternoon?
Congratulations and thank you on a great job!!
READING AND RESPONDING SKILLS PRACTICE: EMAILREADING AND RESPONDING SKILLS PRACTICE: EMAIL
In your table group, read the assigned email in your participant workbook
“OBSERVE” the behavior being displayed in the writing style
ANALYZE the behavior you observed
CHOOSE reflective behaviors for your response
RESPOND to the email in the space provided
Write your responses on a flipchart
10 minutes
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EMAIL SAMPLE #1EMAIL SAMPLE #1
We are 17 days into our budget development cycle.
There are 5 days left to complete the individual segments and we are required to use the new account numbers.
Please have your spreadsheets to me by Friday at 3:00 p.m. so that I can spend the remaining time synthesizing the numbers into one, cohesive plan.
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EMAIL SAMPLE #1EMAIL SAMPLE #1
Observe: Details, exacting, facts and data
Analyze: Above midline, left of midline
Choose: Facts and data, discuss how
We are 17 days into our budget development cycle.
There are 5 days left to complete the individual segments and we are required to use the new account numbers.
Please have your spreadsheets to me by Friday at 3:00 p.m. so that I can spend the remaining time synthesizing the numbers into one, cohesive plan.
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EMAIL SAMPLE #1EMAIL SAMPLE #1
Possible Response:I will send the spreadsheet to you with my segments by 4:00 on Thursday. I will also send a separate document explaining the rationale for my figures. If you have any questions please contact me. Thanks.
We are 17 days into our budget development cycle.
There are 5 days left to complete the individual segments and we are required to use the new account numbers.
Please have your spreadsheets to me by Friday at 3:00 p.m. so that I can spend the remaining time synthesizing the numbers into one, cohesive plan.
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EMAIL SAMPLE #2EMAIL SAMPLE #2
I just came from the budget planning meeting and there was lots of noise about our being behind.
I haven’t heard any specifics from anyone, so shoot me a quick status update, okay? I know you guys are gonna knock it out of the park!
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EMAIL SAMPLE #2EMAIL SAMPLE #2
Observe: Expressive, colorful language, urgent
Analyze: Below midline, right of midline
Choose: Get to the bottom line, be personable
I just came from the budget planning meeting and there was lots of noise about our being behind.
I haven’t heard any specifics from anyone, so shoot me a quick status update, okay? I know you guys are gonna knock it out of the park!
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EMAIL SAMPLE #2EMAIL SAMPLE #2
Possible Response:No worries – we’re putting the finishing touches on all the documents now and are going to finish ahead of schedule. We’re going to blow them away!
I just came from the budget planning meeting and there was lots of noise about our being behind.
I haven’t heard any specifics from anyone, so shoot me a quick status update, okay? I know you guys are gonna knock it out of the park!
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EMAIL SAMPLE #3EMAIL SAMPLE #3
Budget on track? Need status ASAP.
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EMAIL SAMPLE #3EMAIL SAMPLE #3
Observe: Brief, no emotion, urgent
Analyze: Above midline, right of midline
Choose: Brief, focus on task and facts
Budget on track? Need status ASAP.
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EMAIL SAMPLE #3EMAIL SAMPLE #3
Possible Response:We’re on track. Will have info to you on Monday.
Budget on track? Need status ASAP.
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EMAIL SAMPLE #4EMAIL SAMPLE #4
The budgeting planning meeting just wrapped up and I want to make sure we’re all clear on our roles so that we meet the deadline.
Please let me know your progress, and if you’re struggling in any way, I’m here to help.
Thank you in advance for your work on this – I appreciate it!
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EMAIL SAMPLE #4EMAIL SAMPLE #4
Observe: Calm, supportive, process focus
Analyze: Below midline, left of midline
Choose: Social impacts, personable, give details
The budgeting planning meeting just wrapped up and I want to make sure we’re all clear on our roles so that we meet the deadline.
Please let me know your progress, and if you’re struggling in any way, I’m here to help. Thank you in advance for your work on this – I appreciate it!
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EMAIL SAMPLE #4EMAIL SAMPLE #4
Possible Response:Thanks for your offer to help! I’m on track with the timeline and will send you my information two days before the due date. Will that work for you?
The budgeting planning meeting just wrapped up and I want to make sure we’re all clear on our roles so that we meet the deadline.
Please let me know your progress, and if you’re struggling in any way, I’m here to help. Thank you in advance for your work on this – I appreciate it!
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MODULE 2: REVIEWMODULE 2: REVIEW
Behavior Patterns are an expression of energy
Based on the midlines, there are ways to respond
to Behavior Patterns that meet their unique needs
and build trust and respect
There is a four-step process for adapting our
behavior to meet the Pattern needs of others
The process can work in face-to-face interactions,
as well as virtual ones
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WRAP UP
ACTION PLANACTION PLAN
Read page 36, and then use pages 37-39 to create a plan for applying today’s skills to a specific relationship
Be prepared to share one key learning with the group
10 minutes
36-39
LEARNING OBJECTIVESLEARNING OBJECTIVES
By the end of today’s workshop, you will be able to:
Describe activities in the workplace where you tend to get and give energy
Recognize how this energy is translated into Behavior Patterns
Identify your preferred Behavior Pattern
Identify the Behavior Patterns of others
Adapt your behavior to build trust and respect and improve work performance
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4
5
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THANK YOU!