What Type of Bear Are You?

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Learn how to relate and communicate to every person, in a

way easy to remember and apply.

(Generally about an hour and fifteen minutes, including q&a. If

you have a question, raise your hand during the module, the

instructor, Jeff Shattuck, will address all questions as they asked.)

What Type of Bear Are YOU?

This presentation will provide you with tools to understand the different communication styles. Even why people communicate differently, especially under strained circumstances.

More importantly, we show you how to use this to your advantage, not to manipulate, but to better communicate. From how to sell better by better communication, to maintaining better relationships with fellow employees.

Communication breakdowns are among the top issues cited by employees, or they express difficulties in “getting along” and understanding why people “do what they do.”

The Personality Grid- Where do you fit in?

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Analytical Driver

Amiable Expressive

Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive

This model is easy to

understand and

remember.

Knowing where we

place in it, will allow us

to understand how

others see and hear us.

The underpinnings of

this model are

personality

characteristics.


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Ex. #1

Taking a road trip,

Which one are you

primarily?

Check mileage, route,

direction, weather,

costs?

Plan entertainment,

check along route for

fun things to do?

Wonder who all is

going and how will we

get along?

Time to leave, direction,

how long it will take,

quantity of passengers,

fuel, food. Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive


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Amiable Expressive

Ex. #1

Taking a road trip,

Which one are you

primarily?

Check mileage, route,

direction, weather,

costs?

Plan entertainment,

check along route for

fun things to do?

Wonder who all is

going and how will we

get along?

Time to leave, direction,

how long it will take,

quantity of passengers,

fuel, food. Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive


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Analytical Driver

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Ex. #2

You are tired, its been a

long trip, week, etc.

Which one are you

primarily?

Why am I tired? What

do I need to do?

Don’t want to be around

anyone?

Want to be with

people?

Damn it, Im tired and

frustrated, but got to

keep going.


Introverted

Less reactive

Extroverted

Reactive


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Analytical Driver

Amiable Expressive

Ex. #2

You are tired, its been a

long trip, week, etc.

Which one are you

primarily?

Why am I tired? What

do I need to do?

Don’t want to be around

anyone?

Want to be with

people?

Damn it, Im tired and

frustrated, but got to

keep going.


Introverted

Less reactive

Extroverted

Reactive

The Personality Grid- I know who I am, What Next?

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Using this model to help in relationships, at work, family,

and friends.

Once you know who you are, realize who is your opposite

on the grid.

They say opposites attract, but why?

Only opposites can truly balance each other out. Why?

Neither has the skills of their opposite.

One or the other will have to assume the role of the

adjacent personality type in order to communicate well.

If this effort is stopped, by being physically, mentally, or

emotionally tired, friction and frustration arises.

Can become emotionally charged when one or the other

thinks this person is “not the person I thought I knew.”

Possibly because the façade has been dropped.

Be yourself, imitate the adjacent types as/when you can.

Overworking can be interpreted as faking another

personality, and will backfire or fail. Sometimes, could be

met with hidden opposition and sabotage.

Lets look at some examples.Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive

The Personality Grid- I know who I am, So???

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Ex 1- In trip example,

Expressive doesn’t want to get bogged down

with “details”, they say; What are we going

to do? What will we see, or experience? Why

haven’t we left yet? Loud, boisterous, yelling,

“Let’s goooo”…

Analytical wants to stop and analyze,

(Expressive have less patience, irritated

easily) Take time to assimilate data, research

past experiences, research reports of others

for details. Doesn’t like the yelling, doesn’t

want to be pushed, needs time to put it all

together- packs everything with the kitchen

sink. Plans route, plans stops, needs a planner

to maintain all the plans and details.

Maintains phone lists, anything data related.

Information Oriented,

more patient.

Minimal Information,

less patient

Introverted

Less reactive

Extroverted

Reactive

The Personality Grid- Application

Introverted

Less reactive

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Amiable Expressive

Extroverted

Reactive


Expressive doesn’t want to get bogged down with

“details”, What are we going to do? What will we

see, or experience? Why haven’t we left yet?

Loud, boisterous, yelling, “Let’s goooo”…

Expressive assumes Analytical style,

more passive, patient, speaks in terms

of data- we have 45 minutes, we

have loaded 17 cases of beer, we

have 485.5 mi to go, will need to fill

up with 22 gallons of fuel.

Analytical wants to stop and analyze, (expressive

has no patience for this.) Take some time to

assimilate data, research past experiences,

research reports of others for details. Doesn’t like

the yelling, doesn’t want to be pushed, needs time

to put it all together- packs everything with the

kitchen sink…

Analytical assumes Expressive

(adjacent is easier to do) style,

expressing excitedly- We need to get

going!, we’ve got to get on the road

asap, we are going to have so much

fun! Cant wait to get there!


more patient.


less patient

The Personality Grid- I know who I am, So???

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Amiable Expressive


Amiable is worried about how John is

feeling, possibly uncomfortable in this

long trip, has checked all of the

intrapersonal relationships. Will go when

we go, no rush.

Driver isnt concerned about how John is

going to get along, but says John needs

to just deal with whatever. Volatile

language to an amiable. Driver is ready

to load up and get on the road “before

sunset or Christmas.” and in such a rush,

misses the luggage that didn’t get

packed. Possibly an Amiable will

capitalize on later, since someone will be

adversely affected over this.


more patient.


less patient

Introverted

Less reactive

Extroverted

Reactive

The Personality Grid- Application

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Amiable is worried about how John is feeling,

possibly uncomfortable in this long trip, or perhaps

has checked all of this and is fine. Will go when

we go, no worries, no rush.

Amiable assumes expressive style,

(adjacent) says enthusiastically, We

really need to get going, We are

going to have so much fun, this is

going to be great.

Driver isnt concerned about how John is going to

get along, but says John needs to just deal with it.

Volatile language to an amiable. Driver is ready

to load up and get on the road “before sunset or

Christmas.”

Driver assumes amiable style- I feel

like this is going to be a great trip, we

have some awesome music that will

put everyone in a great mood, we’ll

let everyone take turns playing their

favorite music. And we have some

great, really cool road games, don’t

worry, this is going to be awesome.


more patient


less patient

Introverted

Less reactive

Extroverted

Reactive

You may change your mind by the end of the

hour, if so, ask yourself, why am I unsure?

Who do you think you are?

The Personality Grid- Putting into action- The 4 Bears

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No Personality type is Better! We can all

be our own worst enemy. We are all

bears at the end of the day.

If you immediately reject this statement,

then you will not successfully apply this

model.

All have strengths and weaknesses.

For example to have a completely

balanced team, you need each of the

four personality types to balance

everyone out.

We often say to ourselves, my personality

type is better because: … This is a trap.

Acceptance of who we are is key to

success.

Recognition of others’ strengths that are

useful to us in our sphere is equally

needed for success. In other words, we

both need to give of our strengths, and

accept the help of others.


Introverted

Less reactive

Extroverted

Reactive

Black Bear Grizzly Bear

Panda Bear Polar Bear


Panda Bears.

The Personality Grid- Strengths and Weaknesses of the 4 Bears

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Amiable- Panda Bear

Weaknesses- Gets tied up in the emotional,

“drama,” worries, doesn’t engage others and

needs that engagement to know everyone is

ok. Uses emotion as a crutch. Can generate

friction and not understand why.

Strengths- Shows true humanitarian concern

and looks out for the health and welfare of

others. Generally appreciates deeply the

need for humans to work together and mesh

well, often understand these things well

before anyone else. Is aware of the needs of

others, and how they are doing. They always

know where conflict exists. At the end of the

day, Amiables understand and feel

passionately about the most important thing

to us all, life and the quality of life.

How to communicate- Use a lot of emotional

words, “feels, warmth, kind, nice, soft, How

are you feeling? How is the family? What is

most important to your well-being? Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive




Polar Bears.


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Expressive- Polar Bear

Weaknesses- Gets tied up being everywhere,

skips details looking at the Big Picture, and

the Big Blue Sky. Often skips important data

if it is negative. Gets crushed (reactive) and

bogged down quickly if tasked with details.

Strengths- Is often the first person to find the

strength to keep moving forward, to keep

going, to find the positive in all things. Keeps

the energy level up and coherency in a

group, generally able to communicate to

everyone, even analyticals. Looks well beyond

the current moment into the future, able to

“see” things and imagine. Affects others with

this energy and vision. Works well in this role

in a team.

How to communicate- Use expressive words, if

written, use exclamation marks, if verbal, use

verbal exclamation marks. Use vocal

modulation, show enthusiasm, use gestures.

Use, “exciting, moving, positive experience,

new paradigm, tasty, rocking, cherry, damn

good”


Introverted

Less reactive

Extroverted

Reactive




Black Bears.


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Analytical- Black Bear

Weaknesses- Gets bogged down easily in the

data and the details (minutia), often unable to

see a path forward, or even draw conclusions

from the data. Withdraws quickly in presence

of an expressive.

Strengths- Master of information. If you need

information, Analyticals have it and love to

talk about the data. They often can express

the data in different formats, linear, spatial,

etc. Thinking in terms of relativity, quantity,

and analysis. (Ratios, etc.) Try not to use “etc.”

How to communicate- Use quantity and data

related words, technical terms, communicate

without fluff, remove any feeling words, use

data, the more the better. Avoid

generalizations. Keep a passive appearance,

minimal or no gestures.


Introverted

Less reactive

Extroverted

Reactive




Grizzly Bears.


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Driver- Grizzly Bear

Weaknesses- Too forceful at times, ignoring

feelings and personalities for the greater

good, for the project completion, etc. Will

take off without complete data and make

decisions on gut instinct and intuition which can

be dangerous. Takes risks despite

quantifiable negative odds.

Strengths- Is generally the person stay

focused, keep leading the way, despite odds

or failure. Leading a group or project to

completion, keeping the goal and reward in

front of the group, will corral resources and

rally people together. “Never say die, no

retreat no surrender” attitude. Assimilates

data quickly and makes decisions when others

can not or refuse to do so.

How to communicate- Use decisive words,

communicate without fluff, remove any feeling

words, use data, but just what is necessary.

Lead with what you need, don’t make them

wait to tell them what you need at the end. Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive




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Imitating your adjacent type- Pros and Cons.

Some are able master the adjacent type, some

people even have the adjacent traits as a part of

“subpersonality.” If you tap into this, and it is

genuine, great.

If we have to fake it, there is a danger in that we

can all detect a fake effort. Sometimes, we may

appreciate the effort, and we deal with it. Often

though, it repels since it is taken as disinguinuous.

“That person is soooo fake.”

Ex. Most good sales people are Expressives, and

will try to be all things to all people. However,

we may hear them trying “too hard” be an

alternative personality type and it really gets

under our skin. Two reasons: 1) We are jealous

because we cant do that, and 2) We know it is

fake, they arent being real. But that may be part

of their job, or it helps them to be successful at

their job. Understanding that they have a good

reason to do so, helps us to deal with it.

Unfortunately, they may become so adept at

faking being someone different, they easily fall

into not being completely honest with the person

they are selling to.


Introverted

Less reactive

Extroverted

Reactive



Approach instructor who will assume one of the

four personality types. Identify which one, then

adapt your communication style to communicate

better.

Role Play. 4 volunteers needed.

The Personality Grid- Putting it Into Practice

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We are relating our road trip to: A Black Bear.

Your 484.5mi trip, which cost you $812.32 in fuel,

was held up by an accident involving 3 cars, two of

which sustained front and rear damage, easily in the

range of 15-20,000 dollars in damage alone. But

once you arrived in Miami, the 91 degree weather,

and 87 degree water temperature was awesome.

Indeed, the Gulf Stream brings the temperate water

close along the coast there, resulting in supporting

the broadest range of coral (32 species) in the US.

Unfortunately, the two species of Lion fish that have

invaded the area since Hurricane Andrew, similar to

the invasion of the estimated 25000 Burmese

pythons, have resulted in the devastation of much of

the coral base. The economy is doing very well, with

Miami growing 3.2 percent over last year, and

unemployment has dropped to 5.6 percent, the third

lowest in the nation.

You know, most people aren’t looking at the data of

how much influence the S.American markets are

affecting S. Florida, bringing in over 81 billion in

revenue as companies are basing in S. Fla to reach

out to the S. American markets, which are continuing

to grow, such as Brazil, Chile, and Argentina (in

order of growth.) Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive




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We are relating our road trip to: A Panda Bear.

Wow, we had such a wonderful time. It was so

relaxing, I really needed that vacation.

You know Ive been working so hard, just to get

away and reset- its really needed isnt it? (Allow for

response).

I just didn’t realize how much we need that

downtime. And we got to get out and scuba, and

see Miami, went to a museum, sat in on an economic

conference, which was pretty much how well Miami

is doing, which is good, it’s good to hear how other

cities are doing.

I did get frustrated with John, but you know how he

can be. I just did my best with it, like you’ve told me

to do.

Oh, by the way, how are you and the family doing?

What did you guys do that was fun? Relaxing?

(Allow for response)

You know you should plan a trip to Miami, I can help

you plan it, and let you know what we did and

didn’t like.


Introverted

Less reactive

Extroverted

Reactive




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We are relating our road trip to: A Polar Bear.

You have GOT to hear this- Holy Cow it was SOOO

cool!!! We went to Miami beach, got to scuba, the

scuba diving was awesome, the water was soo

gorgeous, along with one other particular diver,

wow were they hot!

And we went to a very cool museum, you know just

for something different, got dragged into a

economic platform seminar, that was fine, basically

Miami is doing great, economy is growing again,

and they are tapped into S. America , so that was

cool, but then we cruised downtown Miami and hit

South Beach strip, OMG, the people were so funny

to watch, it was worth it just to go and drive, just to

people watch! ahahaha, we hit two clubs there, and

met some really fun cool people, you have SOOO

got to go, man you would have a blast! Hey you

know the beach there is crushed coral and shell, it

isnt sandy like many beaches, so it doesn’t get into

everything.

You know, I think I could live there, WOW, it was so

cool. But its probably better just to visit, HEY you

want to go next month?????Information Oriented Minimal Information

Introverted

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Extroverted

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We are relating our road trip to: A Grizzly Bear.

Really, really good trip. Had a great time. Just cant

wait to go back.

Hit a museum, very cool, and an economic seminar,

you know S.Florida has taken in 81 billion just in

developing economic relations with Brazil, Chile and

Argentina?

Got some diving in just off of Miami Beach, two tank

dives, got a good bit of information on infestation of

Lion fish, and Burmese pythons, we can talk later if

you want to know more,

Hey can we walk and talk? Ive got to get up to my

office. You know its good to be back, did we get the

results from last month back?

Hey let me know if you want to go to Miami, Im

ready to go back, and can simplify some things for

you, I know where to go now, skip the tourist stuff. It

will be awesome.

Good to see you, Ill see you shortly to go over the

new targets for next month.


Introverted

Less reactive

Extroverted

Reactive



The Personality Grid- Practical Summary

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Remember- when communicating to:

Panda Bears- Amiables

Use emotional words, take your time, be patient,

and listen to their expressions. Minimal hand

gestures, but plenty of facial gestures.

Polar Bears- Expressives

Use big and unusual expressions, plenty of hand and

facial gestures, use modulation (raising and lowering

your voice) a bit more dramatically than usual.

Black Bears- Analyticals

Use data words and provide data. If you need to

convey general concepts, supplement them with

data. Add quantitative and analytical references

when possible. Little to no emotional references.

Grizzly Bears- Drivers

Stick to facts and avoid overstating, or stating the

obvious. Get to the main point immediately, try to

include any pertinent data in the same first sentence.

If asked for more data or clarification, be ready to

provide it in the same format. You will be thanked

for this effort. Information Oriented Minimal Information

Introverted

Less reactive

Extroverted

Reactive



Are you unsure? Ask someone close to you that

you know will be honest.

Did you change your mind?

Who are the top three people you have friction with?

Try to identify what type of bear they are. Then communicate to them in a way they will be more receptive.

Record your results. When those relationships have improved, if they can improve, then move on to the next three after 30 days. Keep working and learning how to identify others’ personality traits so you can be a more effective communicator. Observe the environment others create, says a lot about who they really are.

Accept differences, and accept that not all relationships will work.

You will have some continued friction with certain people. Continue to give it your best effort.

You will quickly see success as well. For the most part, people will respond quickly and positively to your efforts.

What to do from here?

Make a list.

We hope today

has helped you see

a brighter tomorrow.

Thank you for your time and attention today,

are there any questions we can answer for you?

Education

What Type of Bear Are You?