How Understanding Behavior Patterns Improves Your Effectiveness BEHAVIOR@WORK.

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


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


Influencing the team or group

Initiating discussion

Coming up with innovative ideas

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PEOPLE/SYSTEMATICPEOPLE/SYSTEMATIC


Supporting team success

Organizing and assisting

Building cooperation and harmony

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TASK/SYSTEMATICTASK/SYSTEMATIC


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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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


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


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


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


DirectingAnalyzing

WHAT DO THE TWO ABOVE MIDLINE PATTERNS HAVE IN COMMON?WHAT DO THE TWO ABOVE MIDLINE PATTERNS HAVE IN COMMON?

TASK

MIDLINE

DirectingAnalyzing


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


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


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


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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Observe: Details, exacting, facts and data

Analyze: Above midline, left of midline

Choose: Facts and data, discuss how




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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.




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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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Observe: Expressive, colorful language, urgent

Analyze: Below midline, right of midline

Choose: Get to the bottom line, be personable



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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!



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Budget on track? Need status ASAP.

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Observe: Brief, no emotion, urgent

Analyze: Above midline, right of midline

Choose: Brief, focus on task and facts


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Possible Response:We’re on track. Will have info to you on Monday.


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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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Observe: Calm, supportive, process focus

Analyze: Below midline, left of midline

Choose: Social impacts, personable, give details


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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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?


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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THANK YOU!

How Understanding Behavior Patterns Improves Your Effectiveness BEHAVIOR@WORK.

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