THE SCIENCE OF UNDERSTANDING PEOPLE AND THE ART OF INFLUENCING THEM
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Transcript of THE SCIENCE OF UNDERSTANDING PEOPLE AND THE ART OF INFLUENCING THEM
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THE SCIENCE OF THE SCIENCE OF UNDERSTANDING UNDERSTANDING
PEOPLE AND THE ART PEOPLE AND THE ART OF INFLUENCING OF INFLUENCING
THEMTHEM
Psycho-Geometrics and the Psycho-Geometrics and the Platinum Rule Platinum Rule
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TerminologyTerminology• emotional intelligenceemotional intelligence• the platinum rule the platinum rule • psycho-geometrics psycho-geometrics • flexing flexing • adaptability adaptability • compatibilitycompatibility• right-left brain dominance right-left brain dominance
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Platinum is step above Platinum is step above GoldenGolden
• GOLDEN RULE –Treat people as GOLDEN RULE –Treat people as you you would like to be treatedwould like to be treated
• PLATINUM RULE –Treat people as PLATINUM RULE –Treat people as they they would like to be treatedwould like to be treated
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PLATINUM RULEPLATINUM RULE
• Director Director • Socializer Socializer • Relater Relater • Thinker Thinker
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PSYCHOGEOMETRIPSYCHOGEOMETRICSCS
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HIPPOCRATESHIPPOCRATES
• Sanguine Sanguine • Phlegmatic Phlegmatic • Melancholic Melancholic • Choleric Choleric
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CARL JUNGCARL JUNG
• Intuitor Intuitor • Thinker Thinker • Feeler Feeler • Sensor Sensor
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Work IssuesWork Issues
• stronger career stronger career prospectsprospects
• higher productivityhigher productivity• greater satisfactiongreater satisfaction• improved customer improved customer
relationsrelations• fewer conflicts and fewer conflicts and
less tension less tension
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GAINGAIN$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$
$$$$$$$$$$$$$$ • stronger career stronger career prospectsprospects
• higher productivityhigher productivity• greater satisfactiongreater satisfaction• improved customer improved customer
relationsrelations• fewer conflicts and fewer conflicts and
less tension less tension
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The DirectorThe Director
• Challenge-orientedChallenge-oriented• DecisiveDecisive• In chargeIn charge• Overcomes obstaclesOvercomes obstacles• Accomplishes thingsAccomplishes things• Domineering Domineering • Natural leaderNatural leader• All the answersAll the answers• AwesomeAwesome• OverpoweringOverpowering
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MICHELANGELO as MICHELANGELO as DIRECTOR in the Sistine DIRECTOR in the Sistine
Chapel: Chapel: • Make a quick sketch Make a quick sketch • Tell the Vatican to Tell the Vatican to
back off back off • Hire a crew to put up Hire a crew to put up
the scaffolding the scaffolding • Delegate the painting Delegate the painting
to other artists to other artists • Daily progress reportDaily progress report
RESULTS:RESULTS:
• Well doneWell done• Under budgetUnder budget• On timeOn time
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Director QualitiesDirector Qualities• What excites directors? What excites directors? ActionAction • What is their greatest asset? What is their greatest asset? AccomplishmentAccomplishment• What is their greatest failing? What is their greatest failing? ArroganceArrogance • What is their greatest fear? What is their greatest fear? Wimping outWimping out
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THE SOCIALIZERTHE SOCIALIZER
• Entertainer Entertainer • Loves a good time Loves a good time • Loves an audience Loves an audience • Chatty Chatty • OptimistOptimist
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MICHELANGELO as MICHELANGELO as SOCIALIZER SOCIALIZER
• Talk about ideas Talk about ideas • No single plan No single plan • ““Wing it” while Wing it” while
chatting with chatting with bystanders bystanders
• Have a good time Have a good time • Huge party to Huge party to
celebrate finish celebrate finish
Results:Results:• If the painting If the painting
wasn’t memorable, wasn’t memorable, the party would bethe party would be
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Socializer Socializer QualitiesQualities
• What excites a socializer? What excites a socializer? Tossing around ideasTossing around ideas
• What is their greatest asset? What is their greatest asset? People magnetPeople magnet• What is their greatest failing? What is their greatest failing? Being erraticBeing erratic• What is their greatest fear? What is their greatest fear? Not being likedNot being liked
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THE RELATERTHE RELATER
• Low- keyLow- key• Calm Calm • DiscreetDiscreet• LikableLikable• FriendlyFriendly• Slow Slow • MethodicalMethodical• Likes a small, close Likes a small, close
group group
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MICHELANGELO as MICHELANGELO as RELATER RELATER
• Listen to Vatican Listen to Vatican officials and follow officials and follow their directions their directions carefully and exactly carefully and exactly
• Gather a staff and Gather a staff and give them proper give them proper tools and careful tools and careful supervision and supervision and exact instructions exact instructions
• Devise an intricate Devise an intricate plan and make sure plan and make sure it is followed it is followed
RESULTS: RESULTS: • Final product Final product
would be more would be more lauded for its lauded for its careful ,earnest careful ,earnest planning and planning and execution than for execution than for its artistic drama its artistic drama
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Relater QualitiesRelater Qualities• What excites relaters? What excites relaters? Productive Productive
routineroutine • What is their greatest strength?What is their greatest strength? Easy to get along Easy to get along
withwith• What is their greatest failing? What is their greatest failing? TimidityTimidity• What is their greatest fear? What is their greatest fear? ChangeChange
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THE THINKERTHE THINKER
• Serious Serious • Analytical Analytical • Loves efficiency Loves efficiency • Loves logic Loves logic • Loves accuracy Loves accuracy • Prefers tasks over Prefers tasks over
people people • Likes details & Likes details &
discipline discipline
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MICHELANGELO as MICHELANGELO as THINKER THINKER
• Would take Would take project very project very seriously with seriously with great attention to great attention to detail detail
• Would do the Would do the project for himself project for himself ignoring hardship ignoring hardship
RESULTS:RESULTS:• The art would The art would
represent arduous, represent arduous, no-fun dedication, no-fun dedication, but would be a but would be a work of skill, taste, work of skill, taste, and self-and self-determinationdetermination
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Thinker QualitiesThinker Qualities• What excites thinkers? What excites thinkers? ReasonReason • What is their greatest strength? What is their greatest strength? High qualityHigh quality• What is their greatest failing? What is their greatest failing? TooToo criticalcritical
• What is their greatest fear? What is their greatest fear? IrrationalityIrrationality
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If we were allIf we were all … …
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Brain Hemisphere Brain Hemisphere DominanceDominance
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PSYCHOGEOMETRIPSYCHOGEOMETRICSCS
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SquareSquare • Conservative Conservative • Organized Organized • Hard-working Hard-working • Likes to work alone Likes to work alone • Loves the written word Loves the written word • Precise Precise • Punctual Punctual • To-the-pointTo-the-point
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TRIANGLETRIANGLE
• Loves recognition Loves recognition • Loves to be in charge Loves to be in charge • A leader A leader • Upwardly-mobile Upwardly-mobile • Analytic & decisive Analytic & decisive • Controlling and opinionatedControlling and opinionated
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RECTANGLERECTANGLE
• Questioning Questioning • Flexible Flexible • Loves learning Loves learning • Open to new things Open to new things • In a state of transition (adolescent or In a state of transition (adolescent or
mid-life mid-life crisis)crisis)
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CIRCLECIRCLE
• Lover & nurturer Lover & nurturer • Warm & fuzzyWarm & fuzzy• Promotes harmonyPromotes harmony• Good communicatorGood communicator• Needs people and their approval Needs people and their approval • A gossip A gossip
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SQUIGGLESQUIGGLE
• Creative Creative • Innovative Innovative • Unconventional Unconventional • Dramatic Dramatic • Energetic Energetic • Spontaneous Spontaneous • An idea person who bores easilyAn idea person who bores easily
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Brain Hemisphere Brain Hemisphere DominanceDominance
Circle Circle
Squiggle Squiggle
SquareSquare
TriangleTriangle
RectangleRectangle
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Assessment Test Assessment Test
• List five questions based on a List five questions based on a student’s day at IU that would reveal student’s day at IU that would reveal the person’s probable shape the person’s probable shape
• Can you guess your partner’s Can you guess your partner’s “shape” “shape” – after conversation? after conversation? – after observation? after observation? – after using your questions?after using your questions?
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Travel Scenario # 1Travel Scenario # 1• Arrives late due to conversing with cab and Arrives late due to conversing with cab and
shuttle driver, porter, news stand cashier, shuttle driver, porter, news stand cashier, and bartender as well as couple at the bar and bartender as well as couple at the bar
• Brings several family members to “see her Brings several family members to “see her off”off”
• Carry-on bag contains greeting cards to Carry-on bag contains greeting cards to write, snacks and a camera write, snacks and a camera
• Travel and weather information is garnered Travel and weather information is garnered from seatmate once on the plane from seatmate once on the plane
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Travel Scenario # 2Travel Scenario # 2• Arrives breathless as she is the last one Arrives breathless as she is the last one
to board the plane to board the plane • Her dress is trendy but unique Her dress is trendy but unique • Carry-on is backpack packed with CD Carry-on is backpack packed with CD
player, earphones, and jazz CD’s along player, earphones, and jazz CD’s along with a bestsellerwith a bestseller
• Wants no travel information Wants no travel information • Destination is first-time visit and Destination is first-time visit and
involves extreme sport activity involves extreme sport activity
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Travel Scenario # 3Travel Scenario # 3• Arrives considerably ahead of flight Arrives considerably ahead of flight
time after checking the flight time after checking the flight schedule on-line at home and on the schedule on-line at home and on the airport monitor airport monitor
• Traveling business class in business Traveling business class in business dressdress
• Spends waiting time alone in the VIP Spends waiting time alone in the VIP lounge with a newspaper lounge with a newspaper
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Travel Scenario # 4Travel Scenario # 4• Arrives with authority to airline desk Arrives with authority to airline desk • Demands flight information, an aisle Demands flight information, an aisle
seat, and a vegetarian in-flight meal seat, and a vegetarian in-flight meal • Travels first class, wears a designer Travels first class, wears a designer
suit with a designer carry-on bag suit with a designer carry-on bag • Does not handle delays well Does not handle delays well
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Travel Scenario # 5Travel Scenario # 5• Arrives at the airline gate looking confusedArrives at the airline gate looking confused• Changes seats oftenChanges seats often• Carries more than one travel guide, a Carries more than one travel guide, a
couple of newspapers, 2-3 books (at least couple of newspapers, 2-3 books (at least one is a self-help title) one is a self-help title)
• Dress conveys image different from the Dress conveys image different from the image yesterdayimage yesterday
• Unconcerned about a possible weather Unconcerned about a possible weather delay delay
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ADAPTABILITYADAPTABILITY
• Willing and able to bend for a better Willing and able to bend for a better relationshiprelationship
• Managing your own compatibility Managing your own compatibility – harmony in living or working together harmony in living or working together
• Adjust your openness and directness Adjust your openness and directness and your pace and priority to create and your pace and priority to create harmony harmony
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ADAPTABILITY ADAPTABILITY EXAMPLEEXAMPLE
• Talking less Talking less • Listening more Listening more • Focusing on task at hand Focusing on task at hand
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ADAPTABILITY ADAPTABILITY EXAMPLEEXAMPLE
• Providing information succinctlyProviding information succinctly• Not being overly casual or Not being overly casual or
sociablesociable• Quickening the pace Quickening the pace
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Adaptability SuggestionsAdaptability Suggestions
• say no occasionallysay no occasionally• take some risks take some risks • delegatedelegate• accept logical changesaccept logical changes• verbalize feelingsverbalize feelings• finish tasksfinish tasks• control time and control time and
emotionsemotions• try to be more objectivetry to be more objective• follow up on promises, follow up on promises,
taskstasks
• focus on job at handfocus on job at hand• spend more time spend more time
checking, specifying, checking, specifying, and organizingand organizing
• use policies as use policies as guidelines, not lawsguidelines, not laws
• collaborate by seeking collaborate by seeking common ground common ground
• become more open, become more open, listen patientlylisten patiently
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Revisiting DefinitionsRevisiting Definitions
• Emotional IntelligenceEmotional Intelligence• The Platinum RuleThe Platinum Rule• PsychogeometricsPsychogeometrics• Adaptability Adaptability
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Emotional Emotional IntelligenceIntelligence
• Getting along with oneself Getting along with oneself • Getting along with others Getting along with others • Studied, practiced, cultivated Studied, practiced, cultivated • Direct benefits to daily livesDirect benefits to daily lives
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SourcesSources• Alessandro, Tony and Michael J. O’Connor,Alessandro, Tony and Michael J. O’Connor, THE THE
PLATINUM RULEPLATINUM RULE (book, Website) (book, Website)• Dellinger, Susan, Dellinger, Susan, COMMUNICATING BEYOND COMMUNICATING BEYOND
OUR DIFFERENCESOUR DIFFERENCES• Driver, M.J, K.R. Brousseau, and P. L. Hunsaker, Driver, M.J, K.R. Brousseau, and P. L. Hunsaker,
THE DYNAMIC DECISION MAKER: FIVE THE DYNAMIC DECISION MAKER: FIVE DECISION STYLES FOR EXECUTIVE AND DECISION STYLES FOR EXECUTIVE AND BUSINESS SUCCESSBUSINESS SUCCESS
• Gelb, Michael J, Gelb, Michael J, DISCOVER YOUR GENIUSDISCOVER YOUR GENIUS• Goleman, Daniel,Goleman, Daniel, EMOTIONAL INTELLIGENCE EMOTIONAL INTELLIGENCE
(book, website)(book, website)• Left-Right Brain Dominance (website)Left-Right Brain Dominance (website)