why are you like that? why you are like that?

© TetraMap International § Why are you like that? : WORKBOOK

Why are you like that?the nature of behaviour

This workbook belongs to

Why You Are Like That?It’s a question that’s asked every day.The purpose of this workbook, its exercises and activities are designed to help you understand why you re the way you are ... and why they are the way there are.

We take a playful approach to discovering your nature and the nature of others so we can appreciate what others bring to a situation. We can get past reacting to behaviours. TetraMap uses nature as a powerful metaphor that anyone can relate to, and provides a brain- friendly framework for viewing diversity and complexity,

Our vision is to create a world where people own the belief that strength lies in valuing di�erences. We hope you’re one of those people. For individuals to large corporations, TetraMap o�ers natural , holistic solutions to develop people and business.

Welcome to TetraMap®!learning how to celebrate our uniqueness and value diversity

for stronger relationships

The Nature of Behaviour : Earth is firm : this workbook builds a firm foundation for understanding your nature and the nature of others.

TetraMap® values nature – yours and the planet’s

Printed on 100% recycled paper produced entirelyfrom post consumer waste, without the use

of any chlorine bleaching processes.

www.tetramap.com

Water

Fire

AirEarth

© TetraMap International § Why are you like that? : WORKBOOK © TetraMap International § Why are you like that? : WORKBOOK2 3

Instructions for Scoring

Add up each column of the Instrument on page 4 and put the totals inside the triangles.

Transfer the totals to the triangles at the foot of My Nature on page 5.

Plot your scores and connect the points to create your graph.

Tear out page 3 & 4 and give it back to your facilitator.

Have you ever asked, or been asked... Why Are You Like That?

Do you wish it were easier to get on with those people?

Getting On When we get past reacting to behaviour,we can get on with the issues at hand!

The purpose of this workbook is to help youunderstand why, in fact, you are the way youare... why, they are the way they are.

Natural TetraMap® is liberating for those who grasphow nature’s basic elements, Earth, Air, Waterand Fire are metaphors for behaviour. Appreciatewhat others bring to a situation, and respect theirnatural behaviour.

Changing Others Celebratediversityandunderstandthatthefirststep toward positive change in your relationships,istotakeresponsibilityforthefirststepyourself!Notice, when you change yourself, others change.

So, how are you unique?

The following questionnaire is a mirror of how you think you behave, and will help yourealisehowsimilarordifferentyouaretosomeoneelse.Therearenorightorwrong responses! Make sure you:

Consider how you actually behave, not how you would like to behave.

Work across the page.

Number the words in each row.

Give a 4 to the word that is most like you or that you relate to most.

Give a 3 to the next most, then 2, and then a 1 to the least.

Make sure each row has a 4, 3, 2, and 1 (no duplicates).

Yourfirstresponseisprobablythebest.

Enjoy!

Please complete the following:

Today’s Date: day month year

Facilitator:

Team/Organisation:

Valuing Uniqueness Instrument Instructions


Boldandsturdy,EarthElementsareconfidentintheway they walk and talk. Goals, control, achievement and winning are important. Quick, possibly risky decisions come easily.

These orderly and focused individuals rely on their abilitiestothinkthingsout.Theyexcelinfindinglogicalsolutions and making sense of situations. Air Elements listen and plan to ensure accuracy and quality.

Caring and consistent, Water Elements are important in holding families and teams together. They are loyal and deeplyfeelingpeoplewhoshowsteadfasteffort,greatpatienceandadesireforharmonyandflow.

Looking at the positive side of life, they love to explore possibilities and inspire others to see bright futures. Fire Elements are often colourful, love variety and have a great sense of fun!

TetraMap® of Nature

Nature illustrates how Earth, Air, Water and Fire work together in synergy. It’s hard to imagine life or a sustainable environment without each one of them. Similarly, in human nature, we all have aspects of all four Elements.

TetraMap helps us notice the different aspects of nature within people. However, REMEMBER:

The TetraMap Instrument measures our preferences, not necessarily our strengths.

Each one of us has a unique mix of Earth, Air, Water and Fire preferences.Ourlowscoringpreferencesarejustassignificantas the high scoring preferences.

Our preferences may change depending on our role, for example, friend, student, parent, team member, coach, leader.

TetraMap, like any map, is a guide or representation, not the territory itself.

AIR

EARTH

FIRE

WATER

Earth : like a mountain is firm

Air : like the wind is clear

Water : like a lake is calm

Fire : like the sun is bright

Nature Elements

Air

Air

Air

Earth

Earth

Earth

Fire

Fire

Fire

Water

Water

Water


FIRM CLEAR CALM BRIGHT

The tetrahedron is a 4 sided-pyramid.It is a fascinating geometric shape!

The tetrahedron is the minimumstructural system in [the] Universe.Buckminster Fuller (1895-1983)architect, futurist, inventor, designerof the geodesic dome.

Notice...

It has no opposite faces.

Each triangle touches every other triangle, showing inter-dependence

You can make a tetrahedron from just two triangles, showing the synergy of:

PictureadifferentElementofNature(Earth, Air, Water, Fire) on each face ofthe tetrahedron. Unfold the tetrahedronand you have the TetraMap! TetraMapalso helps us look at ourselves andourworldfromatleastfourdifferentperspectives. This gives us a moreholisticapproachtofindingsolutionsto many of our challenges.

1 1+ =

+ =

4 !!

DecisiveFacts

LogicOrderly

ConsiderateFeelings

PossibilitiesSpontaneous

Do you know people with these preferences?

Left Triangles: Left-Brain, Task FocusGood with numbers, languages and logic.Task oriented, good at organising others.

Right Triangles: Right-Brain, People FocusGood with patterns, colour and intuition.People oriented, good at enrolling others.

Inside Triangles: Internal FocusThink before acting, interested in process.Focusonaffectingownbehaviour.

Outside Triangles: External FocusAct quickly, interested in outcomes.Focusonaffectingothers’behaviour.

Base-Up Triangles: Abstract, ConceptualKnown for their ideas and perceptions.

Base-Down Triangles: Concrete, PracticalKnown for their actions and deeds.

Unfolding the Tetrahedron The TetraMap® of Behaviour

AIR

EARTH

FIRE

WATER


Earthisfirm

Choleric

Sensing

Dominance

Organise

Air is clear

Phlegmatic

Thinking

Compliance

D

B

C

A

S

C

I

D

Analyse

Water is calm

Melancholic

Feeling

Submission

Personalise

Fire is bright

Sanguine

Intuitive

Inducement

Strategise

TetraMap® 2000

Hippocrates 450BC

Jung 1923

Marston 1928

Herrmann 1978

TetraMap’s Four Elements of BehaviourTetraMap is based on existing models and direct experience with individuals and teams.

Hippocrates’ Four HumoursThe early Greek philosophers believed that everything in nature was made from four basic constituents: earth, air, water and fire. Hippocrates associated the four Elements with certain body fluids or humours that determined our health and temperament.

Jung’s Psychological TypesJung observed four major types, each of which could be either extroverted or introverted. TetraMap focuses on Jung’s extroverted, Sensing and Intuitive, and his introverted Thinking and Feeling.

Marston’s DISC ModelIn his book entitled The Emotions of Normal People , Marston held that behaviour depends on whether people are either passive or active and whether they perceive the environment to be favourable or antagonistic. TetraMap avoids the negative connotations of his terminology, while keeping the same intent.

Ned Herrmann’s Whole Brain ModelHerrmann’s model relates behaviour to the left/right and cerebral/ limbic quadrants of the brain. TetraMap gives more weight to the distinction between the thinking and doing attributes.

How Does it Relate to Other Models?


What are the preferences of each Element? WhatcanIdoandsaytocommunicatemoreeffectively?(Consider body language, voice tone, wording.)

How We’re Different Communication Action Plan

Earth

Air

Water

Fire

Earth

Air

Water

Fire

ResultsGoals

QualitySystems

SupportAgreement

IdeasInspiration



Consider a current project or task that you are involved in now.

1. From the model on page 14, list two words that best describe your contribution.

2. How do those two contributions add value to the project or task?

3. Using words from the model, list what you think are the main contributions of other people involved.

4. What action steps can you take to improve either your contribution or a missing contribution?

So when things start getting tough, deadlines are drawing near...what happens under stress?

The behavioural strengths of the four Elements all contribute to a project or task.

The Project Hiccup

WhichElementistalking?Writeyouranswernexttothetext(thefirstone is done for you). The answers are on page 32.

1I can see it now! If we make this slight change I’m suggesting, we’ll just scoot around the problemand it opens up all sorts of opportunities!

2You’ve got to be joking. Look, I’ve already toldyouwhatwehavetodo.Wecan’taffordtoplayaround. Let’s just get on with it.

3Calm down can’t we discuss this a little further?Can we let everyone have a say before we makethefinaldecision?

4Well in my judgement, we need to wait until allthe statistics are in. Can’t we just slow down, keepto the project plan and take the steps one at a time?

Fire

Putting it into ActionProjects

AIR

EARTH

FIRE

WATER


1. agree with something that they said

2. address the issue that they are neglecting

1.

2.

1.

2.

Too demandingNeglects feelings

Blunt

CriticalNeglects big picture

Too particular

Too sensitiveNeglects objectives

Hesitant

Easily DistractedNeglects practicality

Too casual

1.

2.

Consider The Restructure scenario on the previous page. For each person, write what you could say to:

#5 person

#6 person

#7 person

#8 person

Who can you turn to for useful strategies?

1.

2.

Under stress we often use our strengths inappropriately and characteristically overlook particular things. What happens when a person is toofirm,tooclear,toocalm,toobright? Think about it!

The Restructure

Which Element is talking? Write your answer next to the text.The answers are on page 32.

5I think some of the changes are necessary, butpeople are hurting and there’s no safety net forthem. I’m not sure we’re doing the right thing.

6Well… don’t we only need people who reallylove their jobs? This cake’s delicious!

7All this stop, start, change, stop, start, gets usnowhere. Anyway, the contracts spell it outin black and white. Why can’t we stick to them?

8Results so far are dismal. Face the facts,we have to make changes now. Performancehas to improve – this month.

Putting it into ActionUnder Stress


AIR

EARTH

FIRE

WATER


2. Apply reason (what are three logical steps toward your goal?)

3. Get consensus (who can you consult or collaborate with?)

1. Follow intuition (what does your instinct tell you to do?)

How important is your working environment?

4. Use strengths (which Elemental strengths are needed?)

Consider an important goal you are trying to achieve. TetraMap your strategy by considering four Elemental perspectives:

A balanced strategy uses all Elements.

The Next Step


Putting it into Action

9 Howdoyoufeelaboutthedifferentoptionshere?Have we considered all the alternatives?

10I think we need to show some real pizzazz!Who is going to pay attention to us if we don’tsharpen up our act and look good out there?

11Hang on, what we have to do is watch the bottomline, work harder and stop wasting time on thewarm fuzzies.

12Why can’t we just keep to the budget? Please stayon course. Do you think I spent those long hoursbudgeting and forecasting for nothing?

Strategising

Uses strengthsDecisive

Facts

LogicOrderly

Uses reason

Uses consensusConsiderate

Feelings

PossibilitiesSpontaneousUses intuition


AIR

EARTH

FIRE

WATER


Consider the Environment model on the left:

2. What action steps can you take to create an environment that improves your performance?

3. Based on the model on the left, how can you improve the environment for your team or family members?

1. Which aspects of your environment are the least satisfactory for you?

Let's look at Leadership

Consider the aspects of a room and its furniture:

Earth Size, location, materials, status, trophies.

Air Quiet,tidiness,technology,certificates.

Water Peaceful view, ease of access, memorabilia.

Fire Light, warmth, extra chairs, inspiring quotes.

Moving the office


13I need a quiet corner to think. And there has to bespaceformybooksandfilingcabinet.

14Make sure my phone is connected. The open planlooksgreat!Where’sthecoffeemachine?

15 I’m happy sharing space as long as the others arequiet and considerate.

16 Give me a big desk in my own room.

AutonomyFreedom

from controls

Critical thinkingenvironment

Defined

TeamStable and predictable

environment

High degree ofpeople contacts

Network


AIR

EARTH

FIRE

WATER

Putting it into ActionEnvironment


Leading Others

Which Element is talking? Write your answer in the space. Underline the wordsorphrasesthatreflectthatElement.The answers are on page 32.

17 Ifeelweshouldlistentoeveryonefirst,thenwecandecide together what to do.

18 There’s a step-by-step way to get there. Let’s plan it all out and decide who will do what.

19 We’re doing great so far, but we can do so much better! Let’s brainstorm the possibilities.

20 This is how to do it. Just follow me - I’ll get you there.

LeadersusetheirElementalstrengthsANDunderstandthedifferentElemental needs and motivations of those around them.

The TetraMap® of Leadership

Earth

Air

Water

Fire

Leadership Action PlanDescribe how you will apply your natural strengths to accept responsibility and show leadership.

AIR

EARTH

FIRE

WATER

DeterminationCourage

WisdomKnowledge

InsightCompassion

VisionInspiration



When You Motivate Others

Respond appropriately to other people’s behaviour, and get on with the issues at hand! Start now. Build rapport and make a positive differencetoallyourrelationships.

When You Correct Others

How will you build rapport with each Element? Here’s what to do, depending on the other person’s Primary Element.

When You Listen to Others

When You Speak to Others

Be direct, bequick. Look them

in the eye.

Admireachievements,

leadership,their status.

Speak slowlyand precisely.Be logical and

sequential

Admire accuracy,attention to detail,

their credentials

Speak slowlyand softly.

Smile with eyes.Show you care.

Admirehard work,

loyalty, kindness,their family.

Speak quickly, smile.Be animated.

Vary intonation

Admire ideas,creativity, their

popularity

AIR

EARTH

FIRE

WATER

AIR

EARTH

FIRE

WATER

Hot tips for Better Communication Hot tips for Better Communication

AIR

EARTH

FIRE

WATER

Explain what is wrong.Letthemfixit.

Clarify the desired result. Let them

suggest what to do.

Thank them for their

effort.Explainwhatto do and why.

Explain why you need the result. Let them

suggest a better result.

AIR

EARTH

FIRE

WATER

Emphasisethe challenge.

Just do it!

Emphasise theirabilities.

You have theskills to do it.

Emphasisetheir contribution.

I trust you can do it.

Emphasise thepossibilities.

Let’s do it!


About us

TetraMap was developed in New Zealand Aotearoa by Yoshimi and Jon Brett who looked to nature to create a learning model that increases personal well-being and team cohesion. Thousands of people and businesses over 20yearshavebenefitedfromthissimple,naturalandelegantmodel.

Our vision is a world where people own the belief that strength liesinvaluingdifferences.

Continue your learning journeyHere’s some easy ways to continue your learning:

Complete the activities in this workbook by yourself or with a colleague.

Walk in nature. Notice what you see around you, increase your wellbeing.

Purchase our ebook – Develop People and Business The Way Nature Intended

Follow TetraMap on Facebook – we’ll provide useful tips and thought provoking insights direct to you.

Your TetraMap facilitatorHas created a learning experience for the group or situation you’re currently working with. Maybe you’re wondering how else and where else can TetraMap be applied? Talk to them about the TetraMap series – for teams, sales and service, and planning.

Get Social – use TetraMap hashtagsShare an aha moment, a photo (with permission) and tag us in

#tetramap #strengthliesinvaluingdifferences #youcanneverlearnless

Notes


Notes Notes


“Why is the customer like that? - the nature of sales and service” workbook Want to ignite positive approaches to improve sales and service strategies - whether in a face to face sales context or getting your message across in a negotiation? The exercises in this workbook delve deeper into values-based sales and service strategies.

You will learn: How to build rapport faster Tounderstandthebenefitsofyourproductorservice

that will appeal to each element To quickly understand underlying customer needs

and how to respond How to implement a system that is a “team approach”

to meeting customer needs How to serve a “challenging customer” How to create a “sales pitch” for each element and

more….

“Why are we like that? - the nature of teamwork” workbookWant to have a framework and processes to create and maintain high performance teamwork? This workbook explores the Nature of Team and strategies to bring people together based on values, commitment, common goals and mutual accountability.

You will learn: The value of teamwork Hot tips for better communication - listening,

contributing, advising, motivating Why synergy is important and how to create it How to create team goals and values How to maintain team spirit and more…..

“Why are we doing this - the nature of planning?” workbookWanttohaveaframeworktodefinegoalsandcreateacompellingvision?This workbook creates a simple and elegant roadmap for creating positive futures together.

You will learn: Why diversity is important in creating synergy How to frame and share a common Vision How to create outputs, systems, culture and image How to create a vision and action plan How to maximise use of natural preferences in the

planning process How to use Tetra Thoughts and more…..

“My Nature, Your Nature - the nature of behaviour” workbookWant to have a focus on understanding your nature and the nature of others in acommunity or education context? This workbook focuses on strengthening you,teamwork and leadership.

You will learn: Howwearealldifferent How to create a communication plan How you behave under stress How to help and respond to others How to create the best teams All about Leadership Hot tips for communication

Additional TetraMap® resources Additional TetraMap® resources cont...

Why is thecustomer like that?

the nature of sales and service

Why is the customer like that? It’s a question that’s asked every day.The purpose of this workbook, its exercises and activities are designed to help you understand why you re the way you are ... and why they are the way there are. We take a playful approach to discovering your nature and the nature of others so we can appreciate what others bring to a situation. We can get past reacting to behaviours. TetraMap uses nature as a powerful metaphor that anyone can relate to, and provides a brain- friendly framework for viewing diversity and complexity, Our vision is to create a world where people own the belief that strength lies in valuing di�erences. We hope you’re one of those people. For individuals to large corporations, TetraMap o�ers natural , holistic solutions to develop people and business.


Why are we like that?the nature of teamwork


Why are we like that? It’s a question that’s asked every day.The purpose of this workbook, its exercises and activities are designed to help you understand why you are the way you are, and why they are the way they are.

We take a playful approach to discovering your nature and the nature of others so we can appreciate what others bring to a situation. We can get past reacting to behaviours. TetraMap uses nature as a powerful metaphor that anyone can relate to, and provides a brain-friendly framework for viewing diversity and complexity,

Our vision is to create a world where people own the belief that strength lies in valuing di�erences. We hope you’re one of those people. For individuals to large corporations, TetraMap offers natural, holistic solutions to develop people and business.

Following on from learning about self and others through the Nature ofbehaviour,TetraMapofferssolutionstoaddresssomeissuesthatmostbusinesses and organisations face.

Why are we doing this?the nature of planning


Why are we doing this? It’s a question that’s asked every day.The purpose of this workbook, its exercises and activities are designed to help you understand why you re the way you are ... and why they are the way there are. We take a playful approach to discovering your nature and the nature of others so we can appreciate what others bring to a situation. We can get past reacting to behaviours. TetraMap uses nature as a powerful metaphor that anyone can relate to, and provides a brain- friendly framework for viewing diversity and complexity, Our vision is to create a world where people own the belief that strength lies in valuing di�erences. We hope you’re one of those people. For individuals to large corporations, TetraMap o�ers natural , holistic solutions to develop people and business.

My Nature, Your Nature the nature of behaviour


My Nature, Your Nature. It’s a question that’s asked every day.The purpose of this workbook, its exercises and activities are designed to help you understand why you re the way you are ... and why they are the way there are. We take a playful approach to discovering your nature and the nature of others so we can appreciate what others bring to a situation. We can get past reacting to behaviours. TetraMap uses nature as a powerful metaphor that anyone can relate to, and provides a brain- friendly framework for viewing diversity and complexity, Our vision is to create a world where people own the belief that strength lies in valuing di�erences. We hope you’re one of those people. For individuals to large corporations, TetraMap o�ers natural , holistic solutions to develop people and business.

© TetraMap International § Why are you like that? : WORKBOOK32

Answers: 1 Fire, 2 Earth, 3 Water, 4 Air,

5 Water, 6 Fire, 7 Air, 8 Earth,

9 Water, 10 Fire, 11 Earth, 12 Air,

13 Air, 14 Fire, 15 Water, 16 Earth

17 Water, 18 Air, 19 Fire, 20 Earth

Published By: TetraMap International Limited. Level 4, 3 Ferncroft Street Grafton Auckland 1010 New Zealand

www.tetramap.com

Authors: Yoshimi & Jon Brett

Edition: WAYLT_ENG 7.3 October 2020.

Printed in: Regionally in Mexico, New Zealand, United Kingdom, USA or Singapore.

Copyright: © TetraMap International Limited The reproduction of any part of this document may be done only with prior written permission.

Trademark: TetraMap is a registered trademark of TetraMap International Limited.

Printed on: 100% recycled paper produced entirely from post-consumer waste, without the use of any chlorine bleaching processes.

© TetraMap International § Why are you like that? : WORKBOOK

Why are you like that?the nature of behaviour


Why You Are Like That? It’s a question that’s asked every day.The purpose of this workbook, its exercises and activities are designed to help you understand why you are the way you are, and why they are the way they are.

We take a playful approach to discovering your nature and the nature of others so we can appreciate what others bring to a situation. We can get past reacting to behaviours. TetraMap uses nature as a powerful metaphor that anyone can relate to, and provides a brain- friendly framework for viewing diversity and complexity.

Our vision is to create a world where people own the belief that strength lies in valuing di�erences. We hope you’re one of those people. For individuals to large corporations, TetraMap o�ers natural , holistic solutions to develop people and business.

why are you like that? why you are like that?

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