why people do what they do enhancing workplace communication tracyspearsspeaker t tracy l. spears...
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Why People Do What They DoEnhancing Workplace Communication
TracySpearsSpeaker
http://www.linkedin.com/in/tracylspears
TTracy L. Spears
@TracyLSpears
Why People Do What They Do 2
What are the qualities you want your co-
workers to process?
Why People Do What They Do10/7/2013
Why People Do What They Do 3
Understanding Why People Do What They Do…
Why People Do What They Do
• Personality Temperaments
• Interaction Styles
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Why People Do What They Do 4Why People Do What They Do
Dictionary.com: Temperament is the combination of mental, physical, and emotional traits of a person; natural predisposition.
Wikipedia.com:Temperament is defined as that part of the personality which is genetically based. Along with character, and those aspects acquired through learning, the two together are said to constitute personality.
Temperament Definitions
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Why People Do What They Do 5Why People Do What They Do
Temperament Theory Contributors
Myers-Briggs
SJ NF NT SP
David Keirsey
Guardian Idealist Rational Artisan
400 B.C.
Hippocrates Melancholic Phlegmatic Choleric Sanguine
1920’s
Carl Jung Sensor Feeler Thinker Intuitor
1950’s 1967
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Why People Do What They Do 6Why People Do What They Do
• This concept has been around a long, long time.
• There are four basic temperaments.
• You are born with one that is dominant.
• You are not just a “color”
• It doesn’t explain it all. (wish it did)
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Why People Do What They Do 7
Need vs. Wantn
Something you must have to be able to function adequately.(NON-NEGOTIABLE)
Need =
Something you desire because you believe it will make your situation better.(NEGOTIABLE)
Want =
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8Why People Do What They Do
Maslow’s Updated Hierarchy of Fundamental
Human Needs
Self-ActualizationPersonal growth, self – fulfillment
Self-EsteemAchievement, status, responsibility, reputation
Belongingness and Love needsFamily, affection, relationships, group acceptance
Safety needsPhysical & psychological protection, security, order, etc
Physiological / Biological needsBasic life needs – air, food, water, shelter, sleep, etc
TranscendenceHelping others to self-actualize,
parenting
“Maslow Updated: Reworking of the Famous Psychological Pyramid of Needs Puts Parenting at the Top”
August 23, 2010 Science Daily
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Why People Do What They Do 9Why People Do What They Do10/7/2013
Why People Do What They Do 10Why People Do What They Do
Name Tag
Place the dots on your name tag, from left to right (as I look at you), in order of most like you to least like you.
BLUE GOLD GREEN
ORANGE
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Why People Do What They Do 11
BLUERelationships
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Why People Do What They Do 12
BLUERelationships
• Optimistic
• Genuine
• Idealistic
• Intuitive
• Friendly
• Tactful
• Supportive
• Imaginative
• Empathetic
• Compassionate
• Nurturing
• Devoted
• Spiritual
• Peacemaker
• Romantic
• Emotional
15 - 20% of the population
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Why People Do What They Do 13
GOLDResponsibility
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Why People Do What They Do 14
GOLDResponsibility
• Organized
• Consistent
• Realistic
• Steadfast
• Direct
• Proper
• Loyal
• Practical
• Prepared
• Predictable
• Committed
• Traditional
• Detailed
• Dutiful
• Punctual
• Meticulous
40 - 45% of the population
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Why People Do What They Do 15
GREENCompetence
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Why People Do What They Do 16
GREENCompetence
• Insightful
• Inquisitive
• Analytical
• Visionary
• Rational
• Conceptual
• Investigative
• Perfectionist
• Logical
• Direct
• Researcher
• Strategic
• Problem Solver
• Factual
• Knowledgeable
• Contained
5 -10 % of the population
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Why People Do What They Do 17
ORANGEFreedom
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Why People Do What They Do 18
ORANGEFreedom
30 - 35% of the population
• Adventurous
• Spontaneous
• Playful
• Flexible
• Resourceful
• Courageous
• Motivational
• Performer
• Competitive
• Generous
• Creative
• Multi-tasker
• Action-oriented
• Entertaining
• Approachable
• Free-spirited
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Why People Do What They Do 19
In Summary, Remember…
Orange: The more freedom they have, the less they need;
don’t micromanage
Green: Think they can think their way out of anything
Gold: Seeks to organize all facets of life
Blue: Finds it difficult to separate what they do from who they are
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Why People Do What They Do
BLUE NurturingPeaceful
Teamwork
SterileCold
Disconnected
GOLDOrganization
SafetyStructure
ChaosUnpredictable
Unstable
GREENStrategy
InnovationVision
StagnantStuck in the
PastSubjective
ORANGEFun
AdventureCreativity
BoredBelabored
Unimaginative20
WITH WITHOUT
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Why People Do What They Do
WITH WITHOUT
BLUE NurturingPeaceful
Teamwork
SterileCold
Disconnected
GOLDOrganization
SafetyStructure
ChaosUnpredictable
Unstable
GREENStrategy
InnovationVision
StagnantStuck in the
PastSubjective
ORANGEFun
AdventureCreativity
BoredBelabored
Unimaginative2110/7/2013
Why People Do What They Do 2210/7/2013
23
Interaction Styles
1. How you process information
2. From where you get your energy
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Why People Do What They Do 24
Extrovert / Introvert
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Why People Do What They Do 25
Extrovert
1. External thinking process
2. Gathers energy externally
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Why People Do What They Do 26
Extrovert Characteristics
• Enjoys group activities• Likes to be around other
people• Enjoys attention• Readily talks to strangers• Energized by being
around people and activity
Energy Source:
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Why People Do What They Do 27
Extrovert Characteristics
Thinking Process
• Speaks while thinking• Wants to speak
immediately• Says whatever comes
to mind• Acts before thinking• Fast-paced
Thinking Process:
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Introvert
28Why People Do What They Do
1. Internal Thinking Process
2. Gathers Energy Internally
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Why People Do What They Do 29
Introvert Characteristics
Energy Source
• Prefers individual activities
• Works well by themselves
• Enjoys time alone• Prefers peace and
quiet• Has a few close friends• Energized by solitude
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Why People Do What They Do 30
Introvert Characteristics
Thinking Process
• Waits to communicate until other person has finished
• Rehearses internally and doesn't say everything he/she is thinking
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Why People Do What They Do
“What you see in others has more to
do with who you are than with who other
people are.”
Epictetus 55 AD – 135 AD
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Why People Do What They Do 32
Tracy L. Spears918-260-6644
TracySpearsSpeaker
@TracyLSpears
http://www.linkedin.com/in/tracylspears
10/7/2013
Why People Do What They DoEnhancing Workplace Communication
TracySpearsSpeaker
http://www.linkedin.com/in/tracylspears
TTracy L. Spears
@TracyLSpears