Published on February 21, 2014
Working with Executive Leaders Insights Discovery - A model to use when talking with Executives Ardita Karaj July, 2013
Request: you have to present the current status of your project to an executive leader • Where do you begin? • How will your presentation look like? • What were the things you took in consideration?
What if: you look at the exec leader as a customer in need of a service (not as a role!) What kind of information is an Exec leader looking for? • You position yourself to serve a customer • Know and understand your personality type and style • Identify customer’s personality type and style • Adapt your communication style to customer’s style
Personality types: We are a combo of letters and colors, not just one of them Insights Discovery model Model published by Carl Jung in 1921 in “Physiological types”. A system that helps individuals understand personal behaviors/motivations/needs as well as those of the others around DISC model In 1956, based on the book “Emotions of Normal People” published in 1928 by lawyer and psychologist William Marston, DiSC aims to examine an individual's behavior and indicate traits. Four aspects of behavior, Dominance, Influence, Submission and Compliance. Rational Functions (how to make decisions, evaluations and judgments) Thinking vs. Feeling Irrational Functions (instinctive, above and beyond reason) Sensing vs. Intuition Attitudes (ways of reacting to outer and inner experiences) Myer and Briggs Type Indicator model Introvert vs. Extravert Katharine Cook Briggs and her daughter, Isabel Briggs Myers developed this based on Jung’s idea. It measure psychological preferences in how people perceive the world and make decisions. First published in 1962 Perception of Environment (and control or lack over it) Powerful vs. Less powerful Favorable vs. Non favorable They are used for different purposes and goals!
Insights Discovery • Using Jung’s typology, this is a framework to develop effective strategies for interaction and communication • There are 4 main types and 8 personalities
Insights Discovery for you • What is your type? • Is this you on a good day? Is this you on a bad day? What On a Good Day On a Bad Day Give me details Cautious, Precise, Deliberate, Questioning, Formal Stuffy, Indecisive, Suspicious, Cold, Reserved Show me you care Caring, Encouraging, Sharing, Patient, Relaxed Docile, Withdrawn, Plodding, Reliant, Stubborn Involve me Sociable, Dynamic, Demonstrative, Enthusiastic, Persuasive Frantic, Excitable, Indiscreet, Flamboyant, Hasty Be brief, be bright, be gone Competitive, Demanding, Determined, Aggressive, Controlling, Driving, Strong-willed, Purposeful Overbearing, Intolerant
Insights Discovery Communication Tips
Let’s meet the Exec lead Current status: You are the Coach/Scrum Master of a software development team. The team is working on a 1-year long project and you are 6 months in. What is done so far: Original backlog had 100 stories. You have closed 30 so far. 10 new stories are added since beginning of project and 20 are changed/modified to different estimates, in most of the cases going on the high side (from S-M to LXL). The cost has also been high because the team was asked to work over-time often. Request: Project status report with the Executive sponsor. 10 minute presentation Group A DO Be well prepared and thorough Put things in writing Let me consider all the details DON’T Be over-emotional or casual with important issues Keep changing things without good reason Group B DO Be direct and to the point Focus on results and objectives Be considered and assertive DON’T Be hesitant or dilly-dally Focus on feelings Try to take over
Let’s Hear the Exec lead Feedback Questions
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