Communicate Effectively with Different Personality Types

Widescreen Test Pattern (16:9)
Aspect Ratio Test
(Should appear
circular)
16x9
4x3

Learn how to relate and communicate to every person, in a
way easy to remember and apply.
(Generally about an hour and fifteen minutes, including q&a. If
you have a question, raise your hand during the module, the
instructor, Jeff Shattuck, will address all questions as they asked.)
What Type of Bear Are YOU?

This presentation will provide you with tools to
understand the different communication styles. Even
why people communicate differently, especially
under strained circumstances.
More importantly, we show you how to use this to
your advantage, not to manipulate, but to better
communicate. From how to sell better by better
communication, to maintaining better relationships
with fellow employees.
Communication breakdowns are among the top issues cited by
employees, or they express difficulties in “getting along” and
understanding why people “do what they do.”

The Personality Grid- Where do you fit in?
MoreEmotionalLessEmotional
Analytical Driver
Amiable Expressive
Information Oriented Minimal Information
Introverted
Less reactive
Extroverted
Reactive
This model is easy to
understand and
remember.
Knowing where we
place in it, will allow us
to understand how
others see and hear us.
The underpinnings of
this model are
personality
characteristics.

Analytical Driver
Amiable Expressive
Ex. #1
Taking a road trip,
Which one are you
primarily?
Check mileage, route,
direction, weather,
costs?
Plan entertainment,
check along route for
fun things to do?
Wonder who all is
going and how will we
get along?
Time to leave, direction,
how long it will take,
quantity of passengers,
fuel, food. Information Oriented Minimal Information
Introverted
Less reactive
Extroverted
Reactive

Analytical Driver
Amiable Expressive
Ex. #2
You are tired, its been a
long trip, week, etc.
Which one are you
primarily?
Why am I tired? What
do I need to do?
Don’t want to be around
anyone?
Want to be with
people?
Damn it, Im tired and
frustrated, but got to
keep going.
Introverted
Less reactive
Extroverted
Reactive

The Personality Grid- I know who I am, What Next?
Analytical Driver
Amiable Expressive
Using this model to help in relationships, at work, family,
and friends.
Once you know who you are, realize who is your opposite
on the grid.
They say opposites attract, but why?
Only opposites can truly balance each other out. Why?
Neither has the skills of their opposite.
One or the other will have to assume the role of the
adjacent personality type in order to communicate well.
If this effort is stopped, by being physically, mentally, or
emotionally tired, friction and frustration arises.
Can become emotionally charged when one or the other
thinks this person is “not the person I thought I knew.”
Possibly because the façade has been dropped.
Be yourself, imitate the adjacent types as/when you can.
Overworking can be interpreted as faking another
personality, and will backfire or fail. Sometimes, could be
met with hidden opposition and sabotage.
Lets look at some examples.
Introverted
Less reactive
Extroverted
Reactive

The Personality Grid- I know who I am, So???
Analytical Driver
Amiable Expressive
Ex 1- In trip example,
Expressive doesn’t want to get bogged down
with “details”, they say; What are we going
to do? What will we see, or experience? Why
haven’t we left yet? Loud, boisterous, yelling,
“Let’s goooo”…
Analytical wants to stop and analyze,
(Expressive have less patience, irritated
easily) Take time to assimilate data, research
past experiences, research reports of others
for details. Doesn’t like the yelling, doesn’t
want to be pushed, needs time to put it all
together- packs everything with the kitchen
sink. Plans route, plans stops, needs a planner
to maintain all the plans and details.
Maintains phone lists, anything data related.
Information Oriented,
more patient.
Minimal Information,
less patient
Introverted
Less reactive
Extroverted
Reactive

The Personality Grid- Application
Introverted
Less reactive
Analytical Driver
Amiable Expressive
Extroverted
Reactive
Expressive doesn’t want to get bogged down with
“details”, What are we going to do? What will we
see, or experience? Why haven’t we left yet?
Loud, boisterous, yelling, “Let’s goooo”…
Expressive assumes Analytical style,
more passive, patient, speaks in terms
of data- we have 45 minutes, we
have loaded 17 cases of beer, we
have 485.5 mi to go, will need to fill
up with 22 gallons of fuel.
Analytical wants to stop and analyze, (expressive
has no patience for this.) Take some time to
assimilate data, research past experiences,
research reports of others for details. Doesn’t like
the yelling, doesn’t want to be pushed, needs time
to put it all together- packs everything with the
kitchen sink…
Analytical assumes Expressive
(adjacent is easier to do) style,
expressing excitedly- We need to get
going!, we’ve got to get on the road
asap, we are going to have so much
fun! Cant wait to get there!
more patient.
less patient

The Personality Grid- I know who I am, So???
Analytical Driver
Amiable Expressive
Amiable is worried about how John is
feeling, possibly uncomfortable in this
long trip, has checked all of the
intrapersonal relationships. Will go when
we go, no rush.
Driver isnt concerned about how John is
going to get along, but says John needs
to just deal with whatever. Volatile
language to an amiable. Driver is ready
to load up and get on the road “before
sunset or Christmas.” and in such a rush,
misses the luggage that didn’t get
packed. Possibly an Amiable will
capitalize on later, since someone will be
adversely affected over this.
more patient.
less patient
Introverted
Less reactive
Extroverted
Reactive

The Personality Grid- Application
Analytical Driver
Amiable Expressive
Amiable is worried about how John is feeling,
possibly uncomfortable in this long trip, or perhaps
has checked all of this and is fine. Will go when
we go, no worries, no rush.
Amiable assumes expressive style,
(adjacent) says enthusiastically, We
really need to get going, We are
going to have so much fun, this is
going to be great.
Driver isnt concerned about how John is going to
get along, but says John needs to just deal with it.
Volatile language to an amiable. Driver is ready
to load up and get on the road “before sunset or
Christmas.”
Driver assumes amiable style- I feel
like this is going to be a great trip, we
have some awesome music that will
put everyone in a great mood, we’ll
let everyone take turns playing their
favorite music. And we have some
great, really cool road games, don’t
worry, this is going to be awesome.
more patient
less patient
Introverted
Less reactive
Extroverted
Reactive

You may change your mind by the end of the
hour, if so, ask yourself, why am I unsure?
Who do you think you are?

The Personality Grid- Putting into action- The 4 Bears
Analytical Driver
Amiable Expressive
No Personality type is Better! We can all
be our own worst enemy. We are all
bears at the end of the day.
If you immediately reject this statement,
then you will not successfully apply this
model.
All have strengths and weaknesses.
For example to have a completely
balanced team, you need each of the
four personality types to balance
everyone out.
We often say to ourselves, my personality
type is better because: … This is a trap.
Acceptance of who we are is key to
success.
Recognition of others’ strengths that are
useful to us in our sphere is equally
needed for success. In other words, we
both need to give of our strengths, and
accept the help of others.
Introverted
Less reactive
Extroverted
Reactive
Black Bear Grizzly Bear
Panda Bear Polar Bear

Panda Bears.

The Personality Grid- Strengths and Weaknesses of the 4 Bears
Analytical Driver
Amiable Expressive
Amiable- Panda Bear
Weaknesses- Gets tied up in the emotional,
“drama,” worries, doesn’t engage others and
needs that engagement to know everyone is
ok. Uses emotion as a crutch. Can generate
friction and not understand why.
Strengths- Shows true humanitarian concern
and looks out for the health and welfare of
others. Generally appreciates deeply the
need for humans to work together and mesh
well, often understand these things well
before anyone else. Is aware of the needs of
others, and how they are doing. They always
know where conflict exists. At the end of the
day, Amiables understand and feel
passionately about the most important thing
to us all, life and the quality of life.
How to communicate- Use a lot of emotional
words, “feels, warmth, kind, nice, soft, How
are you feeling? How is the family? What is
most important to your well-being? Information Oriented Minimal Information
Introverted
Less reactive
Extroverted
Reactive

Polar Bears.

Analytical Driver
Amiable Expressive
Expressive- Polar Bear
Weaknesses- Gets tied up being everywhere,
skips details looking at the Big Picture, and
the Big Blue Sky. Often skips important data
if it is negative. Gets crushed (reactive) and
bogged down quickly if tasked with details.
Strengths- Is often the first person to find the
strength to keep moving forward, to keep
going, to find the positive in all things. Keeps
the energy level up and coherency in a
group, generally able to communicate to
everyone, even analyticals. Looks well beyond
the current moment into the future, able to
“see” things and imagine. Affects others with
this energy and vision. Works well in this role
in a team.
How to communicate- Use expressive words, if
written, use exclamation marks, if verbal, use
verbal exclamation marks. Use vocal
modulation, show enthusiasm, use gestures.
Use, “exciting, moving, positive experience,
new paradigm, tasty, rocking, cherry, damn
good”
Introverted
Less reactive
Extroverted
Reactive

Black Bears.

Analytical Driver
Amiable Expressive
Analytical- Black Bear
Weaknesses- Gets bogged down easily in the
data and the details (minutia), often unable to
see a path forward, or even draw conclusions
from the data. Withdraws quickly in presence
of an expressive.
Strengths- Master of information. If you need
information, Analyticals have it and love to
talk about the data. They often can express
the data in different formats, linear, spatial,
etc. Thinking in terms of relativity, quantity,
and analysis. (Ratios, etc.) Try not to use “etc.”
How to communicate- Use quantity and data
related words, technical terms, communicate
without fluff, remove any feeling words, use
data, the more the better. Avoid
generalizations. Keep a passive appearance,
minimal or no gestures.
Introverted
Less reactive
Extroverted
Reactive

Grizzly Bears.

Analytical Driver
Amiable Expressive
Driver- Grizzly Bear
Weaknesses- Too forceful at times, ignoring
feelings and personalities for the greater
good, for the project completion, etc. Will
take off without complete data and make
decisions on gut instinct and intuition which can
be dangerous. Takes risks despite
quantifiable negative odds.
Strengths- Is generally the person stay
focused, keep leading the way, despite odds
or failure. Leading a group or project to
completion, keeping the goal and reward in
front of the group, will corral resources and
rally people together. “Never say die, no
retreat no surrender” attitude. Assimilates
data quickly and makes decisions when others
can not or refuse to do so.
How to communicate- Use decisive words,
communicate without fluff, remove any feeling
words, use data, but just what is necessary.
Lead with what you need, don’t make them
wait to tell them what you need at the end.
Introverted
Less reactive
Extroverted
Reactive

Analytical Driver
Amiable Expressive
Imitating your adjacent type- Pros and Cons.
Some are able master the adjacent type, some
people even have the adjacent traits as a part of
“subpersonality.” If you tap into this, and it is
genuine, great.
If we have to fake it, there is a danger in that we
can all detect a fake effort. Sometimes, we may
appreciate the effort, and we deal with it. Often
though, it repels since it is taken as disinguinuous.
“That person is soooo fake.”
Ex. Most good sales people are Expressives, and
will try to be all things to all people. However,
we may hear them trying “too hard” be an
alternative personality type and it really gets
under our skin. Two reasons: 1) We are jealous
because we cant do that, and 2) We know it is
fake, they arent being real. But that may be part
of their job, or it helps them to be successful at
their job. Understanding that they have a good
reason to do so, helps us to deal with it.
Unfortunately, they may become so adept at
faking being someone different, they easily fall
into not being completely honest with the person
they are selling to.
Introverted
Less reactive
Extroverted
Reactive

Approach instructor who will assume one of the
four personality types. Identify which one, then
adapt your communication style to communicate
better.
Role Play. 4 volunteers needed.

The Personality Grid- Putting it Into Practice
Analytical Driver
Amiable Expressive
We are relating our road trip to: A Black Bear.
Your 484.5mi trip, which cost you $812.32 in fuel,
was held up by an accident involving 3 cars, two of
which sustained front and rear damage, easily in the
range of 15-20,000 dollars in damage alone. But
once you arrived in Miami, the 91 degree weather,
and 87 degree water temperature was awesome.
Indeed, the Gulf Stream brings the temperate water
close along the coast there, resulting in supporting
the broadest range of coral (32 species) in the US.
Unfortunately, the two species of Lion fish that have
invaded the area since Hurricane Andrew, similar to
the invasion of the estimated 25000 Burmese
pythons, have resulted in the devastation of much of
the coral base. The economy is doing very well, with
Miami growing 3.2 percent over last year, and
unemployment has dropped to 5.6 percent, the third
lowest in the nation.
You know, most people aren’t looking at the data of
how much influence the S.American markets are
affecting S. Florida, bringing in over 81 billion in
revenue as companies are basing in S. Fla to reach
out to the S. American markets, which are continuing
to grow, such as Brazil, Chile, and Argentina (in
order of growth.)
Introverted
Less reactive
Extroverted
Reactive

Analytical Driver
Amiable Expressive
We are relating our road trip to: A Panda Bear.
Wow, we had such a wonderful time. It was so
relaxing, I really needed that vacation.
You know Ive been working so hard, just to get
away and reset- its really needed isnt it? (Allow for
response).
I just didn’t realize how much we need that
downtime. And we got to get out and scuba, and
see Miami, went to a museum, sat in on an economic
conference, which was pretty much how well Miami
is doing, which is good, it’s good to hear how other
cities are doing.
I did get frustrated with John, but you know how he
can be. I just did my best with it, like you’ve told me
to do.
Oh, by the way, how are you and the family doing?
What did you guys do that was fun? Relaxing?
(Allow for response)
You know you should plan a trip to Miami, I can help
you plan it, and let you know what we did and
didn’t like.
Introverted
Less reactive
Extroverted
Reactive

Analytical Driver
Amiable Expressive
We are relating our road trip to: A Polar Bear.
You have GOT to hear this- Holy Cow it was SOOO
cool!!! We went to Miami beach, got to scuba, the
scuba diving was awesome, the water was soo
gorgeous, along with one other particular diver,
wow were they hot!
And we went to a very cool museum, you know just
for something different, got dragged into a
economic platform seminar, that was fine, basically
Miami is doing great, economy is growing again,
and they are tapped into S. America , so that was
cool, but then we cruised downtown Miami and hit
South Beach strip, OMG, the people were so funny
to watch, it was worth it just to go and drive, just to
people watch! ahahaha, we hit two clubs there, and
met some really fun cool people, you have SOOO
got to go, man you would have a blast! Hey you
know the beach there is crushed coral and shell, it
isnt sandy like many beaches, so it doesn’t get into
everything.
You know, I think I could live there, WOW, it was so
cool. But its probably better just to visit, HEY you
want to go next month?????
Introverted
Less reactive
Extroverted
Reactive

Analytical Driver
Amiable Expressive
We are relating our road trip to: A Grizzly Bear.
Really, really good trip. Had a great time. Just cant
wait to go back.
Hit a museum, very cool, and an economic seminar,
you know S.Florida has taken in 81 billion just in
developing economic relations with Brazil, Chile and
Argentina?
Got some diving in just off of Miami Beach, two tank
dives, got a good bit of information on infestation of
Lion fish, and Burmese pythons, we can talk later if
you want to know more,
Hey can we walk and talk? Ive got to get up to my
office. You know its good to be back, did we get the
results from last month back?
Hey let me know if you want to go to Miami, Im
ready to go back, and can simplify some things for
you, I know where to go now, skip the tourist stuff. It
will be awesome.
Good to see you, Ill see you shortly to go over the
new targets for next month.
Introverted
Less reactive
Extroverted
Reactive

The Personality Grid- Practical Summary
Analytical Driver
Amiable Expressive
Remember- when communicating to:
Panda Bears- Amiables
Use emotional words, take your time, be patient,
and listen to their expressions. Minimal hand
gestures, but plenty of facial gestures.
Polar Bears- Expressives
Use big and unusual expressions, plenty of hand and
facial gestures, use modulation (raising and lowering
your voice) a bit more dramatically than usual.
Black Bears- Analyticals
Use data words and provide data. If you need to
convey general concepts, supplement them with
data. Add quantitative and analytical references
when possible. Little to no emotional references.
Grizzly Bears- Drivers
Stick to facts and avoid overstating, or stating the
obvious. Get to the main point immediately, try to
include any pertinent data in the same first sentence.
If asked for more data or clarification, be ready to
provide it in the same format. You will be thanked
for this effort. Information Oriented Minimal Information
Introverted
Less reactive
Extroverted
Reactive

Are you unsure? Ask someone close to you that
you know will be honest.
Did you change your mind?

Who are the top three people you have friction with?
Try to identify what type of bear they are. Then communicate to them in a way they will
be more receptive.
Record your results. When those relationships have improved, if they can improve, then
move on to the next three after 30 days. Keep working and learning how to identify
others’ personality traits so you can be a more effective communicator. Observe the
environment others create, says a lot about who they really are.
Accept differences, and accept that not all relationships will work.
You will have some continued friction with certain people. Continue to give it your best
effort.
You will quickly see success as well. For the most part, people will respond quickly and
positively to your efforts.
What to do from here?
Make a list.

We hope today
has helped you see
a brighter tomorrow.
Thank you for your time and attention today,
are there any questions we can answer for you?

Communicate Effectively with Different Personality Types

Recommandé

Recommandé

Contenu connexe

Similaire à Communicate Effectively with Different Personality Types

Similaire à Communicate Effectively with Different Personality Types (20)

Dernier

Dernier (20)

Communicate Effectively with Different Personality Types