Why does he keep exaggerating?

He sounds so shallow. Why does only see

problems? He’s such a

buzz-kill.

Working Across Differences in Thinking Styles

EMBA 6October 18, 2012

Instructor: Courtney White

Tonight’s Goal: To grow more effective by…

Seeing differencesthrough a scientific

lensExpanding our

range of approaches

Launching a dialogue

Interpersonal Differences:An Evolution

What is wrong with

these people?!

I can handle people’s

illogical needs, but it’s a pain.

My org needs different

strengths. Managing

differences isn’t a bad thing, it’s my job.

Dealing with it Embracing It.Ugga Ugga. Dealing with it Embracing it

Mental MusclesLike other muscles, we all have preferences,

but the pros learn to adapt.

What does a blank stare really mean?

The part of the brain that takes IN information is active;The part that communicates is not

6

Thinks silently Engages out loud

Energized through solitary

activity

Desires depth

Silence does not

meanagreement

Expressed views aren’t necessarily conclusionsEnergized

by interaction

Desires breadth

Introvert Extrovert

7

Re-think your vision of introverts!

Introversion makes it less natural to interact with others while processing new

information at the same time

Introverts can be very articulate

Introverts can be passionate…

Introversion does mean “nerd”

8

To what degree does empathy influence the decision process?

Invests selfCompassionatePeople oriented

Observes objectivelyLogicalProblem oriented

Feeling Thinking

EMBA 6

Heather Pat

ChelseaGeneGregScottMark

DavidBenjamin

Joe F.CurtisJason

TatianaJesse

MichaelShyamTessiaJoe R.

Feeling ThinkingU.S. Avg(Estimate)

MBA’s, like lawyers & engineers, lean toward “thinking” far more than the general population

SW Engineers

Lawyers

EMBA 6

U.S.

19%

22%

33%

53%

81%

78%

67%

47%

Feeling Thinking

% of Total

Yet what do followers look for in a leader?

Source: Based interviews of more than 10,000 people published by Tom Rath and Barry Conchie in Strengths Based Leadership: Great Leaders, Teams, and Why People Follow.

TrustCompassion

HopeStability

iNtuitive Sensing

ConceptualImaginative

Focus = possibilitiesFuture-oriented

Inventive, idealisticUninhibited by limitations

Builds from overview

ConcretePragmatic

Focus = facts, realitiesAnchored in the present

Practical, realisticSees the limitationsBuilds from details

EMBA 6

BenjaminGeneDavidMark

ChelseaGreg

MichaelJesseScottJason

Heather Shyam

TatianaTessia

Joe FCurtis

PatJoe R.

iNtuitive SensingU.S. Avg(Estimate)

Conceptual thinkers are a minority in the general population, not in EMBA

EMBA 6

U.S.

56%

30%

44%

70%

ConceptualImaginativeSees possibilities

ConcretePragmaticSees realities

iNtuitive Sensing

A key to bridging conceptual & concrete thinking…

Convert amorphous thoughts into visual, tangible formats

What is your proclivity toward decisions & action?

Perceiving Judging

Impose control

Bring closureTask orientede.g., to-do lists

Outwardly less receptive to new info

Go with the flow,stay flexible

Learn more

Open to new info

EMBA 6

ChelseaDavidGeneJesseGreg

Heather Benjamin

JasonShyam

MichaelScott

TessiaMarkJoe F

PatJoe R.

TatianaYoung Curt

Perceiving JudgingU.S. Avg(Estimate)

Case example:Why can’t these guys connect?

Operations Manager

Marketing Manager

19

In addition to personality differences, consider Cultural Differences

Individualist Collectivist

USUK

GermanyFrance

MideastAfrica China

RussiaJapanIndia

While people within a culture do vary widely, understanding how populations compare can help keep us attuned to the degree and the nature of differences…

Source: The line up of countries above are derived primarily from Figuring Foreigners Out by Craig Storti. When Cultures Collide by Richard Lewis is also an excellent source.

Identity: the degree to which people identify as individuals or as part of a group when they consider issues and decisions.

1 example: The degree to which people identify as individuals or as part of a group

when they consider issues & decisions.

© The Insights Group Ltd, 2009. All rights reserved.

Adapting to Different StylesMy 3 Mantras…

1. De-center. Analyze, don’t emotionalize.When we think of interpersonal issues analytically,

we’re less emotional, less self-centered.

Hmmm…this mammal has a

heightened sense of

territory…

© The Insights Group Ltd, 2009. All rights reserved.

1. De-center.

2. The world’s a stage. You can’t change who you are,

but you can choose how you act.

© The Insights Group Ltd, 2009. All rights reserved.

1. De-center. 2. The world’s a stage.

3. Create the space for differences

through dialogueAcknowledging different thinking styles… ►Builds understanding

►Shows respect►Let’s you be you

►Eases tension

How might your client’s thinking style or communication tendencies be misunderstood?

What advice do you have regarding how to work most effectively with your client?

What is an area of interpersonal effectiveness in which your client would like to improve through the EMBA experience?

EMBA Team BreakoutsRole play as your therapist, who speaks on your

behalf to advise the team on 3 things:

© The Insights Group Ltd, 2009. All rights reserved.

- Carl Jung

Everything that irritates us about others can lead us to an understanding

of ourselves.