Working with Executive Leaders

Insights Discovery - A model to use when talking with Executives

Ardita Karaj

July, 2013

• Where do you begin?

• How will your presentation look like?

• What were the things you took in consideration?

Request: you have to present the current status of your project to an executive leader

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

What if: you look at the exec leader as a customer in need of a service (not as a role!)

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 modelIn 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.

Myer and Briggs Type Indicator model

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

Personality types: We are a combo of letters and colors, not just one of them

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)

Introvert vs. Extravert

Perception of Environment (and control or lack over it)

Powerful vs. Less powerfulFavorable vs. Non favorableThey are used for different purposes and

goals!

• 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

• What is your type?

• Is this you on a good day? Is this you on a bad day?

Insights Discovery for you

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Docile, Withdrawn, Plodding, Reliant, Stubborn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, Strong-willed, Purposeful

Aggressive, Controlling, Driving, Overbearing, Intolerant

Insights Discovery Communication Tips

Let’s meet the Exec leadCurrent 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 L-XL). 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

DOBe well prepared and thoroughPut things in writingLet me consider all the details

DON’TBe over-emotional or casual with important issuesKeep changing things without good reason

Group B

DOBe direct and to the pointFocus on results and objectivesBe considered and assertive

DON’TBe hesitant or dilly-dallyFocus on feelingsTry to take over

Feedback

Questions

Let’s Hear the Exec lead