2. Objectives
• Recognize importance of focusing on
behavior, not personality
• Become familiar with patterns of behavior
• Develop a relationship profile and practice
identifying style issues and finding
appropriate solutions
• Connect your personal power to the Influence
Model
3. Relationship Profile
• Think of a
relationship at work
that is not as
productive as you’d
like it to be
• Briefly describe the
other person’s
behavior
4. Relationship Profile
• Describe your
perceptions about why
the relationship is not as
productive as you would
like it to be
• Identify the actions you
have taken to make it
more productive
• List words to describe
yours and the other
person’s behavior
6. Decisions
PROCESS FAST
• Think through • Instinctive, “gut” level
decisions • Correct decisions if
• Use facts & data not right
• Think before they talk • Talk and think at
• Consider present and same time
future needs • Consider immediate
• Paint the target on the needs
wall, prepare, aim and • Shoot at wall and
fire paint target around
most holes
8. Environment
DYNAMIC STABLE
• Prefer unpredictable • Prefer dependable
environment environment
• Get bored with routine • Like predictable
• No “cast in stone” schedule
systems • Set up systems
• Use a “whatever • Plan ahead to avoid
works” approach confusion & conflict
• Enjoy a large • Complete one task
workload before moving to
another
18. Resources
• “Influence without Authority” by Allan R.
Cohen and David L. Bradford, 2005, John
Wiley and Sons, Inc.;
http://www.influencewithoutauthority.com/
• The Effectiveness Institute Behavior Style
Profile®;
http://www.effectivenessinstitute.com/
• The Birkman Method® Assessment;
http://www.birkman.com/