5/10/2014
1
John Scherer
www.ebbf.org
PAEI: Four Workplace ‘Languages’
3
Worldviews at Work
Sources of Influence
4
Potential Polarities
What People ‘Fight’ About
Faster Slower
Details Big Picture
Process Output
Structured Unstructured
5
Four Workplace ‘Languages’
Producer
(Pusher)
Administrator
(Analytical)
Entrepreneur
(Expressive)
Integrator
(Interperso...
6
What People Need to Hear First
Perspective
Details Big Picture
Comfort Mode
Structured Unstructured
TopPriority
Pace
P E...
7
When Working With
Entrepreneur/Experimenter
1. Move along, show them 'the big
idea,' the big picture, the big possibilit...
8
When Working With
Administrator/Analytical
1. Think about how to minimize risk.
2. Do not rush or force rapid decisions....
9
# ebbfLondon
http://vimeo.com/89493828
Have a look at an ebbf experience
- London 2013 -
www.ebbf.org
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John Scherer - Four Workplace Languages

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John Scherer - Four Workplace Languages

  1. 1. 5/10/2014 1 John Scherer
  2. 2. www.ebbf.org
  3. 3. PAEI: Four Workplace ‘Languages’ 3 Worldviews at Work Sources of Influence
  4. 4. 4 Potential Polarities What People ‘Fight’ About Faster Slower Details Big Picture Process Output Structured Unstructured
  5. 5. 5 Four Workplace ‘Languages’ Producer (Pusher) Administrator (Analytical) Entrepreneur (Expressive) Integrator (Interpersonal) Perspective Details Big Picture Comfort Mode Structured Unstructured TopPriority Pace * Adapted from Ichak Adizes’ Solving the Mismanagement Crisis and David Merrill’s Social Styles. P E A I
  6. 6. 6 What People Need to Hear First Perspective Details Big Picture Comfort Mode Structured Unstructured TopPriority Pace P E A I WHAT? WHY NOT? HOW? WHO?
  7. 7. 7 When Working With Entrepreneur/Experimenter 1. Move along, show them 'the big idea,' the big picture, the big possibility. 2. Present general ideas--details when asked. 3. Give them ample opportunity to contribute. 4. Take their commitments with 'a grain of salt.' They’re probably based on their enthusiasm of the moment. 5. Use testimonials and success stories, if you disagree, or want to convince/motivate. 6. Take time on your own to work out the details. 7. Find out where they are in their decision process and finalize decisions made. 8. Write a follow-up letter to confirm decisions. 9. Make sure things are exciting. From the work of: Ichak Adizes and David Merrill When Working With Producer/Pusher 1. Get down to business quickly. 2. Identify 'objectives of this meeting.' 3. Move at a fast pace--be precise and efficient; let them set the agenda or make a decision as early as possible. 4. When delegating, be specific: clarify-- who, what, by when, how. 5. Stay business-like. 6. Recognize their ideas, accomplishments, and work effort. 7. Tell them what the results, the outcomes of the activity will be, in terms of their objectives. 8. Make sure things move forward in their direction.
  8. 8. 8 When Working With Administrator/Analytical 1. Think about how to minimize risk. 2. Do not rush or force rapid decisions. 3. Be prepared with facts, present systematically. 4. Present facts, not opinions, to convince or motivate. 5. Get all objections/data needs out early. 6. Provide for guarantees, methods of lowering risk. 7. Avoid gimmicks. Be more formal than informal. 8. Support with actions--not words. 9. Tell them where it has been done already and how it turned out. 10. Make sure things are organized & accurate. From the work of: Ichak Adizes and David Merrill When Working With Integrator/Interpersonal 1. Warm up, show genuine interest in them as a person. 2. Don’t rush-don’t try to force rapid decisions. 3. Take time to connect with their personal objectives and needs/feelings. 4. Listen actively. 5. When have to make a rapid decision, take time to explore areas of potential misunderstanding. 6. If you disagree--or want to motivate-- discuss opinions and feelings of those involved. 7. Give personal commitment of support when delegating. 8. Be sure others have already agreed; build a support base first. 9. Make sure things are safe.
  9. 9. 9 # ebbfLondon
  10. 10. http://vimeo.com/89493828 Have a look at an ebbf experience - London 2013 -
  11. 11. www.ebbf.org

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