TM




Copyright ©© 2000. Target Training International, Ltd.
 Copyright 2000. Target Training International, Ltd.        ...
Determining Your Values
        Values are:

                           Chosen freely from alternatives


                ...
“If you do not know what
            your priorities are,
            someone else will
            determine them
       ...
The Attitude & Values Model
                                                    Program Objectives
      Put yourself in t...
We see the world through our own eyes.
                           We each see differently.


Copyright © 2000. Target Trai...
Introduction to Attitudes & Values
             The foundation of this model is a book entitled ―Types of Men‖
           ...
What is an Attitude?

            Viewpoint                                                  Valuing of Life

            ...
How are Attitudes, Beliefs
                           &/or Values Developed?

        Researchers say they develop through...
Values Questions
            • Should we protect wildlife at the expense of a
             person’s vocation?
            ...
Values Questions, cont.


              Should an organization be allowed to change the
               retirement benefit...
Beliefs/Attitudes

              How are beliefs formed?                                 B

                              ...
Beliefs/Attitudes
                                                                     B
             How is a set of beli...
Summary
                                         How are your attitudes formed?

                               Similar be...
Judging vs. Valuing
                                        An Internal Process

                                  Judging...
Attitudes or Behavior?

                                                        Attitudes put the thought in
             ...
Example of DISC &
                                    Attitudes Interaction



                                           ...
Behavior And Attitudes
                                 What’s The Difference?
                      BEHAVIOR             ...
Attitudes Power Points
                         Attitudes are:

                          A way of valuing life; paradigm...
The 6 Values/Attitudes

               Attitudes                                          Basic Attitudes
                ...
Your Personal Interests, Attitudes and Values Report
                                                                     ...
General Characteristics—Theoretical

             THEORETICAL
                                                        GOAL...
Theoretical




                  “Not to know is bad, not to wish to know is worse.”
                                    ...
Theoretical




                             “If you aren’t prepared,
                               don’t expect to win.”...
The Theoretical Attitude




                                 • What careers might a theoretical person enjoy?
           ...
General Characteristics—Utilitarian

              UTILITARIAN
                                                        GOA...
The Utilitarian Attitude




                          “Money swore an oath that
                          nobody who didn...
The Utilitarian Attitude



           “If you aren’t getting faster, stronger and
           smarter, you are getting slo...
The Utilitarian Attitude




                                 • What careers might a utilitarian person enjoy?
           ...
General Characteristics—Aesthetic
                  AESTHETIC
                                                        GOAL...
Aesthetic



        “A wildflower on the
        mountain top would not
        change places with a rose in
        the ...
Aesthetic




            “Take time to smell the roses… you only
            live once, so enjoy it while you can.”
     ...
The Aesthetic Attitude




                                 • What careers might an aesthetic person enjoy?
              ...
General Characteristics—Social
                      SOCIAL
                                                        GOAL: ...
Social




                                                        “The best passion is
                                  ...
Social




                                    “What goes around,
                                     comes around.”
    ...
The Social Attitude




                           • What careers might a social person enjoy?
                           ...
General Characteristics—Individualistic
         INDIVIDUALISTIC                                GOAL: To assert self and h...
Individualistic




                                               “Victory has a hundred fathers.
                       ...
Individualistic



                    “The road to success is
                    filled with many
                    ob...
The Individualistic Attitude




                          • What careers might an individualistic person enjoy?
         ...
General Characteristics—Traditional
                                                        GOAL: To search for a system f...
Traditional




                    “Better to die standing
                    than to live on your knees.”
             ...
Traditional




            “I believe in a force more
            powerful than myself.”
                                ...
The Traditional Attitude




                           • What careers might a traditional person enjoy?
                 ...
Examples of Different Attitudes

              Theoretical:                              They save seminar flyers and want...
The Attitudes & Values Model
                                                         BELIEF STATEMENTS
                  ...
The Attitudes & Values Model
                                                 UNDERSTANDING THE ATTITUDE
                 ...
Facts About Attitudes

          Fact # 1:
          You will tend to enjoy conversations
          and activities with pe...
“We see the same events
       through different lenses.
          We live in the same
        country but in different
  ...
Values & Listening

      Sometimes people with certain behavioral
      styles are seen as poor listeners.




          ...
Example of
                                         Values & Listening
         You are concerned with the environment bec...
Interactive Attitude Exercises #3
        Below, you will see descriptions of attitudes interactions. By referring to your...
Continued Insights
                                                            You/Me Interaction

              1.      O...
RESOLVED: To increase communication
                                     and understanding, you must seek to
             ...
Remember…



            “ Seek first to understand


                                                 and then to be unde...
“When conflicts occur,
                                                        try to analyze whether it
                 ...
The Attitudes & Values Model
                                                   Interactive Attitudes Exercise #4
        ...
Recognizing Others Attitudes




                          “If you want to know what a person values, observe where
      ...
Question to Answer




                                                             ?
               1. How do they define...
The Little Prince




                                                        “It is only with the heart that
            ...
Thoughts to Live By
                                         Keep Your Thoughts Positive
                                 ...
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Your Attitude Is Showing

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Increasing Communication Through Understanding Attitudes - the key to success is understanding our differences.

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Your Attitude Is Showing

  1. 1. TM Copyright ©© 2000. Target Training International, Ltd. Copyright 2000. Target Training International, Ltd. 11
  2. 2. Determining Your Values Values are: Chosen freely from alternatives Prized publicly Acted upon again and again over time Copyright © 2000. Target Training International, Ltd. 2
  3. 3. “If you do not know what your priorities are, someone else will determine them for you.‖ —Judy Suiter Copyright © 2000. Target Training International, Ltd. 3
  4. 4. The Attitude & Values Model Program Objectives Put yourself in the driver's seat of your life. 1. Know which attitudes drive your life, actions and decisions. 2. Understand each attitude and the interaction of each. 3. Recognize the driving forces in others’ lives. 4. Understand others’ viewpoints and be able to dialogue convincingly by seeing the world through their eyes. Copyright © 2000. Target Training International, Ltd. 4
  5. 5. We see the world through our own eyes. We each see differently. Copyright © 2000. Target Training International, Ltd. 5
  6. 6. Introduction to Attitudes & Values The foundation of this model is a book entitled ―Types of Men‖ written by Eduard Spranger in 1928. Spranger observed: • Observed that people see the world differently • Identified 6 ―attitudes‖ • Sought to discover & understand ―why‖ we see the world differently Copyright © 2000. Target Training International, Ltd. 6
  7. 7. What is an Attitude? Viewpoint Valuing of Life Mindset Way of Judging Paradigm of Thought “We see the world through the windows of our attitudes.” —Judy Suiter Copyright © 2000. Target Training International, Ltd. 7
  8. 8. How are Attitudes, Beliefs &/or Values Developed? Researchers say they develop through stages and are related to stimuli such as conflict, stress or even pain. They can also develop through experiencing pleasure, satisfaction & joy. Most researcher believe that the development of attitudes, beliefs &/or values occurs during the period from childhood to adulthood. Copyright © 2000. Target Training International, Ltd. 8
  9. 9. Values Questions • Should we protect wildlife at the expense of a person’s vocation? • Should we spend a larger portion of our tax dollars on education or the military? • What percent of our tax dollars should go to social programs and which ones? • Should a female be allowed to play football as a kicker on an all-male team? In high school? In college? In the pros? Copyright © 2000. Target Training International, Ltd. 9
  10. 10. Values Questions, cont.  Should an organization be allowed to change the retirement benefits that were promised after the people have retired?  Should the federal government spend any of your tax dollars on support of ―the arts‖?  Should ―The Ten Commandments‖ be allowed to hang on the wall of a federal courtroom? Copyright © 2000. Target Training International, Ltd. 10
  11. 11. Beliefs/Attitudes How are beliefs formed? B Positive view I hear I observe A belief I experience Negative view Example: I hear a dog barking. I see a dog barking and chasing someone. I experience a dog barking & chasing me. All dogs are mean, bark and chase people. Belief: I don’t like dogs. Copyright © 2000. Target Training International, Ltd. 11
  12. 12. Beliefs/Attitudes B How is a set of beliefs EL IEF developed? Positive view Multiple hearing A set of Multiple observing beliefs Multiple experiences Negative view Seeing, hearing and experiencing many Example: different types of dogs – friendly and unfriendly. Dobermans are mean. Belief: Irish setters are very friendly. St. Bernards drool too much. Copyright © 2000. Target Training International, Ltd. 12
  13. 13. Summary How are your attitudes formed? Similar beliefs tend to cluster together and increase in intensity and feelings. Clusters of beliefs, positive or negative, evolve into a hierarchy of attitudes. Purpose and direction for our lives. Copyright © 2000. Target Training International, Ltd. 13
  14. 14. Judging vs. Valuing An Internal Process Judging Valuing Negative Positive Positive Hear Express Process See Response Experience Negative Behaviorally Instantly Unconsciously Copyright © 2000. Target Training International, Ltd. 14
  15. 15. Attitudes or Behavior? Attitudes put the thought in your mind and impel you to action! Behavior is how you carry out your action. Copyright © 2000. Target Training International, Ltd. 15
  16. 16. Example of DISC & Attitudes Interaction I want to be a successful manager. Why = Attitudes How = Behavior Copyright © 2000. Target Training International, Ltd. 16
  17. 17. Behavior And Attitudes What’s The Difference? BEHAVIOR ATTITUDES Copyright © 2000. Target Training International, Ltd. 17
  18. 18. Attitudes Power Points Attitudes are:  A way of valuing life; paradigm of thought  A guide to choices throughout life  A determinant of purpose and direction  Relatively constant  Played out through behavioral style  Interactive with one another  Different agendas Copyright © 2000. Target Training International, Ltd. 18
  19. 19. The 6 Values/Attitudes Attitudes Basic Attitudes I will use my cognitive ability to understand, discover Theoretical: and systemize the truth. Every investment I make must always have a greater Utilitarian: return. I will enjoy and appreciate the form, harmony and beauty Aesthetic: around me and allow it to mold me into all I can be. I will invest all resources into helping others to realize Social: their potential in life. I will achieve the highest position and wield the greatest Individualistic: power. From the many individual meanings of life, I will Traditional: interpret, understand and seek a system for living. Copyright © 2000. Target Training International, Ltd. 19
  20. 20. Your Personal Interests, Attitudes and Values Report ATTITUDES GRAPH THE UTI AES SOC IND TRA 70 70 65 65 60 60 55 55 50 50 45 45 40 40 35 35 30 30 25 25 20 20 15 15 THE UTI AES SOC IND TRA Score national mean Rank Copyright © 1990-1998. Behavioral-Values Research Associates, Ltd. Strong Indifferent or Negative My #1 attitude: _______________________ My #5 attitude: _______________________ My #2 attitude: _______________________ My #6 attitude: _______________________ Situational My #3 attitude: _______________________ In some cases, your #3 attitude will strongly impact your actions. My #4 attitude: _______________________ Copyright © 2000. Target Training International, Ltd. 20
  21. 21. General Characteristics—Theoretical THEORETICAL GOAL: To discover truth and knowledge. ATTITUDE VALUE TO TEAM: •Solving problems FOCUS ON: •Objectivity in all areas •Discovery of Truth and •Identifying, differentiating, generalizing, systemizing Knowledge •Pursuit of knowledge, identifying truth and untruth •Solving a problem •Knowledge for sake of knowing •Hard, cold facts and research TENDENCY UNDER STRESS: •Pursuit of knowledge is so primary that practical matters are BASIC ATTITUDE: neglected or ignored (home, family, children, money) I will use my cognitive ability to •Discovery of truth may be placed higher than personal safety understand, discover, and •Inability to know, learn or discover systemize the truth. •Emotional, subjective experience with no rational justification Copyright © 2000. Target Training International, Ltd. 21
  22. 22. Theoretical “Not to know is bad, not to wish to know is worse.” —African Proverb Copyright © 2000. Target Training International, Ltd. 22
  23. 23. Theoretical “If you aren’t prepared, don’t expect to win.” —Anonymous Copyright © 2000. Target Training International, Ltd. 23
  24. 24. The Theoretical Attitude • What careers might a theoretical person enjoy? • What games or leisure activities might they like? • Can you think of a public figure with this attitude? Copyright © 2000. Target Training International, Ltd. 24
  25. 25. General Characteristics—Utilitarian UTILITARIAN GOAL: To discover utility and what is useful or practical. ATTITUDE VALUE TO TEAM: •Practicality in all areas of life FOCUS ON: •Utilizing resources to accomplish results •Gaining a measurable return on all investments •Return on an investment of •Creative application of resources time, energy or money •Producing goods, materials, services and marketing them for economic gain •Capitalism TENDENCY UNDER STRESS: BASIC ATTITUDE: •Workaholic •Self-preservation; little or no concern for others Every investment I make will •Wasted resources, time materials and/or services have a greater return in time and resources. •Investments with inadequate or no return Copyright © 2000. Target Training International, Ltd. 25
  26. 26. The Utilitarian Attitude “Money swore an oath that nobody who didn’t love it should ever have it.” —Irish Proverb Copyright © 2000. Target Training International, Ltd. 26
  27. 27. The Utilitarian Attitude “If you aren’t getting faster, stronger and smarter, you are getting slower, weaker and dumber.” —Anonymous Copyright © 2000. Target Training International, Ltd. 27
  28. 28. The Utilitarian Attitude • What careers might a utilitarian person enjoy? • What games or leisure activities might they like? • Can you think of a public figure with this attitude? Copyright © 2000. Target Training International, Ltd. 28
  29. 29. General Characteristics—Aesthetic AESTHETIC GOAL: To discover experience, impression & expressions. ATTITUDE VALUE TO TEAM: •Appreciation and enjoyment of form, harmony and beauty FOCUS ON: •Enjoyment of all senses •Subjective experience •Subjective experience of •Understanding feelings of self and others self and others; feelings •Self-realization, self-fulfillment and self-actualization •Creative expression •Appreciation of all impressions BASIC ATTITUDE: TENDENCY UNDER STRESS: I will enjoy and experience •Functioning outside of reality the beauty around me and •Disturbance of form, beauty and harmony in self, others allow it to mold me into all and environment I can be. •Objective truth Copyright © 2000. Target Training International, Ltd. 29
  30. 30. Aesthetic “A wildflower on the mountain top would not change places with a rose in the garden.” —Armenian Proverb Copyright © 2000. Target Training International, Ltd. 30
  31. 31. Aesthetic “Take time to smell the roses… you only live once, so enjoy it while you can.” —Anonymous Copyright © 2000. Target Training International, Ltd. 31
  32. 32. The Aesthetic Attitude • What careers might an aesthetic person enjoy? • What games or leisure activities might they like? • Can you think of a public figure with this attitude? Copyright © 2000. Target Training International, Ltd. 32
  33. 33. General Characteristics—Social SOCIAL GOAL: To eliminate hate & conflict. ATTITUDE VALUE TO TEAM: •Investing self in others FOCUS ON: •Selflessness •Generosity of time, talents and resources •How your ideas will •Seeing and developing potential in others benefit others •Champion of worthy causes TENDENCY UNDER STRESS: BASIC ATTITUDE: •Primary focus is on others in injurious to self •Over-zealousness for a cause may lead to harmful behavior I will invest myself, time to self and others and resources in helping •Individualism others to achieve their potential. •Decisions or actions which are insensitive to people Copyright © 2000. Target Training International, Ltd. 33
  34. 34. Social “The best passion is compassion.” —Jamaican Proverb Copyright © 2000. Target Training International, Ltd. 34
  35. 35. Social “What goes around, comes around.” —The Golden Rule Copyright © 2000. Target Training International, Ltd. 35
  36. 36. The Social Attitude • What careers might a social person enjoy? • What games or leisure activities might they like? • Can you think of a public figure with this attitude? Copyright © 2000. Target Training International, Ltd. 36
  37. 37. General Characteristics—Individualistic INDIVIDUALISTIC GOAL: To assert self and have his/her causes be victorious. ATTITUDE VALUE TO TEAM: •Leading others FOCUS ON: •Achieving position •How presentation will •Advancing position (forming strategic alliances) increase power •Attaining and using power to accomplish purpose •Advancement of person’s •Planning and carrying out a winning strategy position or company’s •Tactics and positioning position TENDENCY UNDER STRESS: BASIC ATTITUDE: •Position of self may be more important than others •Absolute power corrupts absolutely I will achieve the highest position and wield the •Actual or perceived threatening, diminishing or loss of power or greatest power or influence. position •Inability to advance, lack of opportunity for individual advancement Copyright © 2000. Target Training International, Ltd. 37
  38. 38. Individualistic “Victory has a hundred fathers. Defeat is an orphan.” —Chinese Proverb Copyright © 2000. Target Training International, Ltd. 38
  39. 39. Individualistic “The road to success is filled with many obstacles.” —Anonymous Copyright © 2000. Target Training International, Ltd. 39
  40. 40. The Individualistic Attitude • What careers might an individualistic person enjoy? • What games or leisure activities might they like? • Can you think of a public figure with this attitude? Copyright © 2000. Target Training International, Ltd. 40
  41. 41. General Characteristics—Traditional GOAL: To search for a system for living. TRADITIONAL ATTITUDE VALUE TO TEAM: FOCUS ON: •Understanding the totality of life •Finding meaning of life in a system •On the meaning of life the •Pursuit of the divine in life totality •Following and dying for a cause •Bring in the spiritual •Living consistently according to a ―closed‖ book element •Converting others to their system •Show how this will move us all toward the ideal TENDENCY UNDER STRESS: BASIC ATTITUDE: •May break the law by following their ―book‖ (higher) I will pursue a system for •Sacrifice of self for beliefs, willing to die for them living •Closed mindedness/judgmental of other viewpoints •Opposition to others beliefs Copyright © 2000. Target Training International, Ltd. 41
  42. 42. Traditional “Better to die standing than to live on your knees.” —Yiddish Proverb Copyright © 2000. Target Training International, Ltd. 42
  43. 43. Traditional “I believe in a force more powerful than myself.” —Anonymous Copyright © 2000. Target Training International, Ltd. 43
  44. 44. The Traditional Attitude • What careers might a traditional person enjoy? • What games or leisure activities might they like? • Can you think of a public figure with this attitude? Copyright © 2000. Target Training International, Ltd. 44
  45. 45. Examples of Different Attitudes Theoretical: They save seminar flyers and want to go to all of them. Utilitarian: Show them a forest and they see houses; to them the sun becomes solar energy. Aesthetic: They see the sun set and want to paint it or take a picture of it. Social: They get the address labels in the mail and they send a small donation. Individualistic: They gravitate to leadership roles – major networker. They are very clear about what they believe to be rules to live Traditional: by. Copyright © 2000. Target Training International, Ltd. 45
  46. 46. The Attitudes & Values Model BELIEF STATEMENTS Interactive Exercise #1 Through discussion with each other, categorize these belief statements with the values/attitudes they represent. Some may have more than one answer. Use the following codes: The: Theoretical Uti: Utilitarian Soc: Social Aes: Aesthetic Ind: Individualistic Tra: Traditional _____ I make the world a better place for people to live in every day. _____ Walk the straight and narrow path. _____ Might makes right. _____ Teamwork involves sacrificing for each other. _____ More money should be spent on education. _____ If it feels good, do it. _____ Every day in every way I am getting better and better. _____ He who ends up with the most toys wins. _____ Live and let live. _____ Knowledge is power. _____ Truth is mightier than the sword. _____ I believe in a force more powerful than myself. _____ I was born to lead. _____ You get out of life what you put into it. _____ You can get whatever you want in life by helping others get where they want to go. _____ You only live once, so enjoy it while you can. _____ Wealth is power. _____ I believe I am guided by a higher power. _____ It’s your attitude, not your aptitude, that determines your altitude. Copyright © 2000. Target Training International, Ltd. 46
  47. 47. The Attitudes & Values Model UNDERSTANDING THE ATTITUDE Interactive Exercise #2 A field of roses is owned by six people. Each has a different attitude that motivates them. What might each one want to do with the roses? With which ones would you agree? What conflicts could arise? Theoretical: Social: Utilitarian: Individualistic: Aesthetic: Traditional: Copyright © 2000. Target Training International, Ltd. 47
  48. 48. Facts About Attitudes Fact # 1: You will tend to enjoy conversations and activities with people who have similar attitudes to your own. Fact # 2: You will tend to conflict with people of differing attitudes. Copyright © 2000. Target Training International, Ltd. 48
  49. 49. “We see the same events through different lenses. We live in the same country but in different worlds.” —Ted Koppel Copyright © 2000. Target Training International, Ltd. 49
  50. 50. Values & Listening Sometimes people with certain behavioral styles are seen as poor listeners. However, if you focus your communication through that person’s values/passions, they will become all ears. Copyright © 2000. Target Training International, Ltd. 50
  51. 51. Example of Values & Listening You are concerned with the environment because you have a high appreciation of nature (a strong Aesthetic Attitude). You have a friend who has an indifferent Aesthetic Attitude and a strong Utilitarian Attitude. To have a discussion on the value of recycling, focus on how she could earn money by being paid for her aluminum cans at collection centers and you will get her attention. Copyright © 2000. Target Training International, Ltd. 51
  52. 52. Interactive Attitude Exercises #3 Below, you will see descriptions of attitudes interactions. By referring to your own Personal Interests, Attitudes and Values Report, circle your top 2 attitudes in the upper right corner. Then check each box which contains either one of your top 2 attitudes. For example, Circle your #1 and #2 Attitudes: If you were strong theoretical and strong utilitarian, you would check off #1-6 and 7-11. The Uti Ind Soc Aes Tra Boxed areas = potential conflicting attitudes 2)The-Uti 3)The-Aes 4)The-Soc 5)The-Ind 1)The-The Search for truth Objective truth Self and Discovery of truth can be Objective discussion and search for truth for may conflict with clashes with subjective knowledge crucial to establishing utility. Theoretical aesthetic view. clashes with position. gaining information. is not concerned other-oriented with application. viewpoint. 6)The-Tra 9)Uti-Soc 8)Uti-Aes 10)Uti-Ind 7)Uti-Uti Cognition does Preservation of self The useful may be Wealth is power. Utility in all areas of not create values. first is opposed to hurtful to the Utility leads to life. May be Everything must be empathy toward others. beautiful. Form and control. competitive in rationally explained. harmony may pursuit of gain. Faith is rejected as oppose utility. unprovable. 15)Aes-Tra 13)Aes-Soc 14)Aes-Ind 11)Uti-Tra 12)Aes-Aes The beautiful side Social is focused on Form and harmony Tra may view Uti Focus is on of totality of life is others. Aesthetic is may roadblock focus as good or subjective, form, embraced, but the focused more on position, yet position evil. Could go either harmony and beauty. negative aspect of individual fulfillment. is expressed by way. many religions is beauty and form, rejected. owning beautiful things. 16)Soc-Soc 17)Soc-Ind 18)Soc-Tra 19)Ind-Ind 20)Ind-Tra 21)Tra-Tra Both focus on Focus on others Reverence for each Jockeying for A)Totality of life, When agreed, others and efforts opposes self-positioning. individual soul position. a religious viewpoint balance is unity of are combined to Focus on others necessary unifies both competitive. is a tool to guide purpose. When opposed, achieve progress. to advance self-position. attitudes. people. watch out! B)To the Tra, God is the highest power. May reject human rules. Copyright © 2000. Target Training International, Ltd. 52
  53. 53. Continued Insights You/Me Interaction 1. On the interactive Attitudes Exercise #3, you put a checkmark next to the attitude relationships that you will interact with throughout life, based on your personal scoring. Some of the ones you checked are in a boxed area, which indicates that these views will tend to cause you the most conflict. Conflicting relationships and their numbers from the following pages are listed below. Circle the relationships you checked. (3) The-Aes (4) The-Soc (6) The-Tra (8) Uti-Aes (9) Uti-Soc (15) Aes-Tra (17) Soc-Ind (21) Tra-Tra 2. Based on your current knowledge of attitudes, which relationship will cause you the most conflict? _______________________________________________________________________________ 3. Do you see any intrapersonal conflicts with yourself? If so, what are they? ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ Copyright © 2000. Target Training International, Ltd. 53
  54. 54. RESOLVED: To increase communication and understanding, you must seek to understand, and appreciate differing attitudes. Copyright © 2000. Target Training International, Ltd. 54
  55. 55. Remember… “ Seek first to understand and then to be understood.” —Stephen Covey Copyright © 2000. Target Training International, Ltd. 55
  56. 56. “When conflicts occur, try to analyze whether it is a behavioral or values conflict. Perhaps it is both.” Copyright © 2000. Target Training International, Ltd. 56
  57. 57. The Attitudes & Values Model Interactive Attitudes Exercise #4 You/Me Interaction 1. Circle your two attitudes that ranked as #5 or #6 (the two lowest scores on your PIA&V graph). Theoretical Utilitarian Aesthetic Social Individualistic Traditional When you are interacting with someone who has your lowest two as their top two, you will be negative or indifferent to views that they might express which may result in conflict. 2. Think of one person you seem to have conflicts with regularly (daily). Take a guess at his/her top two attitudes. Remember, the top two attitudes drive your actions. Theoretical Utilitarian Aesthetic Social Individualistic Traditional Copyright © 2000. Target Training International, Ltd. 57
  58. 58. Recognizing Others Attitudes “If you want to know what a person values, observe where they spend their time, energy and/or money.” —Judy Suiter Copyright © 2000. Target Training International, Ltd. 58
  59. 59. Question to Answer ? 1. How do they define success? 2. What activities do they do outside of work? 3. Do they have a favorite phrase (it may be hanging on their wall or sitting on their desk)? Copyright © 2000. Target Training International, Ltd. 59
  60. 60. The Little Prince “It is only with the heart that one can see rightly...What is essential is invisible.” —The Little Prince Copyright © 2000. Target Training International, Ltd. 60
  61. 61. Thoughts to Live By Keep Your Thoughts Positive Thoughts Become Your Words Keep Your Words Positive Words Become Your Behaviors Keep Your Behaviors Positive Behaviors Become Your Habits Keep Your Habits Positive Habits Become Your Values Keep Your Values Positive Values Become Your Destiny —Gandhi Copyright © 2000. Target Training International, Ltd. 61

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