Your Attitude Is Showing

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Copyright ©© 2000. Target Training International, Ltd.
Copyright 2000. Target Training International, Ltd. 11

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

“If you do not know what
your priorities are,
someone else will
determine them
for you.‖
—Judy Suiter


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.


We see the world through our own eyes.
We each see differently.


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


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


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.


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?


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?


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.

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.


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.


Judging vs. Valuing
An Internal Process

Judging Valuing
Negative Positive

Positive
Hear Express
Process
See Response
Experience Negative Behaviorally

Instantly Unconsciously


Attitudes or Behavior?

Attitudes put the thought in
your mind and impel you to
action!

Behavior is how you
carry out your action.


Example of DISC &
Attitudes Interaction

I want to be a successful manager.

Why = Attitudes
How = Behavior


Behavior And Attitudes
What’s The Difference?
BEHAVIOR ATTITUDES


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


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.


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: _______________________


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


Theoretical

“Not to know is bad, not to wish to know is worse.”
—African Proverb


Theoretical

“If you aren’t prepared,
don’t expect to win.”
—Anonymous


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?


General Characteristics—Utilitarian

UTILITARIAN
GOAL: To discover utility and what is useful or practical.

•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


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


The Utilitarian Attitude

“Money swore an oath that
nobody who didn’t love it should
ever have it.”
—Irish Proverb



“If you aren’t getting faster, stronger and
smarter, you are getting slower, weaker
and dumber.”
—Anonymous



• What careers might a utilitarian person enjoy?


General Characteristics—Aesthetic
AESTHETIC
GOAL: To discover experience, impression & expressions.


•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:
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


Aesthetic

“A wildflower on the
mountain top would not
change places with a rose in
the garden.”
—Armenian Proverb


Aesthetic

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


The Aesthetic Attitude

• What careers might an aesthetic person enjoy?


General Characteristics—Social
SOCIAL
GOAL: To eliminate hate & conflict.


•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

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


Social

“The best passion is
compassion.”
—Jamaican Proverb


Social

“What goes around,
comes around.”
—The Golden Rule


The Social Attitude

• What careers might a social person enjoy?


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

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


Individualistic

“Victory has a hundred fathers.
Defeat is an orphan.”
—Chinese Proverb


Individualistic

“The road to success is
filled with many
obstacles.”
—Anonymous


The Individualistic Attitude

• What careers might an individualistic person enjoy?


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
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


Traditional

“Better to die standing
than to live on your knees.”
—Yiddish Proverb


Traditional

“I believe in a force more
powerful than myself.”
—Anonymous


The Traditional Attitude

• What careers might a traditional person enjoy?


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.


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.


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:


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.


“We see the same events
through different lenses.
We live in the same
country but in different
worlds.”
—Ted Koppel


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.


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.


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.


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?
____________________________________________________________
____________________________________________________________
____________________________________________________________


RESOLVED: To increase communication
and understanding, you must seek to
understand, and appreciate differing
attitudes.


Remember…

“ Seek first to understand

and then to be understood.”

—Stephen Covey


“When conflicts occur,
try to analyze whether it
is a behavioral or values
conflict. Perhaps it is
both.”


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


Recognizing Others Attitudes

“If you want to know what a person values, observe where
they spend their time, energy and/or money.”
—Judy Suiter


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)?


The Little Prince

“It is only with the heart that
one can see rightly...What is
essential is invisible.”

—The Little Prince


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


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