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Core Values . Communication and Conflict. Brain Dominance. Concrete. Structure. Flow. Abstract. Brain Dominance. Concrete. Builder Merchant Banker Innovator. Structure. Flow. Abstract. Styles for Approaching Work and Life Situations.

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core values

Core Values

Communication and Conflict

brain dominance
Brain Dominance

Concrete

Structure

Flow

Abstract

brain dominance3
Brain Dominance

Concrete

Builder Merchant

Banker Innovator

Structure

Flow

Abstract

styles for approaching work and life situations
Styles for Approaching Work and Life Situations

Banker: Analyzing information and ordering in a logical fashion

Innovator: Conceiving and connecting ideas, projecting possibilities

Builder: Experiencing through doing

Merchant: Relating and understanding through emotions and feelings

communicating styles
Builder

Time: This quarter

Ask: What, when, where, how much

Values: Power, Faith

Create: Options

Banker

Time: Past

Ask: How

Value: Knowledge,

Justice

Create: Plans

Merchant

Time: This moment

Ask: Who

Values: Love, Truth

Create: Relationships

Innovator

Time: Future

Ask: Why

Values: Wisdom,

Compassion

Create: Concepts

Communicating Styles
motivation
Builder

Action

Leadership

Completion

Results

Banker

Structure

Proof

Thorough

Facts

Merchant

Personal attention

Emotional reaction

Assistance

Feelings

Innovator

Autonomy

Intellectual challenge

Long-term

Ideas

Motivation
when selling emphasize
Builder

Practicality

Reduced cost

Reduced time

Bottom-line

Banker

Proof

Logic

Details

Procedures

Merchant

Positive impact on others

Reactions from others

Teamwork

Job satisfaction

Innovator

Long term impact

Future value

Originality, uniqueness

Creativity

When Selling, Emphasize:
presentation format
Builder

- Brief

- Executive summary

- Results first

- Money/time

Banker

- Agenda, outline

- Bullets

- Organized

- Precise

Merchant

- Begin with small talk

- Images

- Slogans

- Informal

Innovator

- Models

- Drawings

- Preliminary sketch

- Allow ample time

Presentation Format
banker frame of reference
Builder

Focus: Action & results

Approach: Get going now

Banker

Focus: Logic & analysis

Approach: Data, facts, history

Merchant

Focus: Self & other

Approach: tune in to people’s reactions/feelings

Innovator

Focus: Concepts & patterns

Approach: Big picture, mental models, strategy

Banker Frame of Reference
innovator frame of reference
Innovator Frame of Reference

Merchant

Builder

Banker

Innovator

builder frame of reference
Builder Frame of Reference

Builder Merchant

- Action - Support

Banker Innovator

- Plans - Ideas

innovator style
Effective

Original

Imaginative

Creative

Broad-gauged

Charismatic

Intellectually tenacious

Ideological

Ineffective

Unrealistic

“Far-out”

Fantasy-bound

Scattered

Devious

Out-of-touch

Dogmatic

Impractical

Innovator Style
banker style
Effective

Effective communicator

Deliberative

Prudent

Weighs alternatives

Stabilizing

Objective

Rational

Analytical

Ineffective

Verbose

Indecisive

Over-cautious

Over-analyzes

Unemotional

Non-dynamic

Controlled and controlling

Over-serious, rigid

Banker Style
builder style
Effective

Pragmatic

Assertive, directional

Results-oriented

Objective - bases opinions on what they actually see

Competitive

Confident

Ineffective

Doesn’t see long-range

Status seeking, self-involved

Acts first, then thinks

Lacks trust in others

Domineering

Arrogant

Builder Style
merchant style
Effective

Spontaneous

Persuasive

Empathetic

Grasps traditional values

Probing

Introspective

Draws out feelings of others

Loyal

Ineffective

Impulsive

Manipulative

Over-personalized

Sentimental

Postponing

Guilt-ridden

Stirs up conflict

Subjective

Merchant Style
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