4 personality types:
- red - dominant, decisive, results, speed, fearless, competitive
- speak and act quickly, cut small talk, concise materials, stick to the topic, reds judge you on how driven you are, show that you work hard, reds dislike getting into details, so show the benefits of keeping an eye on details, point out risks in hurrying too much
- feedback - stick to facts, not feelings,
- stress - remove authority, eliminate challenge, be inefficient, routine everything. Relief = give them physical exercise
- yellow - outgoing, enthusiastic, positive
- functions best when happy +content, so humour him. Don’t discuss details, start with the big options, accept that he’ll follow his gut, early adopters so use ‘state of the art’/’newly developed’ with lots of energy, be approachable + open, don’t like criticism, bad listeners so ensure they write stuff, be specific in feedback
- feedback - stick to an agenda, very concrete examples, clarify you don’t dislike him, make them repeat what you said
- stress - pretend he’s invisible, be v skeptical, have v structured work, isolate from group, public humiliation. Relief= organise an event
- blue - analytical, knowledgable, ordered
- v knowledgable, ask questions to confirm what they already know, stick to the task, stick to the facts + be clear, praise their attention to detail, remind them other people have feelings, help them to calculate risk, push them to make decisions
- feedback - specific detailed examples in writing, don’t get too personal, stick to facts, be prepared for counter questions, follow up soon afterwards
- stress - tell him he’s wrong, make spontaneous decisions, surprise visits, push for innovation not bureaucracy, push them to take risks. Relief=give them privacy
- green - average of the colours, calm, leisurely, easy going, team players, public sector
- allow him periods of peace, quite, inactivity. Give feedback in private, rapid change is most difficult thing to change, so break down process into small pieces, afraid of decision making
- be gentle, very clear, explain it’s the behaviour not the person that is the problem
- stress - remove security, leave loose ends, ultra fast changes, push him into spotlight. Relief = give them free time to do nothing