In This Issue

What's New
Upcoming Workshops
Effective Tips
Ask Tom
Become a Behavior Styles Expert
Feedback

What's New

The Effectiveness Institute is excited to announce two new workshops, The Leadership Challenge and Coaching for High Performance. You can schedule either of these practical classes to be delivered privately in your organization, or you may choose to attend our public workshops at our Conference Center in Redmond.

The Leadership Challenge is a highly interactive workshop that includes an on-line 360-degree leadership skills assessment. Based on the inspiring, best-selling book of the same name by Barry Posner and Jim Kouzes, this course focuses on developing the five practices of exemplary leadership: Model the Way, Inspire a Shared Vision, Challenge the Process, Enable Others to Act and Encourage the Heart.

If your organization is looking to create the strongest, most effective leaders, then this comprehensive two-day workshop is for you. The next course will be held June 7th and 8th at the Effectiveness Institute Conference Center and is $895.

Coaching for High Performance is a new workshop designed by our own Linda Callecod. In this intensive class, participants will take a coaching skills assessment, learn and practice essential coaching skills, and discover what to say and do in a variety of difficult coaching situations.

This workshop is ideal for new managers and supervisors, as well as managers who want more practice in the essential skill of coaching others. Coaching for High Performance will be offered May 11th and June 19th and is $395.

Upcoming Workshops

May 11 - Coaching for High Performance with Linda Callecod ($395)
May 15-16 - Influencing Decision Makers with Sally Templeton ($895)
June 5-6 - People Skills with Linda Callecod ($895)
June 7-8 - The Leadership Challenge with Hugh Blane ($895)
June 12-13 - People Skills Train the Trainer with Linda Callecod
June 19 - Coaching for High Performance with Sally Templeton ($395)

All workshops are held at the Effectiveness Institute Conference Center, 2249 152nd Ave NE, Redmond, Washington, unless otherwise specified.

Effective Tips

Primacy vs. Recency

How do your customers and colleagues like to receive information? Data and reasoning first, and then a conclusion? Or, the bottom line first?

There are several variables in every communication that impact the effectiveness of the communication: Am I interested in the information? Am I trying to resist the information? Am I tired, unfocused? Am I high energy, very focused? Am I a data based decision maker? Am I an intuitive decision maker? Do I get bored easily? Do I prefer thoroughness and detail?

For years, researchers have attempted to isolate the most effective communication patterns that acknowledge the variables involved. The concepts of PRIMACY and RECENCY are a result of this research.

PRIMACY refers to placing the most important part of the communication first, an anticlimactic argument arrangement. It is based on the belief that early information has the greatest impact.

RECENCY refers to placing the most important part of the communication last, a climactic argument arrangement. It is based on the belief that the last message heard carries more impact.

Left of midline Behavior Styles - Analyzers and Stabilizers - prefer RECENCY. It is a logical, sequential building of ideas that ends with a conclusion based upon the data that has been presented, with the bottom-line coming last.

Right of midline Behavior Styles - Controllers and Persuaders - prefer PRIMACY. It presents the most impactful, bottom-line information first, and earns the right to share additional information as needed to make a decision.

Presenting information in the manner that your customers prefer increases the likelihood that they will connect with you and accept your suggestions. The concepts of primacy and recency are useful tactics to keep in mind when applying behavior style concepts to the practical skills of influence and sales.

Ask Tom

How does culture influence behavioral styles?

The main difference is between reserved, or socially cautious cultures, and expressive, or socially assertive cultures. In reserved cultures, such as many Asian cultures are, it is the norm to speak more softly, interrupt less, use less gestures and facial expressions, and avoid intense eye contact. They are more comfortable with silence, and expect little physical contact.

You will still find all behavior styles represented in all cultures, however an indirect person from a reserved culture may convey information that flies right by a North American who is not attuned to cultural and behavioral styles. For example, the statement "I hope it will not be too busy on Monday" may be their way of asking for time off on Monday. And a Persuader from a reserved culture may come across as a little more subdued in comparison with Persuaders from expressive cultures.

Likewise, people raised in a socially assertive culture, such as many Latin cultures, may be considered more extreme in their expressiveness. In expressive cultures, the behavioral norms are to speak quite loudly, engage in conversation with someone who is half an arm's length or less away, use direct eye contact, and exhibit facial expressions and gestures. They are usually uncomfortable with silence. All behavior styles from a socially assertive culture will seem to shift a little more toward expressiveness, even indirect (Stabilizer and Analyzer) or less responsive (Controller) styles.

Become a Behavior Styles Expert

Would you like to be the "expert" in your organization on Behavior Styles? The Effectiveness Institute certifies individuals to deliver our People Skills and Behavior Styles programs. We provide all of the materials, videos, and supporting tools needed so you can bring this powerful program to your organization.

You can be certified to deliver four different class formats: two-hour, four-hour, one-day and of course our two-day workshop format. If you are interested in increasing productivity, morale and effective communications through bringing People Skills to your team, sign up for our next Train the Trainer class on June 12th and 13th.

You can also get started with our Behavior Styles Package - a package that will allow you to identify the Behavior Styles that make up your team.

The Behavior Styles Package includes:

One "As I See Myself Profile" per participant
Two "As Others See Me Profile" per participant
Detailed descriptions of behavior styles and behavior style combinations
Leader's Guide to guide you through using the profile
One Beauty of Styles DVD is included with a minimum order of 10 packages: Tom Champoux presents the four styles, their strengths and their blindspots in a humorous, engaging and energetic video.

$19.00 per person (minimum order of 10)

Call us at 1-800-805-8654 to order or visit our website.

Feedback

We appreciate you being a client of the Effectiveness Institute, and we want to provide the best services possible that will improve your business performance.

Do you have any suggestions for us regarding workshops or other offerings? Please send any suggestions, questions, comments, or questions for Tom, to sally@effectivenessinstitute.com.

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