The TEAM Approach®

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• Match people to the behavioral descriptions

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Leading With Leading With StyleStyle

The Mysteries of The Mysteries of MotivationMotivation

Basic Principles of Basic Principles of MotivationMotivation

• You CAN NOT motivate another person

• All people are motivated• People do things for THEIR

reasons, not YOUR reasons• The best you can do is create an

environment in which people are SELF MOTIVATED

How do I

change him?

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Different doesn’t equal WrongDifferent doesn’t equal Wrong

People Do Things for THEIR Reasons!

Different = Different = DifferentDifferent

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CHOICE

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is a system for understanding and managing behavior-

mine, yours and the behavioral expectations of

the environment.

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DO YOU SEE YOURSELF:As outgoing,

active, and do you say what you mean?

As being quieter, holding back, and

careful in what you say?

ORAre you competitive and

direct and do you not like to talk about

feelings and want to be in charge?

Do you like to talk and share feelings and think

most people are important?

Are you warm, do you like cooperation, and want things to stay

the same?

Do you hold back, think things through

and want to do things well?

OR

OR

What? Who?

Why? How?

D I

C S

Active/OutgoingDirect

IndirectReserved

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Motivational Environment

• Which is your primary motivator?

• What affect does this have on your performance when it is present?

• What affect does this have on your performance when it is absent?

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High DMotivated By:

• Having control over their work environment• Being able to direct other people’s activities• Being offered new opportunities and new

challenges• Situations where she is held accountable

solely for results rather than for how the results are achieved

• Opportunities for advancement• Rewards for achieving goals

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High iMotivated by

• Situations providing positive interactions with others

• Opportunities to verbalize her thoughts and feelings

• Environments where two-way dialogue is encouraged

• Enthusiastic verbal recognition: “Great!” “Fantastic!”

• Immediate verbal feedback• Having their feelings acknowledged

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High SMotivated By:

• Situations where they can work cooperatively with others

• Providing needed support to others through products or services

• Having clearly defined areas of responsibility and authority

• Maintaining a predictable, orderly environment• A harmonious, informal, friendly work environment• Environments where loyalty is rewarded with job

security

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High CMotivated By:

• Environments where he can perform to his own standards

• Control over those factors that affect the quality of his performance

• Environments where quality and accuracy are rewarded

• Being“right”• Logical, systematic approaches

The Golden Rule

Do unto others as you

would have them do unto you

The Platinum Rule

Do unto others as they

would have you do unto them

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Frank and Ernest

The TEAM Approach®

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