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NORTH

Approaches to Work/ Work Style

  • Assertive, active, decisive
  • Likes to be in control of professional relationship and to determine course of events
  • Quick to act, expresses sense of urgency for others to act now
    Enjoys challenges presented by difficult situations, especially people.
  • Thinks in terms of “bottom line”
  • Likes quick pace and fast track
  • Perseveres, not stopped by hearing “NO,” probes to get at hidden resistances
  • Likes variety, novelty, new projects
  • Comfortable being in front
  • Values action-oriented phrases “Do it now,” “I’ll do it!,” “What’s the bottom line?”

Overuse: Style Taken to Excess

  • Can be bogged down by need to press ahead, decide, seem to disregard process
  • Can get defensive quickly, argue, try to out expert you
  • Can lose patience, pushes for decisions before its time
  • May get autocratic, wants ones own way, ride roughshod over people’s decisions
  • Sees things in terms of black and white, little tolerance for ambiguity
  • May go beyond limits, gets impulsive and disregards practical issues
  • Not heedful of other’s feelings, may be perceived as cold
  • Has trouble relinquishing control -find it hard to delegate
    Value statement -“If you want to do something right, do it yourself!’

Best Ways to Collaborate

  • Present your case quickly, clearly, and with enthusiastic confidence
  • Let them know how they will be involved, their payoff and their role
  • Focus on the “challenge” of the task
  • Provide plenty of autonomy
  • When establishing timelines, stick with them
  • Give positive public recognition
  • Use them in tasks requiring motivation, persuasion, initiative
SOUTH

Approaches to Work/ Work Style

  • Allows others to feel important in determining direction of what’s happening
  • Value driven regarding aspects of professional life
  • Uses professional relationships to accomplish tasks, interaction is primary
  • Supportive, nurturing to colleagues and peers
  • Willingness to trust others’ statements at face value
  • Feeling-based, trusts own emotions and intuition, intuition regarded as “truth”
  • Team player, receptive to other’s idea - builds on ideas of others, noncompetitive
  • Creativity and energy thrive in a team work environment
  • Able to focus on present moment
  • Value words “right” and “fair”

Overuse: Style Taken to Excess

  • Can be bogged down when believes relationships, needs of people, are being compromised
  • Has trouble saying “NO” to requests
  • Internalizes difficulty and assumes blame
  • Prone to disappointment when relationship is seen as secondary to task
  • Difficulty confronting, dealing with anger, may be manipulated by anger
  • Easily taken advantage of
  • Immersed in present, loses track of time
  • Immersed in now, may not see long-range view

Best Ways to Collaborate

  • Remember process, attention to what is happening in the relationship, feelings between you right now is of primary importance
  • Needs to feel decisions are ethically right - justify decisions around values, ethics, the right thing to do
  • Appeal to relationship between you and this person, this person and others
  • Listen hard and allow the expression of feeling and intuition in logical arguments
  • Easily steam rolled, be aware this person may have a hard time saying –“NO” to you
  • Provide plenty of positive reassurance and likeability
  • Let the person know you like them personally and appreciate them
EAST

Approaches to Work/ Work Style

  • Visionary who sees the big picture
  • Very idea oriented, focus on future thought
  • Insight into mission and purpose
  • Looks for overarching themes, ideas
  • Likes to experiment, explore
  • Strong spiritual awareness, attuned to “higher level”
  • Appreciates a lot of information
  • Likes to tackle “Big Picture” and break it down to sizeable pieces
  • Is open to input from others
  • Value word: “option,” “possibility”

Overuse: Style Taken to Excess

  • Can be bogged down by lack of vision or too much emphasis on vision
  • Can lose focus on tasks
  • Poor follow-through on projects
  • May become easily overwhelmed
  • Not time-bound, may lose track of time
  • Tends to be highly enthusiastic early on, then burn out over the long haul
  • Can develop a reputation for lack of dependability

Best Way to Work with a West

  • Show appreciation and enthusiasm for ideas
  • Listen and be patient during idea generation
  • Avoid critical judgment statements of ideas
  • Allow and support divergent thinking
  • Provide a variety of tasks
  • Provide help and supervision check-points on detail and project follow-through
WEST

Approaches to Work/ Work Style

  • Seen as practical, dependable and thorough in task situations
  • Helpful to others by providing planning and resources
  • Moves carefully and follows procedures and guidelines
  • Uses data analysis and logic to make decisions
  • Weighs all sides of an issue, balanced
  • Introspective, self-analytical
  • Careful, thoroughly examines people’s needs in situations
  • Works well with existing resources - gets the most out of what has been in the past
  • Skilled at finding fatal flaws in an idea or project
  • Value word: “objective”

Overuse: Style Taken to Excess

  • Can be bogged down by information and analysis process
  • Can become stubborn and entrenched in position
  • Can be indecisive, collect unnecessary data, mired in details, “analysis paralysis”
  • May appear cold, withdrawn, with respect to others’ working styles
  • Tendency towards watchfulness, observation
  • Can remain withdrawn, distanced
  • Resists emotional pleas and change

Best Way to Work with a West

  • Allow plenty of time for decision making
  • Provide data - objective facts and figures person can trust
  • Don’t be put off by critical “NO” statements
  • Minimize expression of emotions, use logic when possible appeal to tradition, sense of history, correct procedures