The research of Edward Spranger (“Types of Men” 1928) provides Some of the most powerful information on understanding human behavior that has ever been done. His research revealed the 6 Values that motivate human behavior. Later research and development by TTI created the Personal Interests, Attitudes & Values and the Success Insights Workplace Values profiles that measure an individual’s hierarchy of values.
These Values are clusters of belief systems people have formed, that determine the choices they make and how they respond to events and others around them.
Values are what provide people with purpose and direction in their lives. They are the “WHY” behind our actions. They determine the careers we choose, the conversations and activities we enjoy and the decisions we make
On a fairly frequent basis we all experience “differences of opinion”, “ethical dilemmas” or “values conflicts” between ourselves and our spouses, children, friends, customers and co-workers. These conflicts occur because the individuals have different perspectives of the situation.
People view the world through a type of “window” which determines if they judge the experience as positive or negative. This seminar enables you to look at the world through someone else’s eyes. When you are able to see things from another person’s viewpoint you will be able to dialogue more convincingly with them.
When a team can understand the motivations of one another, they can begin to understand the thought behind each individual idea. Once all ideas are appreciated, team decisions will come naturally.
By recognizing and understanding the six values that people use as “filters” to process information and make decisions, you will be able to communicate, sell, manage and motivate others, more effectively.
- Theoretical: Drive for Knowledge
- Utilitarian: Drive for Money and Productivity
- Aesthetic: Drive for Harmony and Beauty
- Social: Drive to Help Others
- Individualistic: Drive for Power & Position
- Traditional: Drive for Order and a System for living
- Understand what drives your actions and the causes of conflict in your life.
- Make choices in your personal and professional life that fulfill your underlying passions and provide satisfaction.
- Improve Negotiation and Influencing skills by being able to see life from different viewpoints.
- Recognize the “driving forces” in others.
- Increase sales by adapting the sales presentation to the Buyer’s Values.
This one day workshop uses group interaction, role plays and exercises and the Participants personal Values Profile that reveals the hierarchy of their Values.
Participants are eligible to receive continuing education units accredited by the International Association for Continuing Education and Training.
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