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1. Transactional Analysis
Transactional Analysis (TA) was developed by Dr. Eric Berne to explain how people communicate, manipulate, resist, cooperate and resolve differences. It is a practical and easy to use tool that enables people to avoid unnecessary confrontations, solve problems and resolve differences in a professional win-win manner. The principles and processes, while powerful for top management and vital for leadership, can be understood by entry-level workers and can keep problems from being created or aggravated.
Our communication style and attitudes are learned behaviors and can be changed or modified for better results through this training.
Transactional Analysis can be useful in the following areas:
- To create a win-win atmosphere in sales
- To enable people to deal with manipulative and difficult people
- To improve and establish rapport in customer relations
- To reduce miscommunication and create cooperation out of conflict
- To bring along “fast track” managers
- To deal with resistance to change
- To improve interpersonal communications and relationships
2. The Myers-Briggs Type Indicator (MBTI)
The MBTI is a personality inventory that was developed by Katharine Briggs and her daughter, Isabel Briggs Myers and is based on the pioneering work of Carl Jung, a Swiss psychiatrist. The indicator measures inherent personality traits and is a simple inventory to help people understand themselves and others. Its corporate uses include career counseling and development, team building (or conflict resolution if you have waited too long), sales training, target marketing, management training and strategic planning. Over two million inventories are completed each year including use by over 80% of the Fortune 500 companies.
The MBTI reflects individual preferences for how we use and regenerate our energy (extraversion and introversion), how we gather information (through our senses or through our intuition), how we make decisions (through logical analysis of the facts or feeling values such as caring, compassion or harmony) and how we relate to the world (through making decisions in a structured way or gathering more information in a spontaneous way). Understanding our own type and the types of others can help us establish rapport and interpersonal connections, improve sales, customer relations, productivity, and cooperation and improve management and leadership. It can also explain how our personality changes, temporarily, when we snap as a result of too much stress.
The MBTI can also reduce many common communication errors, misunderstandings and irritations such as:
“I thought we had agreed on this.”
“They never listen to our concerns.”
“They liked it but gave me a flat ‘no’ when I pressed for the close.”
“I just couldn’t relate to them.”
“They keep getting bogged down in insignificant details.”
“They lose track of the facts and keep dreaming up unrealistic options.”
“They are totally insensitive to the morale of the company.”
“I have tried to get them excited about the product but they keep asking for more facts.”
“They want to run a social service agency and we are trying to make a profit.”
“The procedures are clear but they modify them as they want.”
“They make arbitrary schedules and deadlines and then spend more time enforcing them than on getting results.”
The interpretation of the MBTI is critical to its effectiveness! Many people administer the inventory. John combines his experience and training to communicate practical day-to-day uses of the MBTI. People have often remarked, “I have done this before but it wasn’t explained like this!”
3. John's Life Experience, Education and Training
John combines academic work in management and psychology with first-hand business experience in sales, advertising, marketing, inventory control, production control, production cost accounting, management and ownership to interpret the MBTI in ways that are especially meaningful to people in business whether they are team members, sales people, managers or leaders. You will walk away with a new understanding of how to work and negotiate with others, utilize their strengths, compensate for their weaknesses and gain their cooperation and support.
It’s got to be fun! John blends his sense of humor with a practical bottom line approach to facilitating and training.
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