PMINJ Chapter
May 5th Symposium 2014
Communicating in Color:
Turn Conflict into Collaboration & Results!
Christa Kirby, MA, LCAT, PMP
International Institute for Learning, Inc.
212-515-5074
christa.kirby@iil.com
http://www.iil.com/
©2014 International Institute for Learning, Inc., All rights reserved.
5/5/2014
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This presentation will focus on…
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What is the goal of communication?
We want our message to be understood!
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Communication – Basic Model
PMBOK® Guide – Fifth Edition, p. 294
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Communication Filters
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What creates your personality?
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Some popular personality assessments
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DiSC Assessment
Behavioral model
William Moulton
Marston
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Myers-Briggs Type
Indicator
Psychological
preferences
Isabel Briggs Myers
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Enneagram of
Personality
Self-development
Ichazo and Naranjo
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Dr. Carl Jung – Swiss Psychiatrist
 Contemporary of Sigmund
Freud
 Wrote Psychological Types in
1921
 Theory that you can classify
people according to different
temperaments
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The Four Color Energies
COOL BLUE
showing no bias, objective, detached,
analytical
EARTH GREEN
still, tranquil, calming, soothing
SUNSHINE YELLOW
cheerful, uplifting, spirited, enthusiastic
FIERY RED
positive, decisive, bold, assertive
A. Lothian, Insights® Discovery (2004)
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Dr. Katherine Benziger
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Draw two axes on a piece of paper
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Now label the axes like this…
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A few definitions
Introvert: a person who is energized by being alone.
Introverts tend to be quieter and more reserved than
extroverts.
Extrovert: a person who is energized by being around
others. Extroverts tend to be more outgoing and seek
out excitement and social interaction more than
introverts.
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Next, chart two points on the graph
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Now, place an “X” in the quadrant
where the two points intersect.
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Identify your dominant color energy!
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The Four Color Energies
COOL BLUE
showing no bias, objective, detached,
analytical
EARTH GREEN
still, tranquil, calming, soothing
SUNSHINE YELLOW
cheerful, uplifting, spirited, enthusiastic
FIERY RED
positive, decisive, bold, assertive
A. Lothian, Insights® Discovery (2004)
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Dr. Katherine Benziger
Cool Blue
Fiery
Red
Sunshine
Yellow
Earth
Green
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Please Keep in Mind…
 Each person is a unique
combination of ALL of the color
energies.
 95% of people tend to have one
color as their dominant color
energy.
 No color is “better” than another
one. Ultimately, every system
(project team, family, individual
personality) strives for balance.
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People with a high level
of Cool Blue Energy…
 Live life according to principles, facts
and logic they find in reality
 Like to analyze all possibilities to
make sure they don’t make an
uninformed decision
 Are planners and organizers, working
out tasks from start to finish
 Have a strong need to understand and
question
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People with a high level of
Sunshine Yellow Energy…
 Spend their efforts racing toward their
dreams of the future
 Move from one idea or activity to
another, exploring the possibilities of
tomorrow
 Behave in a way that is fun and
exciting, getting others caught up in
this energy
 May be perceived by others as more
imaginative and creative than the other
colors.
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People with a high level
of Earth Green Energy…
 Are especially concerned with feelings
and relationships
 Show concern for others’ well-being
that can bring warmth to a situation
 Are sensitive to the values behind
people's actions
 Are often able to remain calm and
patient even in very stressful
circumstances
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People with a high level
of Fiery Red Energy…
 Often know exactly what they want
and have little difficulty in stating their
conclusions.
 Have responses that are efficient and
focused. They know what they want
and tend to be impatient with delays.
 Concerned primarily with action, they
deal quickly with the present situation
and appear to have little concern for
the past.
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ALSO…
 As a result of their thoroughness, they
are often reluctant to make or express
decisions quickly
 Facts, logic and principles can appear
more important than friendships or
personal gratification.
 They may be seen as detached or
even distant at times.
 Avoidance of confrontation can lead to
feelings and resentments being
bottled up.
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ALSO…
 They may become completely
committed to an idea and then discard
it soon if it loses its excitement.
 Their willingness to help others may
lead to over-commitment and failure to
see things through.
 They may become overly emotional
when under stress or in conflict.
 They are motivated by relationships
and can tend to lose track of time.
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ALSO…
 They tend to judge their own and others'
actions against their personal values and can
become defiant and stubborn if these values
are violated.
 They tend to avoid decisions that could
involve violation of their values or risking the
unknown.
 Because they focus on the positive in others
and prefer to praise rather than critique,
they may avoid confrontation or giving
necessary negative feedback.
 Because they enjoy facilitating other people's
contributions, their own contributions can be
overlooked and undervalued.
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ALSO…
 They may show less concern for others’
feelings or for personal relationships.
 Others can see their actions as harsh
because they limit the attention they pay
to their relationships.
 Authoritative and independent, they may
fail to win the commitment of others on
their team.
 Their desire for closure and to save time
by doing things themselves can lead to
an inability to develop the potential input
of others.
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What can we learn from this?
For purposes of this exercise, these colors are opposites:
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Spectrum of Responses to Conflict
Masking, Avoiding, Withdrawing
Silence
Violence
Controlling, Labeling, Attacking
Patterson et al, Crucial Conversations (2002)
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When miscommunication occurs…
Feelings
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Action
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What ACTUALLY happens is…
We see, read or
hear something
WE TELL OURSELVES
A STORY
We act on that
story as if it
were true
Patterson et al, Crucial Conversations (2002)
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When Blue needs something from Yellow:
 Remember that they are motivated by
connection and interaction – they
want to be involved
 Focus on who/what else objectives
 Be open to discussion
 Be more flexible
 Stay involved with the person
 Be open to a group mentality
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When Yellow needs something from Blue:
 Remember that details are important
to them. They appreciate structure,
clarity and preparation.
 Be thorough with explanations and
feedback.
 Prepare, slow down and think before
acting.
 Keep informed IN WRITING
 Use a genuine, low-key approach
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When Green needs something from Red:
 Remember that they tend to be fast
and decisive. They often want you to
show them the results.
 Focus on what/when objectives.
 Also focus on the task.
 Act more quickly.
 Give regular verbal feedback.
 Show an interested attitude.
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When Red needs something from Green:
 Remember that they dislike
confrontation and that relationships
are very important to them.
 Give them time to consider a request
in depth.
 Be less assertive and focus on the
other person.
 Give them advance warning of any
changes.
 Avoid pushing for an immediate
response.
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Christa Kirby, MA, LCAT, PMP
Vice President, Global Products and Services
+1 (212) 515-5074
christa.kirby@iil.com
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