Leading You Me We 24 More On People Patterns

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Session 24
More on People 
Patterns
• To be a leader, it'll help you to speak all 4 decision patterns.
• The 4th Decision Pattern: Makes Sense
1. Very few people make decisions primarily because they "make sense" (about 5%).
2. Things are screwed up because Make Sense people took control of the world by 
using one word: "Why?"
3. "Why" sucks you into the Makes Sense game. It compels you to give reasons for 
your behavior, instead of simply explaining that it looked right, felt right, sounded 
right, etc.
4. Decisions have nothing to do with reasons - they're usually about pictures with 
feelings attached.
5. Almost all arguments are a waste of time because they're arguing about what 
makes sense, but that's not how decisions are made.
• People follow leaders because of vision and passion and they sound congruent, not 
primarily because of "making sense."
• The two ways to motivate people are with carrots and sticks. They vary with context. 
Some people are more balanced, some people are more extreme.
• Are you leading a cause to create a better world, or eliminate a flawed world? Frame 
the cause for both types of people.
• You will have a mixture of toward and away from people in every group, but when 
you're working one on one, with the first person, know their pattern.
1. It's easier to do your own pattern, but you need to be able to congruently use the 
other pattern as a leader.
• Three kinds of carrots and sticks: Power, Affiliation, and Achievement.
• To achieve big things, you will need to use a certain amount of Power, and you'll 
need to lead Power-oriented people.
• Moving Away Power: I don't need to dominate you, but I'll be damned if you 
dominate me.
• Affiliation Leaders are charismatic.
• To be a leader it'll help to be able to lead in all 3 styles - Power, Affiliation, and 
Achievement.
• There are two ways of doing things: Options & Procedures.
1. Procedures need specific instructions and how to's. They don't like too many 
options.
2. Options people just need a variety of options. They don't like specific procedures.
• Options people like to start things but not finish them.
• As a leader, you may need to give people specific procedures.
• When using personality tools, first figure out what you are... otherwise it's easy to 
project your own pattern on other people.
• When we understand the different people patterns and personalities, we can have 
more compassion and charity, because we'll have a better understanding that other 
people are doing things we don't like not because they're mean or selfish, but because 
of their patterns, just as we do.