“If you still motivate people with money you are doing it wrong.”
Exclusive insights on team performance and motivation explained by behavior scientists.
“Nowadays, team efficiency is more critical than ever, as selling in the face of fierce competition has become increasingly challenging. As someone who has dedicated my career to understanding human behavior, I’ve seen firsthand how vital effective team dynamics are to overcoming obstacles,” says Dr. Stan Rosenberg, a globally recognized expert in behavioral science. “Inadequate team performance can lead to missed opportunities, low engagement, and inefficiencies within the organization.”
Holding dual degrees in law and psychology, Rosenberg began his career in the legal sector, where he quickly learned the importance of understanding human behavior in negotiations and decision-making.
In 2018, he became a consultant for the United Nations and various Sustainable Development Goals (SDG) NGOs.
From 2018 to 2021, Dr. Rosenberg traveled to over 25 countries, conducting forensic interviews with over 1,000 individuals from 50 cultures. This extensive fieldwork was driven by a singular goal: to provide invaluable insights into how people think, how their environment influences them, and what persuasion techniques are universally effective.
The Power of Personality: Accentuation Strategy
Building and managing effective teams in the post-COVID era is more complex than ever, with remote work, hybrid models, and increased stress levels contributing to personality clashes, communication breakdowns, and lack of motivation.
In my work with client teams, I use the accentuation theory developed from the research of Karl Leonhard and Peter Gannushkin. Leonhard was a notable German psychiatrist known for his work on personality types, while Gannushkin was a pioneering Russian psychiatrist who focused on characterology.
This theory is grounded in the understanding of individual personality traits and their intensifications. It focuses on understanding and leveraging individual personality traits within the team. By identifying and addressing these traits, leaders can better predict and manage team dynamics, enhance communication, and tailor motivation strategies to fit each team member.
Studies show that teams that understand and leverage individual personality traits see improved collaboration. For instance, incorporating “charismatic connectors” – individuals who actively engage and connect with others – can significantly boost team performance. Teams with these connectors are often more successful due to enhanced communication and information sharing.
And now, let’s take a look at the amazing tools that the application of the theory of accentuations provides.
Map Out Team Dynamics
I always begin my work with analyzing group dynamics, identifying key accentuations within the team, and understanding how these traits influence interactions and overall performance. Addressing these tasks requires an excellent knowledge of the personality and character of each of its members.
To succeed in this journey, a leader needs a specific set of skills. First, you must be adept at identifying the unique talents of your employees and understanding how these talents complement one another. Assigning the right tasks to the right people is crucial, ensuring that each team member operates in a role where they can be most effective.
Additionally, consider the personalities of each team member and how they interact with others. Begin by analyzing each team member’s accentuated traits, identifying who brings creativity, who excels in organization, and who is the diplomat of the group. This detailed map allows you to foresee potential areas of conflict and synergy.
Spend time observing team interactions in different settings. Note who naturally takes on leadership roles, who is meticulous in planning, and who acts as a mediator during conflicts. Encourage team members to self-report their strengths and areas where they feel most comfortable.
Another idea might be conducting one-on-one interviews focusing on past experiences, preferred working styles, and perceived strengths.
Recognize and Harness Personality Traits
Imagine a team working on a high-stakes project. Within this team, for instance, we have three key members with different traits:
Alex, the Innovator: Alex is our creative powerhouse. He thrives on brainstorming sessions and is always pushing the boundaries with innovative ideas. His accentuated trait is a strong need for novelty and innovation. I’ve seen teams flourish when they harness Alex’s creativity effectively. By giving him the freedom to explore new concepts and take the lead on innovative aspects of the project, Alex remains deeply engaged and motivated, driving the team forward with his fresh ideas.
Beth, the Organizer: Beth is the glue that holds everything together. She has an incredible eye for detail and excels in creating structure amidst chaos. Her accentuated trait is her preference for order and meticulous planning. I’ve advised leaders to leverage Beth’s organizational skills by putting her in charge of project timelines and logistical details. When Beth is in her element, the team benefits from her precision, ensuring that nothing falls through the cracks and the project stays on track.
Carlos, the Diplomat: Carlos is our emotional cornerstone. His strength lies in his exceptional interpersonal skills and ability to mediate conflicts. With a high level of emotional intelligence and empathy, Carlos can navigate team dynamics with ease. I always encourage leaders to utilize Carlos’s strengths by having him handle team communications and mediate any conflicts that arise. His presence helps maintain a harmonious working environment, which is crucial for team cohesion and morale.
Of course, this is a fairly simple example, but it gives a basic understanding of how this approach works. But the process doesn’t stop there.
As the cherry on top, I focus on training team leaders to utilize these insights and tools to regulate group dynamics and enhance motivation within the team.
Creating a Positive Team Atmosphere and Resolving Conflicts
Building a cohesive and effective team requires empathy, active listening, and a proactive approach to managing potential conflicts. Being an empathetic leader means truly listening to your team members, valuing their perspectives, and anticipating potential conflicts before they arise. Feelings are often underestimated, but those who learn to value and understand their team members and their motivations are poised for success.
Tailor Communication Styles
Effective communication reduces misunderstandings and boosts collaboration, and the right tone can set the atmosphere for the entire team. You may have to once again practice being an empath and come up with your own tone of voice for communicating with each team member, as he or she may have a preferred way of communicating shaped by their accentuated traits. For example, a highly analytical person may prefer detailed emails, while a more relational person might appreciate face-to-face interactions.
Craft Atmosphere
Practice active listening to make everyone feel heard and valued. Strive to maintain a positive demeanor, even when things don’t go according to plan. To prevent bad moods from spreading, find a tool that helps you shift into the right frame of mind. That can be anything – meditations, exercises, mindful breathing. One of my clients used to take time before important meetings and gatherings to build ship models, which calmed him down and helped him get in the mood. As a professional musician, I like to play music, and improvising on guitar helps me to tune in before meetings.
Develop Conflict Resolution Strategies
Conflicts are inevitable, but they can be managed effectively with the right strategies. Understand the root causes of conflicts by considering the accentuated traits of those involved. For instance, a clash between a highly creative individual and a detail-oriented person might arise from their different approaches to work.
It is crucial to remain neutral and avoid taking sides. Instead, try focusing on facilitating a fair and constructive resolution. Act as a mediator to facilitate constructive dialogue and help find common ground and mutual respect.
Be a Leader Armed with Behavioral Insights
Imagine a leader who not only knows their team members’ professional skills but also understands their behavioral tendencies. He is equipped with the tools to instantly identify and address the unique needs of each team member, fostering a more personalized and effective management style.
This approach aligns perfectly with situational leadership, which emphasizes flexibility and adaptability, ensuring everyone can work in the manner most conducive to their productivity.
The result? Your team will operate with enhanced cohesion and effectiveness, driven by improved communication, conflict resolution, and leadership.
Published by: Nelly Chavez
