Page 140 - engage workbook

Score Characteristics Tips

121 - 150 You are seen as open and helpful, You have a tendency to assume
which in turn makes it easy for that things will run smoothly, so
others to be open and helpful to remember to occasionally check on
you. Your instinct is to coach others progress and ask whether there is
to help them improve. This includes anything you can contribute.
buyers and colleagues. In meetings
you prefer to ask questions that
help your buyers think as opposed
to telling them what you think.

151 - 180 Your instinct is to trust others Take the time to ask questions to
implicitly. With buyers, this means confirm that your implicit trust in
you trust them to reach the right others’ capabilities is well-placed.
decision. At the extreme, there Create check points and actively
is a risk that you are seen as not review progress. This forces you
interested, or even of abdicating to stay engaged with a situation. If
responsibility. Another risk is that things are going well, make sure you
you place too much trust in others give feedback - do not just assume
who are not in as strong a position that the other party knows that you
to progress decisions as you think trust them.
they are – and that you then feel
let-down if they do not meet your
expectations.

Self score: Desired score: By when:

Ideas for action

A person scoring high in Trust / Control may be susceptible to Liking bias,
where additional weight is attached to someone’s comments because we like
them.

At the other end of the scale, a low scoring person may susceptible to self-
serving bias where if projects work out, undue weight is attributed to control,
when in fact other factors were equally or more significant

For more on cognitive biases and how to mitigate their impact, see section 6.

135 engage-universe.com