Presentation from Allyson Stewart-Allen from International Marketing Partners

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ä = Ç= =á = Ü
pçãÉ=~ííêáÄìíÉë=~êÉ=ëÉÉå=~ë=åÉìíê~ä=çê=ÉîÉå=åÉÖ~íáîÉ=
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áå=ëçãÉ=ÅìäíìêÉë=~åÇ=åçí=áå=çíÜÉêëK
28
28
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ïïïKïçêâáåÖïáíÜ~ãÉêáÅ~åëKÅçã

15. tÜáÅÜ=iÉ~ÇÉêëÜáé=^ííêáÄìíÉë=~êÉ=
ìåáîÉêë~ääó=î~äìÉÇ
Authority-Oriented: leader influences others by formal status, authority or
position
iti
Autonomous: leader is independent, individualistic or self-reliant
Charismatic: leader inspires others around a vision or values and high
performance standards
Face-Saving: leader maintains harmony and good relationships by indirect
communication or avoiding negatives
Humane-Oriented: leader is supportive, compassionate, and considerate of
pp p
others
Participative: leader shares power and decision-making
Team-Oriented: leader effectively builds and manages cohesive and loyal
teams that work to achieve a common goal
29
29
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30
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kçãáå~íÉ=~=ëéçâÉëéÉêëçå=íç=êÉéçêí=Ä~Åâ
q~âÉ=OM=ãáåìíÉë
31
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_É=éìåÅíì~ä
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cçääçï=êìäÉëI=êÉÖìä~íáçåëI=ä~ïë
qêìíÜ=íêìãéë=Çáéäçã~Åó
Do you know bosses/clients/colleagues like this?
32
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ïïïKïçêâáåÖïáíÜ~ãÉêáÅ~åëKÅçã

17. bÑÑÉÅíáîÉ=ïçêâáåÖ=ïáíÜ=
jìäíáJ
jìäíáJ^ÅíáîÉ=mÉçéäÉÁ
aáëéä~ó=ÑÉÉäáåÖë=~åÇ=Éãçíáçåë
fåíÉêêìéí=ïÜÉå=óçì=äáâÉ
aáéäçã~íáÅ=íêìãéë=ÇáêÉÅí
mÉçéäÉI=ÑÉÉäáåÖë=ãçêÉ=áãéçêí~åí=íÜ~å=Ñ~Åíë
péÉÉÅÜ=áë=Ñçê=çéáåáçåë
qÜáåâ=~äçìÇ
pÉÉâ=~åÇ=ÖáîÉ=Ñ~îçìêë=ïáíÜ=âÉó=éÉçéäÉ
qÜÉ=ëéçâÉå=ïçêÇ=áë=áãéçêí~åí
aáîÉêí=Ñêçã=~ÖÉåÇ~=íç=ÉñéäçêÉ=áåíÉêÉëíáåÖ=áÇÉ~ëI=ÇáëÅìëëáåÖ=ëÉîÉê~ä=
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Do you know bosses/clients/colleagues like this?
33
bÑÑÉÅíáîÉ=ïçêâáåÖ=ïáíÜ=
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dççÇ=äáëíÉåáåÖ=áë=áãéçêí~åí
péÉÉÅÜ=áë=íç=éêçãçíÉ=Ü~êãçåó
kÉîÉê=áåíÉêêìéíI=ÅçåÑêçåí=çê=Çáë~ÖêÉÉ=çéÉåäó
pí~íÉãÉåíë=~êÉ=éêçãáëÉë
pÜ~êÉ=~ë=ãìÅÜ=~ë=óçì=Å~å
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rëÉ=åÉíïçêâë
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tçêâ=Ü~êÇ=íç=ÄìáäÇ=íêìëí
lÄëÉêîÉ=ÜáÉê~êÅÜáÉëI=êÉëéÉÅí=Ñçê=~ÖÉLïáëÇçã
Do you know bosses/clients/colleagues like this?
34
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ïïïKïçêâáåÖïáíÜ~ãÉêáÅ~åëKÅçã

18. ^=ÑÉï=ïçêÇë=çå=ïçêâáåÖ=ïáíÜ=^ãÉêáÅ~åëÁ
35
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qÜÉ=mìêáí~å=ÇáäÉãã~
j~åáÑÉëí=aÉëíáåó
oÉîçäìíáçå
kÉï=éä~ÅÉ=Z=ÄÉííÉê=éä~ÅÉ
péÉÉÇ=áë=êÉï~êÇÉÇ
36
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ïïïKïçêâáåÖïáíÜ~ãÉêáÅ~åëKÅçã

19. bîÉêóçåÉ=håçïëW=
råÇÉêäóáåÖ==s~äìÉë
táåLïáå=Z=ÉÅçåçãáÅë=çÑ=~ÄìåÇ~åÅÉI=åçí=ëÅ~êÅáíó
aÉã~åÇ=ÅêÉ~íáçå=áë=ÖççÇ
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íÜÉ=^ãÉêáÅ~å=ï~óLáåëìä~êáíó
37
pÉåÇ=ãÉ=~=ãÉãç
qçéáÅë=çåLçÑÑ=íÜÉ=ãÉåì
eìãçìê
oÉëéçåëÉ=ÑêÉèìÉåÅóI=íáãÉÑê~ãÉë
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Ó pÉäÑJ
pÉäÑJÇÉéêÉÅ~íáçå
Ó råÇÉêëí~íÉãÉåíLçîÉêëí~íÉãÉåí
38
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ïïïKïçêâáåÖïáíÜ~ãÉêáÅ~åëKÅçã

20. qêçìÄäÉëçãÉ=tçêÇëÁrh rp
ÜííéWLLÉåKïáâáéÉÇá~KçêÖLïáâáLiáëí|çÑ|_êáíáëÜ|ïçêÇë|
åçí|ïáÇÉäó|ìëÉÇ|áå|íÜÉ|råáíÉÇ|pí~íÉë
39
oÉ~ëçåáåÖ==C=mêÉëÉåí~íáçå=píóäÉë
Facts and conclusions first, Concepts, big picture first
Leading t
L di to rationalization
ti li ti “how,” then “what”
“what,” then “how”
high
context
low
context
Inductive Deductive
(Anglo-Saxon, American) (Latin, Continental Europe)
40
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ïïïKïçêâáåÖïáíÜ~ãÉêáÅ~åëKÅçã

21. bñÉêÅáëÉ
få=óçìê=í~ÄäÉ=íÉ~ãëI=ÇáëÅìëë=íÜáë=ëÅÉå~êáç=~åÇ=íÉää=ìë=Üçï=íç=ãçîÉ=Ñçêï~êÇW
tÜÉå=óçì=îáëáíÉÇ=çåÉ=çÑ=óçìê=~ÖÉåÅáÉë=áå=cê~åÅÉ=áå=gìåÉ=íç=ÇáëÅìëë=íÜÉ=
ä~ëí=Å~ãé~áÖå=íÜÉó=ïçêâÉÇ=çå=ïÜáÅÜ=ÇáÇåÛí=ãÉÉí=ÉñéÉÅí~íáçåëI=åçí=çåäó=
ïÉêÉ=íÜÉó=ä~íÉ=íç=óçìê=éêÉëÉåí~íáçåI=áí=ï~ë=ãÉí=ïáíÜ=~=Ä~êê~ÖÉ=çÑ=
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qÜÉó=ïÉêÉ=Åçåëí~åíäó=~ëâáåÖ=óçì=íç=Öç=Ä~Åâ=çîÉê=ÚçäÇ=ÖêçìåÇÛ=~åÇ=
Éñéä~áå=ïÜó=óçì=åÉÉÇÉÇ=íç=áãéäÉãÉåí=ÅÜ~åÖÉë=áå=íÜÉ=Ñáêëí=éä~ÅÉK=vçì=
ÄêçìÖÜí=~äçåÖ=óçìê=ë~äÉë=íêÉåÇ=Ç~í~I=Äìí=íÜÉó=ëÉÉãÉÇ=íç=ï~åí=íç=
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mäÉ~ëÉ=ÑäáéÅÜ~êí=óçìê=áÇÉ~ë=~åÇ=åçãáå~íÉ=~=ê~ééçêíÉìê
mäÉ~ëÉ=ÑäáéÅÜ~êí=óçìê=áÇÉ~ë=~åÇ=åçãáå~íÉ=~=ê~ééçêíÉìê
41
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42
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fåÇáîáÇì~ä=îÉêëìë=íÉ~ã=éÉêÑçêã~åÅÉ
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43
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dt d • Alignment across th
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services
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• High costs • Mundane products
• Poor quality • Missed market opportunities
• Missed schedules and • Predictable strategy
deadlines • Difficulty with change
• Confusion around priorities
• Inconsistent performance
- -
53
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