Understanding and managing behavioral differences: Joint TEI/IRS meeting--April 30, 2009.

• Author: Cevoli, Paul

Executive Consultant Linda Sanders reprised the program "Understanding and Managing Behavioral Differences" to a joint TEI/IRS group on April 30, 2009. Following successful presentations for the New York Chapter in May 2008 and at the Region II Tax Forum in June 2007, the IRS and TEI discussed expanding the program to other TEI Chapters. The New Jersey Chapter took the lead, arranging for the program to be presented at the offices of Johnson & Johnson in New Brunswick New Jersey. It was attended by 17 IRS personnel, including Lavena Williams, LMSB Director of Field Operations-Communications, Technology & Media Industry Group; and 11 TEI members. The concept of a joint TEI/IRS program is reminiscent of the "Getting to Yes" programs conducted by the IRS and TEI in a number of locations during the last decade.

After the participants introduced themselves, they answered questions on a form and scored themselves to determine their "style"--Driving, Expressive, Amiable, or Analytical. Given the nature of the tax profession, it was no surprise that 14, or half, were "Analyticals." In addition, 6 were "Amiables," 5 were "Expressives," and 3 were "Drivers." While it is interesting to learn your social style and understand your own behavior, it is more important to identify the behavioral characteristics of others and to use that assessment to deal more successfully and productively with others.

For instance, participants discovered that the Drivers looked for immediate results and are action oriented, but need to focus on listening to develop their relationships. Analyticals place high importance on being right and spent time thinking about issues, and they need to be more declarative; otherwise, they risk being labeled indecisive. Expressives seek personal approval, and are very spontaneous and need to temper their exuberance in dealing with...