Introduced in the 1980s by Ned Herrmann, the Whole Brain Model allows us to get to know each other better, and to better know our interlocutors, in order to adapt our communication.
Ned Herrmann is a medical researcher who was awarded a Nobel Prize in Medicine in 1981. He has developed a model to detail how our brain works.
Why “ model ” our brain ?
This model allows us to get to know each other better and to better know our interlocutors. The goal is to adapt to our relationships with others, whether as a team member, team manager or simply in our life.
The “other” brains
One of the interests of this model is that it allows to synthesize all the other models hence its name of “& nbsp; total brain model »
1961 : Model of Roger’s brain duality. W. Sperry1
1962 : Triune Brain Model of Paul D. McLean2
Our different ME
Herrmann’s “Total” model is based on the identification of four families of preferences that he defines as :
A : WHAT – The expert, the analyst
Rational, Logic, Analytical, Factual
B : HOW – The organizer, the controller
Formalist, Organized, Sequential, Detailed
D : POURQUOI – Le créatif, visionnaire
Global, Intégratif, Intuitif, Synthétique
C : WHO – The communicant, persuasive
Interpersonal, Emotional, Sensitive, Kinesthetic
Profil du A
Rational, Profile A is a logical person who will take the time to study and analyze the facts and what happened.
- Its expectations: facts and precision as for example the technical and financial demonstration of the project.
- The mode of communication that he likes : a brief, technical, pointed and argued speech of concrete, quantified data. Chances are he likes the challenges … that he starts himself.
- Its affinities : performance, efficiency, values.
- First argument : « It’s new and with a R.O.I. quick. You will be the only one to implement this method in your company … I can send you immediately an explanatory summary note with evaluation results, the progress curves recorded at its implementation ».
- Outil : a synthetic presentation, supported with numerical data (curves, histograms…)
- Typical professions: Surgeons, engineers, bankers, lawyers.
- Behaviors : analyze the possibilities, gather the facts, understand the technical elements.
Cautious and punctual, it’s a person who will take the time to organize before taking action.
- His expectations : the practical details and the conditions of realization: organization, costs, necessary means … Method and recognized references …
- The mode of communication that he appreciates : a rigorous and reassuring presentation, without fail, precise, exhaustive, with examples, and timing! The shape is at least as important as the bottom.
- Its affinities : quality, security, reliability.
- First argument : “ How much time do you have for our interview? This is a practical method that we have already implemented in other companies. This document summarizes the 5 steps, each with a schedule, the necessary resources and the budget. I send it to you immediately ».
- Tool : a detailed report, with concrete examples and customer cases.
- Typical occupations : accountants, planners, administrative, operational.
- Behaviors : notice defects, go after things, develop detailed plans.
Sensitive, it is a person who will rely on his emotions to act.
- His expectations: human contact, spontaneous exchanges, without a stopwatch … Of real interest for the other. Listening and sharing.
- The communication method that he likes : a friendly and warm conversation, without protocol, mixing willingly the professional and the staff.
- Its affinities : Love, charity, human contact.
- First Argument : “ I’ve had a lot of customer stories to tell you, but it might be best to meet at a lunch. This will allow us to share the different aspects of this solution “.
- Tool : references, testimonials from customers, partners, connections with your network.
- Typical professions : Musicians, nurses, teachers, social workers.
- Behaviors : tolerates ambiguity, sees things in a general way, reads the signs of change.
Fiery, it is a person who likes to experiment to create a vision.
- His expectations : the strategy, innovative perspectives, a global vision. Understand the meaning of what is offered to him.
- The mode of communication he likes : a quick, original, inspired, metaphorical presentation, with ambitions clearly displayed, without chichis ».
- Its affinities : Exploration, strategy, the fun side.
- First argument : “ This solution allows you to take the problem differently. In less than 6 months, your teams will be able to achieve their goals of progress in this area. This success will ensure your promotion to the DG”.
- Tool : a short and impacting multimedia presentation, mixing slogans, visual shock, in a pictorial speech, commented with dynamism and conviction.
- Typical professions : advertisers, trainers, artists, authors.
- Behaviors : perceives relational difficulties, generates enthusiasm, anticipates the feelings of others.
Preference and non-Competence
Herrmann’s model does not define a skill level, but rather a level of preference. A person with a strong affinity towards mathematics, will not prevent him from being an excellent painter.
1 – Sperry R. W. (1961) – “Cerebral Organization and Behavior: The split brain behaves in many respects like two separate brains, providing new research possibilities
2 – Paul D. MacLean (1962) – New Findings Relevant to the Evolution of Psychosexual Functions of the Brain
Ned Herrmann. (1992) – Les dominances cérébrales et la créativité.