People Skills:

Knowing People

Myers-Briggs Type Indicator (MBTI)

A Description of How People Prefer to Operate in Their Daily Lives

Understanding Preferred Styles

You don't need a degree in psychology to be an effective manager, leader, and coach, but you do need some way to figure out the different styles of interaction different people prefer to use. There are many models for understanding and characterizing the styles of interaction different people prefer to employ. A widely used approach is the Myers-Briggs Type Indicator (MBTI). It is based on the following four dimensions of a person's preferred approach to life.

1. How you are energized (Extrovert vs. Introvert)

   • An Extrovert is energized by the outer world of people and things

   • An Introvert is energized by the inner world of thoughts and ideas

2. What you pay attention to (Sensing vs. Intuition)

   • A Senser focuses on facts and the five senses

   • An Intuiter focuses on what might be and the sixth sense

3. How you make decisions (Thinking vs. Feeling)

   • A Thinker tends to use reason and logic

   • A Feeler tends to use values and subjective judgment

4. How you live and work (Judgment vs. Perceptions)

   • A Judger prefers to be planned and organized

   • A Perceiver prefers spontaneity and flexibility

Taking the Preferred Styles Into Account

To work effectively with people, take their preferred style into account. Many misunderstandings derive from differences in style. For example, "Perceivers" may see "Judgers" as unwilling to take the time to explore creative options. Conversely, "Judgers" can become irritated by "Perceivers" who may stray from the agenda.

An ISTJ person (Introvert-Senser-Thinker-Judger) may think that an ENFP person (Extrovert-Intuiter-Feeler-Perceiver) is lax and disorganized, while the latter may think that the other is unimaginative and afraid of taking risk. These two persons could also form a perfect team where the ENFP person would focus on coming up with creative ideas, and the ISTJ person on checking their practicality.

To achieve better understanding of each other and collaboration among your team members, have everyone completed Type Indicator questionnaires, and share their results.

Selling To Intuiters, Sensors, Thinkers, and Feelers

Intuiters are tend to look at the big picture and avoid the details. They are very interested in the possibility of what's coming next. This is why this type of person would be receptive to a differentiating strategy based on your product being the next generation in its category.