This document discusses how understanding personality types can help improve business relationships and outcomes. It provides an overview of the Myers-Briggs Type Indicator framework, including the four dichotomies of Extraversion/Introversion, Sensing/Intuition, Thinking/Feeling, and Judging/Perceiving. Understanding differences between types can help with sales, management, teamwork, and other business activities. Applying type theory may help people capitalize on their strengths and be aware of potential areas of conflict.

1. 1. social is the new business
2. people do business
with people they like
3. be more likable,
get more business
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2. what makes
someone likable?
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3. part I - what is your type?
part II - understanding
type differences
part III - applications
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4. 2

5. about preferences
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6. which hand would you
like to cut off?
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7. Clarity of Preference
Extraversion Introversion
Sensing iNtuition
Thinking Feeling
Judging Perceiving
E/I S/N T/F J/P 1

8. attitude
(interactivity)
Etraversion Introversion
energized by the outside energized by the inner
world of people and things world of thoughts and ideas
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9. attitude
(interactivity)
Etraversion Introversion
feels pulled outward by feels pushed inward by
external claims & conditions external claims and intrusions
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10. “If you don’t know what an
Extravert is thinking, you
haven’t been listening. If you
don’t know what an
Introvert is thinking, you
haven’t asked.”
Isabel Myers Briggs
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11. talking in a group
When with a group of people, how much talking do?
hardly any
quite a lot,
at all
most
or
a little or
less than most almost all
I E
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12. I vs. E
When it comes to expressing yourself do you…
hold back, think out
listening to others loud?
before speaking? use your hands
think before you and facial
speak? expressions a lot?
I E 1

13. I vs. E
What are you like when you meet a group
of new people?
I You stick with the people you've met before
You spend the time thinking about the conversation
E You aim to mingle with as many new people as possible
You just go out and have fun
Which set of words best describes you?
I Cautious, thoughtful and loyal
Inquisitive, independent and contained
E Lively, enthusiastic and energetic
Expressive, talkative and friendly 1

14. perception
(info gathering)
Sensing iNtuition
prefers to work with facts & prefers to work with abstract
concrete sensory input, sees possibilities & patterns, sees
the pieces that make the whole the patterns & relationships
2

15. perception
(info gathering)
Sensing iNtuition
lives in the present, detailed lives toward the future,
sensory memory of the past what could or might be
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16. S vs. N
Which word describes you best?
S Realistic
Efficient
Imaginative
N Visionary
Which set of words best describes you?
S Practical, thorough and stable
Realistic, enthusiastic and spontaneous
N Inventive, imaginative and original
Creative, dynamic and adventurous 2

17. Look at
the
picture.
Write
down
what
you see.
2

18. S vs. N
Which statement best describes what you
wrote down?
Is it a list of what's in the picture?
S A story about what's happening in the picture?
Did you try to find the hidden meaning in this picture?
N Did you write down lots of ideas inspired by the picture?
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19. questioning an S/N
Sensing probes Intuition probes
• how much? • tell me more.
• how many? • what else should I know?
• how often? • why do you say that?
• who? where? when? • for example...?
• what kind? • echoing their words
2

20. judgement
(decision making)
Thinking Feeling
decides with the head decides with the heart
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21. judgement
(decision making)
Thinking Feeling
makes decisions based on makes decisions based on
objective analysis & logic personal values & convictions
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22. “Thinking & Feeling are like
two TV channels.You can
tune into logical content
or what people care
about. If you only listen to
one channel, you’re missing a
lot of good information.”
Catherine Fitzgerald
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23. T vs. F
An argument breaks out among friends, what do you do?
T Face the dispute head on
Try to find an answer to the problem
F Try to meet everyone's needs
Anything to avoid hurting people's feelings
You have to make a difficult decision, what is most
important?
T Arriving logically at the best choice
Being as fair as possible
F Doing the right thing according to your own beliefs and values
Getting the approval and agreement of others
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24. T vs. F
Which set of words best describes you?
T
Analytical, logical and objective
Decisive, driven and energetic
F Caring, helpful and supportive
Complex, thoughtful and sensitive
A friend asks your opinion about someone she’s
dating that you dislike, what do you do?
T Be up front and honest about what you think
Try to be tactful - but still be truthful about what you think
F Try not to hurt their feelings, changing the subject if necessary
Avoid hurting their feelings, telling a "white lie" if necessary
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25. orientation to outer world
(structure)
Judging Perceiving
prefers the JUDGING prefers the PERCEIVING
function (thinking or feeling) function (sensing or intuition)
2

26. orientation to outer world
(structure)
Judging Perceiving
prefers a planned, orderly way prefers a flexible, spontaneous,
of life with structure & schedules way of life, without schedules
2

27. J vs. P
I need to get
I can play
all my work
anytime I
done before
want
I can play
J P
1

28. J vs. P
I plan every Look at some
detail in advance options in
or I plan a advance, but really
rough decide when I’m
itinerary in there, or I rarely
advance, leaving plan, just book and
some time free go with the flow
J P 1

29. “assembly required”
Before starting, I
check that all I open up the
parts are there box and get
& that I have the started, I’ll refer to
tools I’ll need, and I the instructions if
read the I get stuck
instructions all
the way through
J P 1

30. J vs. P
Which description fits you best?
J You are a perfectionist and can't leave anything unfinished
You need time, over-prepare and hate pressure
P You're scattered, forgetful and disorganized
You put things off till the last minute and are often late
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31. Clarity of Preference
Extraversion Introversion
Sensing iNtuition
Thinking Feeling
Judging Perceiving
E/I S/N T/F J/P 5

32. best-fit type
• sometimes difficult to determine
• having trouble? read descriptions
• no one can tell you your type!
• environment/upbringing
• use all functions
• prefer certain functions
• neutrality of types
2

33. put them altogether...
what do you get?

34. the 16 types
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35. the 16 types
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36. 1

37. 2

38. understanding
type differences
activities!

39. need volunteers
1 look at your 2 middle letters:
3 STs, 3 SFs, 3 NTs, 3 NFs
+ 4 Is
2 look at your 1st and 3rd letters:
2 IFs, 2 ITs, 2 EFs, 2 ETs
+ 4 Is
2

40. while they’re gone...

41. describe...
while they’re gone...
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42. observations?
S types N types
4

43. discuss
Sensing iNtuition
concrete? patterns?
sensory? associations?
snapshots of impressions?
memory? memory as
associations? 2

44. business implications?
2

45. appreciation
ST NF SF NT
1. what similarities do you see?
2. what differences do you see?
3. how could this apply in business?
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46. conflict
IF IT EF ET
1. what similarities do you see?
2. what differences do you see?
3. how could this apply in business?
8

47. 2

48. applications

49. applications
• sales
• management
• teamwork
• friendships
• marriage
• parenting (yes, kids have types!)
2

50. sales
“just the “personalized
facts” service”
ST SF
NT NF
“logical “their vision”
options”
2

51. sales
client
J P
may compete, may seem
“pushy,” decide
J fight, or close
too quickly for client, fail to
listen
you
may not close
may fail to close
when client’s
P ready, add info
lose focus
get sidetracked
that “undecides”
2

52. sales
• I - may need time to process alone
• E - may want to “talk it out” -
• S - gather facts, details, historical data
• N - focus on options, possibilities
• T - step-by-step analysis
• F - value relationships & effect on others
• J - desire to “wrap it up” (quickly)
• P - desire to continue exploring
2

53. team roles
• coach: FE (ESFJ, ENFJ)
• campaigner: FI (ISFP, INFP) better to
capitalize on
• explorer: NE (ENFP, ENTP) strengths
• innovator: NI (INFJ, INTJ) than force
people to
• sculptor: SE (ESTP, ESFP) overcome
• curator: SI (ISTJ, ISFJ) their
weaknesses!
• conductor: TE (ESTJ, ENTJ)
• scientist: TI (ISTP, INTP) 2

54. to watch out for
• autonomy (work alone? on team?)
• reaction to authority
• project types (creative? execution?)
• team roles
• conflict (F vs. T)
• deadlines & deliverables (J vs. P)
• approach to change (IS vs. EN)
• recognition/appreciation (NFs vs STs)
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55. 2

56. recap
1. know your type! understand
strengths & weaknesses
2. understand other types &
possible areas of conflict
3. apply to relationships, business & life
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57. want more?
• personality testing (professional)
• team building with type
• sales improvement by type
• private, custom workshops
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58. sponsors
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59. sponsors
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60. sponsors
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61. sponsors
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62. sponsors
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63. partners
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64. next
event...
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