1. social is the new business

2. people do business with people they like

3. be more likable, get more business

1

what makes someone likable?

1

1

part I - what is your type?

part II - understanding type differences

part III - applications

2

about preferences

3

which hand would you like to cut off?

1

Extraversion Introversion

iNtuitionSensing

FeelingThinking

PerceivingJudging

Clarity of Preference

E/I S/N T/F J/P 1

attitude (interactivity)

Etraversionenergized by the outside world of people and things

Introversion energized by the inner

world of thoughts and ideas

1

Etraversionfeels pulled outward by external claims & conditions

Introversion feels pushed inward by

external claims and intrusions

attitude (interactivity)

1

“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

1

talking in a group

hardly any at all or

a little less than most

quite a lot, most

or almost all

1I E

When with a group of people, how much talking do?

hold back, listening to others before speaking?think before you

speak?

I vs. E

1

When it comes to expressing yourself do you…

think out loud?

use your hands and facial

expressions a lot?

I E

What are you like when you meet a group of new people?

You stick with the people you've met beforeYou spend the time thinking about the conversationYou aim to mingle with as many new people as possibleYou just go out and have fun

Which set of words best describes you?Cautious, thoughtful and loyalInquisitive, independent and containedLively, enthusiastic and energeticExpressive, talkative and friendly

I vs. E

IE

1

IE

iNtuitionprefers to work with abstract

possibilities & patterns, sees the patterns & relationships

Sensingprefers to work with facts & concrete sensory input, sees the pieces that make the whole

perception (info gathering)

2

iNtuitionlives toward the future, what could or might be

Sensinglives in the present, detailed sensory memory of the past

perception (info gathering)

1

Which word describes you best?RealisticEfficientImaginative Visionary

Which set of words best describes you?Practical, thorough and stableRealistic, enthusiastic and spontaneousInventive, imaginative and originalCreative, dynamic and adventurous

SN

SN

2

S vs. N

Look at the picture. Write down what you see.

2

S vs. N

Which statement best describes what you wrote down?

Is it a list of what's in the picture?

A story about what's happening in the picture?

Did you try to find the hidden meaning in this picture?

Did you write down lots of ideas inspired by the picture?NS

2

questioning an S/N

Sensing probes

• how much?• how many?• how often?• who? where? when?• what kind?

2

Intuition probes

• tell me more.• what else should I know?• why do you say that?• for example...?• echoing their words

Feelingdecides with the heart

Thinkingdecides with the head

judgement (decision making)

1

Feelingmakes decisions based on

personal values & convictions

Thinkingmakes decisions based on objective analysis & logic

judgement (decision making)

1

“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

1

T vs. FAn argument breaks out among friends, what do you do?

Face the dispute head onTry to find an answer to the problemTry to meet everyone's needsAnything to avoid hurting people's feelings

You have to make a difficult decision, what is most important?

Arriving logically at the best choiceBeing as fair as possibleDoing the right thing according to your own beliefs and valuesGetting the approval and agreement of others

T

T

F

F1

Which set of words best describes you?Analytical, logical and objectiveDecisive, driven and energeticCaring, helpful and supportiveComplex, thoughtful and sensitive

A friend asks your opinion about someone she’s dating that you dislike, what do you do?

Be up front and honest about what you thinkTry to be tactful - but still be truthful about what you thinkTry not to hurt their feelings, changing the subject if necessaryAvoid hurting their feelings, telling a "white lie" if necessary

TF

TF

1

T vs. F

orientation to outer world (structure)

Perceivingprefers the PERCEIVING

function (sensing or intuition)

Judgingprefers the JUDGING function (thinking or feeling)

2

Perceivingprefers a flexible, spontaneous,

way of life, without schedules

Judgingprefers a planned, orderly way of life with structure & schedules

orientation to outer world(structure)

2

J vs. P

I need to get all my work

done before I can play

I can play anytime I

want

1J P

J vs. PI plan every

detail in advance or I plan a

rough itinerary in

advance, leaving some time free

Look at some options in

advance, but really decide when I’m there, or I rarely

plan, just book and go with the flow

J P 1

“assembly required”Before starting, I check that all

parts are there & that I have the

tools I’ll need, and I read the

instructions all the way through

I open up the box and get

started, I’ll refer to the instructions if

I get stuck

J P 1

J vs. P

Which description fits you best?You are a perfectionist and can't leave anything unfinishedYou need time, over-prepare and hate pressureYou're scattered, forgetful and disorganizedYou put things off till the last minute and are often late

JP

1

Extraversion Introversion

iNtuitionSensing

FeelingThinking

PerceivingJudging

Clarity of Preference

E/I S/N T/F J/P 5

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

put them altogether... what do you get?

the 16 types

1

the 16 types

1

1

2

understanding type differences

activities!

need volunteers

look at your 2 middle letters: 3 STs, 3 SFs, 3 NTs, 3 NFs+ 4 Is

look at your 1st and 3rd letters:2 IFs, 2 ITs, 2 EFs, 2 ETs + 4 Is

2

1

2

while they’re gone...

while they’re gone...describe...

4

observations?

S types N types

4

discussSensing

concrete?

sensory?

snapshots of memory?

iNtuition

patterns?

associations?

impressions?

memory as associations?

2

business implications?

2

appreciation

1. what similarities do you see?2. what differences do you see?3. how could this apply in business?

NTST NF SF

8

conflict

1. what similarities do you see?2. what differences do you see?3. how could this apply in business?

IF EFIT ET

8

ISTJ ISFJ INFJ INTJ

ISTP ISFP INFP INTP

ESTP ESFP ENFP ENTP

ESTP ESFP ENFP ENTP

group type table

the 16 types

1

2

applications

applications

• sales• management• teamwork• friendships• marriage• parenting (yes, kids have types!)

2

sales

2

ST SF

NT NF

“personalized service”

“their vision”

“just the facts”

“logical options”

sales

2

J

P

J P

you

client

may fail to closelose focus

get sidetracked

may seem “pushy,” decide for client, fail to

listen

may compete,fight, or close too quickly

may not close when client’s

ready, add info that “undecides”

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

team roles• coach: FE (ESFJ, ENFJ)• campaigner: FI (ISFP, INFP)• explorer: NE (ENFP, ENTP)• innovator: NI (INFJ, INTJ)• sculptor: SE (ESTP, ESFP)• curator: SI (ISTJ, ISFJ)• conductor: TE (ESTJ, ENTJ)• scientist: TI (ISTP, INTP)

2

better to capitalize on

strengths than force people to overcome

their weaknesses!

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)

2

2

recap

1. know your type! understand strengths & weaknesses

2. understand other types & possible areas of conflict

3. apply to relationships, business & life

2

Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

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