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PERSONALITY THEORY

PERSONALITY THEORY. A SEQUUS PRESENTATION. Personality & Consulting. Why learn about personality? Consulting on the ‘left’, managing on the ‘right’ Communications issues: parallel vs. complement

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PERSONALITY THEORY

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  1. PERSONALITY THEORY A SEQUUS PRESENTATION

  2. Personality & Consulting • Why learn about personality? • Consulting on the ‘left’, managing on the ‘right’ • Communications issues: parallel vs. complement • Writing, listening, learning, presenting, time management, dealing with data etc. At each step in process...

  3. Why learn about personality? • Leadership • motivation • teams • conflict • sales • communications • decision-making • Influence • assigning work • recruiting and selecting • etc.

  4. Some Origins.. • Carl Jung • Paul Mok • Myers Briggs • Michael Maccoby ‘Why work” • and a host of other spin-offs including... • Nisberg, Reimer, Trump (Dumas, Terkel)

  5. 4 Classic Personality ‘types’ • Thinker • Doer • Feeler • Intuitor • plus the ‘SELF-DEVELOPER’

  6. Introversion & Extroversion • Thinker Introvert/Extrovert • Doer Introvert/Extrovert • Feeler Introvert/Extrovert • Intuitor Introvert/Extrovert • plus the ‘SELF-DEVELOPER’

  7. Stress/Non-Stress • Thinker Stress/Non-Stress • Doer Stress/Non-Stress • Feeler Stress/Non-Stress • IntuitorStress/Non-Stress

  8. Basic description Time orientation at ‘best’, at ‘worst’ how to spot quickly what they like from work what kind of leader they prefer What kind of leader /consultant they make how to influence them what they think of the other ‘types’ sources of conflict and more... What do we know about each type?

  9. INTUITOR also ARTIST, INNOVATOR etc. • CREATIVE • VISIONARY • ABSTRACT • CONCEPTUAL • TIME FUTURE-FOCUSSED • not concerned about details • needs to understand big picture • “Why? Why not?” “I approach my work as an innovator who knows how to play the game. I want to make organization more successful.”

  10. Effective ideological conceptual creative broad insightful sees relationships intellectually persistent innovative Ineffective wordy too abstract unrealistic ‘pie in the sky’ out of touch vague unstructured hard to ‘pin down’ Intuitor

  11. Office messy, books, modern, abstracts Dress introverts = not conscious, extroverts = avant garde Reading philosophy, theory, new, science fiction Hobbies & Recreation creative, arts, music, new, complex Verbal Comunication pedantic, broad, jumps, poor listener, self-centered Body language reflective, sometimes dynamic How to spot an intuitor...

  12. OVERALL IMPLICATIONS BIG PICTURE WATCH OUT FOR DETAILS Helping an Intuitor to decide..

  13. What does INTUITOR want from work? • Opportunities to explore, invent, experiment, play and make change • value freedom, flexibility, fun • get committed, work becomes life • want smart leaders who let them do their thing • don’t like bureaucracies

  14. INTUITOR as Leaders • Charismatic visionaries • Inspire others with enthusiasm • create new organization structures • often seen as egotists, manipulators and dreamers with low tolerance for those who don’t buy-in

  15. INTUITOR as Consultants • Can be leaders in theory and application • Can inspire others with enthusiasm • create new solutions to old problems • often seen as pie in the sky, dreamers who are out of touch with the realities of everyday life.

  16. THINKER also Judge,Expert, etc. • LOGICAL • RATIONAL • STRUCTURED • ORGANIZED • TIME PAST-PRESENT-FUTURE • Needs time to decide • Needs lots of data & options • Cautious, conservative, ‘what if”, ‘yes but’, “I approach my work as an ‘expert’. I want to provide high quality work and exercise my skill and competence”

  17. Effective data deliberative weighs options objective rational precise well-organized cool under pressure Ineffective indecisive too cautious unemotional controlling slow to decide rigid dogmatic nit-picking thinker

  18. Office neat, sterile, technical books, conservative Dress coordinated, neat, greys & blues Reading ‘how to’, technical, detective Hobbies & Recreation woodwork, crafts, puzzles, games, gardening Verbal Communication precise, logical flow, debates, listens Body language sits back, counts, expressionless How to spot a thinker...

  19. LOTS OF DATA LOTS OF OPTIONS LOTS OF TIME Helping a thinker to decide..

  20. What does the THINKER want from work? Opportunities for.. • Independent judgement & personal control • Pay & promotion • Respect & a challenge A leader with clear goals, high standards, and who delegates and leaves them alone.

  21. THINKER as a Leader • CONTROLLING • NIT-PICKERS • DON’T PRAISE EASY • WANT TO KNOW EVERYTHING • BUREAUCRATS But can learn to set clear goals, delegate, follow through and praise.

  22. THINKER as a Consultant • CONTROLLING • JUDGEMENTAL • EXPERTS • NEED TO KNOW EVERYTHING • THOROUGH • ANALYTICAL

  23. FEELER also Helper, Facilitator etc. • WARM, FRIENDLY • CONCERNED • COOPERATIVE • TRADITIONAL • TIME PAST-FOCUSSED • slow to make people -decisions • political • “Who is involved? How do they feel?”

  24. Effective people-oriented spontaneous persuasive emphatic warm, friendly loyal politically sensitive sensitive to needs Ineffective too soft manipulative over-personalizes sentimental guilt-ridden probing subjective thin-skinned Feeler

  25. Office comfortable, personal touches, momentos, colour, tradition Dress casual but appropriate, colour, for impression Reading people, biography, history, love, psychology Hobbies & Recreation camping, travel, collecting, community, groups Verbal Comunication spontaneous, funny, listens, name-drops, Body language active listener, touch, shows emotions How to spot a Feeler...

  26. IMPACT ON OTHERS WHO ELSE HAS DONE IT? LOW THREAT Helping a Feeler to decide..

  27. What does FEELER want from work • Good relationships • see people grow and develop • be needed and appreciated • to help others • be part of a caring team • Want a leader who cares, listens and helps Get frustrated if they can’t make a difference in the lives of others

  28. FEELER as Leader • Don’t want to be ‘boss’ • enjoy developing others and building teams • foster dependency, over-involve and avoid tough decisions • good at ‘politics’ • rarely innovate or take risks • get frustrated trying to humanize bureaucracies

  29. FEELER as consultant • GOOD LISTENERS • ENJOY HELPER ROLE • AVOID TOUGH CALLS • GOOD AT ‘POLITICS’ • NOT INNOVATORS • AVOID RISK • FACILITATOR STYLE DOMINATES

  30. DOER also Sensor, Defender, Warrior etc. • PRACTICAL • ACTION-ORIENTED • COMPETITIVE • DECISIVE • TIME PRESENT-FOCUSSED • quick to decide • harried, impatient, Type A • “How? What’s the bottom-line?” “I approach my work as a doer. Someone else can plan it, just leave it with me and it will get done.”

  31. Effective action practical assertive objective decisive skillful resourceful measurable terms Ineffective short sighted can’t handle ideas self-seeking poor planner not trusting impulsive opinionated biased DOER

  32. Office cluttered, disorder, action pictures, trophies, Dress functional, simple, rushed Reading not much, action, sports, spys, westerns, Hobbies & Recreation active, competitive, gambling, horses, Verbal Comunication confrontative, fast, poor listeners, pushes in, Body language impatient, harried, demonstrative, pushy How to spot a DOER...

  33. BOTTOM-LINE IMPACT RESULTS SLOW THEM DOWN Helping a Doer to decide..

  34. What does DOER want from work? • Results, making a difference • Action, score keeping • Winning, power • Money & Promotion is a ‘right’ • Treated with dignity, be heard • Want leaders to back them and not play favourites or tolerate ‘butt kissers’ At their worst they can be divisive bullies.

  35. DOER as LEADER • Like to be ‘boss’ • Effective fighters against system • build & protect loyal teams • succeed in low-trust situations • support loyal incompetents • tough, demand openness

  36. DOER as CONSULTANT • Rarely become consultants • Need a |”cause” • Call a spade a spade • Defenders of standards, morals, rules • Competitiveness can build a business • Can be good coaches

  37. SELF-DEVELOPER an emerging type? • Work is a means to a self-fulfilling life • work is building a resume • want new learning, growth and development • want money to become independent • natural team players but want a unique role • want leaders to ‘lead’

  38. SELF-DEVELOPER as Leader • Don’t want to be the manager • want to be equals with other adults • not threatened by staff who know more • like meetings, teams and fun • not very caring, not judgmental, seen as self-serving, uncommitted

  39. PERSONALITY in TEAMS • How will each type deal with… • agendas • conflict • decisions • timetables • new information • new members • leadership

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