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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what makes someone likable?

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part I - what is your type? part II - understanding type differences part III - applications
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about preferences

which hand would you like to cut off?

Extraversion Sensing Thinking Judging

E/I

Clarity of Preference

Introversion
iNtuition

Feeling Perceiving
S/N T/F J/P
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Etraversion

(interactivity)

attitude

energized by the outside world of people and things

energized by the inner world of thoughts and ideas

Introversion

Etraversion

(interactivity)

attitude

feels pulled outward by external claims & conditions

feels pushed inward by external claims and intrusions

Introversion

If you dont know what an Extravert is thinking, you havent been listening. If you dont know what an Introvert is thinking, you havent asked.
Isabel Myers Briggs
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talking in a group
When with a group of people, how much talking do?

hardly any at all or a little less than most

quite a lot, most or almost all

E
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I vs. E
When it comes to expressing yourself do you

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

think out loud? use your hands and facial expressions a lot?

I vs. E I E I E
What are you like when you meet a group of new people? You stick with the people you've met before You spend the time thinking about the conversation 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? Cautious, thoughtful and loyal Inquisitive, independent and contained Lively, enthusiastic and energetic Expressive, talkative and friendly

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

iNtuition

perception
Sensing
(info gathering)
lives in the present, detailed sensory memory of the past lives toward the future, what could or might be

iNtuition

S vs. N S N S N
Which word describes you best? Realistic Efcient Imaginative Visionary Which set of words best describes you? Practical, thorough and stable Realistic, enthusiastic and spontaneous Inventive, imaginative and original Creative, dynamic and adventurous

Look at the picture. Write down what you see.

S vs. N
Which statement best describes what you wrote down?

S N

Is it a list of what's in the picture? A story about what's happening in the picture? Did you try to nd the hidden meaning in this picture? Did you write down lots of ideas inspired by the picture?

questioning an S/N
Sensing probes Intuition probes

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

tell me more. what else should I know? why do you say that? for example...? echoing their words
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judgement
Thinking
(decision making)
decides with the head decides with the heart

Feeling

judgement
Thinking
(decision making)
makes decisions based on objective analysis & logic makes decisions based on personal values & convictions

Feeling

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, youre missing a lot of good information.
Catherine Fitzgerald
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T vs. F
An argument breaks out among friends, what do you do?

T F T F

Face the dispute head on Try to nd an answer to the problem Try to meet everyone's needs Anything to avoid hurting people's feelings
You have to make a difcult decision, what is most important?

Arriving logically at the best choice Being as fair as possible Doing the right thing according to your own beliefs and values Getting the approval and agreement of others

T vs. F T F T F
Which set of words best describes you? Analytical, logical and objective Decisive, driven and energetic Caring, helpful and supportive Complex, thoughtful and sensitive A friend asks your opinion about someone shes dating that you dislike, what do you do? Be up front and honest about what you think Try to be tactful - but still be truthful about what you think Try not to hurt their feelings, changing the subject if necessary Avoid hurting their feelings, telling a "white lie" if necessary

orientation to outer world

Judging
(structure)
prefers the JUDGING function (thinking or feeling) prefers the PERCEIVING function (sensing or intuition)

Perceiving

orientation to outer world

Judging
(structure)
prefers a planned, orderly way of life with structure & schedules prefers a exible, spontaneous, way of life, without schedules

Perceiving

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

P
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J vs. P
I 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 Im there, or I rarely plan, just book and go with the ow

assembly required
Before starting, I check that all parts are there & that I have the tools Ill need, and I read the instructions all the way through

I open up the box and get started, Ill refer to the instructions if I get stuck

J vs. P J P
Which description ts you best? You are a perfectionist and can't leave anything unnished You need time, over-prepare and hate pressure You're scattered, forgetful and disorganized You put things off till the last minute and are often late

Extraversion Sensing Thinking Judging

E/I

Clarity of Preference

Introversion
iNtuition

Feeling Perceiving
S/N T/F J/P
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best-t type
sometimes difcult to determine having trouble? read descriptions no one can tell you your type! environment/upbringing use all functions prefer certain functions neutrality of types
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put them altogether... what do you get?

the 16 types

the 16 types

understanding type differences activities!

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
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while theyre gone...

describe...

while theyre gone...

observations?

S types

N types

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

business implications?

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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conict
IF IT EF ET

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

ISTJ ISTP ESTP ESTP ISFJ ISFP INFJ INTJ

INFP INTP

ESFP ENFP ENTP ESFP ENFP ENTP

the 16 types

applications

applications
sales management teamwork friendships marriage parenting (yes, kids have types!)
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sales
just the facts

ST NT

SF NF

personalized service

logical options

their vision
2

sales
J J
you client

may compete, ght, or close too quickly may not close when clients ready, add info that undecides

may seem pushy, decide for client, fail to listen may fail to close lose focus get sidetracked
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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
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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)
better to capitalize on strengths than force people to overcome their weaknesses!
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to watch out for

autonomy (work alone? on team?) reaction to authority project types (creative? execution?) team roles conict (F vs. T) deadlines & deliverables (J vs. P) approach to change (IS vs. EN) recognition/appreciation (NFs vs STs)
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recap
1. know your type! understand strengths & weaknesses 2. understand other types & possible areas of conict 3. apply to relationships, business & life

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