Managing Individual Differences

The MBTI

• Myers-Briggs Type Indicator

• Identifies 8 personality preferences: 4 pairs of opposites

– Extroversion (E)  Introversion (I)
– Intuition (N)  Sensing (S)
– Thinking (T)  Feeling (F)
– Judging (J)  Perceiving (P)

• The four preferences are your “type”

• Based on 4 different questions

 Where does your energy
come from?

• Extraversion (E)  sociable

Preference for drawing energy from
the outside world of people,
activities, and things

• Introversion (I)  shy

Preference for drawing energy from
one’s internal world of ideas,
emotions, and impressions
Extravert Approach
• Will often think things out by talking them through
• Enjoys meeting other people and often seeks social gatherings
• Enjoys a variety of tasks and activities
• Stimulated by unanticipated interruptions
• When speaking publicly will often talk impromptu
• Likely to contribute a lot at meetings
• Can be impulsive
Introvert Approach
• Prefers to think things out before speaking
• Does not have a high need to meet regularly with others
• Likes to concentrate on a few tasks at a time
• Dislikes unanticipated interruptions
• When speaking publicly will prepare in depth and speak to a
plan
• May be more quiet at meetings
• More likely to consider things before acting
Managerial Breakdown
How do you take in
information?
• Sensing (S)
– Preference for taking in
information through the five
senses and noticing what is
actual (data-driven, want
support)
• Intuition (N)
– Preference for taking in
information through a “sixth
sense” and noting what
might be (theory-driven,
want the point)
Sensing Approach
• Prefers practical • Will test established
problems facts
• Prefers systems and • Pays attention to facts
methods
and detail
• Likes to work with
tested ideas • Wants to see detailed
• Likes to work with real parts
things
• Patient with routine &
detail
Intuitive Approach
• Enjoys ambiguous • May get facts wrong
problems
• Has creative vision
• Gets bored with routine and insight
problems
• Regularly floats new • Follows inspirations
ideas • Searches for the new;
• Sees possibilities and innovation
implications • Likes complexity and
• Frequently jumps searches for creative
beyond the facts approaches
Managerial Breakdown
How do you make
decisions?
• Thinking (T)
– Preference for organizing
and structuring
information to decide in a
logical, objective way
(rational, cold-hard facts)
• Feeling (F)
– Preference for organizing
and structuring
information to decide in a
personal, values-oriented
way (how will people
react?)
Thinking Approach
• Tries to establish
objective decision criteria
• Measures decisions
against payoffs
• Can be seen as detached
and cold
• Believes in deciding
according to situation
• Is likely to be flexible
depending on situation
• Negotiates on the
evidence
• Has concern for
fairness based on the
rules
• Likes analysis and
clarity
• Sets objectives and
beliefs follow
• Task orientated
Feeling Approach
• Has personal subjective • Negotiates on rights
decision criteria
and wrongs of the
• Measures decisions
against beliefs issues
• Can be seen as • Believes fairness
overcommitted to a point relates to values and
of view beliefs
• Believes in deciding on
personal considerations • Likes harmony based
• Is likely to be nostalgic, on common values
holding to traditional • Objectives emerge from
ways beliefs
• Principles orientated
Gender Breakdown

No Differences For Jr. & Sr. Managers

But a Majority of Managers are Thinkers
What is your preferred
lifestyle?
• Judging (J)
– Preference for living a
planned and organized
life (like structure, lists)
• Perceiving (P)
– Preference for living a
spontaneous and
flexible life (like loose
system, flexibility)
Judging Approach
• Likes clarity and order
• Concerned with resolving
matters
• Dislikes ambiguity
• Very orderly
• May rush to quick decisions
• Can be somewhat inflexible
once judgment is made
• Concerned to work to a
plan
• Emphasizes decision
making over information
getting
• Concerned with
implementation
• Likes to get things
resolved and operating
 Perceptive Approach
• Enjoys searching and finding
• May procrastinate in search
of even better information
• Can tolerate ambiguity
• Tends not to be organized
• Takes in lots of data—
maybe too much
• Open minded and curious
• Works according to the
requirements of the data
• Emphasis on diagnosing
over concluding and
resolving
• Concerned with
knowledge
• Likes to find out as much
as possible before action
Managerial Breakdown
Reading Suggestions