Executive Coaching & MBTI

Presented by Mike R. Jay, MBC

Mike is the founder of www.b-coach.com
“Developing World-Class Business Coaches!”

877.901.COACH
 REMEMBER
Performance = f(person + situation)

IMPORTANT!
All Types are valuable and NECESSARY

STOP Trying to predict and listen!

 Things you need to know!
• Answers were based on where you were
• Your own assessment is more important
• Reported type can be different then true
type
• You may have different ideas of preferences
at home and work
• Creating awareness is first step
 Type & Trait
• Most people confuse them
• Type is sorted
• Trait is measured!
• You can’t have a high T or a extreme J
• Type is about preference
• Trait is about behavior
• OCEAN confuses things!
 Hysterical History
• Only the good die Jung?
• People still don’t know what the hell he said
• Myers-Briggs starting typing the military?
• Most widely used (misunderstood)
• Added fourth dichotomy
• Looking for predictive instruments?
 Four Dichotomies
• Extraversion – Introversion
• Sensing – (I)Ntuition
• Thinking – Feeling
• Judging – Perceiving

Scores indicate clarity NOT degree!

 FOUR PREFERENCE SCALES

The four scales are:

• Energizing - How a person is energized

• Perceiving – How person takes in information
• Deciding - How a person decides
• Living - Lifestyle a person prefers
 1. Energizing - How a person is energized:

Extroversion (E)
• Preference for drawing energy from the outside world
of people, activities or things.
Introversion (I)
• Preference for drawing energy from one's internal
world of ideas, emotions, or impressions.
• [Note: In a deeper sense, energizing is only one facet of this scale --
it's really a measure of a person's whole orientation towards either the
inner world (I) or the external world (E).]
 2. Perceiving* - What a person pays attention to:

Sensing (S)
• Preference for using the senses to notice what is
real.
Intuition (N)
• Preference for using the imagination to
envision what is possible - to look beyond the
five senses. Jung calls this "unconscious
perceiving".
*[Note: How a person attends to information]
 3. Deciding - How a person decides:

Thinking (T)
• Preference for organizing and structuring
information to decide in a logical, objective
way.
Feeling (F)
• Preference for organizing and structuring
information to decide in a personal, value-
oriented way.
[Feeling does not mean emotion!]
 4. Living - Life style a person prefers:

Judgement (J)
• Preference for living a planned and organized
life.
Perception (P)
• Preference for living a spontaneous and flexible
life.

[Note: An alternative definition of this scale is "Closure - whether or not a

person prefers an open-ended lifestyle."]
 1300 Community College students

• This is validated type, not tested

type. Rounded off.
• ENFJ 3%, ENFP 10%, ENTJ 2%, ENTP 5%,
ESFJ 10%, ESFP 9%, ESTJ 7%, ESTP 6%,
• INFJ 2%, INFP 6% INTJ 1%, INTP 3%, ISFJ
11%, ISFP 8%, ISTJ 10%, ISTP 5%.

(adds up to 98%)
 Percentages in CCL Programs
ISTJ = 18.2 ISFJ = 3.1 INFJ = 1.7 INTJ = 10.5

ISTP = 3.5 ISFP = 1.1 INFP = 2.5 INTP = 6.9

ESTP = 3.4 ESFP = 1.2 ENFP = 1.2 ENTP = 8.0

ESTJ = 16.0 ESFJ = 3.2 ENFJ = 3.0 ENTJ = 13.1

TJ = 57.8, TP = 21.8, FJ = 11, FP = 9.3 [T=79.6] [J=68.9]

 And the Survey said…
• Once statistics are gathered, it is possible to test the
original Myers-Briggs theory that these four preference
scales are orthogonal (independent) of one another. Some
studies indicate they are indeed orthogonal, while other
studies seem to indicate that they are orthogonal with the
exception of some observed minor correlation between the
S-N and the J-P scales.
• There is also a small gender shift in the T-F scale, with
approximately 60% of all females being 'F', and 60% of the
males being 'T'.
 E-I PREFERRED VOCABULARY

Extroversion, E Introversion, I
================
================ sociability
territoriality
breadth depth
external internal
extensive intensive
interaction concentration
expenditure of energy conservation of energy
interest in external events interest in internal
reaction multiplicity of relationships limited
relationships
 S-I PREFERRED VOCABULARY
Sensing, S Intuition, N
================
================
experience hunches
past future
realistic speculative
perspiration inspiration
actual possible
down-to-earth head-in-clouds
utility fantasy
fact fiction
practicality ingenuity
sensible imaginative
 T-F PREFERRED VOCABULARY
Thinking, T Feeling, F
=============== ===============
objective subjective
principles values
policy social values
laws extenuating
circumstances
criterion intimacy
firmness persuasion
impersonal personal
justice humane
categories harmony
standards good or bad
critique appreciate
analysis sympathy
allocation devotion
 J-P PREFERRED VOCABULARY
Judgment, J Perception, P
================
================
settled pending
decided gather more data
fixed flexible
plan ahead adapt as you go
run one's life let life happen
closure open options
decision-making treasure hunting
planned open ended
completed emergent
decisive tentative
wrap it up something will turn up
urgency there's plenty of time
deadline! what deadline?
get show on the road let's wait and see...
THE SIXTEEN PERSONALITY TYPES

• The two preferences for each of the four

independent scales give 16 unique combinations
(2x2x2x2), each combination being designated a
personality type. The commonly accepted order
for describing each combination is given as:
Energizing E ---- I Attitude
Attending S ---- N Perception
Deciding T ---- F Judgment
Living J ---- P Orientation
 EN’s
ENFJ "Pedagogue". Outstanding leader of groups. Can be
aggressive at "helping others to be the best that they can
be". 5% of the total population.
ENFP "Journalist". Uncanny sense of the motivations of
others. Life is an exciting drama; emotionally warm;
empathic. 5% of the total population.
ENTJ "Field Marshall". The basic driving force and need is
to lead. Tends to seek a position of responsibility and
enjoys being an executive. 5% of the total population.
ENTP "Inventor". Enthusiastic interest in everything and
always sensitive to possibilities. Non-conformist and
innovative. 5% of the total population.
 ES’s
ESFJ "Seller". Most sociable of all types. Nurturer of
harmony. Outstanding host or hostesses. 13% of the total
population.
ESFP "Entertainer". Radiates attractive warmth and
optimism. Smooth, witty, charming, clever. Fun to be with.
Very generous. 13% of the total population.
ESTJ "Administrator". Much in touch with the external
environment. Very responsible. Pillar of strength. 13% of
the total population.
ESTP "Promoter". Action! When present, things begin to
happen. Fiercely competitive. Entrepreneur. Often uses
shock effect to get attention. Negotiator par excellence.
13% of the total population.
 IN’s
INFJ "Author". Motivated and fulfilled by helping others.
Complex personality. 1% of the total population.
INFP "Questor". High capacity for caring. Calm and
pleasant face to the world. High sense of honor derived
from internal values. 1% of the total population.
INTJ "Scientist". Most self-confident and pragmatic of all
the types. Decisions come very easily. A builder of
systems and the applier of theoretical models. 1% of the
total population.
INTP "Architect". Greatest precision in thought and
language. Can readily discern contradictions and
inconsistencies. The world exists primarily to be
understood. 1% of the total population.
 IS’s
ISFJ "Conservator". Desires to be of service and to minister
to individual needs - very loyal. 6% of the total population.
ISFP "Artist". Interested in the fine arts. Expression
primarily through action or art form. The senses are keener
than in other types. 5% of the total population.
ISTJ "Trustee". Decisiveness in practical affairs. Guardian of
time- honored institutions. Dependable. 6% of the total
population.
ISTP "Artisan". Impulsive action. Life should be of impulse
rather than of purpose. Action is an end to itself. Fearless,
craves excitement, master of tools. 5% of the total
population.
 THE FOUR KEIRSEY-BATES TEMPERAMENTS
• There are other systems that have been developed to model human
personality. The most well-known and oft-used ones are those that
divide human personality into four major groups or temperaments.
Hippocrates in ancient Greece described the first four temperament
system, also known as the "Four Humors": Sanguine, Melancholic,
Choleric, and Phlegmatic.
• More recently, Keirsey and Bates took the sixteen personality types
and categorized them into four recognizable temperaments based on
certain combinations of three of the four scales: SJ, SP, NT, and NF.
In addition, they named each temperament after the Greek
mythological figure who best exemplifies the world-view attributes of
that temperament:
NF Apollo ("Reach for the Sky").
NT Prometheus ("Foresight")
SJ Epimetheus ("Hindsight")
SP Dionysius ("Let's Drink Wine")
 NF: SPIRIT/ETHICS (Apollo)
Key Focus/Emotional Need: Search for Self, and/or Peace
and Harmony
Beliefs/behaviors
• "How do I become the person I really am?"
• Value relationships
• Harmony with others - can be very amiable
• Desire to inspire and persuade
• Need to live a life of significance
• Search for unique identity
• Tend to focus on the good in others
• Especially abhors "evil", which is anything that violates cherished
values
• Management Style: Catalyst, Spokesperson, Energizer
• Spiritual Style: St. Augustine
 NT: SCIENCE/THEORETICAL (Prometheus)
Key Focus/Emotional Need: Competence, Knowledge, and/or To
Lead and Control
Beliefs/behaviors
• Tries to understand "whys" of the universe (especially if a 'P')
• Very demanding of selves and others
• Goal setter
• A driver (especially if a 'J')
• "Should have known" and "Should have done better" (especially
'P')**
• Cooly objective; straightforward and logical in dealing with others
• Reluctance to state obvious; little redundancy in communications
• Work is for improvement, perfection, proof of skills
• Love of knowledge
• Management Style: Visionary, Architect of Systems, Builder
• Spiritual Style: St. Thomas Aquinas
SJ: DUTY/COMMERCE/ECONOMIC (Epimetheus)
Key Focus/Emotional Need: Responsibility, Tradition
and/or To Maintain Order
Beliefs/behaviors
• Conserves heritage and tradition, or establishes new ones
• Very attentive to details
• Belief in hierarchy: subordination and superordination
• Rules: compelled to be bound and obligated
• My duty is to serve, give, care, save, share
• "Shoulds" & "oughts"; "be prepared" (see footnote below)**
• Fosters and creates social units: clubs, church groups
• Management Style: Traditionalist, Stabilizer, Consolidator
• Spiritual Style: St. Ignatius
 SP: JOY/ARTISTRY/AESTHETIC (Dionysus)
Key Focus/Emotional Need: Freedom, Independence,
Spontaneity and/or To Have Fun
Beliefs/behaviors
• Impulsive
• Can be very expressive (esp. if an 'E')
• To do what I want, when I want
• Action to fulfill my current needs, impulses, not as
investment for longer term need
• Works dramatically and quickly in crisis
• Hungers for action without constraints
• Tremendous stamina
• Management Style: Troubleshooter, Negotiator, Fire
Fighter
• Spiritual Style: St. Francis of Assisi
 REMEMBER
Performance = f(person + situation)

IMPORTANT!
All Types are valuable and NECESSARY
STOP Trying to predict and listen!
 Type Dynamics!
• Highest leverage for a coach!
• Difficult to get, easy to use.
• Use the Orientation and Attitude
• Hierarchy of use
• Most Conscious wins!
• Dominant explains great deal of behavior?
 Type this!
• ISTJ : Dominant = __________
• ENTP: Dominant = __________
• INFP: Dominant = __________
• ESTJ: Dominant = __________

Your Type_______ Dominant = _____

 Coaching Consciousness
• “A major issue that is getting practically no attention in the
management literature is the reality in many cases the chief
executive officer does not have the conceptual capacity to grasp
the degree of complexity that he or she must now confront. In
short, they simply do not know what they are really up against
and what is happening to them and to their organizations, let
alone knowing what to do about it. They simply can’t absorb the
range of information they should and organize it from multiple
sources and focus it on the organizations’ problems in a way
that would both become vision and strategy.”

Harry Levinson, Why the Behemoths Fell,

American Psychologist, May 1994
 Using Type in Executive Coaching
• Know your typology or don’t use it!
• Development concerns type
• Awareness of type takes time
• Noticing type of others can help
• People misuse type horribly!
• Don’t toss around jargon, keep it to yourself
• BE CAREFUL with type
 Introvert
• You seldom meet the general!
• Deal through the lieutenant
• WYSINWYG!
• Uses energy (extraverts steal it!)
 Coaching the Introvert
• Closed System of principles—in the box (S
or J)
• Private–difficult to draw out assumptions
• Contained
• Building Trust over time (skepticism)
• Focusing on one thing at a time (N/S)
– Need to process, uses energy-internal Processor
• External Conclusions Only
 The big modifier--Extraversion
• Why is extraversion so important?
– Defines the dominant function
– Dictates internal energy use—give/get
– Dictates internal attitudes
– Dictates closed or open system
– Dictates WYSIWYG
– Dictates processing orientation
 Coaching the Extravert
• Open – permeable—easy to draw out
• Trusting
• Thinking out loud – don’t confuse with
conclusions--External Processing
• Don’t know what they think until they
speak it or talk about it
• Confrontive, debating style
 Using Type Dynamics in Coaching
• Analyze impact of function, e.g. E – I
• Explore emphasis of J or P
• Examine orientation to outer world
• Contrast dynamics with colleagues
• Explore impact of teritiary/inferior functions
• Create opportunity to discuss inferior
• Discuss emergence of non-preferred functions
• Analyze environments for demand/support
 REMEMBER
Performance = f(person + situation)

IMPORTANT!
All Types are valuable and NECESSARY

STOP Trying to predict and listen!

 @ the edge-Type &
Development
• Type @ various stages of development
• Cognition & affection occur simultaneously
• Type & subject/object relationships
• Subject=organizing principle of experience
• Object=the contents of an experience
• Blind spots represent our subject experience
• Coaches help people “change” their S-O
Mike Jay, MBA (ENTP) is a practicing master business coach writing
and coaching on business issues relevant to "generati"--generative
ideas, people, business and organizations.
mbticoach@leadwise.com

These and more opportunities at www.1coachplus.com

He is the author of COACH2 The Bottom Line: An Executive Guide to

coaching performance, change and transformation in organizations.
http://www.coach2-the-bottom-line.com

Mike is the founder of www.b-coach.com

“Developing World-Class Business Coaches!”

877.901.COACH