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The Art of Speed Reading People - How To Size People Up and Speak Their Language PDF
The Art of Speed Reading People - How To Size People Up and Speak Their Language PDF
Mantesh
BUSINESS I SELF-HELP
Wouldn't it be great to have x-ray vision into identify key personality characteristics and how
other people's personalities-to know what they you can use this knowledge to communicate more
are thinking, what they care deeply about, their effectively and achieve faster results. Filled with
likes and dislikes? With x-ray vision you'd know real-life examples and easy-to-follow directions,
how best to approach people, how to pique their their book draws on the same scientifically vali
Make small talk? Cut to the chase? The right different personality types
approach can spell the difference between get
Whether your goal is dealing more successfully
ting what you want from people and getting your
with coworkers or employees, friends or family
signals crossed.
members, prospective customers or clients, The Art
In The Art of SpeedReading People , Paul D. Tieger of SpeedReading People offers you a powerful advan
and Barbara Barron-Tieger show how easy it is to tage in communicating with all types of people.
j
over the past fifteen years. T hey live in West Hartford, ConncLiicm.
516 5
ISBN 0-316-84518-3
1J
Cover design by Jon Valk
Cover art by Merle Nacht
Author photograph by Robert Benson
780 , 845182
Visit the web site at http://www.personalitytype.com
Printed in the U.S.A
�9
Mantesh
The Art of
SpeedReading People
�I
Mantesh
Other Books by the Authors
Nurture by Nature
The Art of
SpeedReading People
T
H O W TO SIZE PE O PLE UP
PAUL D. TlEGER
BARBARA BARRON- TI EGER
Mantesh
l Copyright © 1998 by Paul D. Tieger and Barbara Barron-Tieger
All rights reserved. No part of this book may be reproduced in any form or by
any electronic or mechanical means, including information storage and retrieval
systems, without permission in writing from the publisher, except by a reviewer
who may quote brief passages in a review.
Tieger, Paul D.
The art of speedreadmg people: how to size people up and speak theIr language'
by Paul D. Tieger and Barbara Barron-Tieger.
p. cm.
ISBN 0-316-84525-6 (hc) 0-316-84518-3 (ph)
I. Interpersonal communication. Z. Behavioral assessment. 3. Myers-Briggs Type Indicator.
I. Barron-lieger, Barbara. II. Title.
BF637.C45T54 1998
1 58.Z-dCZ I 98-2364
10 9 8 76 5 4
Q-FF
Mantesh
To Danny and Kelly-two of the best SpeedReaders we know
l
I C ON T E N T S
SpeedReaching People:
PART ONE How to Communicate with All Types 139
Mantesh
Acknowledgments This book is the culmination of fifteen years of
studying and applying Personality Type in a va'
riety of exciting and challenging ways. During
that time we have been very fortunate to study
with and learn from some of the world's fore'
most authorities on Type, including Mary Mc,
Caulley, Gordon lawrence, and Naomi Quenk.
We are especially indebted to Terry Duniho,
whose generosity in sharing his knowledge with
us has been particularly instrumental in helping
us develop the SpeedReading system.
We also wish to thank the many attorneys
and their clients whom we served in our capac,
ity as trial consultants, for their faith and trust
and for the opportunity to apply our SpeedRead,
ing skills to assist them in their search for justice.
We also appreciate the competence and profes,
sionalism of our associates Carolyn Koch and
Brigid Donohue in applying their considerable
talents on our behalf.
We thank our editor, Geoffrey Kloske, for his
responsiveness, many good suggestions, and es,
pecially for his patience in dealing with such
"involved" authors. And, once again, we are
grateful to our literary agent and good friend,
Kit Ward, for her continuous faith, support, en'
couragement, and, of course, sound advice.
In researching this book we called upon many
of our friends in the Type community, including
Gerry Macdaid and Jamie Delong of CAPT, and
Beatrice Kallungal of Type Resources. For their
responsiveness, expertise, and generosity, we are
most grateful.
T H E ART OF S P E E DREAD I N G P E O P L E
b
,
PART ON E
l
!INTRODUCTION
Please Read This First THE NEXT BEST THING TO
"X-RAY VISION"
his company.
But unlike Rob. Stephanie had quickly pegged
George for the thoughtful. methodical, organized.
practical. and logical person he is - someone who
is most impressed by data, facts. and demonstrated
past experience. And most important, she realized
that his natural personality style was very different
from hers. Understanding George's personality type
and his preferred way of communicating. Stephanie
realized that he would naturally want to think about
4 T H E ART OF S P EEDREAD I N G P E O PL E
something before discussing it. would want to know can provide you with the next best thing-the
all the relevant facts and details, the specific advan art of SpeedReading People™-a scientifically
tages, and, if convinced, would be most heavily influ validated system that allows you to gain invalu
enced by the bottom line. She also "knew" that he able insights into others by observing a variety
was a person who scheduled his time judiciously and of clues relating to their appearance, vocabulary,
wouldn't appreciate her dropping in unannounced. body language, occupation, education, and inter
So Stephanie took a different approach. She drafted ests. This unique system of decoding personalities
a short letter to George highlighting the practical will give you a powerful advantage in communi
benefits of her company's products, including infor cating more successfully with all types of people.
mation about its long-term track record. She fol One of the most important skills that any of us
lowed up by scheduling a meeting to answer any can possess is the ability to understand what moti
of his questions or address any possible concerns. vates people and influences their behavior. This is
Stephanie's approach paid off and won her the just as true for you and me when trying to con
account - a major coup for her and her company. vince our bosses we're entitled to a raise as it is for
Although both Stephanie and Rob's products and a secretary of state negotiating a complex and del
companies were similar, Stephanie was the more icate peace treaty.
effective salesperson because she had learned what As we all know, people are different. What mo
George was all about, how he made decisions. pre tivates one person often has no effect on another.
ferred to communicate, and how to speak his lan The key to reaching others, whether to make our
guage. But how did Stephanie know all this about selves understood or to influence their decisions,
George? After all, they'd only just met briefly, days lies in understanding their motivations and being
before. What really gave Stephanie the advantage able to respond to their needs. All of us can en
over Rob? It was as if Stephanie had x-ray vision hance our natural ability to pick up these some
into George's mind. times very subtle signals.
While each person is certainly unique, per
Wouldn't it be great to have x-ray vision into sonality differences are not random. Human char
people's personalities? To be able to look at people acteristics are identifiable, and often predictable.
and instantly know what they are thinking, what This book is based upon a powerful and well
they care deeply about, their likes and dislikes? If respected model of psychology called Personality
we did have x-ray vision, then we'd know how Typing, which has been used in business, educa
best to approach them, how to pique their interest tion, and counseling for over twenty years. The
in our ideas, resolve a conflict, strike a bargain, or art of SpeedReading People represents a genuine
simply help them feel more at ease relating to us. breakthrough in interpersonal communications,
While no one can really give you x-ray vision, we for it harnesses the power of Personality Type,
PLEASE READ THIS FIRST
enabling people to quickly and accurately identify adversaries' strengths and weaknesses, and com
key personality traits in others and communicate municating better with judges and jurors. And if
with them in the most effective manner. you are a doctor, nurse, therapist, or other health
care provider, you will learn how to make your
patients feel more comfortable, and enable them
DO I NEED THIS BOOK? . . . to share vital information more freely, so you can
WHAT WILL I GET OUT OF IT? better help them.
Perhaps you seek to understand and communi
This book will be of enormous benefit to anyone cate better with the important people in your life.
who enjoys dealing with others or who needs to. If so, SpeedReading People will provide a wellspring
For some readers, the primary motivation for learn of insights that might otherwise never have come
ing the art of SpeedReading People is to become to you, or may have taken years to acquire. We
more effective in their work. If you are in sales or know from years and years of experience that,
service, you already know that different customers as a result of this new understanding, many men
and clients need to be handled in different ways. and women will feel they finally understand their
This book will help. you instantly identify the pre spouse, sometimes, for the first time! Others will
ferred communication style of each customer, and learn how their natural differences cause pre
show you how to talk to them in the way that is dictable conflict, but that they can also be a source
more likely to get them to say yes to your pitch or of great joy and help both partners to grow and
request, or know just what to say to make them feel develop in ways they never could if they were more
confident about your company. similar. And parents and children will find Speed
If you are a manager or executive seeking better Reading a remarkable tool for understanding each
ways to motivate your employees or promote more other in new and exciting ways by resolving con
productive work teams, you will learn how to iden flicts and communicating more effectively. Finally,
tify the natural strengths of your employees and this book will give thoughtful adults searching for
learn how to encourage them to make the best use life partners a better sense of themselves and their
of their gifts. If you are a teacher or trainer, you needs, so they might find a truly compatible mate.
will discover which teaching styles work best with
different types of learners and how to deliver in
formation in the way they can best process and HOW TO GET THE MOST
respond successfully to. If you are an attorney, FROM THIS BOOK
SpeedReading will help you in all your interper
sonal interactions-including dealing with diffi Reading The Art of SpeedReading People will be un
cult colleagues, keeping clients happy, assessing like reading most other books for several reasons.
L
THE ART OF S P E E D R E A D I N G P E O P L E
In fact, we encourage you to think of The Art of strength, superior intellect, or natural charisma
SpeedReading People as more of a life course, instead to manipulate others. We wish to be very clear
of merely a book of information. And like any life about our intention in writing this book: it is not
course, this book will likely have a profound effect designed to help people hurt or take advantage
on you. and. quite possibly, will change the way you of others. It is designed to help people better
look at and relate to people . . . forever! Admit� understand themselves and others, so they can
tedly, these are heady claims, but our prediction communicate more successfully. Ultimately, in
is based on having taught Type to thousands of deciding to share what we've learned, we believe
people from all walks of life over a period of fifteen the benefits to be gained by the many far out,
years. Be prepared to experience more "Aha's" weigh the possible harm that may be inflicted
than you have in a long time. Insights will come by the few. With better communication come
fast and furiously! increased understanding, tolerance, and even
peace. We strive for those goals.
Throughout the book we have tried to antici Career for You Through the Secrets of Personality
pate any questions you may have, and address them Type , pioneered the use of Personality Type to help
as they arise in the text. You will also find lots of people find truly satisfying work and conduct the
real-life examples, bulleted lists, helpful charts, most successful job searches possible. Our second
and graphic illustrations - all designed to make book, Nurture by Nature: Understand Your Child's
The Art of SpeedReading People an enjoyable, as Personality Type -And Become a Better Parent,
well as valuable, learning experience. helps parents more fully understand their children
and provides effective strategies for parenting chil
dren who are very different from each other and
from their parents.
ABOUT THE AUTHORS As an organizational consultant, Barbara has
consulted with dozens of businesses, hospitals, and
The authors, Paul D. Tieger and Barbara Barron school systems, and has trained thousands of man
Tieger, are partners in Communication Consul agers, counselors, teachers, and others in a variety
tants, LLC. Over the past fifteen years we have of uses of Type. In his work as a jury consultant,
become recognized nationally as experts in the ap Paul pioneered the use of Personality Type as a
plication of Personality Type with the publication tool to help lawyers uncover biases in potential j u
of two previous groundbreaking bestsellers. Our rors, and develop communication strategies that
first book, Do What You Are: Discover the Perfect would effectively persuade seated jutors.
L
I CHAPTER ONE
Personality Type: that some people are much more alike than others.
And behavior that may seem random is, in fact,
Why We Do the Things We Do quite understandable and often even predictable,
once you understand that person's inborn, natural
personality, or genetic blueprint, if you will, which
describes basic psychological characteristics. And
one's personality is by far the best and most reli
able predictor of behavior.
There are a whole host of factors that influ
ence behavior: genes, upbringing, innate talents
and abilities, cultural background, time period,
and location, as well as the specifics of a particular
situation. Human beings have a huge repertoire of
behaviors. We all act differently during a job in
terview than we do at a rock concert. We behave
differently when socializing with our families than
we do with our closest friends. That's because
the situation calls for different behavior. But that
doesn't mean our personality changes with each
new situation we encounter. To the contrary, as
human beings we approach most situations with a
set of automatic responses, acting in ways in which
we are most comfortable. Evidence of this abounds
and is easily seen when we consider that most
people's personalities are quite consistent. For ex
ample, let's say you have a friend, Ed, whom every
one describes as responsible and hardworking and
whose demeanor is almost always pretty serious.
He may occasionally lighten up and deviate from
that style-for example, at his brother's wedding
reception, when he was dancing in a conga line.
L
10 THE ART OF SPEED READING PEOPLE
But for the most part, he acts true to his conserva Before you begin an introduction to Personality
tive character because that's who he is. In fact, if he Type, it might be helpful for you to know a bit
were serious and careful one day, and the next he about its history. The basic ideas behind Type are
was turning back flips in the office, you'd probably not new. In fact, they were first written about by
have good reason to worry something might be Swiss psychologist Carl Jung more than seventy
wrong with him! Perhaps you have another friend, years ago. But it was two American women,
relative, or coworker who is very different from Katharine Briggs and her daughter, Isabel Myers,
the fellow just described. She is, instead, perpetu who were really responsible for building on, in
ally lighthearted, loves to laugh and enjoy herself, cluding developing the fourth type dimension, and
and almost seems immune to the everyday pres making these ideas useful in practical ways to so
sures and worries that plague most of us. It is many people. * One of IS:;lbel's major contributions
unlikely that she is merely acting that way. She to our understanding of human behavior was the
probably is more naturally carefree and easygoing development of a psychological instrument that
than serious, steady Ed. And while, undoubtedly, reliably identifies sixteen distinctly different types.
some of every person's behavior is learned - from She named this the Myers-Briggs Type Indicator
parents, siblings, and teachers - a greater portion (MBTI)®, and over the past several years, millions
of it is the natural manifestation of his or her in of people around the world have been introduced
born personality. to the benefits of knowing about Personality Type
While there are many different models of behav through the MBTI t. It is routinely used in business
ior - a fancy phrase for saying ways of understand to help managers motivate employees, develop
ing people - we have found Personality Type to be more-productive work teams, and enhance com
the most insightful and useful. One reason is that it munication. It is also heavily used by counselors
so accurately identifies key characteristics of per and therapists to help individuals, couples, and
sonality that are present in all people. Personality families understand and communicate better with
Type is also useful because it describes behavior each other. Hundreds of thousands of people have
in positive, nonjudgmental terms. This is not an found Personality Type invaluable in helping them
approach that says it is better to be one way or make satisfying career choices. And these are only
another, nor that it is better to be one type than some of its many applications!
another. But it helps us to recognize, and very
clearly identify, our natural strengths and potential
weaknesses. And by allowing us to understand the *If you would like to learn more about these remarkable women,
we suggest you read Katharine and Isabel. by Frances Saunders.
ways we are alike and different, it helps us not only tThe Myers-Briggs Type Indicator and MBTI are registered
trademarks of Consulting Psychologists Press. People interested in
to value our differences, but to celebrate them
taking the MBTI should contact CPP. Their address and phone
as well. number are listed on page 194.
THE PRINCI PLES OF P E R S O N A LI TY TYPE: WHY WE DO THE THI N G S WE DO II
T H E BIG PICTURE: A N OVERVIEW has an inborn, natural preference for one side or
OF PERS O N ALITY TYPE the other on each of these dimensions.
Some people resist the notion that they have to
There are four components, or "dimensions," that fall on one side or the other, insisting that they
make up a personality type. They are: how people are able to use either side, depending on the situa,
are energized, what kind of information they natu' tion. And while it is true that all of us use both
rally notice and remember, how they make deci, sides of each dimension hundreds of times a day,
sions, and how they like to organize the world we do not use them with equal frequency, energy,
around them. As you can see, each of these dimen, or success. A simple exercise will help you under,
sions deals with an important aspect of life, which stand this concept. First, find a pen or pencil and a
is why Type provides such accurate insights into piece of paper-any scrap will do-you can even
our own, and others' , behavior. It helps to pic, use the margin of this book. Now simply write
ture each of these four dimensions as a scale - a your signature. How did that feel? ... Pretty easy,
continuum between two opposite extremes -like we would guess. Okay, now write your signature
this: again, only this time with your pen or pencil in
your opposite hand! How did that feel? If you're
like most people, you would use words like "awk,
How People Are Energized ward," "difficult," "uncomfortable," and "unnat,
(E) Extraversion - ... Introversion (I) ural" to describe the second experience. Also, it
probably took more time and energy, and the prod,
uct wasn't nearly as good.
The Kind of Information
When you are using your preferred side on any
We Nat urally Pay Attention To
of the four type dimensions -like using your pre,
(5) Sensing ... . Intuition (N)
ferred hand - you are doing what comes naturally.
And when you are required to use the opposite
Ho w We Make Decisions
side, it takes a lot of extra work and you're not as
(T) Thinking ... Feeling (F)
good at it; hence, the experience is usually not as
satisfying.
Ho w We Uke to Organi ze Our World You might ask: "Isn't it possible to be both, say,
(J) Judging ... Perceiving (P) an Introvert and an Extravert?" The answer is no.
But just as we can and do use our less preferred
hand, we also use our other side on each type di,
You will notice there is a midpoint in the center mension, at times. Another way to think of it is
of each scale. This is important because everyone that everyone is primarily one way or the other,
-
12 T H E ART OF S P E EDREA D I N G P E O PLE
but not exclusively that way. Those of us who have they have their own genes, parents, and life expe
been studying and using Type for dozens of years riences, people of the same type share a remark
have little doubt that every person really does able amount in common.
have a natural, inborn preference for one side over Over the years, it has been pointed out that the
the other, although in some people it is quite language used to describe type preferences can
strong and apparent, while in others it is less sometimes create an unwanted distraction, be
strong and may be harder to identify. cause most of us have heard words like "Extravert"
Because there are four type dimensions, and and "Introvert" and associate them with a mean
each person has one preference per dimension, ing that is not the same when they are used to re
there are sixteen different possible type combina fer to Personality Type. For example, many people
tions. A personality type is really a four-letter code think of Introverts as being shy and withdrawn,
that reflects a person's preferences on each of the and Extraverts as gregarious and talkative. This
four dimensions. For example, a person can be an description is neither adequate, since there is so
ISTP (Introverted, Sensing, Thinking, Perceiv much more to this dimension than just the amount
ing) type, or an ENFJ (Extraverted, Intuitive, Feel of social interaction people desire, nor accurate,
ing, Judging) type, or one of fourteen other type since there are some very shy Extraverts and some
combinations. very outgoing Introverts. These distinctions will
It is helpful to spend a few moments talking be clarified when we discuss each type preference
about some of the language used to describe Type. in depth, in the following section. But for the time
For example, when we refer to a preference, we're being, try to let go, as best you can, of any precon'
not talking about a conscious choice, but rather ceived notions you may have as to the meanings
an inborn tendency. We can't choose to be an of these words.
Extravert, for example, any more than we can
choose to be born right-handed or have blue eyes.
Nor can we change any of our type preferences. FIGURING OUT YOUR
We are born with a type and we remain that type TYPE PREFERENCES
our whole lives. While some people don't particu
larly like this idea, it is not bad news. For as we "To know others, you must first know yourself."
said before, it is not better or worse to have one This old expression is particularly true with regard
preference over another. Nor is any one type better to learning about Type. Therefore, your first ob
or worse, smarter or duller than another. Rather, jective is to understand the Type concepts well
each type has natural strengths and potential enough to be able to accurately identify your own
weaknesses, due to its tendencies and inclinations. type. Look at reading this book as a series of learn
And although every individual is unique, because ing adventures. And while it is important for you
THE PRINCIPLES OF P E R S O N A LITY TYPE: WHY WE DO THE THINGS WE DO I]
to get the fundamentals down. like millions of helpful questions to determine whether you are an
others you'll find reading, thinking about, and dis� Introvert or an Extravert are:
cussing Type with others to be interesting and fun.
In a moment you will begin to read about the What energizes me most -Interacting with
four type dimensions, in an effort to determine other people
which preferences fit you best. To help you decide, or
we've posed several questions that reflect the dif� being by myself?
ferences between opposite sides. Most of what you
read about your preference will ring true for you, Where do I like to focus my energy-in the
but in order to clearly make the distinctions, the outer world of people and things
preferences are presented as generalities, which or
really represent extremes. Try not to focus on any in the inner world of ideas and thoughts?
one specific example of each preference, but rather
on a pattern of behavior that is more consistently Extraverts are "other centered." By this we mean
like you than its opposite. Even if one example they both get energy from and focus their energy
sounds just like you, see how all the others fit be� toward people and things outside of themselves.
fore making up your mind. Think of Extraverts as possessing a sort of radar
that they tum outward to constantly scan their
environment. The more blips on the screen
THE FOUR TYPE DIMENSIONS (the more interactions), the more energized they
become. But Introverts are really more "self�
Extravert or Introvert: centered." This does not mean they are selfish;
·
The "Inner World" or rather they are more self�contained and self�
the "Outer World"? reliant. Introverts tune their radar to an internal
frequency because they are more interested in ap�
The first type dimension is concerned with the plying their own perceptions and experience to a
two different ways people orient themselves to life, situation rather than looking outside themselves
either as Extraverts or Introverts. Contrary to what for the answer. Extraverts naturally (and uncon�
most people may think when they hear the words sciously) ask themselves: "How do I relate to other
"Extravert" and "Introvert," this first type dimen� people and things?" While Introverts (again, un�
sion is really most concerned about people's en� consciously) ask themselves: "How do people or
ergy-where they get it and where they direct it. things relate to me?"
Many behaviors are influenced by a person's Because Extraverts are energized by being
preference for one or the other; two of the most around people, they naturally seek out others
L.
14 T H E ART O F S P EE DREA D I N G P E O P L E
more often than Introverts do, which accounts for so engrossed in his work that he had been sitting at
why Extraverts typically have huge collections of the computer for eight hours straight
friends and associates.
By contrast, Extraverts are notorious for finding
Two very clear Extraverts, Chas and Elaine, offer excuses not to focus on one thing because they are
a good example of this phenomenon. Friends much more interested in and energized by a vari�
who often socialize together, Chas and Elaine ety of external stimulation.
have a running competition: who knows more
people? Whenever they're out together, the game Throughout college, Tammy preferred to study at
kicks into high gear when one of them recognizes the library. While initially impressed to learn their
someone that the other doesn't know. Instantly, daughter was spending so much time there, her par
the other starts scanning until he or she "gets ents were not really surprised when she revealed
one," that is, locates someone not known to the her true motivation. Sure, she got her work done,
other. While they obviously enjoy this game, their but she chose the library so she would be around
friends are constantly amazed at just how many other people and not have to work alone. In the
people, individually and collectively, these two library, she often ran into lots of her friends, and
actually do know. she took frequent bathroom and social coffee
breaks. Like most Extraverts, especially younger
While Extraverts like to focus their attention on ones, Tammy found just being in the same room
what is happening in the world around them, most with other people was more comfortable than be
Introverts prefer to immerse themselves totally in ing by herself.
a project that interests them. Naturally indepen�
dent, they find the solitude of working alone Another example of the different needs Extra�
and thinking things through carefully both stimu� verts and Introverts have for interaction and con�
lating and refreshing. This concentrated single� centration can often be seen in their work styles.
mindedness can even make them oblivious to what For example, Extraverts are much more likely to
is happening around them. keep their office door open so they can see what's
going on and not miss any of the action. And most
Shawn is a case in point A very clear Introvert. Extraverts embrace the concept of managing by
Shawn loves nothing better than fooling around walking around. On the other hand, Introverts
with computers. As he often does, one night he are more likely to keep their door closed so they
sat down to his computer to figure out a particular won't be distracted or encourage unwanted in
it was 7:00
program. The next time he got out of his chair, he terruptions. They prefer fewer, more substantive
was surprised to learn A.M. He had been interactions. And their management style, like
J
r
TH E P RI N C I P L E S OF P E R S O N A LITY TY P E : WHY WE DO T H E THIN G S WE DO 15
everything else about them, is more thoughtful, an Extravert will probably have just the opposite
contemplative, and deliberate. effect on an Introvert. A very common scenario: a
couple, one Introvert and one Extravert, are in�
Which do I prefer more-to be around others vited to a party. Quite "naturally," the Extravert is
or eager to attend, anticipating all the people he will
to spend time by myself? be interacting with. The Introvert, on the other
hand, would prefer to stay at home, or spend the
A popular advertising campaign encouraged tele� evening together or perhaps with just with a few
phone customers to "reach out and touch some� close friends.
one." While Extraverts don't really need prodding, And lest you think this is gender based - you
a common complaint among Extraverts is that know, a male/female thing - there is no difference
their Introverted friends seldom initiate contact. in the percentages of men and women who are ei�
ther Extraverts or Introverts. In other words, it is
Anna and Susan have been close friends for over the preference for one or the other that influences
twenty-five years-since they met at college. But behavior, rather than the gender of the individual.
nine times out of ten, it will be Extraverted Anna As with all of the type preferences, people with
who calls Introverted Susan to catch up on news, one preference often find it hard to understand
or to try and get together. It has taken Anna many and appreciate people of another. Most Extraverts
years to finally understand that Susan's lack of initiat have such a strong need to be around others, they
ing contact doesn't mean she doesn't care about have a hard time believing Introverts really do like
her friend. In fact, when the two women are to spending that much time alone. Consequently,
gether, Susan is a very attentive and concerned Extraverts are notorious for trying to get their In�
friend. But since her own life is so self-contained, it troverted friends, coworkers, spouses, or children
seldom occurs to her to seek the company of oth involved in activities they would rather avoid.
ers, even those she cares deeply about . Which makes us think Introverts must often feel
like the old woman whom the well�intentioned
A car battery serves as a good metaphor when Boy Scout kept trying to help across the street. The
describing the different amount of interaction pre� only problem was, she just didn't want to go!
ferred by Extraverts and Introverts. With Extra� It's not always possible to look to your work to
verts, it's as if their batteries get charged up by determine your type, because many people's work
being around people, while with Introverts, their is not well suited to their preferences. Frequently,
batteries are often drained by too much or sus� Extraverts end up doing jobs better suited to In�
tained interaction, and they need time alone to troverts and vice versa. If you are an Introvert,
recharge. The fact is, an activity that will energize imagine what it would feel like to work as a tour
L
16 THE ART OF SPEEDREADIN6 PEOPLE
guide or receptionist, where all day, each day, your any circumstances. Although men usually get a
job required you to meet and greet dozens of bad rap for being too sure of themselves to stop
strangers, engage them in small talk, and make and ask for directions when they are lost, it is an
i!
them feel comfortable. Now for you Extraverts, Extravert/Introvert issue more than it is a male/
imagine a job as a researcher, working on one proj� female one. In other words, Extraverts are more
I'
, ii,
i i
ect for weeks at a time, completely alone, without likely to stop and ask a stranger for directions than
the infusion of energy you get from interacting are Introverts, regardless of their gender.
!
Would I rather work on several projects at
I with other people, or talking about different proj�
I!
ects. Neither is a bad job, but both are potential
prescriptions for frustration and burnout if held by the same time
verted children tend to study the activity from know a little about a lot of things. This makes
the sidelines before (and if ) they decide to get them well equipped to fill the role of life's general�
involved. Predictably, Extraverts surround them� ists. For clearly, we need people who are so tuned
selves with lots of friends, join many activities and into what is happening around them that they can
clubs, and enjoy being at the center of the action. see things coming, and respond quickly to them.
Introverts tend to have one or two best friends In contrast, the gift of Introversion is depth, for by
whom they keep for a long time, and are happiest their nature Introverts are interested in fewer sub�
working behind the scenes, rather than in the jects, but study them in much greater depth. They
spotlight. are life's specialists. And likewise, we need people
"Never talk to strangers" is an admonition In� who are willing and able to consider issues thor�
troverted children are much more likely to fol� oughly, deferring action until it is appropriate. But
low than Extraverted ones. And more than one this difference in outlook and emphasis is pro�
Introverted child has been embarrassed by an found, and would be quite obvious were you to
Extraverted parent who is quick to strike up a con� eavesdrop on the conversations of two Extraverts
versation with anyone, anytime, and under almost talking to each other and two Introverts doing the
same. The Extraverts are likely to hit on several
topics, bouncing from issue to issue, like the steel
*For more information on Type and careers, see Do \VItae
You Are. ball in a pinball machine. Each person freely offers
THE P RI N C I P L E S OF P E R S O N A LITY TYPE: WHY WE DO THE THINGS WE DO 17
many observations but doesn't explore any one is is simple. Extraverts think out loud; in fact, Ex
sue in great depth. Two Introverts talking are more traverts often need to talk in order to think. Intro
likely to spend time discussing fewer issues but verts, on the other hand, think inside their heads.
considering the other's points thoughtfully and in Much like a cake that is baked, then presented to
much greater depth. (And depending on whether the world after it is finished, Introverts "bake" their
you are an Extravert or an Introvert, you would ideas inside their heads. Then, when they are well
find one conversation infinitely more interesting thought out and ready, they share them with oth
than the other.) ers. In contrast, Extraverts only partially "bake"
their ideas inside, preferring to finish them out in
Am I more comfortable acting first, then the world. (This, of course, occasionally results in
thinking about it the presentation of some pretty half-baked ideas ! )
or Although Introverts don't usually speak nearly
thinking things through before I act on them? as much as their Extraverted counterparts, what
they may lack in quantity is more than made up in
Extraverts and Introverts often have very differ quality. Perhaps you've been to meetings where a
ent work styles. Typically Extraverts prefer to work few people (normally the very Extraverted ones)
at a rapid pace, moving quickly from one task to dominate the conversation. Then someone will
another. They are driven by action. Given their ask for the opinion of someone who's said very
druthers, Introverts would rather work at a slower, little up until then. Often, the reaction is like the
steadier pace, carefully thinking through how they old television commercial in which a room buzzing
will do the job before they begin, and then taking with conversation suddenly becomes stone quiet as
time to assess their progress as the project unfolds. people crane their necks to hear the wise stockbro
The popular expression "Measure twice, cut once" ker's recommendation. This demonstrates quite
might well be the Introverted carpenter's mantra. well the fact that because Introverts do their edit
Many years ago, our friend Mary McCaulley ex ing inside their heads, what emerges is often a
plained a classic distinction between Extraverts very good finished product. With Extraverts, you
and Introverts. She said: "If you don't know what actually witness and hear the editing process as it
an Extravert is thinking, you haven't been listen occurs.
ing, because he'll tell you. On the other hand, if
you don't know what an Introvert is thinking, you Am I more of a "public person"
haven't asked." And we would add: ". . . or waited or
long enough for the answer." If someone were so more of a "private person" ?
inclined, he could actually measure the difference
in the number of words spoken by Extraverts and If you haven't yet determined whether you are
Introverts. And the reason for the great disparity an Extravert or an Introvert, this last question may
L
18 THE ART OF S P E E D R E A D I N G PEO PLE
help you decide. While history is full of Intro Extraverts and Introverts. * However, because Ex
verts who have played very public roles- includ traverts tend to talk more and louder than In
ing many world leaders - Extraverts are normally troverts, there seems to be a strong bias toward
much more comfortable occupying the spotlight Extraverts in our culture.
and sharing their lives with the public. This is cer At this point you should have a fairly good idea
tainly not to imply that all Extraverts enjoy public of whether you are an Extravert or an Introvert.
speaking. The real question is how comfortable You may be very confident about it, or you may
are you with letting people really get to know still have some doubts. This is perfectly normal.
you? A common complaint among Extraverts of And if you aren't yet able to determine your pref
Introverts is that they are secretive, withholding, erence on this dimension with certainty, you will
and difficult to get to know. In fact, Introverts have many other opportunities later in the book.
value their privacy so much that they usually Below you will find a scale showing the
only allow those closest to them to really get Extravert/Introvert continuum. Please place a
to know them. While this may be hard for Ex check mark at the point that most accurately re
traverts to understand, it is because Introverts flects where you fall. The closer your mark is to the
are naturally more selective than Extraverts. By center of the continuum, the less clear your prefer
this we mean that Extraverts welcome all kinds ence; the farther away from the center, the stronger
of external stimulation and often feel the more you think it is. Even if you're not sure which side
the better. What doesn't interest them, they you belong on, try to indicate which side you prob
simply disregard. But because Introverts are so ably fall on, even if it is just over the line. This re
much more selective, they tend to be comfortable quires an honest evaluation, for you are trying to
allowing only a certain amount of external stimu determine which is the way you are, not the way
lation in. They simply screen out the information you might want to be or think you should be. And
or stimulation that doesn't apply to something remember, what is most helpful in determining
that interests them. Whereas Extraverts tend to your type is which side of each scale you prefer,
share more of themselves with the outside world, not the strength of your preference.
Introverts keep more to themselves. Introverts
therefore have a lower tolerance for the invasion (E) Extravert ••••: A !I••• Introvert (I)
of external stimulation - whether it's from infor
mation, sensations, or people.
Although there is some controversy as to how *The percentages of all four type preferences were calculated by
averaging results of several studies. For the most recent and com
many Extraverts and lntroverts there are in the prehensive research results, see Allen Hammer, CPP, and Wayne D.
Mitchell, University of Alaska, "The Distribution of MBTI Types
world, the latest research suggests that the Ameri
in the U.S. by Gender and Ethnic Group," Journal of Psychological
can population is about equally divided between Type, vol. 37, 19%.
THE PRINCI PLES OF PERSON ALITY TYPE: WHY WE DO THE THINGS WE DO 19
One down, and three to go! Next we'll explore Sensors see the trees, while Intuitives see the
the second type dimension: Sensing and Intuition. forest. By this we mean that Sensors naturally pay
attention to what they are experiencing at the
moment. Handed a flower and asked to tell you
Sensor or Intuitive: about it, the Sensor will note how vivid the colors
The Forest or the Trees? are, the smooth texture of the leaves, the delicate
fragrance, and how light and fragile it is - in other
The second type dimension describes the two dif� words, what her three senses tell her about the
ferent ways people perceive, or take in, informa� flower. Hand the same flower to an Intuitive and
tion. The words we use to describe people who ask her to tell you about it, and you are likely to
have these two opposite preferences are Sensors hear something more like: "This reminds me of
and Intuitives. Each of us continuously takes in mil� my grandmother. She used to have these growing
lions (perhaps billions) of pieces of information in her yard, and when we'd visit each summer,
every day, the great majority ofwhich are processed we'd pick them to put on the table for family
unconsciously. Some people take in this informa� meals." You'll notice that the Intuitive perceived
tion primarily through their five senses -what the flower in a very different way than the Sensor.
they see, hear, touch, taste, or smell - hence the Instead on focusing on what is, she immediately
name Sensors. Others take in information through focused on her connection to the flower, and her
their sixth sense, focusing not on what is, but associations with it.
rather on what could be. We use the word Intu� Here's another metaphor that can help demon�
itives to describe these people. Remember that no strate how different the focus is for Sensors and In�
one is a pure Sensor or Intuitive any more than a tuitives. Imagine a photographer taking a picture
person is a pure Extravert or Introvert. Each of us with a single�lens reflex camera (the kind of cam�
has the ability to use both Sensing and Intuition, era that you focus by turning the ring on the lens).
and all of us do use both every day. But we have a The photographer is shooting a person who is
natural, inborn preference for one over the other. standing in front of a huge panoramic view of a
Below are several questions to ask yourself to de� mountain range. With Sensors, it's as if they tum
termine whether you are a Sensor or an Intuitive. the lens until the person in the foreground (the
detail) is in sharp focus, while the view behind
Do I usually pay more attention to the facts (the big picture) is blurry. With Intuitives, it's
and details just the opposite: they tum the lens so that the
or view (the big picture) behind the person is in fo�
do I try to understand the connections. cus, but the person in the foreground (the detail)
underlying meaning. and implications? is blurry and out of focus.
-
10 T H E ART OF S P E E D READ I N G P E O P L E
Arnie, a very clear Intuitive, learned just how atten and can reel them off with impressive accuracy,
tive to details Sensors are when his apartment got his brother can't remember where he left his sneak
robbed. Fortunately, he was away at the time and ers five minutes after he took them off.
discovered the intrusion upon returning home.
i •
When the police arrived, they gave a cursory look Am I a more do wn-to-earth
around the kitchen first and asked him: "Was that and sensible person
drawer open when you left the house?" So inatten or
tive to details was Arnie that he was em barrassed an imaginative and creative one?
! I
to admit he had never even noticed there was a
drawer where the officer was pointing! It bears repeating that it is not better to have
one preference over another. However, there are
While Sensors tend to think in a linear fashion, definitely gifts that are unique to each. Intuitives
one thought following the next, Intuitives fre are often (but not always) creative; able to see pos
quently engage in intuitive leaps in thinking. sibilities and alternatives that aren't immediately
i. 1 apparent. Typically, they have rich imaginations,
jessica and Ian were driving in their car one afternoon. which they use to engage in fantasies of all kinds.
when she happened to notice and point out an ex By this, we do not mean to imply that only In
ceptionally beautiful tree they were passing. After tuitives possess creativity, for this is certainly not
only a few seconds of looking at the tree, Ian turned the case. Creativity, like intelligence, takes many
to jessica and said: "You know, I'm really ticked off at forms. But the ways that Intuitives express their
jimmy." Now jessica and Ian had been together long creativity seem to be in seeing or doing things dif
II '
enough for her to understand the way his mind ferently from the way they've been seen or done
worked, and to often be able to track the origin of before. Sensors more often demonstrate their cre
his many intuitive connections. But she was at a total ativity by finding a new application for something
loss this time. "Okay, explain how you got from see that has already been invented or established. This
ing that tree to being mad at jimmy [one of lan's old tendency stems from their natural inclination to
est childhood friends]." Ian explained: "When we trust what they know from experience, their own
were growing up. jimmy had a tree house in a tree or others'. One of the reasons Sensors like data so
that looked a lot like that one. As soon as I saw it. it much is that data are just facts that have been col
reminded me of him and the fact that he hasn't called lected in a purposeful way. Intuitives are generally
me in two months. So that's why I'm mad at Jimmy." satisfied with less empirical proof in order to be
lieve something is possible, or doable, since they
These fundamental differences also may be seen have greater faith that although an answer may
early on in children. While one child has memo not be apparent, it just means it hasn't been found
rized every one of his favorite baseball player's stats, . . . yet!
THE P R I N C I P L ES OF P E RS O N A L I T Y TYPE: WHY WE DO THE THINGS WE DO 21
Which d o I trust more: my direct experience condition that can be documented or verified
or scientifically. Since Intuitives are naturally inter
my gut instinct? ested in the psychological workings of human
relationships, they are much more likely to ac
Am I more tuned in to the here-and-now cept this theory as valid than their Sensing
or counterparts.
do I often imagine how things will affect Sensors, on the other hand, prefer clear, tangible
future events? proof, and are naturally drawn to practical, rather
than theoretical, explanations. In this case, the
Many Type experts believe that of the four type Sensors focused on the murder itself, and the fact
dimensions, the Sensing and Intuition scale repre that the defendant was physically able to leave her
sents the greatest differences between people, since boyfriend that evening, while the Intuitives fo
it really influences one's worldview. A research cused on the defendant's motivations and psycho
project we conducted demonstrated this vividly. logical justification for her behavior.
People were presented the facts of a murder case Sensors and Intuitives tend to have different
that involved a young woman accused of stabbing attitudes about important issues such as crime and
her live-in boyfriend. The boyfriend had abused punishment, as their answers to this question
the defendant in the past while intoxicated. Her demonstrate:
attorney argued that she suffered from "battered
woman syndrome." And so, at the time of the in To fight crime, tax dollars would be better spent
cident, she had reason to believe that her life was on ( I ) more police, tougher sentencing, and more
in jeopardy, and acted in self-defense. On the other prisons or (2) more social programs for disadvan
side, the prosecution claimed she offered no proof taged youth.
that she had reason to fear for her life, could have
left the scene, and therefore had no justification Twice as many Intuitives as Sensors answered
for killing her boyfriend. "social programs," and Sensors were more than
While the majority (75%) of both Sensors and three times as likely to answer "more police and
Intuitives voted "not guilty," Sensors were more prisons" as Intuitives. Predictably, Sensors favored
than twice as likely to vote for murder as were Intu established actions designed to have an immediate
itives. These results were consistent both with Per effect (such as adding more police or building addi
sonality Type theory and with our experience as tional prisons), and whose effect could be somehow
trial consultants. "Battered woman syndrome" is a measured. Intuitives sought solutions that took
theory; an idea, a concept that requires jurors to into account the underlying causes of societal
imagine how an abusive relationship can cause problems (such as how the lack of social programs
a particular psychological response. It is not a is related to increased crime ), and were more eager
L
THE PRI NCI PLES OF PERSONALITY TYPE: WHY WE DO THE THINGS WE DO 1]
ration has been given life, and the bugs have been peating a task or using the same skill once they've
worked out, they would rather go on to something mastered it.
else, leaving the details to others. Fortunately,
those people are usually Sensors, who often enjoy From the time he was a young boy. Thomas. an In
and excel at setting up systems and following pto tuitive. thought he wanted to be a dentist. Of course
cedures so that things run smoothly. This is called the fact that both his father and grandfather were
being efficient. While the exact statistics of all the dentists may have inf luenced his decision a little bit.
many hundreds of new businesses started each year By his second semester of dental school. Thomas
are often disputed, it is common knowledge that a realized he had made a big mistake. For while the
high percentage of them fail. Although many rea other students enjoyed learning standard tooth
sons are cited for this, including undercapitaliza repair techniques. such as filling a cavity. Thomas
don, lack of experience, and unanticipated market thought he would go crazy if he had to do the pro
forces, there is another possible explanation that cedure the same (excruciatingly boring) way. even
has a lot to do with Type preferences. Quite simply, one more time. When he found himself fantasizing
the people who are talented at thinking things up about all the other ways a tooth could be filled. even
are seldom as talented at making them work. This outrageous ones like going in through the ear. or re
rests primarily on the fact that they dislike, and moving the top of the head. he realized he would
therefore avoid, any routine or repetitive activity never be happy as a dentist and fortunately (for
for any period of time. Their interest tends to wane him. and future patients!) changed professions.
as soon as the creative challenges have been met.
Conversely, Sensors enjoy learning a skill, then That Sensors and Intuitives are often drawn
using it repeatedly in an effective way. Whether as to different subjects in school should come as no
a surgeon performing an operation, an artist paint surprise. Intuitives are often more interested in
ing a portrait, a bookkeeper tallying figures, or a theoretical studies like philosophy, psychology,
plumber installing a toilet, Sensors' combination sociology, and literature, while Sensors are often
of being very aware of their bodies and living to interested in more tangible subjects with practi
tally in the present moment enables them to derive cal applications, such as engineering, science, and
pleasure from perfotming the act itself. Intuitives business. This is not meant to imply that there are
often have a very different experience. For them, no Intuitive engineers, or that Sensors can't be suc
what the act means or represents is often more cessful psychologists, only that they don't tend to
important than the act itself. And coupled with gravitate to these types of occupations in nearly
their future time orientation, they are often less the same percentages.
than fully engaged in whatever task they are per Sensors represent about 65 percent and In
forming at the time. Therefore they don't usually tuitives about 35 percent of the American popu
experience the same pleasure Sensors take in re- lation, giving Sensors somewhat of a numerical
24 T H E ART OF S P E E D READ I N G P E O P L E
advantage. By now you should have a fairly good that Thinkers have no feelings, or that Feelers are
idea of whether your preference is for Sensing incapable of logic. But Thinkers and Feelers use
or Intuition. Again, if you are unsure, don't worry very different criteria to make their decisions.
think you fit. And again, even if you're not 100 per, Do I make decisions more objectively,
on the continuum below to indicate where you
cent certain which side you belong on, try to indi, weighing the pros and cons,
-�
THE PRINCIPLES OF P E R S O N A L I TY TYPE: WHY WE DO THE THINGS WE DO 25
would it cost a lot more, but it would take almost was still too upset to even think about eating. Ted
twice as long, since she would have to take taxis to remained focused on the disharmony, and felt a
and from the stations. Her Thinking friend Sandra's personal reaction to it, whereas Laura had never
reaction was typical: "Are you nuts? You're going to taken the argument or campaign to heart, and re
waste two days and who knows how much money mained objective and detached.
just because you don't like this guy? Nobody's asking
you to marry him -just to spend four hours in the Which words describe me better:
car with him!" logical and analytical,
Still, Jean decided to take the train. Although she or
agreed with her Thinking friend that it might not be sensitive and empathetic?
the smart thing to do, she believed it was the right
thing to do. For not only would she feel like a hyp Naturally, Thinkers tend to be better at some
ocrite taking the ride with a person she clearly dis things than Feelers, and Feelers better at some
liked, but she would have to pretend she liked him things than Thinkers. Since people enjoy using
for several hours, and that felt phony and went too their natural strengths, it comes as no surprise that
much against her values. preferences for Thinking or Feeling will often in
fluence career choices. The helping professions,
Might another Feeling type have handled the for example, attract larger numbers of Feelers, be
situation differently? Of course. But this demon cause these jobs give them the opportunity to sat
strates how important personal feelings and values isfy one of their greatest needs, to help people. This
are to Feeling types, and the length to which many is certainly not meant to imply that Thinkers, by
will go to remain true to their beliefs. definition, are insensitive and self-centered. But
Feelers tend to have an innate drive to understand
Laura and Ted both sat through the same conflict others, and derive great satisfaction from helping
riddled staff meeting, in which they found them them in whatever ways they can. For this reason,
selves on opposite sides of a heated debate about medicine (nursing, in particular), teaching, coun
whether to go ahead with a public relations cam seling, and sales are just a few of the areas that at
paign that Ted found offensive. After the meeting tract large numbers of Feelers.
adjourn ed , Laura, a Thinker, calmly suggested she Thinkers also derive their greatest satisfaction
and Ted have lunch together. For Ted, a Feeler, the from using their natural gifts, one of which is the
idea was crazy. How could Laura be so calm and ability to analyze situations logically and objec
unaffected after that pai nful and contentious meet tively. Business, and especially management, for
ing? And h ow could she be so unaware of how example, attracts a lot of Thinkers, in part because
rattled Ted still felt? He certainly didn't feel like when it comes to making the hard decision-de
spending any time with her now. And, in fact, he cisions frequently based primarily on the bottom
16 T H E ART OF S P E E D READ I N G P E O P LE
I don't
line, and what's best for the company (even when Richard, vice president for human resources, was
that may have negative effects on its employees), tuming redder by the minute. "First of all,
it's Thinkers who are more easily able to do this agree that investing in the employees is any riskier
with clarity and conviction. than any other venture we might get involved in for
one big reason: they are highly motivated to make it
I
vehicles. Regard less of how unpleasant the situation, ply stepped back from the deCision, analyzed it log,
our primary obligation is to our stockholders, and ically, and came to his conclusion, based on what
' I j
r T H E P R I N C I P LES Of P E R S O N A L I TY T Y P E : W H Y WE DO T H E T H I N G S WE DO 17
self in the employees' shoes. Strongly influenced just as well be, for it is what he or she does really
by his personal beliefs and values, he fought for well - listen to people's problems and sometimes
what he felt would be best for the employees. give them good advice. Whether appreciated by
Thinkers are often attracted to careers that deal the company or not, these people provide a valu
primarily with goods, rather than services: for ex able service.
ample, manufacturing, engineering, and research However, in their desire to help and please oth
and development. It's not that Thinkers don't like ers, some Feelers are also notorious white liars.
to or can't work with people, but jobs that require Anxious not to deliberately cause someone dis
them to constantly pay attention to, anticipate, comfort, embarrassment, or hurt feelings, they will
and respond to people's feelings are just so much often engage in half truths, or avoid unpleasant
less clear cut than dealing with products, or com subjects altogether, if they can get away with it.
modities, that are constant and predictable. Many
Thinkers are most satisfied in jobs where there is One morning, after being away for a week on vaca
a minimum of employee hand-holding or caretak tion, Tim walked into the office with a new look. Pos
ing. They like working with other people just as sessed by who knows what, he had shorn just about
competent as they are. all of his normally long, yet stylish, hair. In its place
was what could best be described as the kind of
Is it more i mportant to be truthful, ubiquitous crew cut ten-year-old boys were com
even if it hurts someone's feelings monly given by their mothers in their kitchens in the
or I 950s. Jill, his colleague, and a strong Feeler, was the
to be tactful, even if it means telling a first person he encountered.
little white lie? "So, what do you think?" asked Tim excitedly. Jill
was taken aback. What she honestly thought was
Feelers are naturally more attentive and con that this former hunk looked like a refugee from a
cerned with other people because they have such third-world country. But she wouldn't actually admit
a strong need to be liked. Consequently, they will that in a million years. What she managed to say
often go to great lengths to please others. This can was, "Well, that certainly is a look! You know, that
take such simple forms as just being helpful and cut really accentuates your eyes," and she fled down
friendly, which most Feelers genuinely are, to the the hall to avoid offending him or further embar
sometimes unhealthy but common tendency to rassing herself.
take on other people's problems and burdens as True to their style, Tim's Thinking colleagues were
their own. In practically every organization across more honest, and more blunt. Alex's response pretty
the country, you can find the nurturer, the person much summed it all up: "Two questions: one, what
to whom coworkers go for emotional support and did you do to your head?, and two, what could you
comfort. And while not a formal job title, it might possibly have been thinking at the time?"
28 T H E ART OF S P E E D R E A D I N G P E O P L E
Thinkers don't mean to be cruel, any more than and justly to everyone. Even if they do not per,
Feelers mean to be dishonest. It's just that, above sonally like the consequence of the ruling, they
all else, Thinkers value truth and honesty, and if respect the idea of fairness above all. Feelers are
that occasionally hurts someone's feelings, so be much more concerned with mercy and harmony
it. Feelers highly value tact and diplomacy, and be, than they are with justice. So they look for and
lieve it should be used whenever possible to avoid usually find the extenuating circumstances that
causing anyone unnecessary pain or discomfort. necessitate the exception to the rule.
While Feelers are often criticized for being too
soft and emotional, and Thinkers are often criti, Which is the greater compliment:
cized as being cold and insensitive, neither of these to be tough
is an accurate characterization. But to each other, or
they often do appear this way. to be tender?
Which usually persuades me more? While all of us need to be tough sometimes and
A good logical argument, tender at others, it is typically the Thinkers who
or pride themselves on their ability to remain dispas,
a strong emotional appeal? sionate and firm in their actions. But it's impor,
tant to make the distinction that if the issue is
Just as Thinkers and Feelers make decisions a personal one, or the people involved are loved
based upon different criteria, so, too, are they per, ones, Thinkers will often claim they are just as ten'
suaded by different arguments. Feelers are natu, derhearted as the next person. And Feelers, usually
rally empathetic and value the feelings of others, quick to claim tenderhearted as the more apt de'
even if they do not make sense or are not logical. scription, can be surprisingly tough and unyield,
Thinkers, on the other hand, are usually not con' ing when it comes to their personal convictions.
vinced of anything unless it is logical. Feelings are
valid, if they are a logical reaction to the circum' Rachel and Suzanne. two Feelers. held opposite
stances. Because of this difference, it's not surpris, views on the controversial issue of abortion. On the
ing that Thinkers and Feelers misunderstand each moming of an anticipated court ruling. both stood
other so often. Feelers tend to be hurt more easily out in front of the courthouse with signs and voices
and more frequently, and Thinkers are often sur, raised. They were equally passionate. equally unwill
prised and confused to learn they were responsible ing to compromise their beliefs. A friend commented
for making it happen. that no one would ever believe it. but the two
Thinkers also pride themselves on their ability women had been best friends in college. But the
to rule fairly in disputes. They are keen on the abortion debate had caused a rending of their
principle of one standard or rule, applied fairly friendship that would probably never be mended.
THE PRINCIPLES OF P E R S O N ALITY TYPE: WHY WE DO THE THINGS WE DO 29
Had the two women been Thinkers, they might drive to keep things open, to keep taking in infor
have been able to put the issue aside and maintain mation, to keep perceiving. Judging refers to an
their friendship in spite of their differences. As Feel opposite innate drive, to close things down, make
ers, it was impossible for either of them to separate a decision, or to judge.
their values from the rest of their lives.
Do I tend to make most decisions quickly
Thinking and Feeling is the only dimension and easily
of Personality Type in which there appears to be a or
gender difference. That is, in the American popu does making decisions often make me
lation, roughly 50 percent are Thinkers and 50 per anxious and unsure?
cent are Feelers, but of the Thinkers, about 65
percent are men, and of the Feelers, 65 percent are
women. In addition to these biological influences Would I rather have things setded and
on Type, the American culture overtly and subtly decided
encourages males to act more Thinking and fe or
males to act more Feeling, which often imposes be able to leave my options open, just in
an unfair and unwelcome burden on Thinking case something unexpected comes up?
women and Feeling men.
Okay, you know the drill. Try to figure out which The reason Judgers like to decide and Perceivers
you are - a Thinker or a Feeler. Then we will move like to keep things open has to do with tension.
on to describe the fourth and final type dimension. This tension is often experienced on an uncon
scious level, without the person even being aware
Thinker Feeler of it. Since experiencing tension is uncomfortable,
human beings naturally try to reduce their discom
fort. Judgers feel tension until an issue is decided,
Judger or Perceiver: so they move to closure as soon as possible. This
Planning It or Winging It? can take many forms, but usually involves making
a judgment or decision about something. And usu
The final type dimension describes the very differ ally the more important the decision, the stronger
ent ways people like to organize their world, and the need to resolve the issue quickly. For example,
how they like to l ive their lives. And, once again, when a Judger is invited to a concert, he experi
we need to clarify the terms. Being a Judger doesn't ences an urge to decide. Whether or not he wants
mean a person is necessarily judgmental, any more to go, he feels a need to make a decision. And un
than being a Perceiver means a person is particu less he has a lot of ambivalence about accepting,
larly perceptive. Perceiving refers to one's innate he usually feels relieved once things are settled.
30 T H E ART OF S P E E D R E A D I N G P E O P L E
But Perceivers experience an opposite tension, Robert scowls and his stomach growls. Even after
for it is being forced to decide that causes them Alex finally chooses the turkey club. and the waiter
pressure and discomfort. Therefore, they alleviate walks away. he looks wistfully at the menu again.
the tension by not deciding, by keeping their op and says, "Maybe I should have ordered a burger."
tions open as long as possible. If a Perceiver were
invited to the concert, unless she really wanted to Because Judgers like things decided, they are
go, she would likely feel uncomfortable deciding most comfortable when they can make a plan and
or making a commitment too far in advance. Af stick to it. Conversely, they can find it disconcert
ter all, she would reason, something better might ing when plans are changed unexpectedly.
come along!
These are such opposite styles that Judgers and Planning a vacation together became a torturous
Perceivers often miscommunicate. Because Judgers exercise for new friends, Lucy and jean. Since Lucy
are more definitive about everything, they tend to had won a trip for two to the Caribbean, the desti
speak with authority. During a discussion, a Judger nation was never at issue. But Lucy's clear prefer
tends to hear deciSions being made, even if they ence for judging and Jean's equally clear preference
have not been. Conversely, since Perceivers are for Perceiving became obvious early on when Lucy
more equivocal about everything, they may even surprised jean with a detailed itinerary for the entire
hear firm plans as undecided, as if they were only week. Not only was there a plan for each of the
options being considered. seven days, but she had even included times when
Since their desire is for closure, Judgers generally they would eat, swim. and shop.
require less information to make decisions than do jean was shocked. Although Lucy didn't present
Perceivers. A scene played out every day at lunch her plan as a take-it-or-Ieave-it proposition, Jean had
counters across the country illustrates this point. imagined a very different scenario. Since she would
be visiting a place she'd never been, she was eager
It's lunch time and Robert and Alex are deciding to explore. She had pictured herself wandering the
what to order. Robert, a Judger, looks over the winding streets leisurely, shopping and sightseeing,
menu quickly, decides on a tuna salad on wheat and just letting herself be swept along by the natural
toast with iced tea -the same lunch he has on rhythm of the island. She craved the freedom to
most trips to this diner. After several minutes, the respond spontaneously to whatever new adventure
waiter appears to take their order, but Alex is still she might encounter. The more she thought about
loo king He asks the waiter a series of questions re
. having her time so planned out and controlled, the
garding how lean the roast beef is today, whether more uncomfortable she got.
the soup has a chicken or beef stock base, and if the Happily, Lucy and Jean were able to discuss their
chicken salad is made with white meat or dark. Still personality differences and very different expecta
not sure, he asks for a few more minutes while tions and arrive at some creative compromises,
I ,
r THE PRIN C I PLES O F PERSO N A L I T Y T Y PE : WHY WE DO THE TH I N G S WE D O 31
involving more independence for each. This arrange couraging a friend to accept or reject a certain job
ment allowed each to have the kind of experience offer, Judgers often have strong opinions and are
they desired. generally not shy about sharing them.
While Perceivers can also have strong opinions,
they are more likely to see things in shades of gray
Lucy and Jean's story also illustrates how differ
rather than as black and white. It is important to
ent Judgers and Perceivers are with regard to order
reiterate that neither style is better than the other.
and structure. Judgers are usually more comfortable
Rather, each has strengths the other doesn't, and
with the notion of rules and place high importance
often envies. For example, many Judgers admire
on following them, while Perceivers view rules as
Perceivers' ability to stay open, see both sides of an
unwanted restrictions on their freedom and their
issue, be spontaneous, shift gears quickly, and not
ability to be spontaneous. Likewise, Judgers are
take themselves too seriously. Many Perceivers ad
generally more comfortable with authority and
mire Judgers' ability to make quick decisions, be or
have a natural respect for hierarchy. Perceivers are
ganized and productive, fulfill their responsibilities,
more naturally inclined to rebel against, or at least
and set and reach their goals. But no matter which
question, authority and often feel it's better to
is our natural preference, the great majority of us
ask someone to pardon their behavior-after the
have good access to our other side. This helps us
fact- than to risk asking for, and being denied,
become competent individuals. But occasionally,
permission beforehand.
we encounter people who do not have this balance.
If they are Judgers, they may be rigid, inflexible,
Is it very important for me to be in control
and incapable of compromise. And Perceivers
of most situations
without the balancing attributes of Judging may
or
be so indecisive that they procrastinate their lives
am I often comfortable letting others
away and never accomplish anything meaningful.
call the shots?
private has to show up. But eight o'clock general Most Judgers are usually well organized, espe
time could be eight o'clock, nine o'clock, or basically cially compared to Perceivers. "A place for every
whenever the general feels like showing up!" thing and everything in its place" might be the
motto for Judgers, while Perceivers are more likely
While Judgers are more likely to be punctual to be overheard saying: "I don't understand, it was
than Perceivers, this is not because Perceivers are here a minute ago!" (When considering your an
any less conscientious about their obligations. It's swer to this question, remember that we all have
simply that they lose track of time so easily because to be organized to a certain extent or we could not
they are busy experiencing and perceiving the mo function in the world. And no one is accusing you
ment as part of a process. This is in contrast to of being a bad person if you admit to having trouble
Judgers, who are more focused on the product and being organized! ) But it is an important difference
often view the time it takes to do something almost between Judgers and Perceivers, and therefore
as a necessary evil - an obstacle to getting to the helpful to explore.
rewards of finishing a task. In fact, many Judgers The reason Judgers and Perceivers differ in these
THE PRINCIPLES OF PERSO NALITY TYPE: WHY W E D O THE THINGS WE DO n
ways is connected to the central issues of closure the identical job generate such different amounts
and decision making, as demonstrated by the ex� of paperwork?" The answer lies in their different
perience of Doreen and Ruth. type preferences. Ruth, the judger, makes more and
quicker decisions. When a memo announcing a pro
Although job sharing worked out well financially, and fessional conference three months hence arrives on
fit their schedules well, there was one constant strain her desk. her normal response is to look it over and
in their relationship: ''the desk problem." Worki ng decide a course of action. If she wants to attend,
the same job but at different hours meant Doreen she will send it to her boss with a request for fund
and Ruth shared a desk. Ruth, a judger, kept the desk ing. If she doesn't want to, but thinks it might benefit
in a predictably neat and orderly way. She liked to a coworker, she will pass it along. And if she consid
work on one project at a time until it was completed, ers it worthless, she'll simply discard it. In any event.
and at the end of her shift, she typically tidied up. and like most judgers. she has made a decision, and the
made sure to file all necessary papers in their proper paper is gone!
places. She would then place her ''to do" list - all Doreen, being the strong Perceiver she is, handles
items duly checked off upon their completion - in the same situation very differently. Her reasoning
her designated drawer. And she didn't seem to have goes something like this: "This looks great. but this
a problem storing all her files in the filing cabinet as conference isn't for three months. Who knows what
signed to her. At the end of her shift, she left the I'll be doing then, whether I'll want to go, be able to
top of the desk clean and bare for Doreen. make the time, or have .the budget for it. Now, if I
Doreen's style was quite different. for she pre put this away in some file, I'm sure I'll forget it So . . .
ferred to work on many projects almost simultane until I can make a decision about it. I'll put it over
ously. and never seemed to have enough room to here. in my to do file . . . just for now.
store her files. In fact, she had long ago outgrown It must be clear that in her drive to keep her op
her one filing cabinet. and her files had spilled over tions open, Doreen simply has not made a decision,
onto the small credenza and even the guest chair in hence the need to hold on to yet another piece of
the office. While Ruth resented this intrusion on her paper. But. in reality. many of the files that have over
space, it was the desk problem that irked her the taken their office are ful l of paperwork which falls
most. For not only had Doreen appropriated the into this category. An interesting addendum: Per
only two other pieces of furniture in their office for ceivers often make decisions by default -that is,
her additional filing space, but she would also often after a de a;Jline has come and gone. At that point,
leave piles of file folders on the desk at the end of they are often (but not always!) willing to discard
her shift. So annoying had this practice become that the offending paperwork.
Ruth threatened to end the job-sharing arrangement.
In considering this dilemma, it would be reason A compounding reason that Perceivers often
able to ask the question: "How can two people with have more paper than Judgers is that Perceivers
34 T H E ART OF S P E E D R E A D I N G P E O P L E
like to collect as much information as possible, The difference between Judgers' work ethic and
figuring: "Maybe I don't need this right now, but Perceivers' play ethic is often reflected in their at
I might sometime in the future." This is true titudes about taking time off from work, and how
whether it is paper, old clothes, books, household they spend the time when they do. Taking a "men
gadgets, or just about any other object. Perceivers tal health day" is definitely a Perceiver concept,
tend to be pack rats. Conversely, Judgers often take sort of the grown-up version of playing hooky.
the position: "If in doubt, throw it out!" They rea In general, Judgers are loath to take time off from
son that if they own something but haven't used it work to begin with, frequently accumulating more
for a long time, they probably won't need it any vacation time than they will actually use. And on
time soon. those rare occasions when Judgers do take a day
off (not a scheduled vacation or a bona fide sick
Which is truer for me: I prefer to get my day), you'll seldom find them lying on the couch
work or chores done before I relax watching television. More likely, they will use the
or time to do all those chores they've been meaning
I can often find compelling reasons to put a to, like cleaning out the attic, washing the win
task off until a later time? dows, or painting the porch. The idea of just hang
ing around makes them uncomfortable because
Sometimes we describe Judgers as having more they aren't being productive. Perceivers, on the
of a work ethic and Perceivers as having more of a other hand, are more naturally inclined to follow
play ethic. By this we mean that Judgers often feel the admonition of the character played by Robin
compelled to finish their work before they play or Williams in the movie Dead Poet's Society and
relax, while Perceivers are often comfortable defer "seize the day!"
ring work until after they enjoy some compel The latest studies indicate that Judging types
ling experience. Whereas Judgers often derive represent about 60 percent and Perceiving types
their greatest satisfaction from completing a task, about 40 percent of the American population. You
for Perceivers, enjoying what they are doing is of now have a good idea of whether you are a Judger
ten equally important. or a Perceiver. And once again, we ask you indi
This is not meant to suggest that Judgers are cate your preference on the scale below.
conscientious and Perceivers are lazy. It is Per
ceivers' attitude about time, coupled with being (J) Judger --= .. -=-- Perceiver (P)
more interested in and energized by the process,
and placing a higher value on having fun, which Great! At this point, we'd like you to go back
contributes to their feeling that "there will always and review your guess for each of the four prefer
be time later on" to finish the job. ences, and record them in the spaces below. And
TH E PRI Nel PLES OF PERSON ALiTY TYPE: WHY WE DO THE THINGS WE DO 35
I :
!
r
I C H A PT E R TWO
While Thinkers are usually logical, analytical, the Second is to help the Lead by creating bal
and objective, their "inferior" Feeling can result in ance - either promoting sound decision making
their inability to deal sensitively with others, or to or encouraging accurate information gathering.
be in touch with their own values. And Feelers, There is also what we call the "Third" function,
whose talents lie in understanding, empathizing, which, in most people, does not begin to develop
and communicating with others, may well lack ob in earnest until around midlife. In young people,
jectivity and take things far (00 personally (0 make because it is so undeveloped, it is often more of a
good decisions. weakness than a strength, but as people mature, it
A few more things you need to know: By defini can become an important ally. Finally, there is the
tion, there are four possible parts of each person's least-developed function (or "Least," for short). In
type that make up their hierarchy, and they are al each type's pattern, the Least is the opposite of the
ways only what are called the "functions": Sensing Lead. Since the Lead is the most developed, the
or Intuition, Thinking or Feeling. The hierarchy most trusted of the functions, the Least is the least
does not involve Extraversion or Introversion, developed and least trustworthy. It is the person's
Judging or Perceiving - which are called attitudes Achilles' heel- that part which, when used, tends
or orientations, and are represented by the first (0 cause the most frustration and stress. Unfortu
and last letters in a type. nately, many adults never adequately develop their
The order of importance of these four functions Least. And for those who do, the process doesn't
is different for each type. In other words, for one usually happen until late in one's fifties.
type, Intuition may be the greatest strength. In an You may find the following metaphor useful; it
other type, Sensing might be the strongest. Like is commonly used (0 help people understand the
wise, Thinking is the most important for some idea of the type hierarchy.
types, while Feeling is for others. Picture a family of four taking a car trip. In the
And each of the four functions has a different front seat there are two adults, and in the back are
role (0 play. We call the first function the "Lead" * two children - one about ten years old, the other
because it is the boss; the most developed and most only three. Think of the Lead as the adult driving,
trustworthy part of that type. The second in com and the Second as the other adult doing the navi
mand or "Second," for short, is also reflected in gating. Think of the ten-year-old as the Third, and
the letters of a person's type. The important job of the three-year-old as the Least. Clearly, you want
the Lead to be in charge (somebody has to drive ! ),
and the Second to help navigate. But you still have
*People familiar with Type are used (0 referring (0 (he functions
in (he hierarchy as "dominan(," "auxiliary," "(er(iary," and "inferior," to pay attention to the kids (the third and Least)
as introduced by C. G. Jung in Psychological Types, 192 1 . and elabo
in the back seat - (0 break up fights, S(Op to go
rated on by Isabel Myers and Mary McCaulley, in Manual: A Guide
(0 the Development and Use of the Myers-Briggs Type Indicator. to the bathroom, etc.). We all operate at our best
TO THINE OWN SELF BE TRUE: VERIFYING PROFILES 39
KEY
Thinking: making logical, objective decisions
Feeling: understanding and relating to people
TEM P E R A M E N T GRO U P S
(A thorough discussion of Temperament is presented in Chapter 4)
' f :
i ;
j'!
when we are using our Lead and Second functions. to identify their type than for others. Ultimately,
But occasionally, due to stress or other factors, we you will.
are forced to operate out of our less preferred func�
tions. When this happens - especially when we
use our Least - it's as if the three�year�old sud� T H E V E R I FY I N G PROCESS
denly jumped over the seat and started driving the
car, often with predictably disastrous results! * Verifying your type is really an exercise in the
So how do you know what the hierarchy is for process of elimination. It's always best to start with
each type ? We have developed a chart that ranks those preferences you feel most sure about. For ex�
the most� to least�favored functions (see page ample, suppose you are quite sure you are an Extra�
39). While you are welcome to look it over now, vert, Intuitive, and Thinker, but are unclear if you
it will be most valuable as a tool for helping you are a Judger or a Perceiver. You would begin by
verify your type, and, later on, as a reference for reading two profiles: ENTJ and ENTP. Although
understanding other types in depth. these two types share a lot in common, they are
also very different in significant ways. In all likeli�
hood, after reading these two profiles, you will de�
SO, WHAT'S MY TYPE? cide that one is your "true" type. Does that mean
that every word in the profile will sound exactly
From reading about and estimating your type pref� like you? No, because as we've said before, every
erences in Chapter 1 , you probably have already person is unique. However, when you read "your"
identified your type. All you need to do now is to type profile, it should sound a lot like you; if you
confirm, or "verify," it. Or you may be confident feel that about 80 percent of it describes you well,
that you've identified two or three preferences you've probably found your type.
that describe it but are still unclear about the re� Speaking of true types, people will often ask:
maining one(s). Or, perhaps, you are still unclear "Do I have to be only ONE type? . . . It seems
about any of your preferences, though this is very there are times when I'm more like this one, and
unlikely. But if you do fall in this last group, please other times I'm more like that one." While a few
don't worry about it! There are several good rea� different types may describe you fairly well, we be�
sons why, for some people, it takes a little longer lieve - based on helping thousands of people
identify theirs - that everyone really does have
one and only one true type, although in some people
*We first learned this metaphor from Mary McCaulley in 1980
and gratefully acknowledge her insight. An excellent book that it is harder to identify than in others.
deals in depth with the effects of Type dynamics, and specifically
But back to the verifying process. Again, sup�
the role of the Least function, is Beside Ourselves, by Naomi L.
Quenk, Consulting Psychologists Press, 1993. pose you are clear about three preferences: say
ii,
r TO THINE OWN SELF BE TRUE: VERIFVING P RO F I L E S 41
Introversion, Thinking, and Judging, but are not are clear on only two preferences, say Extraversion
clear if you are a Sensor or an Intuitive. You would and Judging. This would mean you are unsure of
begin by reading two profiles: ISTJ and INTJ. If both middle letters. Beginning with those letters
you are still unclear, you might find that rereading you are surest about, you w�uld need to read the
the sections which describe Sensing and Intuition profiles for all four Extraverted Judging types:
will clarify the issue for you. ESTJ . ESFJ , ENTJ, and ENFJ. And because these
Another way to help verify a type is by using the types are so different from each other, you will al
Most- to Least-Favored Functions chart. Suppose most certainly be able to quickly eliminate one
you are clear about your preferences for Extraver or two from consideration. Suppose after reading
sion, Intuition, and Judging, but unclear whether these four, you are �onvinced you are a Thinker,
you're a Thinker or a Feeler. Ifyou look at the chart, rather than a Feeler. Then you have reduced the
you will notice the Lead for ENTJ is Thinking (and potential types down to just two: ENTJ and ESTJ.
the Least is Feeling), while the Lead for ENFJ is And again, while these types have a lot in com
Feeling ( and the Least is Thinking). Since these mon (the Lead is Thinking, for example), they are
two types are so different, this may confirm for you also different in some significant ways.
which is your true type. At this point, you should What do you do if you've reread the appropriate
probably reread the section on Thinking and Feel sections and several profiles and still aren't sure of
ing (page 24) and then the ENFJ and ENTJ pro your type? First of all. don't panic! Let us assure
files. One profile will certainly sound a lot more you that you do have a type, and you will find it.
like you. But rather than be distracted by the fact that you
An important thing to keep in mind while go haven't found it yet. we suggest you pick the clos
ing through this verification process: you are try est one you can and consider that "a working hy
ing to find the type that describes the way you are , pothesis," recognizing that as you learn more about
not necessarily the way you might want to be. In Type in the coming chapters. you are very likely
our experience, the most common reason people either to confirm your hypothesis or to find your
have trouble verifying their type is that they be true type. It is important to remain open to the
lieve it is better ro be a different type or prefer process and realize that your efforts will pay off
ence. Remembering that all types are equally eventually.
valuable, and that no matter what type you turn
out to be is fine, usually results in people saying:
"You know, I guess if I'm really honest with myself, Reviewing the Profiles
I really am a Thinker (or whatever! ) , but I sure
would like to be a Feeler." The descriptions in the Verifying Profiles are, by
Let's consider one more example. Suppose you necessity, somewhat generic. That is, they de-
42 T H E ART Of S P E E D R E A D I N G P E O P L E
to start should you decide to engage in some Because ESTjs' Least function is Feeling, they
self-improvement. may inadvertently act insensitively at times. But
So on to verify your type!* when they do, it is because they are not very tuned
in to the emotional side of people, and, conse
quently, they may not consider how people feel
*For each type and temperament, we provide an estimate of the about an issue particularly relevant to the decision
percentages found in the American population. These percentages
making process. Although they are often outgoing
were developed by Dr. Charles K. Martin of the Center for Appli
cations of Psychological Type (CAPT), Gainesville, Florida. and friendly, ESTjs are highly competitive, have a
...J
TO THINE OWN SELF BE TRUE: V E R I FY I N G PROFI L ES 4)
strong need to be in control, and are also strong they slow down and take the extra time to listen
willed and very verbal. Therefore, by the sheer patiently to suggestions, they may find the added
power of their personality, they may easily intimi perspective helps them make better choices for
date less assertive people. themselves and others.
Often drawn to work environments that are
highly structured, ESTJs are most comfortable
when everyone knows the ground rules, and where I STJ
there are established operating procedures and
clear expectations. They are loyal team players Introverted, Sensing, Thinking, Judging
who are more interested in maintaining than chal Estimated to be between 7 ClTlli 10 percent of
lenging the status quo. They respect authority and the American population
expect others to do the same. Practical and realis
tic, ESTJs consider it important to be accurate ISTh are responsible, reliable, hardworking people
with facts and to pay close attention to details. whose word is their bond. Literal, precise, and no
ESTJs are particularly good at maintaining exist nonsense, they say what they mean and mean what
ing systems and using resources wisely. they say. Led by their Sensing, ISTJs are especially
Traditional and often conservative, ESTh have attuned to the specifics and details of life. They are
little interest in or enthusiasm for experimental, careful and accurate about facts, and plan and go
creative, or new approaches. Instead, they prefer to about their work in a thoughtful, meticulous fash
stick with familiar and tested ways of doing things. ion. Extremely conscientious people, ISTJs have
Nor do they adapt well or easily to change. As a re a strong work ethic and always choose to get their
sult, they can be forceful and effective opponents, tasks done before they take the time to relax. ISTJs
constantly challenging the necessity of change. also have excellent memories for details, and can
They are rarely convinced by anything other than usually recall with impressive clarity seemingly un
hard facts and logical reasoning. important events that occurred many years in the
Because they are so focused on the present, they past. Quiet and serious, ISTJ s are often happiest
may fail to appreciate how current actions may af when they are left alone to work at their own pace,
fect the future. And they are not particularly good without interruption or unsolicited input from
at anticipating future needs or forecasting future others. They know what they have to do and how
trends. Because they tend to make quick decisions, to do it, and seldom need close, if any, supervision.
they sometimes rush to judgment before they have Even when they are relaxing, ISTJs are produc
carefully and thoroughly considered all their op tive, and often enjoy using their hands to do crafts
tions. And once they have made up their minds, like woodworking, restoring antique autos, pottery,
they are difficult to convince otherwise. When needlepoint, and so on. Many also enjoy reading
44 T H E ART OF S P E E D R U D I N G PEOPLE
and being a part of nature by hiking, fishing, or their single-minded determination is one of their
camping. greatest assets, it can also make them stubborn and
ISTJs are happiest and most productive doing unyielding, and incapable of necessary flexibility
things in familiar ways in familiar surroundings, when they are unexpectedly forced to change their
and they can become uncomfortable and anxious plans or act spontaneously. Likewise, they are very
when faced with a new challenge without being conservative by nature, and are sometimes reluc
given proper guidance as to how it should be done. tant to take even reasonable risks. Usually, as they
Because their Least function is Intuition, they are amass a great number of experiences, they become
naturally distrustful of new, untested ways of do more willing to try new things.
ing things, especially those with which they have
had no firsthand experience. Although they pride E S FJ
themselves on their efficiency, they can resist ef
forts to improve existing practices if they don't Extraverted, Sensing, Feeling, Judging
immediately see the practical benefit in doing so. Estimated to be between 1 1 and 14 percent of
And because they are not global thinkers who nat the American population
urally think about the big picture and future im
plications, their skepticism can impede real and The saying "A friend in need is a friend indeed"
needed progress. could well have been inspired by an ESFJ , because
Logical and objective, ISTJ s are impersonal de ESFJs are often the first to volunteer their assis
cision makers, who may at times seem unsympa tance. Friendly, outgoing, and sympathetic, these
thetic or uncaring. But they make decisions by Lead Feelers are extremely sensitive, have a very
weighing the pros and cons, and then decide based strong need to please and an equally strong need
, ,
upon what makes the most sense, given the situa to be liked and appreciated by others. Generous
]i
tion. They are not likely to be Significantly influ and loyal, ESFJs tend to be very traditional people
enced by how people will feel about, or be affected who value their family and friends above all else.
by, their decisions. And while they like to be help They give freely of themselves, often committing
ful, they are usually comfortable making the tough large amounts of time to work in programs spon
calls, and don't become preoccupied with how they sored by charity, community, or religious organiza
will be viewed by others. While appeals based tions that serve their communities. Conscientious
solely on emotion may fall on deaf (or at least and hardworking, ESFJs usually have a well
hard-of-hearing! ) ears, ISTJs are eminently fair. defined code of behavior -based upon the value
Usually possessing great powers of concentra system to which they subscribe - and wish others
tion, ISTJs are not easily diverted or distracted would as well. But sometimes it is not enough for
: j
from the task at hand, which they approach in a them to be good people; they often feel compelled
il systematic, step-by-step fashion. However, while to try and instill their values in others.
I!
t,
ll l, ;ij
TO THINE OWN SELF BE TRUE: VERIFYING PROF ILES 45
Because ESFJs' Least function is Thinking, they are most comfortable following a familiar routine.
are often unable to evaluate situations fairly and And they often have difficulty shifting &ears and
objectively. ESFJs are so sensitive, and take things doing things in new or different ways. This can ap�
so personally, they rarely see the logic in an argu� ply equally to little things like taking an unfamiliar
ment or reason, and they may not consider objec� road on a car trip, and to big things like changing
tivity a particularly admirable quality. They tend jobs or moving to a new town. In either case, they
to personalize everything and have such a rela� do not happily embrace change. ESFJs also tend
tively thin skin that they are prone to having their to see the world in absolute terms; things are either
feelings hurt easily and often. ESFJs who feel they good or bad, right or wrong. Fortunately, most
have been wronged, especially if something they ESFJs have plenty of balance to avoid this tempta�
value has been maligned, may take drastic actions, tion, for if they don't, they run the risk of becom�
such as ending the relationship with the person ing opinionated and judgmental.
who offended them - even if it has been a long�
standing friendship. But, more often, ESFJs get I S F)
into trouble by becoming overly involved and as�
suming too much responsibility for the feelings of Introverted, Sensing, Feeling, Judging
others. In their effort to be good friends, they some� Estimated to be between 7 and 10 percent of
times run the risk of actually making themselves the American population
sick by overburdening themselves with others'
problems. ISFJs have a strong need to belong, and the orga�
ESFJs are down�to�earth, realistic, and practical nizations or groups they choose are lucky to at�
people. To many of them, life is a serious business. tract these thoughtful, hardworking, and devoted
Therefore, responsibilities and obligations come people. As Lead Sensors, ISFJs focus all their en�
before relaxation and fun. Although they are not ergy on the problem or issue that is before them at
humorless, they may have a hard time taking a the moment. They are painstakingly accurate
joke or being teased - especially if it is about them when working with facts, attentive to details, and
or something they care deeply about. Many ESFJs methodical in applying both qualities in the if
especially enjoy their physical possessions, are con� work. ISFJs like gathering, analyzing, and apply�
scientious about maintaining them, and are very ing data for some useful purpose, and documenting
careful to keep their things neat and tidy. In their the results. They generally have excellent memo�
spare time, many ESFJs like to engage in physi� ries, and are especially good at remembering dates
cal activities - walking, biking, or playing sports. and events that pertain to people. Consequently,
They also often enjoy working with their hands they often fill the role of unofficial family or office
and doing crafts. historian.
Usually very organized and productive, ESFJs Quiet and reserved, ISFJs are loyal and devoted
46 T H E ART OF S P E E D R E A D I N G P E O P L E
family members. friends. and coworkers who take invasion of their privacy - even if the disclosure
their responsibilities toward others very seriously. involves information that is innocuous and not
Sensitive and sympathetic, they are good listeners, very personal. For relaxation, ISFJs often prefer ac,
eager to help people in real and practical ways, tivities that engage their senses, such as cooking,
which they do best by drawing on their own per, gardening, painting, or making things with their
sonal experience. Because ISFJs don't like con, hands. While they may occasionally enjoy the
frontation and are uncomfortable when people are company of a close friend or two, they are comfort,
I" unhappy with them or people close to them, they able spending much of their time alone. ISFJs tend
usually try hard to accommodate others and to not to like surprises, and are most at ease when
avoid arguments. They are also often reluctant su' they are in familiar surroundings, enjoying. unin,
pervisors or managers, who disdain disciplining or terrupted, the things they have planned to do. But
evaluating subordinates, and may suffer great anx, when it comes to holidays or other special events,
iety if they have to fire someone. ISFjs will plan them carefully and thoughtfully,
Because ISFJs' Least function is Intuition, they and then participate with great gusto!
may have difficulty imagining possibilities or sce,
narios that don't yet exist. In problem solving, they ESTP
are much more comfortable applying knowledge
gained through direct experience than trying a new Extraverted, Sensing, Thinking, Perceiving
approach. ISFJ s are so rooted in the present, and so Estimated to be between 6 and 8 percent of
trust the lessons of the past, that when they look the American population
to the future and its many unknowns, it is often
with apprehension and a sense of dread. ISFjs may For ESTPs, life is full of one fun,packed adventure
also have trouble appreciating the interconnected, after another. Active, curious, and playful, these
ness of things, since they naturally pay attention Lead Sensors notice everything around them and
to the specifics, rather than to the big picture. are active participants in every aspect of their
Because ISFJs are such nice, accommodating, physical life. Responsive and adaptable, ESTPs act
and generous people, they run the risk of being first, rarely thinking through the consequences
taken advantage of. In fact, they often have trouble especially any long, term implications of how their
asserting themselves, and most avoid potential con, actions may affect other people. Realistic, yet im,
frontational situations whenever possible. While pulsive, they immediately seize upon any exciting
they are warm and helpful, ISFJs are also very pri, opportunity that presents itself. Superobservant,
vate, and are comfortable sharing their personal ESTPs are indiscriminate about the sensory im,
thoughts and feelings with very few people. In fact, press ions they notice, as they constantly scan the
they may consider information disclosed about environment and people around them. They learn
them to others without their permission a serious best when they are physically engaged in the pro'
I �::' II
'1
"
..J
TO THINE OWN SELF BE TRUE: V E RIFY ING PROFILES 47
cess, talking through what they are doing, and lot of people and are popular, since they are so
commenting on the many details they see, feel, much fun to be around. The life of the party, they
and hear. are also often the first to try physical feats of dar'
Full of energy, ESTPs love all kinds of surprises, ing or risk. They can sometimes give the erro,
and willingly join in whatever is going on around neous impression that they are more emotionally
them, as long as it doesn't get too involved, com, invested in an idea or a relationship than they re'
plicated, or intense. Because their Least function ally are. And they may have to work hard to over,
is Intuition, when conversations get too serious come their tendency to move on to greener
or discussions too theoretical, or when things are pastures once things become too familiar or pre,
overly planned, they grow bored and restless. To dictable. ESTPs are often so eager for the next
try and lighten up the mood, they may act silly or physical thrill or experience, they sometimes ne,
treat issues with too much superficiality. Most glect to follow through on the projects they've aI,
t
':1I the fire," they have little energy for the follow�
through and little need to reap praise.
people or those with hidden agendas annoying.
But ISTPs are ever cool and unemotional, and so
I
Resourceful and adaptable, ISTPs seem to pos� easygoing that they rarely try to control others.
I! sess an innate understanding of how anything Above all, ISTPs want to be left alone to live
works -from toasters to computers. They are es� their lives as they see fit, and have little interest or
pecially effective when they combine their keen energy for trying to change others. The people in
powers of observation with their talent for logical their lives may find it difficult to develop and
analysis to solve problems. But since people rarely maintain any deep level of intimacy with ISTPs,
act with the same logical predictability that things whose Least function is Feeling, since they are of�
do, ISTPs are generally less skilled or effective ten so unwilling to let others in. Learning the
dealing with interpersonal conflicts. The inherent skills necessary to maintain healthy relationships
inconsistency and irrationality of human beings is helps them become more invested in making them
both so confusing and frustrating to ISTPs that work.
they will frequently just walk away from a personal
conflict rather than be left feeling helpless and
inept. Very private about personal matters, they ESFP
rarely share their innermost feelings or fears, even
with people they know well and trust. Extraverted, Sensing, Feeling, Perceiving
Realistic and extremely practical, ISTPs are Estimated to be between 8 and 10 percent of
people of action and self�direction. They like to the American population
work alone or alongside other skilled and capable
people, figuring things out for themselves without ESFPs are natural performers who delight in sur�
outside help or input. Although they seek fun and prising and entertaining people. Warm, outgoing,
action in both their work and personal lives, ISTPs and friendly, they are usually vivacious and talka�
really feel the most alive when they are doing tive. They know a lot of people and, as long as the
something independent, risky, or even dangerous. people are nice, they seem to like everyone equally
So strong is the allure of the adrenaline rush that well. Animated and fun loving, ESFPs prefer to be
they often seek occupations which place them in at the center of the action, surrounded by other
harm's way. And even those ISTPs whose jobs in� easygoing, optimistic, and considerate people,
volve great risk, such as firefighters, police offi� laughing, talking, or sharing a common interest or
cers, or pilots, often seek additional thrills in their activity. Enthusiastic and high spirited, social and
choice of recreational activities by racing cars, spontaneous, ESFPs can find it hard to settle down
riding motorcycles, or skiing expert slopes. and finish their work because they are so easily
Direct, honest, and down�to�earth, ISTPs tend distracted.
to be literal and explicit and find pretentious Down�to�earth and practical people, ESFPs are
..J
TO THINE OWN S E LF BE TRUE: VERIFYING PROFILES 49
so focused on whatever they are doing at the mo them with. Since they find conflict and tension be
ment, they can sometimes be ambushed by their tween people uncomfortable, they will rarely initi
Least function, which is Intuition, since they do ate a confrontation, and simply avoid overbearing
not naturally anticipate future events, or consider and insensitive people. Eager to help others, they
the effect their current choices may have on the are most satisfied when they can make a tangible
future. Realistic and literal, they appreciate the contribution, and are most gratified to see and
simple pleasures of life and tend to notice beauty hear that their efforts have made a real difference
everywhere. ESFPs like to fill their homes, offices, to someone in need.
and cars with objects from nature or sensory de Sympathetic and compassionate, they may be
lights like soft fabrics, bright colors, and sweet disappointed by people when they refuse to see any
smells. They take pride in their appearance and of thing but the most positive attributes of others.
ten spend time and energy keeping themselves fit They may even become overly involved in other
and attractive. Their busy social lives and many people's problems and have a hard time breaking
active, physical interests and hobbies fill every free free of unhealthy relationships. Since they rarely
moment, and they are often rushing breathlessly apply objective analysis to their decision making,
from one experience to another. Since they live instead relying solely on their personal feelings and
completely in the present moment, and do not like values, they run the risk of becoming confused or
to plan ahead, they may find themselves overex being taken advantage of. Finding a balance be
tended. And because they hate to miss out on any tween deciding with the head or the heart can be a
thing, they leave so many options open that they lifelong, but worthwhile, challenge for many ESFPs.
may have real trouble making decisions, or focus
ing on only one project at a time. Often running
late or forgetting appointments in the flurry of ISFP
their busy lives, ESFPs feel very guilty when they
unintentionally let people down. Introverted, Sensing, Feeling, Perceiving
Generous and eager to please, ESFPs are loyal Estimated to be between 5 and 7 percent of
friends and great companions. They are curious the American population
people, who accept life as it is, and rarely come to
things with preconceived notions or agendas. Un Gentle, sensitive, and compassionate, ISFPs are the
pretentious and matter-of-fact, they also are very most unassuming and down-to-earth of all types.
sensitive to other people's feelings, and tend to Typically people of few words, they demonstrate
take criticism and rejection very personally. While their commitment and loyalty to their friends,
they are generally open and expressive, they do families, and the few causes that are near to their
tend to keep their most private feelings to them hearts with actions, rather than words. Modest
selves, and are selective about whom they share and reserved, under the surface these Lead Feelers
50 THE ART OF SPE EDREADIN G PEOPLE
nevertheless feel all things personally. ISFPs are living life to the fullest in the present moment,
deeply affected by the pain, unhappiness, or misfor� they find beauty and joy in simple pleasures. Be�
tune of others, but hide their vulnerability behind cause they value an inner balance for themselves,
a veneer of detachment, appearing cool and re� they like to keep their lives as uncomplicated as
moved. It can take a long time to really get to know possible, and rarely place a higher importance on
an ISFP. for they are intensely private people, and their work than on their family or personal lives.
highly selective about whom they take into their And because they dislike preplanning, they some�
confidence. Only trusted friends are privy to their times find themselves taken by surprise by un�
deepest thoughts and feelings. pleasant situations that could have been avoided.
ISFPs are so sensitive, they tend to take the wor� Similarly, because they don't naturally or easily
ries of the world on their shoulders. Observant and imagine what might be coming down the road, they
curious, they are quick to notice what other people may become pessimistic and discouraged when it
need. Since they want so much to help others, they looks as though they have no options. Along with
can become overly involved. And because their their relaxed and easygoing style often comes great
Least function is Thinking, they often lose their ob� difficulty getting and staying organized. Trying to
jectivity in the process. Since they tend to be un� manage complicated or long�range projects can
assertive, they don't readily speak up in their own leave them feeling overwhelmed. They are usually
defense, and are sometimes taken advantage of by much happier working quietly, behind the scenes,
others who are less considerate and more assertive. doing their best as part of a caring team.
In their desire to maintain harmony and please
others, they also may be less than forthcoming
about their true feelings of resentment, holding on E N TJ
to their hurt feelings and resentment for longer
than is healthy for them. Some ISFPs are vulnerable Extraverted, Intuitive, Thinking, Judging
to fast�talking, charismatic but unscrupulous people Estimated to be between 3 and 5 percent of
because they are so inherently trusting. It never the American population
: .1 :
I '
1 "1 '
others. Developing a bit of healthy skepticism will
protect them from being disappointed by others.
ENTJs are natural leaders, whose competence and
strength inspires confidence and respect in others.
Patient and flexible, ISFPs are especially toler� Their Lead Thinking enables them to analyze
ant and accepting of life. They rarely criticize the problems logically and objectively, weighing the
actions or beliefs of other people. They tend to fol� pros and cons of an issue, and then make efficient,
low the path of least resistance, accommodating sensible, and often tough decisions. ENTJs value
and responding to change rather than trying to honesty and directness; they get right to the point
control or resist it. Focused and concerned with and don't beat around the bush.
TO THI"E OW" SELF 8E TRUE: V ERIFYI"G PROFILES 51
However, because their Least function is Feel, opinions - which may pertain to any number of
ing, ENTJs can be unaware of the impact their subjects. But because they are so eager to get one
actions have on others. In fact, many ENTJs are project completed and move on to the next,
rather removed from the world of emotions, so they ENTJs may not spend enough time reflecting and
may behave in ways that are insensitive to the thoughtfully considering the immediate and prac,
needs or feelings of other people. While this is not tical consequences oftheir actions. And they may be
intentional, they can be brusque, critical, and ap, surprised to learn that their good ideas are not as
pear arrogant when they become impatient with enthUSiastically accepted as they expected them
people who may not grasp an issue as quickly as to be.
they do, or who take an opposing pOSition. ENTJs ENTJs are often very career driven. Organized
also have the propensity to be overbearing and and productive, they like to work hard and eagerly
bossy, and may intimidate others into supporting take on difficult challenges - often the more com'
their positions. And because they are often in a plex the better. And as a result of their competence
hurry to get things done and move ahead, they may and resourcefulness, they are usually able to ac,
fail to acknowledge or express their appreciation complish or even exceed their goals. But some,
when others have helped them or done a good job. times, once they have embarked upon a course of
Talented strategic planners, ENTJs are capable action, they may be unwilling or unable to modify
of both seeing the big picture and anticipating their plans and pursue a new direction, even if
how current actions may affect future decisions. such action is warranted. ENTJs sometimes have
Creative and often innovative, ENTJs have great difficulty striking a healthy balance between their
courage when it comes to making bold, sweep, work and home life, becoming so preoccupied with
ing changes, especially with respect to complex furthering their careers that they sacrifice their
problems or issues. Not easily intimidated, they family and personal life in the process. Not sur,
engender confidence in others and often have a prisingly, reevaluating their priorities in midlife is
commanding and even awe,inspiring presence. an activity many ENTJs find worthwhile.
Great lovers of learning, ENTJs are always look,
ing for ways to improve themselves and increase
their expertise and power. I N TJ
Typically friendly, outgoing, and energetic,
ENTJs like to be where the action is, and are good Introverted, Intuitive, Thinking, Judging
at juggling several projects at the same time. They Estimated to be between 2 and 3 percent of
are often very articulate, think quickly on their the American population
feet, and can make very effective public speakers.
ENTJs are usually not the least bit shy about INTJs are global thinkers with original minds.
sharing their ideas or expressing their strong Their Lead Intuition enables them to clearly see
52 T H E ART OF S P E E D READ I N G PEOPLE
connections, and to understand the long-range im communicating clearly with people who are not as
plications of current actions and events. Ingenious technically oriented, or being patient as they try
and innovative, INTJs have "a unique talent for to find common ground.
looking at almost anything and seeing how it can And because INTJs are most comfortable oper
be improved. This is true of the smallest product ating from an intellectual level, they are some
or service or can involve envisioning how best to times unaware of the emotional reactions or states
restructure and refine whole organizational sys of others. They may act in ways that are insensi
tems. But, by far, their favorite subj ect for improve tive and neglectful of those close to them, and
ment is themselves. INTJs are on a constant quest may need to be reminded to take time to appreci
to increase their knowledge and, by extension, ate and actively nurture those relationships. Per
their overall competence. fectionists who set very high standards both for
Creative and imaginative, INTJs are both intel themselves and others, INTJs can be condescend
lectually curious and daring, even as they may ing and/or patronizing to those who fail to live up
be physically hesitant to try new things. Able to to their expectations, and parsimonious with their
quickly grasp and analyze complex issues, INTJs praise for those who do.
are excellent strategic problem solvers, with highly Given their powers of concentration, INTJs of
developed critical thinking skills that allow them ten prefer to work alone, or with a small group of
to perform incisive analyses. Constantly seeking equally competent colleagues. They are especially
I new intellectual challenges, they set very high reticent to take the time and energy to explain
,i standards for themselves, and usually reach or ex themselves or their work to others they per
ceed them. ceive to be less competent. Because they are so
However, because their Least function is Sens private, they are very difficult to get to know.
ing, INTJs sometimes have difficulty operating in They especially do not like to share their
the real world. They tend to spend so much of their ideas or work until they feel it is perfect. Hard
time and energy in the inner world of ideas and workers capable of persevering against great odds,
perceptions that they may be completely unaware INTJs have enviable focus and determination,
of, or unconcerned with, the details of their physi and will not be deterred from reaching their
I
!
cal surroundings. This can result in small conse goals. Their single-mindedness may come with a
quences - such as bumping into the furniture or price, however, since it may result in their being
,I wearing mismatched socks - or large ones, such as stubborn and inflexible. And INTJs may have
failing to realistically assess the feasibility of a proj particular difficulty making transitions from one
ect because they are unaware of the cost of neces project to another. Usually, all it takes is an even
sary resources. And sometimes, because they tend more fascinating challenge to recapture their
to be abstract and theoretical, they have trouble attention.
..J
TO THINE OWN SELF BE TRUE: VERIFYING P R O F I LES 51
reaching their true potential. And they may de� But INTPs are also easily bored with simple is�
velop a reputation for being indecisive and un� sues, and tend to pay little attention to mundane
trustworthy. Fortunately, most ENTPs who have facts or details. They are especially intolerant of
these tendencies are smart enough to recognize redundancy, in thought or discussion, and may
I I
their destructive potential, learn from their mis� simply ignore those things they see as trivial. This
takes, and change their behavior. And, usually, tendency can also give them a rather arrogant at�
when they focus even a bit of their considerable titude, especially when they tune out people who
talents, they reap great rewards. may still be struggling to understand something
the INTP has already figured out. Since Feeling is
their Least function, they are less generally aware
I NTP of, and often out of touch with, the needs, and es�
pecially the feelings, of others. So while they are
Introverted, Intuitive, Thinking, Perceiving usually patient with people who are genuinely
Estimated to be between 3 and 4 percent eager and quick to learn, they may be demanding
of the American population and condescending with those who need more
hand�holding.
As Lead and Introverted Thinkers, INTPs are in� Creative and often ingenious, INTPs see possi
tensely logical, analytical people. They are at their bilities where others do not. They have a global
, i
best turning concepts, ideas, and problems over in perspective and are quick to find subtle connec
their minds. Like the tumblers inside a lock rotat� tions between things and imagine far�reaching im
ing until they find the correct combination, INTPs plications. Intellectual risk takers, they are usually
search for the perfect solution or approach. De� very curious and eager to learn new things, in an
tached, intellectual, and complex people, INTPs effort to become more competent. While they are
are constantly on the lookout for increasingly dif� especially capable at almost anything they deem
ficult creative challenges. worth the effort, they are often not nearly as com
Independent, skeptical, and often brilliant, petent in the area of interpersonal relationships,
INTPs are innately self�assured people. They pos� closing off those who love them from their most
sess an inner confidence that they can tackle any private reactions and feelings. And often, they are
problem by logically working their way through it. not even aware of their own or others' feelings
In a crisis, they are generally unflappable, remain� about important issues. They do not understand
ing amazingly calm and unperturbed, even when that other people need more reassurance than
they are up against seemingly insurmountable they do, since they view their commitments as
odds. They are fascinated with power and are self-evident.
rarely intimidated by anyone or anything. Because INTPs often spend so much time in the
TO THINE O W N SE LF BE TRUE: VERI FY I N G PR O F I LE S 55
world of ideas, they can become so complicated Articulate, vivacious, and enthusiastic, ENFJs
and removed that it is difficult for them to com� are often excellent public speakers who possess an
municate simply and effectively with other people. innate sense of what their audience wants. Blessed
And since they rarely focus their impressive powers with a rare gift for making personal connections,
of concentration on the details, they may miss im� ENFJs are skillful communicators, both one-on
portant realities that could make their ideas more one and with groups. They are tactful and diplo
workable. matic, and pride themselves on being able to make
INTPs absorb new information with incredible people feel good. They go to great lengths to avoid
speed, and can synthesize it almost immediately. offending others or hurting their feelings.
They are good at seeing flaws in ideas and generat Because ENFJs' Least function is Thinking, they
ing innovative solutions. But because they are re� often suffer a serious lack of objectivity. They may
ally energized by the creative process and working be overly sensitive and take things personally that
out the problems, they often have more energy for were not intended to be. They may also experi
starting projects than they do for finishing them. ence difficulty making decisions that are logical,
Although they usually resist it, when they occa because they find it hard to know whether a par
sionally allow others to help them implement their ticular behavior or action is fair, or to trust them
vision, the results can be impressive. selves to make a just and impartial ruling. In an
effort to please and impress others, they often
take on more than they can comfortably manage,
EMFJ and sometimes end up feeling overwhelmed and
unappreciated.
Extraverted, Intuitive, Feeling, Judging Because ENFJs are prone to idealize relation
Estimated to be between 3 and 5 percent ships, they can be deeply disappointed when
of the American population people they believe in let them down. And be
cause it is often more important for them to satisfy
To ENFJs, maintaining harmony in relationships others' needs than their own, they run the risk of
is a lifelong goal as well as a natural, accomplished trading off honesty for harmony.
skill. Their Lead Feeling enables them to under Most ENFJs are highly productive and orga
stand people's feelings and drives them to try nized people who run on high energy. Any social
to make them happy. Warm, compassionate, and interaction further increases the energy level of
friendly, ENFJs are so tuned in to others that they these engaging conversationalists. They are often
can often anticipate their needs - especially emo capable of juggling several thoughts and/or projects
tional ones. And they are excellent at helping at the same time , giving each the necessary atten
people solve personal problems in creative ways. tion that it deserves. And they are happiest when
56 THE ART OF SPE EDREADING PEOPLE
they have a plan and can work cooperatively with needs met, and are usually eager to provide what
others to realize their goals. They are most satisfied ever support is necessary.
when they are helping others find ways to reach Typically gentle and soft-spoken, INFJs do not
their full potential. Aware of and concerned with like to call attention to themselves, and often are
global issues, ENFJs usually have strong, value content to work behind the scenes. Thoughtful,
based opinions that they generally feel free to share. caring, and sensitive, INFJs will usually go the ex
But sometimes ENFJs are in such a hurry to tra mile to maintain harmonious relationships. But
make a decision or complete a task that they can they can also be fiercely independent - willing to
foreclose options prematurely. As a result, they subject themselves to skepticism or criticism in
can fail to consider important information, as well order to make their vision, which is driven by their
as miss experiencing the process as fully as they strong values, a reality. They are so honest and
might. In their desire to get the job done as quickly earnest, they exude integrity, which causes people
as possible, and according to the way they feel it to immediately trust and respect them. For this
should be done, ENFJs can become inflexible and reason, they often make inspiring leaders.
incapable of adapting or acting spontaneously, Because INFJs' Least function is Sensing, they
even when the situation calls for it. Once reassured may fail to take into account realities that might
about their worth and the value of their unique prevent their ideas or vision from working on
contribution, they can usually take a step back a practical level. Preferring to focus on the big
and regain their sense of balance. picture, they sometimes miss essential details or
choose to ignore important facts that are not con
gruent with their ideas. Because they believe so
sometimes fierce determination, they are often ENFPs are seldom impressed by authority or rules.
extremely productive. They like to set goals. and To the contrary! They pride themselves on their
can work tirelessly to achieve them. But some uniqueness and originality, and are talented at
times. in their haste to come to a conclusion. they solving problems and overcoming obstacles, in
run the risk of missing out on experiencing the cluding finding creative ways to bend rules they
process. And they can become so preoccupied consider unnecessary. One of ENFPs' greatest gifts
with achieving the goal that they lack the ability is their belief that nothing is impossible! Brain
to act spontaneously. storming possibilities. and bouncing ideas off other
Since INFJs are run by their values and deeply creative people, is one of their favorite pastimes.
held convictions, they tend to take things person Because ENFPs' Least function is Sensing, they
ally, and may have their feelings hurt when no hurt are often inattentive to details. They frequently
was intended. And, unfortunately. their sensitiv are searching for some lost object, and tasks like
ity can cause them to become defensive and write proofreading that require them to focus all their
off a person or an idea. They may need a gentle re attention on a single activity- especially for
minder from a friend not to take themselves so se long periods of time - can be extremely draining.
riously that they lose the ability to enjoy some of While ENFPs are usually capable of generating a
life's lighter. yet most pleasurable. moments. torrent of new ideas. they can lack the realistic
judgment to determine if any of them are practical
and workable. And because they are driven by the
ENFP idea, rather than by the reality, they can become
easily bored and neglec( to follow (hrough on de
Extraverted, Intuitive, Feeling, Perceiving tails once a project has moved past the fun and en
Estimated to be between 6 and 7 percent ergizing inspira(ion stage.
of the American population ENFPs are usually well-connected people,
counting among their legion of friends and associ
ENFPs are driven by possibilities. Because their ates people from many different walks of life. Be
Lead function is Intuition, they are compelled to cause (hey hate to "close doors," they tend to
see beyond the present or obvious and to under maintain friendships for many years. They are en
stand things, especially people. They have an thusiastic and effective catalysts who derive great
almost insatiable curiosity, which they usually ap sa(isfaction from drawing on their huge ne(work
ply to a wide spectrum of interests. Enthusiastic, to put people together for their mutual benefit.
friendly, and energetic, ENFPs are generally fun Perceptive. insightful. and empathetic, (hey are of
loving people, even as they seek to find meaning ten gifted at undersranding others' motivations.
in all they do. And they are usually good talkers. capable of per
Unconventional and occasionally irreverent, suading people of the merits of their positions.
58 T H E ART OF S P E E D R E A D I N G P E O P L E
Because ENFPs enjoy keeping their options ues, and are passionately committed to make sure
open, and not being tied down, they may experi� their beliefs and actions are congruent. Their need
ence great difficulty making decisions - especially for authenticity and personal integrity is so strong,
important ones, which can result in a tendency to� they simply can't do something they don't believe
ward procrastination. ENFPs generally don't work in their heart is right. Sensitive and caring, INFPs
' J
well alone, and can be easily distracted and diverted have great empathy for people, and can be ex�
; 1
from the task at hand (especially if it is not some� tremely nurturing and comforting to those they
thing they are excited about ). Because they are so feel close to. However, because they are so selec�
sensitive, they tend to take things personally and tive about what and whom they allow to enter
avoid situations that involve interpersonal conflict. their private world, they may appear rather cool,
They may avoid confronting issues or people when aloof, and even uncaring to people who don't know
it would really be in their best interest to do so. them well. It can take a long time to really get to
Warm, caring, and concerned, ENFPs have know an INFP.
strong personal values upon which they base most Because INFPs' Least function is Thinking, and
decisions, especially important ones. They are because they feel things so deeply, they have
deeply committed to their many friends, and are difficulty stepping back and considering things ob�
usually eager and willing to help a friend at a mo� jectively. Since they take almost everything per�
ment's notice. While usually cheerful, ENFPs can sonally, they frequently get their feelings hurt
become withdrawn and moody when they become quite easily. Even remarks that are not intended to
frightened or overwhelmed. In the throes of their be critical can cause them pain. And comments or
gloomier side, their usual perceptiveness can be� actions that unintentionally offend INFPs' values
come badly flawed, and they may misjudge others' are often experienced as a personal affront. Rather
intentions and motives and generally feel pessimis� than confront the offender, INFPs are more likely
tic and alone. Being reassured by those they care to keep their feelings to themselves, allowing the
about usually helps restore their natural optimism. resentment to fester. And they are often reluc�
tant even to discuss the matter later, so sometimes
I N FP INFPs will simply drop people from their lives,
rather than make the effort to work it out. Ironi�
Introverted, Intuitive, Feeling, Perceiving cally, because INFPs tend to idealize relationships,
Estimated to be between 3 and 4 percent they are often disappointed when someone does
of the American population not live up to their expectations.
Creative and imaginative, INFPs have a great
'
INFPs are on a lifelong quest for meaning and in� curiosity about the world, and often have a
ner harmony. Their Lead function is Feeling, so passionate and lifelong love of the arts. They
they are driven by their deeply felt personal val� especially appreciate new and unusual forms of
TO THINE OWN SELF BE TRUE: VERIFYING PROFI LES 59
self�expression. Not bound by convention or tra� occupation with self�awareness can keep them
ditional ways of doing things, INFPs do not follow from noticing or participating in some of the more
the pack, and, in fact, often feel a little out of sync pedestrian activities of the outside world. While
with the rest of the world. Open�minded, and they naturally imagine possibilities and consider
adaptable in small things, they are usually sup� how things are related to one another, they don't
portive and tolerant of others with alternative tend to be especially realistic or practical. They
lifestyles, as long as their behavior or customs may find the more mundane, day�to�day activities
don't have a personal impact on INFPs, or cause of life unfulfilling and may have to work hard to
them to compromise their values. In those cases, stay on top of them. INFPs often enjoy spending
the INFP can become rigid and unforgiving. large periods of time alone, in quiet reflection,
INFPs' primary focus is inward, and many have reading, or writing. They are happiest when they
highly developed and deeply meaningful spiritual can totally immerse themselves in interesting and
components to their lives. Sometimes their pre� personally meaningful proj ects.
,I ,
PA RT T W O
The System:
Learning How to
SpeedRead People
C H A PT E R T H R E E
i.
most of the talking. Because they think out loud,
Body Language/Energy Level Extraverts are often guilty of monopolizing con
versations. When asked a question, most Extra
Perhaps the first thing you notice about people verts will immediately begin speaking. Conversely,
who are strongly Extraverted is their incredible en when they are asked a question, most Introverts
ergy. In conversations, Extraverts are usually much will pause and think about it before offering their
more animated and energetic than Introverts. response. Since Extraverts are uncomfortable with
! 1 They are more likely to express their thoughts and dead air, any gaps in the conversation are more
I emphasize their points by using their bodies; wav likely to be filled by them. Introverts, who are gen
I
I ing their arms around, engaging in lots of hand erally comfortable being quiet, are less likely to
1 movements, and displaying a wider range of facial speak just to end the silence.
1
expressions. As is consistent with their nature, In Extraverts are generally noisier than Introverts,
j troverts are generally more reserved physically, as although this difference is sometimes easier to
\He- II a� \'erhally. Their natural drive to conserve the spot when people are in groups. Not only are
j.
t.' nergy they expend in the outside world directed Extraverts more vocal, they are often comfortable
'1
! at others often gives them a quieter, calmer, air. escalating their volume, especially when they are
They seem to communicate the message: "What's forced to compete for "air time." On the other
your hurry? . . . We've got plenty of time." hand, the members of the group who are more
j, These differences are particularly noticeable content to listen to the conversation, and not
in group situations, where Extraverts gain energy press to get their points made, are more often the
from other people - much as a hurricane picks up Introverts.
:" '
strength out in the warm sea - and become louder While Extraverts generally talk a lot more than
I: and more boisterous. In contrast, for many Intro Introverts, there are exceptions. When Introverts
,
verts the more people, the greater the energy are talking about something very important
i'
[0
I '
' I
fi
i
I
I
I :I' i I I
THE PREFERE N C ES AS C L U ES 65
them, they can easily monopolize a conversation, Because Introverts prefer to devote their atten
and may even seem oblivious to how they are be tion to one thing at a time, they will generally
ing perceived by the people with whom they are maintain good eye contact, while some Extraverts
speaking. For the same reason, some very strong maintain less eye contact because they are easily
Introverts may be unaware of the amount of phys distracted and are busy scanning their environ
ical space others need in order to feel comfortable, ment to see what's going on, in order to make sure
and may unknowingly violate that space by stand they are not missing out on anything important.
ing or talking too close.
This tendency not to focus on the people and
things around them also contributes to Introverts' Appearance
sometimes being socially awkward. Therefore, Ex
traverts are generally much more comfortable in While not the strongest clue for this dimension,
social settings, and (although they may not want there are some differences that may be useful. Be
to do it) are usually able to make small talk fairly cause Extraverts generally like to call attention to
easily. themselves more than Introverts, they are more
The actual language - vocabulary and syn likely to be considered flamboyant; they may wear
tax - of Introverts and Extraverts does not often brightly colored, highly fashionable, or sexy cloth
provide very useful cues. The exception is that, be ing, or drive flashy cars. Introverts may choose
cause they are more self-focused than Extraverts, more subdued colors, since they are generally less
Introverts will sometimes use the pronoun "I" comfortable in the spotlight.
when an Extravert would use the pronoun "we."
For example, an Introvert might say: "I'll be mov
ing to Georgia next year," when describing a fam Amount of Interaction Sought
ily move, whereas an Extravert is more likely to
include his family in a statement that is about Typically, Extraverts seek and enjoy much more
him, as in "We got a promotion." social interaction than do Introverts. With strong
In addition to talking more than Introverts, Extraverts, this may be a great clue. Take, for ex
Extraverts also tend to talk faster. In contrast, the ample, the boyfriend who always wants to include
speech patterns of most Introverts are measured, others when he and his girlfriend go out, or the
constant, and the pace slower and more even. coworker who always insists the whole gang eat
Whereas Extraverts often move quickly from lunch together.
one topic to the next, Introverts usually prefer Strong Introverts can be often identified by the
to discuss one subject in depth before moving to absence of great numbers of people in their lives.
the next. For example, the woman who eats lunch alone
66 T H E ART OF S P E E D R E A D I N G P E O P L E
while she reads a book every day, or the coworker they like most and least about it, and what is their
who never shows up for office parties or func� ideal or fantasy job. Knowing this will help you
tions unless they are mandatory. In such extreme discover whether you are looking at a satisfied ac�
cases -on either side- people often have well� countant or an Extraverted stand�up comic des�
deserved reputations for being either Extraverts or perately trying to burst out.
Introverts. But since such extreme cases are not As we've already discussed, since many people
common, these clues will more often come from are not really well suited for their jobs, it is ex�
observing people engaging in their everyday inter� tremely helpful if you can find out if that is the
actions, where you will discover that Extraverts case for the person you are trying to SpeedRead.
are more likely to engage strangers (or anyone else, In the event you can find out, it is also important
for that matter) in conversations, while Introverts for you to know what does constitute job satis
are more likely to keep their interpersonal trans� faction for Extraverts and Introverts. In general,
actions to a minimum. And Introverts almost al� Extraverts tend to be happiest in jobs that allow
ways prefer conversation and interactions to be of them to have a lot of interaction with others,
a longer, more substantive nature. work on a variety of projects, and be able to talk
about their ideas. Introverts tend to be happiest in
jobs that allow them to concentrate on one proj
Occupations ect at a time, think things through carefully, and
work at a steady pace.
On occasion, occupational choice can provide a Keeping in mind the warning not to jump to
useful clue. However, making assumptions based conclusions based solely on a job title, there are
solely on someone's occupation can be dangerously some jobs and careers that tend to attract large
misleading, because most people have jobs that do numbers of Extraverts and others that are more
not make use of their natural talents, and, conse� appealing to Introverts. Knowing about them can
quently, are not very satisfying. So your Speed� help you form a working hypothesis about some�
Reading will be more accurate if you can shed some one while you collect more data.
of the stereotypes we've all accumulated over the Some jobs/careers with high percentages of
years. Introverts include: artist, computer program�
In many situations, you will get the chance to mer, librarian, architect, college faculty member,
talk at length with people you are trying to Speed� bookkeeper and accountant, engineer, writer,
Read. Your assessment, based on occupational researcher. *
clues, is likely to be infinitely more accurate if you
are able to find out the answers to a few important
*For comprehensive information regarding Type and occupa
questions, such as how they got into the particular
tional choice, see The Type Atlas, Center for Applications of Psv
line of work, whether they like their job, what chological Tvpe (CAPT).
THE PREFERE N C ES AS C L UES 67
Some jobs/careers with high percentages of Other activities that are generally done alone,
Extraverts include: marketer, public relations spe� such as reading, gardening, and sewing, or those
cialist, actor, salesperson, manager, social worker, that take time - like playing chess - may appeal
and public speaker. more to Introverts. Extraverts usually prefer activ�
It is important to understand that most jobs ities that involve a lot of action and interaction,
allow people the flexibility to perform the work in such as group card games or charades.
their own style. For example, both Introverts and When it comes to sports, Introverts are more
Extraverts may teach American history, but they likely to be attracted to individual spons, such
will probably do it in very different ways. The In� as swimming, running, tennis, or golf. Extraverts
trovert may prefer to lecture, assign her students a typically gravitate to team spons, which allow for
lot of reading to be done individually, and offer to more social interaction.
advise them one on one. The Extravert may sug� There are clearly limitations in trying to deter�
gest his students form study groups, and may enjoy mine a person's preference based solely on their in�
dressing up as George Washington or encourage terests and hobbies. For one thing, all people have
his students to act out important historical events a need for balance in their lives, and for many, this
such as the signing of the Declaration of Indepen� balance is achieved by using the opposite sides of
dence. Incidentally, this caution to not be misled their personalities that get less exercise. This is es�
solely by occupational stereotypes applies to all of pecially true for people approaching mid life. For
the type preferences. example, Intuitives who spend most of their time
and energy in more intellectual pursuits may find
doing physical things. such as playing sports or
Interests and Hobbies cooking, very gratifying. Likewise, Sensors who
operate in the physical world most of the time may
What people choose to do with their spare time can enjoy engaging their Intuition by reading a good
also sometimes provide useful clues about Extra� mystery or learning a new computer program.
version and Introversion. But, as with occupations, For easy reference, we present the following list
the most important question is not what people of major clues for this type dimension. While not
do, but how they do it. Take fishing, for example. every item will pertain to every person, both lists
While both Extraverts and Introverts may enjoy should nevertheless provide you with a good
this sport, they usually enjoy it in very different thumbnail sketch of Extraverts and Introverts.
ways. While an Introvert may love nothing better
than to spend an entire day fishing alone, or per� S ENSOR OR I NTU ITIVE?
haps with one close friend, most Extraverts find
this type of fishing too isolating, and would almost Since perhaps the greatest differences exist be�
always prefer to have company. tween Sensors and Intuitives, there are some very
ffi
68 T H E ART OF S P E E D R E A D I N G P E O P L E
� Q U I C K R E
Extraversion I Introversion Clues
C A P
useful clues that can help us differentiate the two. you know anything about the person you are trying
But because perception is mostly an unconscious to SpeedRead, the flat odds are about two to one
process, which goes undetected while it is occur that person is a Sensor.
ring, many of these clues are more subtle than
those involving other preferences, such as Extra
version and Introversion. Communication Style
way. If you hand a Sensor an apple and ask: "Would because there is a Shell gas station on the north,
you please tell me about this object?" she's likely west corner and a Burger King on the opposite
to say something like this: "Well, this is a McIn, one. Make a left onto Elm. Go about three,tenths
tosh apple. It's round, has a brown stem about an of a mile - you will pass the high school on your
inch long and two green leaves coming out of the right. Two blocks past the high school is num,
center. The skin is smooth. It's cold and smells ber 37 - a white colonial house with blue shut,
ripe." She reports as accurately as she can what ters. You'll recognize my red Toyota Camry in the
her senses tell her about the object. But if you ask driveway. You can park right behind it."
the same question of an Intuitive, you could just Because they don't naturally pay attention to
as easily hear something like this: "Apples have details, and because they jump from idea to idea so
been around a long time - probably since the quickly, an Intuitive attempting to give the same
Garden of Eden! They're very versatile - you can directions may sound more like this: "Let's see . . .
make pies, sauce, juice, and a lot of other stuff from I think I'll send you up South Street. Turn at the
them, and they're supposed to be good for you corner and drive until you come to Chestnut
you know: an apple a day, keeps the doctor away . . . Street . . . or is it Walnut Street? . . . umm, I'm not
kids used to bring them to their teachers . . . New sure, but you'll know it because the name of the
York City is called the Big Apple, although I'm street has a nut in it. Anyway, turn on that street
not sure why . . . " He doesn't report specifics about and go until you come to Elm . . . I think it's a
the object, but rather his associations with it. right turn. The house is a few minutes down on the
Sensors also concentrate on facts and specifics, right, and you'll see a lot of cars parked out front.
and talk sequentially, each thought naturally fol, If you get lost, I'm pretty sure there's a gas station
lowing the one before it. They start at point A and when you first turn onto Elm where you can stop
continue until point Z, without much diversion in and ask directions. Oh, and if you reach the high,
between. Sensors also tend to be precise. The com, way underpass, you've gone too far."
bination of these two characteristics can be seen Sensors' sentences tend to be snort, contain one
in the example of a Sensor giving someone direc, thought, and end with a period. Intuitives' sen,
tions to a mutual friend's house: "Make a left out tences tend to be long, compound, rambling, and
of the driveway and go about three hundred yards often trail off unfinished. Because they mentally
to the end of this block. Make a right turn. That is anticipate the point a speaker is making, they will
South Street. Continue on South Street for five frequently finish other people's sentences for them.
blocks until you come to Chestnut Street. There And their assumptions are often correct {although
is a large white church on the corner. Make a right this habit is not always appreciated}. Those most
tum onto Chestnut and continue until you get to likely to engage in this behavior are Intuitives
the third light, which is Elm Street. You'll know it who are also Extraverts {ENs}.
70 T H E ART OF S P E E D R E A D I N G P E D PLE
Sensors tend to be literal and economical with (although this is certainly not always the case).
II
azines that deal with real things that interest them,
Sensing attitude with his famous line "Just the such as fishing, photography, doll collecting, or
facts, ma'am." Put another way, Sensors believe model building. For example, manuals that provide
'\
jI people should say what they mean and mean what directions for assembling or repairing products are
I they say. lntuitives are more figurative, and also more appreciated and used by Sensors, while In
I
more wordy. They enjoy and liberally use analo tuitives often find the details too confusing or bor
� gies and metaphors to communicate and repeat ing, and try to figure it out by themselves.
, 1
!
, i j!
their thoughts (although they will usually say the
same thing with a different spin or subtle interpre
The types of humor that Sensors and Intuitives
enjoy can sometimes also provide a useful clue.
1i
tation). This is more likely to be true of lntuitives lntuitives often appreciate cerebral or intellectual
who are also Extraverts (ENs). humor that deals with language, politics, or cur
Language as an idea generally appeals to In rent issues. The rambling, free-association rants
": lary. They like words that are interesting, unusual, sors often appreciate physical, as well as slapstick,
I
or even obscure, and appreciate turns of phrases, humor, the kind that comedian Lucille Ball per
plays on words, double entendres, and puns. In fected. (But this is certainly not to imply all Sen
!
tuitives enjoy finding novel ways of expressing sors find the Three Stooges hilarious, or that only
thoughts both verbally and in writing. Sophisti Intuitives appreciate comedians like Mark Russell
cated with regard to language, they consider it an or George Carlin.)
art. Conversely, the more practical Sensors con
sider and use language as a tool. Its purpose is to Future or Present Orientation
, i
not its primary purpose. memories for things they have experienced, and
The differences described above sometimes use this information to make decisions. They are
I, show up in what Sensors and lntuitives choose for more comfortable with things they have known,
recreational reading. Because Sensors value facts the tried and true, rather than experimenting on
and realism, they tend to enjoy nonfiction, such as things yet untested. lntuitives, however, are gen
biography, history, or magazines for sports fans. erally intrigued with anything new or original.
Intuitives, with their appreciation of imagination, They have a more future orientation and, in fact,
tend to prefer literary fiction, poetry, and plays tend to spend more waking hours thinking ahead
THE P R E F E R E N C ES AS CLUES 71
than they do in the moment or reliving the past. not with the same frequency. And they often per�
As a general rule, Intuitives are more trusting of form the same jobs quite differently. Ideally, Sen�
the unknown than are Sensors. sors find work that allows them to work with real
things, apply past experience to solving problems,
Movement and Body A wareness have a clear understanding of expectations of
them, and at the end of the day, see what they've
By definition, Sensors are often keenly aware of accomplished. lntuitives are happiest when they
things, including their own bodies and their phys� choose work that allows them to focus on possi�
ical surroundings. (This is especially true of Sen� bilities, to consider creative or innovative ap�
sors who are also Extraverts. ) We describe their proaches to solving problems, and to take on new
natural comfort with things physical as "being in and constantly challenging projects.
their bodies." Combined with their propensity for Keeping in mind the cautions already expressed
living in the present moment, Sensors often have about SpeedReading people based solely on their
a natural gracefulness and ruggedness. This charac� job titles, there are some positions that attract
teristic can sometimes be seen in natural athletic more Sensors than Intuitives. Knowing about
prowess, but is more often seen in the effortless way them can help you form a working hypothesis
most Sensors move.They seem to be more closely about someone while you collect more data.Some
in step with the natural world, and their smooth of these highly Sensing jobs/careers include: man�
and graceful movements seem known, rather than ager, banker, police officer, administrator, farmer,
learned. tradesperson, teacher (elementary school), nurse
The same cannot be said of most Intuitives, or other health care provider, bookkeeper, ac�
who experience much of life thinking about countant, military person, real estate agent, secre�
things as opposed to doing them. While certainly tary, and retail salesperson.
there are uncoordinated Sensors (especially Sen� Some jobs and/or careers that reflect a higher
sors who are also Judgers -SJ s), as well as graceful percentage of lntuitives include: psychologist,
Intuitives, they seem to be the exceptions, rather counselor, the clergy, writer and journalist, social
than the rule. It is far more likely, for example, for scientist, philosopher, artist, musician and com�
an Intuitive to misjudge the distance of an up� poser, researcher, marketer, social worker, college
coming step, or bump into a door jamb, than it is faculty member (especially in the liberal arts),
for a Sensor
. consultant, lawyer, computer programmer, and
designer
. While this does not mean that every
Occ upation writer you meet will be an Intuitive, or every
pilot will be a Sensor, the odds are this will be
As is true of Extraverts and Introverts, Sensors his or her preference, if the person really finds the
and Intuitives are found in all kinds of jobs, but job satisfying.
12 T H E A RT OF S P E E D R E A D I N G P E O P L E
�I Q U I ( K R E ( A P
Sensors Intuitives
• Are about 65% of the American population • Are about 35% of the American population
• Have clear, straightforward speech pattern • Have complex speech pattern; use lots of
• Have sequential thoughts -one follows compound sentences
the next • Have roundabout thoughts - leap from one
• Are more literal; use facts and real examples to the next
• Are less likely to have graduate degree(s) • Are more attracted to jobs that involve
creativity
• Often prefer nonfiction reading
• Are more likely to have graduate degree(s)
• Are direct and to the point
• Often prefer fiction reading
• Include details and facts
• Repeat themselves, recap, and rephrase
• Remember the past accurately
• Talk about global issues, the big picture
• Tend to listen until others complete their
whole thought • Envision the future
• Tend to finish others' sentences
more highly attuned fashion sense and notice what sors. Intuitives may generally dress according to
is fashionable. While Intuitives may tend to be the their own personal identity rather than from any
famous fashion designers and are the true trend� fashion demand. And in general, Sensors are more
setters, it's the Sensors - in their larger num� likely to wear the right clothing item for the ac�
bers-who really decide what is fashionable or tivity- whether it's hiking boots or an evening
not. Sensors who are also Extraverts tend to wear gown - than are Intuitives, who are less interested
bolder colors and patterns than Introverted Sen� in and aware of the details of situations.
74 T H E ART OF S P E E D READ I N G PEOPLE
T H I N K E R OR f E E L E R ? Demeanor
I
! As with the first two type dimensions, there are Although other preferences, such as Introversion
some very good clues to help you identify a person and Extraversion, can greatly influence a person's
as a Thinker or a Feeler. As we mentioned briefly demeanor- generally defined as one's behavior
in Chapter I , men are more likely to be Thinkers towards others- several personal qualities are
(about 65% of American men are), while women connected to a preference for Thinking or Feeling.
II
constitute both an advantage and a danger when towards people and Feelers act warmer. When
SpeedReading people. It is an advantage because SpeedReading someone, it is always important to
' I
. l
it is usually easy to differentiate men from women, consider the context of the interaction: Who is
f I
so the odds are if you are talking to a woman, she this person talking to . . . her child or her boss?
is probably a Feeler. likewise, if you're talking to a Where is the conversation taking place . . . on the
I I
man, he is probably a Thinker. The danger is that beach or at the office? What is her purpose . . . to
we all have been raised with many stereotypes get her child to eat his lunch or to ask for a raise?
I · , iI
about normal male and female behavior such as: The point is that the specifics of her behaviors
men are tough and aggressive; women are soft and will be different depending on the situation, and
I. i
nurturing; men are logical and analytical; women unless the context is taken into account, you may
children to sharing their feelings with others. Most sentimental, more likely to cry at movies, and may
Thinkers are reluctant to share how they feel, even become nostalgic much more quickly and visibly
sometimes with those they know well, like family than the usually emotionally contained Thinkers.
members and close friends. If someone is accu Feelers are generally more able and willing to be
rately described as being "all business," the likeli caught up in the emotional element or be moved
hood is that person is a Thinker. by the emotional drama of stories, plays, movies,
This is not to suggest that Thinkers won't help and television.
someone in need, but they do tend to be less likely For their part, Thinkers are usually much more
to notice when someone needs their help (espe assertive than Feelers, which tends to make them
cially emotional support) . And because they don't appear more confident. Feelers shun conflict and
have the Feelers' natural drive to please people, would almost always rather acquiesce than risk
they are less inclined to inconvenience themselves creating disharmony. Their deep aversion to hurt
when they do notice. ing people's feelings creates in them a desire to
Feelers' natural thoughtfulness is often seen in cooperate rather than compete. Feelers often get
the importance they place on engaging in social their own feelings hurt by the insensitivity of oth
niceties. For example, they usually put great ers, and because they take almost everything per
thought into selecting just the right gift to give, sonally. Therefore, they are more frequently, and
and are much more likely to immediately write aptly, described as having a thin skin, whereas
thank you notes acknowledging gifts they receive. Thinkers are naturally, and accurately, called
They also tend to show genuine concern for the thick-skinned, as a result of their natural inclina
welfare of others, and often can be found doing tion to remain objective. Therefore, Thinkers tend
things like visiting with older people or sick rela often to have a more emotionally even demeanor,
tives or friends, listening to their problems and of while Feelers may exhibit more emotional highs
fering gentle support. Acts of kindness performed and lows.
by Thinkers are usually more impersonal in na Perhaps surprisingly, while Feelers will go to
ture, perhaps helping people solve a specific prob great lengths to avoid conflict, they may become
lem, such as resolving a disputed bill with a utility hostile or even aggressive if their values are vio
company or shopping for their groceries. lated. Because Feelers are run by their values, if
Feelers' sensitivity shows up in other observable someone 's words or deeds trample them, they tend
ways. They are less likely to make jokes at others' to be hurt deeply, and many Feelers may be unable
expense or find situations in which people get or unwilling to just let it go. Instead, they can be
hurt or embarrassed amusing. For this reason they come angry and punishing. Such volatility is sel
usually don't enjoy TV shows or movies that in dom seen in Thinkers, who are less inclined to
volve a lot of violence - even when the situation take things personally, and therefore are less likely
involves fictional accounts. They are frequently to become offended.
,
76 T H E ART OF S P E E D R E A D I N G PEOPLE
In normal interpersonal transactions, Feelers are Thinking or Feeling. Feelers naturally look for
usually very complimentary and express their ap points of agreement in conversations first and
preciation to others easily. If you observe some later work themselves around to discussing points
I one gushing over how great a job Sally did, or of difference once some sense of harmony is estab
I how terrific Jeffrey looks, you can be fairly certain lished. Thinkers tend to first notice and deal with
I
I
J1
that person is a Feeler ( and probably an Extra points of difference and, later, if there's time, ad
t:
l'
! verted Feeler). (Though, because of their social
ization, women - even women Thinkers - are
dress the points of agreement. This means that
Feelers tend to do a lot of appreciating and com
!; more likely to engage in this type of behavior plimenting up front and couch any criticism
�� :
.- � I
than are men.) Thinkers, in contrast, are usually
parsimonious with their compliments. As the
in careful and diplomatic terms. Thinkers, on the
other hand, tend to be much more direct, critical,
I
I
Thinking boss said when asked if she ever tells her
employees how much she appreciates their work:
and totally truthful, even blunt, and they may oc
casionally forget to offer positive feedback.
I
I
"They know I think they do good work, because if !
didn't, they would have been fired a long time
Consistent with their more emotionally de
tached demeanor, Thinkers often use words that
I ago." Whereas Feelers are more affirming, Think are precise and appropriate to the situation, but
;' ;
,I ers are generally quick to tell others where they which don't shed any light on how they personally
i I need improvement. It's important to understand feel about an issue.
"
iI that Thinkers don't point out flaws to be mean,
but to be helpful. For them, honest feedback is es A Thinker describing a movie he just saw: "The two
sential if people are to improve their performance, biggest problems with this movie were: first, the
which is a goal most Thinkers have in common. characters were too one-dimensional, and, second,
Another easily observable behavior has to do it lacked a believable plot. The writer simply failed
with the fact that Thinkers are more comfortable to convince me that the main character was capable
arguing, and may enjoy a heated debate. For them, of such evil behavior, since the film didn't provide
it is an intellectual exercise and is not something sufficient background history. And the same could
i they take personally. The same cannot be said of be said for all the main characters. With regard to
Feelers, who seldom engage in recreational argu the plot. it simply defied credulity. In my Judgment.
ing, because to them, it means people are unhappy the characters, even ones as shallow as these, simply
or angry at each other. wouldn't have done what they did in this film."
i I
THE PREFERENCES AS C L U E S 77
could call it that - was atrocious. But what really dispassionate manner. Often their thoughts are
got me was all the gratuitous violence. The whole highly organized, even in times of stress or con
plot was such a thinly veiled excuse to find even flict. In contrast, Feelers may get very involved,
more novel and gruesome ways of killing people. especially when discussing something important
This movie has absolutely no socially redeem ing to them, and may become louder and more ani
value. Needless to say, I won't be recommending mated as well. Consequently, people who habitu
this trash to any of my friends." ally demonstrate more passion when they speak are
more likely to be Feelers than Thinkers. {Again,
At the end of the second review, there would be this is especially true of Extraverted Feelers.} Dur
little doubt as to the Feeler's opinion of the movie, ing conflict, Feelers become nervous and anxious,
since the words reflect deeply held values. Clearly, which may become apparent by their wavering
this Feeler's remarks are less an objective critique voices or shaking hands or knees.
of the merits of the movie than they are an ex Finally, another good clue involves the speaker's
pression of how he felt about it. In contrast, the use of names. While this is not always the case,
Thinker's comments reflect litrle about how he Feelers are more likely to use a person's name re
felt (subjectively) about the movie and more of peatedly when talking to him or her. But there is a
what he thought {objectively} about it. caveat with regard to this clue: sophisticated com
An effective SpeedReading technique is to ask municators know that most of us like to hear our
a Thinker how he feels about something, like a names spoken out loud, and many have learned to
movie, a news report, or a current event-almost do this as a communication techni que. This is
anything that would not be considered personal. similar to a tactic used by many politicians when
Most Thinkers won't relate to the word "feel" used they call supporters looking for contributions. Of
in this context, and may pause or ask: "What do ten they will ask the potential contributor about
you mean, how do I feel about that? What's to feel his family, referring to them by name: "Say, how's
about?" It's not that Thinkers don't have feelings. your daughter lisa doing? She must be, what, about
Rather feelings pertain only to something truly ten by now?" Of course, in all likelihood, the pol is
personal, as in: "How did you feel when your child looking at note cards with the names and other
got sick?" On the other hand, Feelers will often useful information about the potential contribu
tell you how they feel about something, even if tor's family, but the potential contributor is still
you don't ask. And you don't have to be concerned likely to be flanered and impressed that such an im
that they won't think you are asking for their feel portant person remembered something about his
ings, because they consider most everything per kids. People who frequently {and not consciously}
sonal, and natural to have feelings about. use others' first names a lot when speaking with
In addition to the choice of words used, them are often trying to make a connection, and
Thinkers usually speak in a more calm, even, and are more likely to be Feelers.
78 T H E ART Of S P E E D R E A D I N G P E O PLE
Thinkers Feelers
• Act cooler, more distant toward others • Act warmer, friendlier toward others
• May be blunt and tactless • Are usually very gentle and diplomatic
• May argue or debate for fun • Avoid arguments, conflict, and confrontation
• Often are engaged in jobs of strategy • Are often involved in helping jobs
• Are more likely to be male (65% chance) • Are more likely to be female (65% chance)
be more physical with each other than are men), kinds ), farmer, attorney, judge, accountant, pa
Thinkers are usually much less comfortable with thologist, and computer specialist.
such public displays of affection. In contrast, the largest percentage of Feelers
There is an interesting gesture many Thinkers can be found in the clergy, all kinds of counseling,
use when talking. They will announce the number teaching of liberal arts, child care and health care,
of points they're about to make, and then number as family practice physician, psychologist, social
each point. "There's three reasons why we should worker, retail salesperson, real estate agent, and
act on this plan now: First, the timing couldn't be customer service representative.
better. Second, the funds are available, and third,
management is behind it." As they make each
point, they count it off on their fingers, beginning J U D G E R O R P E R C E I V E R?
with the index finger and adding as many others
as are needed. Feelers rarely use this organizational According to the latest research, Judgers represent
system when talking. about 60 percent of the American population and
Perceivers about 40 percent. Because this dimen�
sion has to do with the different ways people like
Occupation to live their lives, there are many good, visual,
behavioral cues that accentuate the differences.
As you can imagine, both Thinkers and Feelers can However, there is also a strong cultural bias in fa
be found performing most all jobs, but not with vor of Judging behavior, which makes a lot of Per
the same frequency or levels of satisfaction. Jobs ceivers appear to prefer Judging. This is especially
that appeal most to Thinkers are those which cap� true of people in their work environments.
italize on their natural abilities to analyze prob
lems logically, weigh the pros and cons, and then
make fair and objective decisions, often in a com Demeanor
petitive environment. Feelers, on the other hand,
usually prefer work that is personally meaning In general, Judgers tend to be more formal, con
ful, involved in helping others in some way, makes ventional. and traditional, whereas Perceivers are
them feel appreciated, and is done in a friendly, usually more casual, unconventional, and nontra
cooperative, and supportive environment. ditional. As a result, Judgers often appear some
Occupations that attract a large percentage of what weighed down, and may come across as
Thinkers include: business, especially upper man serious and no-nonsense. In contrast, Perceivers
agement, consultant, administrator in almost often seem lighter: more fun�loving, playful, and
any field, school principal, scientist, engineer (all even irreverent.
80 T H E ART OF S P E E D R U D I N G P E O P L E
judgers are more likely to take charge and want they leave the house that everything is in order:
to be in control (this is especially true of Extra, shoes are shined, clothes are clean and pressed,
nificandy overweight, their clothes are more likely Judgers with whether various items o fclothing will
to be more formfitting than baggy. In fact, their match each other. So, at the extremes, people who
whole look is more formal. And for Judging men are chronically rumpled or who border on being
who wear ties, the top button will probably be disheveled are probably Perceivers. (The same
closed, the knot pulled up tight and neatly tucked caveat about exceptions applies here as well. But
beneath the collar. At the extreme, people whom more about that in Chapter S.)
you would describe as meticulously well groomed For both men and women, but especially for
are probably Judgers. (There are exceptions to women, the attention Judgers pay to their hair
this, which will be discussed in Chapter S.) may be a good clue. Judgers' hair is usually cut and
Most Perceivers choose a more casual look, styled to look its most flattering, and Judgers are
which usually includes wearing more comfortable, more likely to carry combs, brushes, and other
often loose-fitting, clothing. Men who must wear grooming implements with them to make sure it
a tie will often leave the top button of their shirt stays that way. On the other hand, the hair of Per
open and pull the knot down to give them some ceivers, particularly men, is often unkempt, even
room to breathe (symbolically as well as physi wild, as if it, too, has a mind of its own.
cally). W hen they think they can get away with it, Another very useful clue is available to you if
perhaps when attending a conference or an infor you get the chance to observe the inside of the per
mal meeting, Perceiving men will almost always son's car. Usually, Judgers' cars are neat and clean,
choose more casual clothes, such as slacks and consistent with their belief there should be a place
shirts or sweaters. Given the same situations, Judg for everything and everything in its place. Per
ing men will more often opt for the suit and tie, or ceivers' cars are often a very different story. It's not
at least slacks and a sports jacket. unusual to find empty soda cans, half-eaten sand
Judging women and men are similar in this re wiches, gym bags, clothing, books, toys, or a myriad
gard. In this culture women are strongly encour of other items, which reflects their desire to keep
aged to dress appropriately for the circumstances their options open and be able to respond spon
and to strive for a ladylike appearance at all times. taneously to whatever opportunities may be pre
Given this social pressure, all women tend to take sented. But an important caveat is necessary here,
more time and care with their appearance than too. This clue is most useful if the car you are
men do, regardless of their preferences. But even observing is driven only by the person you are
within these confines, Judging women are more SpeedReading. In cases in which two people share
conformable being dressed appropriately and care a car, you won't necessarily be seeing the way ei
fully, while Perceiving women are usually delighted ther person might naturally maintain the vehicle.
to hear the dress code for a function is casual. And, Many people don't have as much control as they'd
typically, Perceivers are also less concerned than like over the condition their car is kept in. Con-
81 T H E ART O F S P E E D R E AD I N G PEOPLE
sider, for example, the Judger who spends two warrant it, may appear less sure of themselves.
hours a day chauffeuring her chronically messy Therefore, the words used are less revealing of
teenagers and their friends. Or the Perceiver whose Judgers and Perceivers than the way they use them.
carpooling responsibilities involve driving others Judgers tend to make declarative statements that
and thus has a need to keep his car neat. end with an exclamation point! Many Perceivers'
statements end in question marks (since they are
naturally curious and driven to get more and more
Communication Style information before deciding), or they let their sen
tences trail off into ellipsis dots ( . . . ), indicating
One of the most noticeable things about Judgers is their perpetually open-ended approach to life.
their decisiveness and deliberateness .. One of the At the outer extremes, people who have a well
best cues for Perceivers is their tentativeness and deserved reputation for being opinionated and
resistance to making decisions, or having options dogmatic are more likely to be Judgers, while
foreclosed on. Fortunately for those of us engaged people who are chronically "wishy-washy" and
in the art of SpeedReading, most people have to equivocal are much more likely to be Perceivers.
make dozens of decisions every day, often in plain Some commonly used expressions of Judgers
sight of others. This affords us an excellent oppor include: "Absolutely! " "Definitely!" "Positively!"
tunity to observe this revealing behavior. One and "Without a doubt!" Perceivers often express
good indicator is how long it takes for someone to their tentativeness by using expressions such as:
make a decision. When asked for their opinion, "As best as I can tell . . . " "Now, I could be wrong,
Judgers will typically answer quickly, often with but . . . " "Urn, that's interesting. . . . " "I don't
Out asking any clarifying questions. (This is es know . . . " Perceivers are also more likely to use
pecially true of Extraverted Judgers.) Perceivers less formal expressions such as "Yeah" or "Yup"
(especially Introverted Perceivers) are more likely for "Yes," "Nope" or "Nah" for "No," and "Huh?"
to delay offering an opinion instantly, and will rather than asking a more specific question like
usually ask questions to try to find out more infor "What did you mean?"
mation. And Perceivers often answer questions
with questions.
Another useful indicator can be how emphatic Work Style
the person is when offering his or her opinion.
Judgers are often so adamant about their positions Many good clues can be found by examining the
that they communicate great confidence. On the different work styles ofJudgers and Perceivers. One
other hand, Perceivers, who are more willing to of the greatest differences centers around the em
modify their positions should new information phasis Judgers place on the product and Perceivers
THE PREFERENCES AS CLUES 83
place on the process. Judgers are driven to com ments - say fifteen minutes at a time - and even
plete one project before beginning another. But for write things in ink more often than pencil.
Perceivers, it is the activities involved in achieving Many Perceivers, lamenting their lack of skill in
the goal, or the process, that is most important. Put this area, do go to great lengths to try and get or
another way, the most important thing to Judgers ganized. Some even develop elaborate systems to
is that the job gets done. Once a Judger establishes keep them on track. The problem is, creating the
a goal, it's "Full steam ahead! " They have great de system is usually more satisfying than actually us
termination, focus, and energy for overcoming any ing it. Hence, these systems are often abandoned
obstacle that prevents them from reaching their once the novelty runs out. Judgers are also more
goal. For Perceivers, the most important thing is likely to make and use "to do" lists and take
how the job gets done, so they are more easily dis pleasure in crossing out completed items daily.
tracted and diverted, and are, in fact, liable to But again, a caution: as a means of compensating
change the goals as the process unfolds and new for their normally poorly developed organization
information comes to light. skills, many Perceivers will also create lists. How
Because they are organized and driven to be pro ever, since they will seldom complete all the items
ductive, Judgers are naturally attracted to systems. on the list, they will often transfer them onto a
Systems provide a source of direction and sense second list (presumably to be completed another
of comfort, so they make perfect sense to most day), or never look at the list again.
Judgers. For Perceivers, most systems are seen as Some visual clues pertaining to one's work space
unnecessary and limiting. Consequently, Judgers can also be useful. Although by no means a fail
spend lots of time and energy developing systems safe indicator, one's preference for tidiness or clut
that Perceivers spend an equal amount of time ter can be revealing. In general: Judgers are "filers"
and energy trying to circumvent. Not surprisingly, and Perceivers are "pilers." Judgers tend to like to
Judgers and Perceivers also often have opposite put things away as soon as they are finished using
views about the importance of rules. Judgers gener them, while Perceivers tend to leave things out
ally embrace them, while Perceivers usually rail and around so they can easily get at them, if the
against them. occasion presents itself again. At the extremes: a
There are some particularly helpful clues that person whose desk is perpetually tidy, with few, if
pertain to the use and management of time. any, papers, files, pictures, et cetera, adorning it, is
Judgers are often driven by their calendars and much more likely to be a Judger, while a person
schedules, striving to make the most of their valu whose desk is constantly cluttered with files, pa
able time. Judgers tend to buy and use date books pers, and other works in progress is much more
and organizing systems to keep on schedule. They likely to be a Perceiver. If the person's office is also
also tend to schedule appointments in small incre- equipped with a variety of toys, such as waste-
84 THE ART OF S P E E D R E A D I N G P E O P L E
I paper basketball hoops, magnetized perpetual mo mothers told them a million times not to do! ) ,
tion machines, and other fun things that can be a slouch down and prop their feet up o n a desk, or
diversion from work, the odds of the person being swing one leg over the arm of a chair.
a Perceiver increase substantially.
, II
THE PREFERENCES AS CLUES 85
� Q U I C K R
Judgers Perceivers
• Are more formal and conventional • Are more casual and unconventional
• Are more serious • Are more playful
• Like to take charge and be in control • Are good at adapting
• Like to make decisions; decide quickly • May procrastinate; put off decisions
• Are definitive and often express strong opinions • May be tentative and more "wishy-washy"
• Are often in a hurry; like rapid pace • Prefer a more leisurely pace
• Have a "finished," neat appearance, clothes • Often have "unfinished" look; clothes rumpled,
pressed, hair combed, etc. unruly hair, etc.
• Make lists and check off completed items • Are often disorganized
• Usually have neat and tidy work space • May make lists, but seldom complete all items
• Walk faster with deliberate movements • Usually have messy, cluttered work space
• Seek jobs that give them lots of control • May slouch more
• Seek jobs that are fun
individual preferences is, it is only one part of the Just before we move on, it bears repeating that
system. In Chapters 4 and 5, you will learn the everyone learns at his or her own pace. You may
next two parts, which, together, will enable you to have absorbed the information in this chapter af
master the SpeedReading techniques. ter one read-through, or you might benefit from
86 T H E ART Of S P E EDREADI N G P E O P L E
reviewing some or all of it again before proceed, These early chapters are the foundation of this
ing. Either way is the right way, as long as it works course, and the more time you take to really un,
for you. Think of this course as like a house: the derstand the concepts presented, the greater will
"
"
i
1.' r
� I
......
I CHAPTER FOUR
don't know what kind of d og - a vicious pit bull, psychological researchers such as Dr. Linda Berens,
or a lovable Labrador retriever. director of the Temperament Research Institute in
Knowing a person's type is like knowing the California, have studied temperament in depth,
specific breed of dog- in this case, let's say the and their work has contributed greatly to our
Labrador retriever. Once you know this, you have understanding. t
a much better idea of the traits typical for these Many different labels have been used to iden
l kinds of dogs, and you can more accurately predict tify the four temperaments. The names we use
� how the animal is likely to behave - and, there in this book, some borrowed and some original,
,1
fore, how you should treat it. were chosen because we feel they best describe
'I Now certainly all individuals - whether they each temperament's most central qualities and
I'i
!
are dogs or people - are unique. B ut more often characteristics.
d, I
; than not, people of the same type (like dogs of the
i; I
T R A D I T I O N A L I ST S
same breed) can be expected to act in fairly pre
I I
i1 dictable ways. And since people's temperaments
I
.,
I
I
I
remain constant throughout their lifetimes, tem
perament can provide reliable insights into under Traditionalist i s the name w e use for people
standing people. who prefer the Sensing and Judging combination.
We owe our knowledge and understanding of Their preference for Sensing (paying attention to
temperament ro a California psychologist, Dr. Da facts and details, and living in the present mo
thing that needs to get done, does. And because ments, there will be some significant differences
they appreciate structure, hierarchy, and organiza between those four types. So while most of the
cion, they are also the folks who manage most of clues will apply to most Traditionalists, not all of
our organizations and companies. Traditionalists them will apply to all Traditionalists.
are notoriously hard workers who pride themselves
on being dependable, reliable, and thorough. They
are absolutely trustworthy and their word is their Demeanor
bond. For most, "family values" is not a political
slogan, but a way of life. Serious, responsible, straightforward, and consis
More than any of the other temperaments, Tra tent is how Traditionalists come across most of
ditionalists trust and respect authority. They be the time. They are usually rather formal, polite,
lieve in the importance of having and following well-mannered, and respectful - and may be def
rules and laws, and support the people and orga erential to their elders and people in authority.
nizations who enforce them. They play the im Although they like to be of service to others, they
portant role of maintaining society's systems and generally have rather rigid boundaries that define
traditions. Cautious by nature, Traditionalists are what the appropriate behavior is for various situa
careful, practical, and realistic, and put great stock tions. And they don't deviate frequently or easily·
in the value of common sense and learning gained from the way they think things should be done.
from real life experience.
Appearance
T R A D I T I O N A L I ST C L U E S
Appropriateness in all areas of life is a very impor
As you review the following clues, you will no tant value to most Traditionalists, and it is com
doubt recognize some overlap from the clue lists for monly reflected in the clothes they wear. They
specific preferences. This is because Traditionalists tend to dress conservatively, with a preference for
are Sensing-Judgers (SJs), and, therefore, many classic fashion, and tend to put function and prac
Sensing and many Judging clues will pertain to ticality over style. They have a very "finished"
them. However, as you will see, a temperament is look- their clothes are clean and pressed, shoes
much more than just the sum of its pans, as many are shined, and their hair an appropriate length
of these clues will reflect. and style. In men who wear mustaches and beards,
Please keep in mind that the following clues are, they are normally neatly trimmed and kept short.
by necessity, presented as generalizations or ex Men Traditionalists very seldom wear their hair
treme examples of each temperament. And since exceptionally long, and when they do, it will usu
there are four types within each of the tempera- ally be pulled back in a neat ponytail. In short,
90 T H E ART OF S P E EDRE AD I N G P E O P L E
_:W.MMMiM.__
The Four Traditionalist Types
EST)s are practical, realistic, and logical. Usually ESF)s are outgoing, sociable, and talkative. Sensi
friendly and talkative as well, they are quick to no tive and sympathetic, they are extremely nurturing
tice just what needs to be done, and are adept at ot and derive great pleasure from helping others satisfy
ganizing tasks and people to accomplish their goals their needs in real, specific, and hands-on ways.
in the most efficient manner.
ISF)s are gentle, caring, thoughtful people. They are
IST)s are meticulous with details and accurate with totally devoted to their families and friends and
facts. They excel at setting up and maintaining place their commitments ahead of self-serving inter
workable and efficient systems and procedures. More ests. Careful and cautious about change, they take
private and reserved, they are reliable and consistent their responsibilities very seriously and tend to shy
people who exude calm and common sense. away from the spotlight.
work and their ability to get things done in an effi so on. They may also enjoy collecting things, espe
cient and organized way. They don't like a lot of cially antiques. Traditionalists tend to volunteer
change and prefer coworkers who take their re in their communities and comprise a majority
sponsibilities as seriously as they do. They are often of the members of service organizations such
found in large numbers in business, management, as Kiwanis, Rotary, Junior Women's League, and
teaching, health care, and working in the judicial the Shriners. Likewise, they are often active in
system. churches and synagogues, hospitals, and other
charitable organizations.
Avocation
LEVEL I
"The boldface letter in each full type identifies the Lead function.
92 T H E ART Of S P E E D R E AD I N G P E O P L E
rules or laws, especially those that keep them from sweat suit to a pair of pants and a shirt. While they
following their curiosity and impulses. Natural prefer the casual, they are keenly aware of the look,
risk takers, some Experiencers become thrill seek texture, and color of their clothes and often enjoy
ers in their desire to experience as much of life as looking good. Above all, however, their clothing
they can. must not hinder or restrict them. Depending on
the situation, they may have a rather unfinished,
or even messy, look.
ESTPs are active, impulsive, and playful. Outgoing ESFPs are warm, friendly, and cheerful. Active, ea
and talkative, they are realistic, observant, and prag ger, and usually surrounded by a variety of people,
matic. They are adaptable, resilient, and resourceful the party seems to follow them wherever they go. Re
when solving immediate problems. Free-spirited and alistic, practical, and caring, they are spontaneous
popular, they like to stay busy and are content to and easygoing.
take life one moment at a time.
ISFPs are gentle, modest, and compassionate. While
ISTPs are independent, curious, and logical. They initially reserved and quiet, they care deeply about
are private and calm, always the keen observer of people and animals and are devoted, loyal, and ready
their surroundings. Skillful and capable with things to help at a moment's notice. Practical and obser
in the physical world, they have a special affinity for vant, they live fully in the present, enjoying the
things mechanical and usually are especially gifted beauty of life around them.
using tools of all kinds.
.1
TEMPERAMENT: FOUR DIFFERENT HUMAN N AT U R E S 95
encers are usually at their best in a crisis and make checkers, cards, and Scrabble, they usually prefer
great "firefighters," both the kind who put out real more physical ones. They like to use their bodies
fires and those who work for companies to imme and work with their hands, and since they are
diately solve important problems as they arise. often exceptionally skilled with tools, they fre
Jobs that attract a large number of Experiencers in quently like woodworking, gardening, and resror
clude: law enforcement officer, restaurant worker, ing old houses and automobiles. Activities that
pilot, and emergency medical technician and var require serious risk taking such as car and motor
ious careers in sports and entertainment. cycle racing, "extreme" sports like bungee jump
ing, hang gliding, snowboarding, scuba diving,
and skydiving are most heavily populated by
Avocation Experiencers.
As with the Traditionalists' Pyramid, Level I
Perhaps the single most popular hobby of Experi identifies the SP temperament, Level II diviqes
encers is sports. While not all Experiencers are SPs into Thinkers and Feelers, and Level III di
jocks, a high percentage either participate in or vides them, once again, into Extraverts and Intro
follow sports closely, often well into their golden verts, to create whole types. You will notice the
years. Experiencers also like to play games, and two Thinking Experiencers (ESTP and ISTP) are
while they may enjoy more passive games like next to each other because they are so closely
LEVEl l
96 THE ART OF S P E E D R E A D I N G P E O P L E
related, as are the two Feeling Experiencers (ESFP tive, and usually fair-minded. Strategic planners
and ISFP). who often possess great vision, they enjoy apply
ing their ingenuity to deal with complex issues.
Conceptualizers are skeptical by nature and often
C O N C E P T U A L I Z E RS
need scientific or impartial proof to be convinced.
They are fiercely independent, and demand, and
We use the name Conceptualizer to describe
usually command, respect. More than other tem
people who prefer Intuition and Thinking. Con
peraments, Conceptualizers understand, appre
ceptualizers are very different from both Experi
ciate, and are usually skillful at gaining and
encers and Traditionalists in significant ways. The
leveraging power.
first major difference is that Conceptualizers pre
fer Intuition rather than Sensing, so their focus is
not on the specifics, but on the big picture, and C O N C EPTUALI Z E R C LU E S
not on the present, but on the future. The second
big difference is that Conceptualizers prefer Think Demeanor
ing, which makes them logical and objective deci
sion makers. This combination of Intuition and Conceptualizers tend to inspire trust and admira
Thinking makes them the most independent of tion from others, in part because they value their
the four temperaments. Additionally, there are own competence so highly that they seem totally
significantly fewer Conceptualizers, estimated to sure of themselves. They want very much to be re
make up only about 15 percent of the American spected, especially by those they respect. They may
population. occasionally become argumentative when they
are challenged, and their characteristic overconfi
dence can also make them seem dismissive, and
Values and Qualities
even arrogant at times. Nothing is simple with
Conceptualizers, and they are skilled at seeing
One of the central values of Conceptualizers is
flaws in arguments or imagining alternatives oth
competence, and the drive to excel at whatever
ers miss. But they are also prone to overanalyze or
they do. Often superachievers, they set very high
nitpick, and they enjoy, and are very good at,
standards for themselves and others, and they
playing the devil's advocate.
tend to be perfectionists. Engaged in a perpetual
quest for knowledge, Conceptualizers are comfort
able in the world of abstract ideas and theoretical Appearance
concepts. Motivated by challenge, they are origi
nal thinkers and often innovative problem solvers. Many Conceptualizers understand the subtleties
Conceptualizers are logical, analytical, objec- involved in interpersonal communication, and use
TEMPERAMENT: FOUR DiffERENT HUMAN N AT U R E S 97
ENTJs are natural leaders-strategic, organized, ENTPs are enthusiastic, persuasive, and often char
and decisive. Forceful, strong, and committed, they ismatic. Their perceptiveness and their ability to un
are usually able to mobilize whatever resources or derstand and connect with people and anticipate
people are necessary in order to get the job done in a societal trends make them natural entrepreneurs and
way that meets their high and creative standards. politicians.
INTJs are excellent creative strategists. Complex INTPs are very complex, independent, and creative
and often brilliant visionaries, their logical analysis people. They are fascinated with the most abstract
and single-minded determination often enable them and complicated of challenges and can argue any
to see with laser accuracy well beyond what others logical position with fairness and conviction.
see. They are fiercely independent and strong-willed
perfectionists.
their appearance to demonstrate their status and not unlike the stereotype of the brilliant, but ec
personal power. This can include a variety of be centric, college professor.
haviors, such as wearing designer clothing, driving
luxury or exotic cars, surrounding themselves with
important people, owning lavish houses, and be Communication Style
longing to exclusive clubs or organizations. These
accoutrements are the tangible symbols of their Conceptualizers often love language and enjoy
success, and this tendency is more common with learning and using unusual and sophisticated
Extraverted Conceptualizers, ENTJs and ENTPs, words; many have impressive vocabularies. But
and especially ENTPs. since their thought processes are so complex, they
It can be a wholly different story with In frequently use compound sentences that may con
troverted Conceptualizers. INTJs, and especially tain several different ideas and which can some
INTPs, may be so absorbed in their inner world, times be difficult for others to follow. They really
and/or so independent, that they neither pay much enjoy talking about the big picture in any issue,
attention to nor are concerned about their ap and are prone to using diagrams, models, or ma
pearance at all. As a result, they may have a very trixes to illustrate their points.
unconventional, eclectic, or even rumpled look, As long as they work to keep it simple,
98 T H E ART OF S P E E D R E A D I N G P E O P L E
Conceptualizers can be skillful communicators, al alizers need constant challenge in the form of a
though Extraverted Conceptualizers (ENTJs and steep learning curve and many opportunities for
ENTPs) are usually better verbally, whereas Intro intellectual growth. Since they like working on
verted Conceptualizers (INT] s and INTPs) may new and original projects, they are best at perfect
be more effective with the written word. Both In ing flawed systems in ingenious ways and then
troverted and Extraverted Conceptualizers enjoy, moving on to their next creative challenge.
and frequently use, metaphors and analogies to Some jobs to which Conceptualizers gravitate
make their points. People who use lots of novel include: high-level manager, independent con
words or expressions, delight in puns, double en sultant, computer professional, scientist, lawyer,
tendres, and plays on words, and who enjoy a rep strategic planner, financial analyst, and psychia
utation for being clever and witty are probably trist. Many college professors, especially those in
Conceptualizers. the liberal arts and science, are Conceptualizers.
The following clue applies to many Conceptual
izers, but certainly not to all. Depending on their
age, station in life, and degree of self-esteem, some Avocation
Conceptualizers seem to have a strong need to
make others aware of how successful they are. This Conceptualizers are often interested in self
may manifest itself in a tendency to engage in one improvement, especially in the form of advancing
upsmanship, name-dropping, showing off their their education, learning a new language or skill,
awards or possessions, or simply bragging about or studying the lives of other successful people.
their achievements. Many find pleasure listening to audiotapes or read
ing self-improvement books. Since they are typi
cally career driven, it makes sense that most of
Occupation their free time involves learning ways to get ahead
professionally or improving themselves in some
Conceptualizers, like the other three tempera way. Many are virtual wizards on the computer and
ments, are found in all jobs. However, they are Internet. Games of skill and strategy and individ
most satisfied in environments that support high ual sports and hobbies are also popular with Con
intellectual pursuits and achievements. They en ceptualizers, especially those with high degrees of
joy mastering new technologies and like using cre personal challenge like golf, chess, or singles tennis.
ativity to solve complex or theoretical problems. As with the other pyramids, Level l of the Con
Naturally ambitious, they need to work with other ceptualizer Pyramid identifies the NT tempera
people whose competence they respect, especially ment. But since by definition, all Conceptualizers
those to whom they report. Above all, Conceptu- are Thinkers, Level II divides them into Judgers
T E M PERAM E N T : F O UR D I F F E R E N T H U M A N NATU R E S 99
LEVEL I
and Perceivers. Level III divides them, once again, values and how their actions will affect others.
into Extraverts and Introverts, to create whole This combination makes them the most empa
types. You will notice the two Judging Conceptu' thetic of the four temperaments. Like Conceptu,
alizers (ENTJ and INTJ) are next to each other alizers, Idealists represent only about 15 percent of
because they are so closely related, as are the two the American population.
Perceiving Conceptualizers (ENTP and INTP).
high value on uniqueness and originality. It is very ists, ENFPs and INFPs, who are even less con
important for Idealists to feel connected to others, cerned or driven by custom. Since they place such
which they do by cultivating and maintaining a high value on uniqueness and originality, they
harmonious relationships. are most comfortable wearing clothing or jewelry
Often extremely perceptive and sensitive to that makes a statement about them and their val
people's feelings, Idealists are frequently gifted ues. This can run the gamut from choosing funky,
and charismatic communicators, who can be en often loose-fitting, clothing, Birkenstock sandals,
thusiastic and persuasive when acting out of a long or free-flowing hair styles, to wearing rib
deeply held belief. Passionate and creative, many bons, pins, or buttons espousing a cause they be
Idealists possess "the soul of an artist" (regardless lieve in. While certainly not true of all Idealists,
of any innate talent or possible training). Fre if you run into someone who looks as though
quently nonconformists, they are attracted to the they've been living in Haight-Ashbury since the
unusual and different, and often march to the beat 1 960s, he or she is more likely than not an ENFP
of a different drummer. or an INFP!
Idealists who are Judgers (ENFJs and INF}s)
may look different from those who are Perceivers
I DEALIST CLUES (ENFPs and INFPs), since they are both more con
ventional and more concerned about how they
Demeanor appear to others. In addition to having the more
finished look common to all Judgers, they are also
Idealists are often described as being "artsy." likely to dress with an eye toward appropriateness.
Many, especially the Introverted Idealists ( lNFJ This is especially true of ENFJ women, who usually
and INFP) have an ethereal quality about them, go to great lengths to make sure their outfits are
perpetually detached and preoccupied with things well coordinated and right for the occasion. But
of a spiritual nature. Since most Idealists spend their overarching goal is to be true to their own
many of their waking hours thinking or talk sense of themselves, whatever form or fashion
ing about issues of great global concern, especially that requires.
those that affect people, they often look as though
they have a lot on their minds, which they do.
Communication Style
I I
TEMP ERAMENT: FOUR DIFFERENT HUMAN N AT U R E S 101
� :
The Four Idealist Types
ENFJs are enthusiastic, vivacious, and usually possess ENFPs see opportunities everywhere and live for ex
excellent public relations skills, which they like to ploring possibilities and helping other people to make
use to help people reach their highest potential. Cre changes or improve their lives. They are friendly,
ative, energetic, and organized, they throw them spontaneous, creative, and playful people who care
selves fully into every activity and task. deeply for their families and many friends.
INFJs are the most conceptual of the Idealists. Cre INFPs are the most idealistic of the Idealists, and are
ative, original, and complex, they are rather formal driven by their deep personal values and unique view
and reserved, but hold deep personal convictions of the world. They are gentle, reserved and even cool
that rule their actions and decisions. They can be ex to those they do not know and trust, but warm, pas
tremely focused and have great drive to accomplish sionate, and committed to the people and things
their goals. they care deeply about.
peraments when people are insensitive or cruel the physical world around them. Hence, they tend
or when jokes are made that belittle or demean not to notice the edge of a table or the beginning
others. of a flight of stairs. Since they have their minds on
ri
, I
J1 \ 102 T H E ART OF S P E E O R E A O I N G P E O P L E
/.:I
I
other things, they are often at greater risk of stum to be as tension free as possible, working among
bling or looking clumsy. caring people where they feel appreciated and
liked. Solving problems with global or far-reach
ing implications in creative ways is especially en
Occupation joyable to Idealists, as it allows them and others to
develop their greatest individual potential. Occu
Idealists, like people of the other temperaments, pations that attract large numbers of Idealists are:
are found in all fields, although not in nearly the the artist, psychologist, counselor, social worker,
same numbers. Remember that Idealists only make teacher of the humanities, trainer, and human re
up about 1 5 percent of the general population. sources worker.
However, the most satisfying work for Idealists is As with the other Personality Type Pyramids,
that which they find personally meaningful and Level I identifies the NF temperament. But since
rewarding. They need to believe in their work and all Idealists - by definition - are Feelers , Level II
to be able to see the positive impact it has on the divides them into Judgers and Perceivers. Level III
greater good. Idealists like their work environment divides them, once again, into Extravetts and In-
LEVEL I
,
i
\ �
,I
, I
TEMP ERAME NT: fOUR DIFFERENT HUMAN N AT U R E S 10]
troverts, to create whole types. You will notice the to the pages that list clues, but rather find the
two Judging Idealists (ENFJ and INFJ ) next to clues within the scenario. You will find the an
each other because they are most closely related, as swers on page 105 . Good luck!
are the two Perceiving Idealists (ENFP and INFP).
In addition to the main purpose it serves in this A round of recent layoffs and a difficult local econ
course, Temperament can also be very helpful to omy have sparked rumors that a family-owned man
those who may still be unsure of their own four, ufacturing company might be relocating to another
letter type. For example, suppose you are uncer state. Because this has caused serious morale prob
tain if your type is ENTJ or ENFJ. Beyond the lems, the president of the company has invited four
obvious difference that one is a Thinker and the employees from different departments to a break
other is a Feeler, they are also different tempera fast meeting to discuss the problems from the em
ments. ENTJs are Conceptualizers, while ENFJs ployees' perspective and to brainstorm ways of
are Idealists. If you reread the sections that de improving morale a�d productivity.
scribe these two temperaments, you should find Alex, a forty-year-old human resource specialist,
that one describes you much more accurately than was the first to speak: "I hate to say it, but the prob
the other. Or perhaps you aren't sure if you are an lem in a nutshell is that people no longer feel con
ISTP or an 1ST}. Besides the fact that one is a nected to the company. It used to be that we were
Judger and the other a Perceiver, ISTPs are Expe like a family. And sure, there were problems, but
riencers, while IST}s are Traditionalists. Again, people cared about each other and felt appreci
reviewing these two different temperaments will ated - like they belonged here. Part of the prob
likely confirm your true type. lem is that we've gotten so big and impersonal that
we've lost touch with each other. And I think it's clear
that when people don't feel invested in the com
T E M P E R A M E N T S K I LL- B U I L D I N G pany-and by that I mean emotionally invested
EXERCISE they're simply not going to do their best work. We
have to look for creative ways of meeting our em
This exercise is designed to test your ability to ployees' needs. For example, finding affordable,
recognize temperaments based on a very limited quality child care is a big problem for many of us
amount of information. In the scenario that fol in this town. We could explore the possibility of
lows, you will briefly meet four people of different setting up a company-sponsored child care center,
temperaments. Your assignment is to determine which might have an employee committee to over
each person's temperament and identify three see and direct its operation. Or we could look into
dues that led you to your conclusion. The exer instituting flexible hours, which would give workers
cise will be more beneficial if you don't refer back greater flexibility in their lives outside of work.
1 04 THE A R T O F S P E E D R U D I N G P E O PLE
Creative ideas like that. which meet people's needs, before it. And, if anything, I think we've gotten a little
would be a huge goodwill effort on the part of too loose around here. The left hand never seems
management and would yield rich rewards for the to know what the right hand is doing. It's not that
company, not only at this moment, but for a long we have too many rules or procedures, it's that they
time to come." are far too ambiguous, and inconsistently enforced
Lillian, a fifty-five-year-old shipping and receiving when people don't follow them, which is quite of
manager, spoke up next. "1 don't know, it may ten, in my opinion. We have policies for a reason,
sound silly, but this place used to be a lot more fun. and they should be spelled out in detail, printed in
There were lots of activities that brought people to a handbook, and distributed to all employees when
gether- like the softball and bowling leagues, the they start working here. That way, everyone would
annual employee/family picnic up at Tobin Lake, and know precisely what was expected of them. Maybe
many other informal gatherings. And I remember, we if we started posting individual productivity ratings,
were always running some crazy contest or other, the people who aren't pulling their weight might
with the winners announced in the cafeteria at work harder. The long and short of it is, if we were
lunchtime. The whole place just used to be looser more efficient around here, people would take more
not that we didn't break our necks to get the work pride in their work and the whole company would
out! But after we worked hard, we enjoyed partying benefit."
together. It also seems like the jobs today are too The last to speak was fifty-year-old Charlie, who
routinized - I hear people on the line constantly ran Computer Services. "I've been listening with
complain they feel like they're just an extension of great interest and, frankly, I think you are all missing
their machine! And it seems now that every time the boat by concentrating on short-term problems
you turn around, there's another new rule or proce and solutions. What we should be thinking about
dure to follow, and, of course, endless paperwork to is the future . . . what can we do to ensure that the
document that you foll owed it. All these excessive company will be competitive and profitable into the
rules means it takes too long to make anything hap next century! And we should start by analyzing our
pen. I JUst think that if you could make this place less needs with respect to our computers. and immedi
Ii rigid and more fun again, people would relax and be ately upgrade our systems. Theoretically, anyway,
. II
I' more willing to really be here!" people will work harder if they are invested in the
Maureen, forty-seven, from accounting was next. company, so management should implement a
"Not surprisingly, I don't agree with much of what profit-sharing plan -the more money the company
Lillian had to say. She's putting the cart before the makes, the more the employee makes. That is the
horse by suggesting recreational activities will moti way to get them really invested. I recommend we
vate people. I think you reward people with some implement more autonomous teams to handle the
thing fun if. and only after, they do a good job, not various phases of product development. That would
TEMPERAMENT: fOUR DIffERENT H U M AN N AT U R E S 105
address both Lillian's concerns about more variety h. Lillian's temperament: _________
Directions Clue #1 :
.'� I I 106
I
T H E ART OF S P EEDREAD I N G P E D P L E
;
I
#2: R ecommends
skill-building examples. You may have noticed work is done first.
others not listed here. Clue detailed, written
Clue #3: R ecommendations of flex time and Clue #2: R ecommends autonomous teams and
ing, into the next century.
Clue # 1: Laments the lack of fun and activity So, how did you do? If you did not fare as well as
at work and recommends reinstituting games, you hoped, you might want to read the earlier sec
Clue #2: R ecommends jobs be less routinized exercise, it's time to move on to Chapter 5, where
contests, and informal gatherings. tion again to see what you missed. If you aced this
and reducing the number of excessive rules and you will ieam the third component in the Speed
the time it takes to make things happen. R eading system.
I C H APTER 5
Why What You See . Andrew's palms were sweating as he rang the door
bell of the impressive Georgian colonial. The only
Is Not Always time he could remember being this nervous was
four years ago, when he filled in at the last minute
What You Get for the lead in his high school play, who had been
rushed to the hospital for an emergency appendec
tomy. Andrew worried because tonight he was fac
ing a more critical audience. He had come to meet
Elissa's father. Elissa was the new love of his life, and
someone whom he could easily imagine marrying
one day. (He had met Elissa's mother briefly once
before and they seemed to hit it off well.)
Despite reassurances from Elissa that her father
would be "crazy about him," Andrew had his doubts.
What. he wondered, would a senior art history
major whose greatest lament was that he has missed
out on the radical 60s and the lead scientist of a
major pharmaceutical company have to talk about?
The answer soon became painfully apparent: not
much. The palpable awkwardness throughout the
evening felt excruciating at times to Andrew, Elissa,
usual small talk; he hadn't even looked Andrew in about them and can provide one of the most pow
the eye more than a half dozen times throughout erful clues for determining their type.
the whole dinner. And he certainly hadn't put his
him. "He said you were intelligent, had depth, were You will remember that people perceive (or take in
a good listener, and seemed to have the strength information) in one of two ways - through their
of your convictions- qualities he really admires Sensing or through their Intuition. Sensors focus
and rarely encounters in people our age." While on the facts and specifics, and Intuitives focus on
very pleased, if not wholly convinced she might the possibilities and implications. For this discus
not be sugarcoating the truth a bit, Andrew won sion, it is helpful to think of the perceiving process
dered how he could have so badly misread Elissa's as "input"-that is, information coming into the
father. brain. You will also recall that people judge, or de
cide, in one of two ways - as Thinkers, employing
It turns out that the old warning "You can't judge logical and impersonal analysis, or as Feelers
a book by its cover" has new meaning with regard relying on their personal values. It is helpful to
to the study of SpeedReading people. We've all think of the judging process as "output"- that is,
known people who have boundless energy. Enthu doing something with the information.
siastic about everything, they wear their feelings Since the act of perceiving is primarily an inter
and emotions prominently for all to see. They are nal process, it is hard to observe whether someone
usually so excited and animated when they talk to relies more on Sensing or Intuition. In other words,
you that their eyes actually seem to sparkle. We've if a woman smells a flower, it's impossible for any
also all known people whose demeanor is just the one to know - j ust from watching her - if she
opposite - people who are painfully reserved and is primarily experiencing the flower through her
wear a perpetual deadpan expression that reveals Sensing or through her Intuition. If she used her
little, if anything, about how they really feel about Sensing, she might just be pleased by how wonder
things. Granted, the two people described above ful it smells, or notice the subtle spice tones of the
represent opposite ends of the spectrum. And, fragrance. But if she used her Intuition, the same
clearly, most people fall somewhere between these experience might make her sad if the flower's fra
two extremes. But whether people express their grance reminds her of the perfume of the great
feelings publicly or hold them back tells us a lot aunt who recently passed away.
J
; 1: ,
r WHY W H AT YOU SEE • • • IS NOT A LWAY S W H AT YOU GET 109
However, since the act of judging (or deciding one another is that some types naturally use their
something) usually involves some behavior, it is Feeling side out in public, and others naturally
often easier to observe whether a person is using keep their Feeling side to themselves, even if it's
Thinking or Feeling. For example, suppose a man not their "true" preference.
tells a joke that his coworker finds offensive. The When people direct their feelings at others,
·
man telling the j oke has no way of knowing how and make public value judgments, it is called
the information is going in (the input) and being Extraverting Feeling. The man who throws his arms
processed in the other man's brain. But suppose around a friend he hasn't seen for years, looks him
the man hearing the joke says to his coworker: in the eye, and with a big grin says: "Man! it's great
"Gee, I don't mean to hurt your feelings, but I've to see you! " is Extraverting Feeling. Also Extra
gotta tell you that I find jokes that perpetuate neg verting Feeling is the woman who watches a TV
ative stereotypes about people very offensive, and commercial for toilet bowl cleaner that she con
I'd prefer not to hear any more of them." The joke siders demeaning to women and exclaims: "That
teller can observe the behavior, or the "output." does it! I am never going to buy another product
And if he's learned the SpeedReading techniques made by those sleazy, sexist morons again!"
taught in this section, he can quickly and reason When people apply their feelings inwardly, to
ably conclude that the man is probably a Feeling ward themselves, and/or keep their value-based
type (exactly ho� he could conclude this will be opinions private, we say they are Introverting Feel
come evident very soon). ing. The woman who is comfortable quietly con
In trying to identify someone's type, it would templating how she feels about something, rather
obviously be very helpful to be able to look at his than being compelled to announce it to the world,
behavior, determine that it reflects his Feeling is Introverting Feeling. So is the man who looks
values, and therefore eliminate all eight Thinking inward, blames himself, and feels guilty for some
types from consideration. Likewise, if we could thing that went wrong, rather than seeking to pin
quickly identify the person as a Thinker, we could the blame on someone else.
eliminate all eight Feeling types. Unfortunately, Using the words "extraverting" and "introvert
this is not always easy to do for two reasons: first, ing" to describe how people express their feeling
people of all types use borh Thinking and Feeling side can be confusing. However, be assured that as
sometimes . But, of course, since they prefer Think you become more familiar with the concept, you
ing, Thinkers tend to be better at it and use it will appreciate that there is a dramatic difference
more consistently, just as Feelers prefer, and there in the affect, or outward behavior, of people who
fore use, their Feeling more often and with greater Extravert Feeling and those who Introvert it. This
skill. The second reason it is sometimes tricky to is such a powerful clue because once you master
quickly distinguish Thinking and Feeling from identifying it, you can reduce the possible types a
1 10 T H E ART OF S P EEDREAD I H G P EO P L E
I I
person may be from sixteen down to four- often You will notice that each of these types shares
in a matter of seconds! the same two letters, T and P, because they are all
When we discuss this particular personality dy� Thinking Perceivers. So, by definition, all TPs also
namic, we use the shorthand EII�Feeling Pattern. * Extravert Feeling.
Now you're probably wondering: "lf FJs and TPs
E XT R AV E RT E D F E E L I N G
both Extravert Feeling, then aren't they really sim�
itar, and, if so, then what difference does it make
how I deal with them?" The answer is no, they are
There are eight types that Extravert feeling. Four not similar, but they can look similar, and that's
of these are natural Feelers, and four are really precisely why it is important to be able to tell "real"
Thinkers. (Remember, all types-Thinkers and Feelers from Thinkers who just look like Feelers.
Feelers-are capable of using both functions.) To demonstrate this point, consider an experi�
ence common to most of us -buying a car or
The four Feeling types that
making another major purchase. Many effective
Extravert Feeling are:
salespeople, especially people in retail sales, Extra
ENFJ
vert Feeling. While some are really Feeling types,
INFJ
many are in fact Thinkers, which makes them TPs.
ESFJ
(And most are also E_TPs ( Extraverted Thinker
ISFJ
Perceivers.) Now one of the things that make sales
people successful is their ability to make you like
You will notice that each of these types shares
and trust them. They do this by creating a relation
the same last two letters, F and J, because they are
ship with you. They usually smile a lot, compli
all Feeling Judgers. Therefore, by definition, all
ment you freely, use your first name often, and try
FJs Extravert Feeling.
to be responsive to your questions and concerns.
The four Thinking types that In other words, they try to make you feel that you
Extravert Feeling are: are important to them -their new best friend, if
ENTP you will. The question is, are they acting this way
INTP because you suddenly have developed a close rela
ESTP tionship and they want the two of you to start
ISTP hanging out together? Probably not. More likely,
they are using their natural Extraverted Feeling
*Some of the most significant work in the area of Extraverted in service of their real preference-Thinking
and Introverted Feeling has been done by Psychological Type re
because they know, consciously or not, that if
searcher, writer, and counselor Terry Duniho, 104 Rankin Avenue,
Providence, RI 02908. you like them, they are more likely to make the
WHY W H AT YOU SEE • • • IS NOT A L WAY S W H AT YOU GET III
sale. We often describe TPs as "connectors," be� General Clues for Identifying
cause they have a natural ability to connect with Extraverted Feeling
others.
Lest we leave the wrong impression: we don't Typically, people who Extravert Feeling (both FJs
mean to suggest that all connectors, or even all and TPs):
salespeople, are manipulative or not genuine. The
point is, this is their natural way of behaving. They 1. Strive to connect with others
are not being phony, nor is this just an act They naturally pay attention to other people, are
in fact, behaving in any other way would feel good at reading feelings and knowing what others
unnatural and dishonest, just as it would be want and need, and are motivated to provide it.
equally difficult for a person who does not natu�
rally connect to act as if he or she does, for any 2. Try to please others and seek approval
length of time. (Especially true ofFJs)
This business of Extraverting Feeling is so im� They often will go to great lengths to promote
portant because, if you didn't understand and ap� harmony.
preciate this dynamic and weren't able to tell the
TPs from the FJs, you might assume that everyone 3. Can be charming and charismatic
you met who seemed friendly, engaging, or who ( Especially true of Extraverts)
smiled at you was a Feeler, just as you might assume They are "people" people - good talkers who are
that anyone who seemed distant, cool, or imper� usually good at convincing others to trust and fol�
sonal must be a Thinker. Your assessment would low them.
be wrong on both counts, and as a result, your abil�
ity to communicate effectively - the goal in learn� 4. Are physically expressive
ing to SpeedRead people in the first place- would (Especially true of Extraverts)
be greatly diminished. When talking with others, their faces are usually
So now that we have established the impor� very expressive - they often have twinkling eyes,
tance of being able to differentiate between Think� tend to laugh easily, and exhibit a wide variety of
ers and Feelers who both Extravert Feeling, let's facial expressions, from smiling to frowning, from
take a closer look at what Extraverted Feeling beaming to grimacing. Their reactions are often
really looks like. We'll start with the general char� dramatic and immediate, and they are able to shift
acteristics that all people who Extravert Feeling from one emotion to another quite quickly.
exhibit, both the TPs and the FJs. Then we'll pre� Extraverted Feelers usually engage with others
sent the specific clues for FJs, followed by those physically, lean into conversations, sit or stand
for TPs. close to the person, nod their heads in approval,
I II T H E ART OF S P E E D R E A D I N G P E O P L E
touch, hug, pat shoulders, rub backs, engage in ex 1. Really do make decisions based on their own
tended handshakes, and show other more public personal values, unlike TPs, whose decisions
displays of affection. are more dictated by logic and impersonal
2.
They also give lots of supportive feedback and principles.
commiserate easily with people, using expressions Are usually comfortable with feelings, their
such as "That must have been very hard on you" own and others', understanding them, talking
3.
or "I understand how you feel." about them, and sharing them.
4.
also direct their Extraverted Feeling toward others people's needs before their own.
in negative ways, by deflecting blame from them Use language that reflects their values. They
selves and punishing others who may not be at tend to describe things using words like: "won
fault. derful," "horrible," "beautiful," "terrific," "out
6.
dress appropriately to the situation than it is to be I know I would!"
comfortable. In other words, they frequently dress Express their approval and disapproval with
for others first, and themselves second. In this their facial expressions. Often they will raise
way, they tend to put appearance over function. their eyebrows and tilt their heads to one side
This results in wearing coordinated outfits (this is as if to say, "Oh, really?" to demonstrate their
especially true for women), and both women and displeasure.
men usually have a "pulled-together" look.
Specific Clues for Identifying Thinking
Perceivers (TPs)
Specific Clues for Identifying
Feeling Judgers (FJs) In contrast, the four TP types, ENTP, INTP, ESTP,
and ISTP:
2. Often use their Feeling side strategically American culture, females are socialized to Extra
that is, as a device to connect with others to vert Feeling, are expected to be comfortable with
accomplish their objectives. feelings, and are encouraged to show emotions
3. Are good at seeing both, or even several sides, freely. Males, on the other hand, are socialized to
of an issue, and usually enjoy debating or argu Introvert Feeling, to play it cool, and to keep their
ing the merits ofdifferent sides. (This is in sharp feelings and emotions in check. Since none of us
contrast to FJs, who have such a strong need is immune to this conditioning, the result is that
for harmony they will seldom risk confronta Thinking women who naturally Introvert Feeling
tion and the tension or ill will an argument (TJs) often learn to be more public with their feel
may create between people.) ings or use them to meet social expectations.
4. Can be very dramatic with emotions (especially Therefore, they can appear to be Extraverting Feel
ENTPs and ESTPs). They have a wide reper ing, when in fact they are not. Similarly, Feeling
toire of behavior and are comfortable moving type men who naturally Extravert Feeling (FJs),
from one behavioral extreme to another. may learn to unconsciously tone down their reac
5. Are pragmatic: unlike FJs, they can usually tions, since that is what is expected of them. Con
change positions easily to accommodate new sequently, they may not appear to be Extraverting
information or if they decide a different strategy Feeling, when in fact they are. This may be espe
is more effective. Also unlike FJs, they tend cially true of older men with more years of con
not to lock themselves into moral, or value ditioning, who were raised in more emotionally
based, positions, so they tend to be able and repressed times, or who spent a good deal of time
willing to retreat from their original position as in the military. Understanding this subtle, yet per
the situation warrants. vasive, cultural dynamic can help you SpeedRead
6. Are generally less serious, and more easygoing; people much more accurately by making you
they have a "lighter," more casual demeanor more savvy to the genuine clues people give and
that usually makes them fun to be around. alerting you to the adaptive behavior many of us
display.
At this point, you should have a pretty good
Muddying the Waters: How Gender Affects picture of what Extraverted Feeling looks like, and
Extraverted Feeling how it is different in Thinkers (TPs) and Feelers
(FJs). In individuals who have very clear type pref
Although people's types predispose them to ei erences, it is often easy to recognize. But in others,
ther naturally Extravert or Introvert Feeling, there it may be much more subtle and difficult to discern.
are also other factors that can greatly influence For this reason, it will take you time, and lots of
whether one Extraverts or Introverts Feeling, as practice before you will be able to spot it quickly
well. Chief among these are gender roles. In the in others. In either case, it is a very powerful tool,
!
! .! ! .
1 14 T H E ART OF S P E E D R E A D I N G P EO P L E
which, although a little complex and tricky to are all Thinking Judgers. And, once again, by
grasp at first, is worth the time to master, since it definition, all T]s Introvert Feeling.
will enable you to SpeedRead people much more
quickly.
Two sides of the same coin:
Introverted Feeling and Extraverted Thinking
I N TROVERTED FEELI NG
Since eight of the sixteen types Extravert Feeling, By definition, people who Introvert Feeling also
there are also eight types that Introvert Feeling. Extravert Thinking, since people don't Extravert
Four of these are really Feelers, and four are really and Introvert the same function. And it is almost
Thinkers. (Remember, all types -Thinkers and always easier to see what a person is Extraverting
Feelers - are capable of using both functions.) (or showing to the world) , than what they are In
troverting (keeping to themselves ).
The four Feeling types that
Introvert Feeling are: General Cl ues for Identifying
ENFP Introverted Feeling
INFP
ESFP Typically, people who Introvert Feeling (both FPs
ISFP and TJs):
You will notice that each of these types shares 1. Can appear rather impersonal and dis
the same last two letters, FP, because they are all passionate.
Feeling Perceivers. Therefore, by definition, all 2. Are more concerned with pleasing themselves
FPs Introvert Feeling. than they are with pleasing others. That is, they
are generally more concerned about how they
The four Thinking types that feel or what they think about a given issue than
Introvert Feeling are: about what others may feel or think about it.
ENT] 3. Are not usually physically or emotionally ex
INT] pressive, except with people very close to them
EST] or in private. (This is especially true of TJs). In
1ST} fact, they often have a blank expression, even
while discussing emotional issues, which can
And you will notice that each of these types belie the passionate feelings they may be expe
shares the same two last letters, TJ, because they riencing inside (especially FPs).
WHY W H AT YOU SEE • • • IS NOT A LWAYS W H AT YOU GET 1 15
4. In contrast to people who Extravert Feeling and 6. Often communicate their values more through
who often have sparkly eyes, FPs and TJs often their actions than through their words.
have what can best be described as sad eyes. 7. Are not overly conscious of appearance and
generally dress to please themselves, not oth
ers. They can often have an unfinished, casual
Specific Clues for Identifying Feeling look about them.
Perceivers (FPs) 8. Can be self-deprecating and humble and are
often uncomfortable or embarrassed receiving
Now that you've reviewed the general clues for all public compliments or praise.
types that Introvert Feeling, we'll look at the spe
cific cues for the four Feeling Perceiver (FP) types:
Specific Clues For Identifying
ENFP, INFP, ESFP, and ISFP. Typically, FPs:
Thinking Judgers (TJs)
2. Usually have and express strong opinions and if you don't refer back to the text until after you've
can appear insensitive and unfeeling, since answered all the questions pertaining to each sce
they give honest, truthful feedback, even if it is nario. You'll find the correct answers on page 1 1 9.
blunt or brutally frank. Good luck!
3. Show little emotion. They keep their feelings
in check and seldom let them influence their Scenario # I : Tom
logical decision making.
4. Are not physically demonstrative and seldom Tom, a fortyish real estate developer, confidently
touch people with whom they are inter strolled into the bagel shop dressed in an expen
acting. (This is especially true of ISTJs and sive designer-label suit. As he made his way to the
INTJs. ) counter, he scanned the store and. taking inventory
5. Usually have a tidy, more formal professional of the customers, stopped to chat with several of
appearance. They usually dress in a conven the regulars. When he reached Greg, he broke into
tional, traditional manner. a big smile, threw his arm around Greg's shoulders,
and pulled him close. He then began to tease Greg
By comparing the list of clues for TJs and the unmercifully about the beati ng Greg's favorite bas
one for FPs, it is quickly apparent how very differ ketball team had taken the night before. Although
ent they are and, consequently, how important it is it was a good-natured exchange, Tom clearly took
to be able to tell them apart, because they can look great pleasure in making Greg painfully concede his
so similar. It may be especially important to be team had blown Its chances to make the playoffs.
able to accurately distinguish between a TJ and an At the counter, Tom flirted with the two young col
FP to avoid the risk of hurting or offending an FP. l ege students filling orders, the same way he did
every day. After gobbling down his bagel and coffee,
Tom "made the rounds," said good-bye to his bud
dies, jumped into his late-model Camaro convert
S K I L L - B U I L D I N G E X E RC I S E ible, and zoomed off to work.
To help you determine how well you were able to 1. From the brief information presented, Tom:
absorb and integrate the material presented in this a. appears to:
chapter, and to help reinforce these principles, D Extravert Feeling
we've developed the following skill-building ex D Introvert Feeling
ercise. Read one scenario and try to answer the h. is more likely a:
questions that follow it before moving on to the D TP
next. You will get more benefit from this exercise D TJ
,!
WHY W H AT YOU SEE • • • IS NOT A LWAYS W H AT YOU GET 1 17
o Extravert
d. is probably one of two types: o Extravert Feeling
a. appears to:
o Introven Feeling
b. is more likely a:
or
o TP
e. Is most probably this one type:
o TJ
o FP
Scenario #2: Diane o FJ
o Introven
c. is also probably an:
o Extravert
After closing her door so she wouldn't be inter
help you. First of all, I have a major presentation in of Carl's work. Since Carl wasn't home at the time,
two days that I have to get back to work on. And Alan went into Carl's room and brought out several
second, I'm just not very good at this sort of thing." pieces Carl was working on. A half hour later, when
Trying to be helpful in a practical way, Diane pulled Carl came home, Alan introduced him to the art
it. But he
out the employee manual and suggested julie might dealer and told him what they had been doing. At
want to take a personal day to pull herself together. first, Carl was unsure of how he felt about
. .I T H E ART OF S P E E D R E A D I N G P E O PLE
WOr!<; first
became much clearer as the art dealer, believing he Scenario # 4: Jamie
was being helpful, began to critique Carl's
praising his talent and then telling him how he could Jamie arrived at the cocktail party impeccably
make his paintings more commercially appealing. dressed. Her outfit was tastefully coordinated and
Suddenly Carl knew exactly how he felt! Gathering totally appropriate for the occasion. Not a hair
up his pictures, he hastily thanked the dealer and re out of place, everything about her matched: dress,
treated to his room. When a confused Alan knocked shoes, makeup, jewelry, and accessories. She
want someone to see them - let alone criticize with and never let
them- /'II decide who and when that will be!" Only was over. She had an easy smile and frequently
doing me a favor, but you were way out of line. a small group, Jamie effortlessly moved from one
Please don't ever do anything like that again." subject to the next, sharing opinions that obviously
o Extravert Feeling opinions, and had a talent for making everyone feel
h. is more likely a:
o Introvert Feeling at ease and important.
h. is more likely a:
o FJ o Introvert Feeling
c. is also probably an:
o Introvert o TP
o Extravert o TJ
o FJ
d. is probably one of two types: o FP
e.
o Introvert
o Extravert
WHY WHAT YOU SEE • • • IS N O T ALWAYS WHAT YOU GET 1 19
h. is more likely a: FJ
e. Is most probably this one type:
c. is also probably an: Extravert
d. is probably one of two types: ESFJ or ENFJ
e. Is most probably this one type: ENF}
Now check your answers below.
How did you do? Hopefully, you were able to iden
tify whether Tom, Diane, Carl, and Jamie Extra
ANSWERS TO S K I LL-BU I L D I N G verted Feeling or Introverted Feeling. If so, then
EXERC ISE FOR E l l - FE E L I N G you are well on your way to mastering this critical
PATTERN SpeedReading skill. If you were able to take it to
the next level and identify whether each person
1. Scenario #1: Tom was a TP, FJ, T}, or FP, so much the better. And
a. appears to: Extravert Feeling if you could correctly determine the one or two
h. is more likely a: TP probable types for each person, you are well ahead
c. is also probably an: Extravert of the game!
d. is probably one of two types: ENTP or ESTP This exercise should make it clear how power
e. Is most probably this one type: ENTP ful a tool being able to identify a person's E/I
Feeling pattern is. If, however, you had difficulty
2. Scenario #2: Diane with it, don't despair. It is by far the most complex
a. appears to: Introvert Feeling part of the process and takes some people longer
h. is more likely a: TJ to master than others. If you find yourself in this
c. is also probably an: Introvert position, we strongly advise you to reread this
d. is probably one of two types: INT} or 1ST} chapter before moving on to Part 3, since the abil
e. Is most probably this one type: ISTJ ity to be able to recognize the Ell-Feeling Pattern
is a critically important component in the Speed
3. Scenario #3 : Carl
Reading system.
a. appears to: Introvert Feeling
h. is more likely a: FP
c. is also probably an: Introvert
d. is probably one of two types: ISFP or INFP
e. Is most probably this one type: INFP
1 �
I . .
:jli
C HAPT E R S I X
Putting the System to Work In the preceding chapters, you've learned about
Personality Type and the components comprising
the SpeedReading system. In this chapter, you will
learn how they work together to enable you to
SpeedRead people quickly and accurately.
The SpeedReading system is built around the
three components presented - individual prefer
ences, temperament, and a person's Ell-Feeling
pattern - because these three provide the most
valuable clues. As you become a more experienced
SpeedReader, you will discover other combina
tions of preferences that can also help you identify
people's types.
Just as many paths lead to the same destination,
there are many different ways you can use these
tools to determine a person's type. In fact, some
types will naturally be better than others at spot
ting certain clues. For example, because Sensors
naturally notice details, they may pick up on a
small clue that an Intuitive might miss. On the
other hand, while Intuitives may miss the details,
they are better at interpreting the meaning of some
subtle behavior, and extrapolating a pattern. It's
not important how you arrive at an accurate as
sessment, as long as you ultimately do. But what
about your goals and expectations about your
newly acquired skills? Remember, it's always im
portant to keep in mind the ultimate goal in mas
tering the SpeedReading system: to enable you to
communicate more effectively with everyone you
come in contact with. Obviously, the better you
understand someone, the more likely this is to oc
cur. Consequently, it is most helpful when you can
III T H E ART OF S P E E D R E A D I N G P E O P L E
identify a person's full four-letter type. But, for a on occasion you will be able to identify a person's
variety of reasons, including an inadequate oppor whole type, almost instantly, just by looking at
tunity to observe a person, the presence of some him! This is because people of the same type often
psychological abnormality, or a misleading con have a particular "look" which you will begin to
text or situation, this is not always possible, nor is recognize after extensive interaction with many
it always necessary. people of the same type. But in the vast majority
In some instances, you will be able to determine of cases, you will use the process of elimination to
only a person's temperament, or perhaps one or two go from sixteen types to eight types, down to four,
of his or her preferences. But in many cases, this is to two, and finally to one - the person's full type.
more than enough to accomplish your major goal Using the three components of the system, you
of significantly improving communication. For ex will be able to accomplish this, in most cases, in a
ample, suppose you are an Extravert, and you meet matter of minutes.
someone and determine she is an Introvert, but you Shortly, we will demonstrate how the various
are unclear about the rest of her type preferences. components can be used in different order to
With all you've learned about the differences be SpeedRead a person. Before we do, we offer the
tween Extraverts and Introverts, you would still following tried and true, practical tips to effective
know a great deal more about her, and how to com SpeedReading:
municate with her, than if you didn't understand
Introverts, or couldn't identify her as one. 1. Always begin with what you are most sure
There is no right order in which the three com about.
ponents need to be used to work effectively. With Regardless of whether it is the subject's tempera
one subject, you may first identify the tempera ment, one or more preferences, or his or her E/I
ment, then a particular preference, then his E/I Feeling pattern, identify what you think is most
Feeling pattern. With another person, you may clear, then eliminate those things you can most
find her Ell-Feeling pattern j umps out at you. Fre easily. For example, suppose you are certain the
quently, one person will find one component pro subject is an Extravert. Then you can automati
vides the best clues and another person will find a cally eliminate all eight of the Introverted types.
different component more useful.
The act of SpeedReading People involves a 2. Don't rush to judgment.
process of elimination. Before you know anything Keep the door open and consider uncertain guesses'
about a subject, he or she might be one of sixteen as working hypotheses subject to change as you col
types. As you gather more data, you begin to elim lect more data. This can present a particular chal
inate possible types from contention. Incidentally, lenge to Judgers, who, in their haste for closure,
after you have really mastered the techniques, may not take in enough information before mak-
L
r PUTTING THE SYSTEM TO WORK In
ing a decision. Remember, you can always modify SpeedRead the person. For example, people call
your guess as you pick up new clues. ing you to inquire if you have a job opening will be
motivated to let you get to know them, and will
3. Be aware of your own biases. generally make themselves available to talk as long
We all filter our perceptions through our own bi� as you want to. With such a scenario, you get the
ases and prejudices. With regard to Type, it is par chance to ask them open-ended questions and hear
ticularly easy to fall into the trap of stereotyping how quickly or slowly they respond, which words
people based on our personal opinion of various they use, how warm or cool they are, and so on.
type preferences or temperaments. For example, Contrast this with a call you make to try and se
you may mistakenly believe all people who are cure an informational interview with someone you
friendly must be Feelers. But what you may really have to convince to spare you a half hour of her
be seeing is Extraversion. Conversely, Feelers who time. She is much less likely to volunteer informa
Introvert Feeling may look cool and initially un tion freely, and therefore you will have much less
friendly and you may misread them as Thinkers. information upon which to SpeedRead her.
The location of the call can even influence how
much information you are able to glean. For ex
ample, someone calling from his office within ear
W H E N YO U ' R E N O T FAC E· T O · FACE
shot of coworkers or his boss may (depending on
Some tips for SpeedReading people over the phone the purpose and content of the call) act and speak
very differently than ifhe were calling from the pri
While it is always preferable to be able to look the vacy of his home. Similarly, the purpose for the call
person you are trying to SpeedRead in the eye, it and the role of the caller can affect what you are
is not always possible. Nor is it always necessary in able to learn. For example, an attorney for a collec
order to get a good sense of his or her personality tions company is likely to act tougher and more in
type. For once you have mastered the SpeedRead timidating than she might normally be, or prefer
ing techniques, you will be able to identify most, to be, because she considers that approach helpful
and sometimes all, of a person's type preferences or necessary to perform her job. Although, in real
from a relatively brief telephone conversation. ity, few Feeling types choose this line of work, it is
Your accuracy will depend, in addition to your not hard to imagine one coming across much more
SpeedReading prowess, on several factors, includ� like a Thinker. And it is therefore easy to see how
ing the purpose, length, and context of the conver someone trying to SpeedRead her might easily mis
sation, and, in some cases, the person's type as well. interpret her behavior and misread her type.
The more open-ended and spontaneous the con� Although in some situations, there will be little
versation, the greater opportunity to accurately you can do to improve your chances of accurately
� _
ll
_4_____
T H E A RT O F
________________
S PE E D R EA D I N G
_
__
PEO P LE
____
________
[1 : j
.1
SpeedReading the person, in most others you can hibit your ability to really focus your attention on
do quite a lot. For example: always ask open-ended certain clues.
questions. Remember, the longer a person talks, Finally, it might be helpful to keep in mind that
the more you know about him or her. For example, even if you are able to identify only a few prefer
in a job interview situation, you might ask: "How ences or the person's temperament over the phone,
did you get along with your last boss?" To which based upon your understanding of Type, you are
the person is likely to answer: "Fine." But suppose still likely to have learned more about what moti
you asked a series of open-ended questions, in vat�s him than people who have known him for
stead, such as: "Tell me about your last boss. What years! As always, we caution you to avoid jumping
was she like? . . . What did you like best about her? to conclusions based on limited information, and
. . . What areas of conflicts did you two have? . . . encourage you to think of an unsure guess as a
How would you characterize your relationship with "working hypothesis" subject to refinement with
her? . . . What do you think she would say about more information.
you?" You would learn much more about the
person's own values, perceptiveness, confidence,
intelligence, not to mention key personality D I F F E R E N T AP PROAC H E S F O R U S I N G
characteristics. T H E S P E E D R EADI N G C O M PO N E N T S
Sometimes, even when you ask an open-ended
question, the person will give a very brief one-word Imagine a carpenter who has three tools o n his
or one-line reply (which in and of itself can be very belt: a hammer, a saw, and a screwdriver. For one
revealing). You may need to encourage the person job, he may need only the hammer; for another,
to expand her answer by asking: "Could you say a he might need only the saw; and for a third, he
little more about that?" or "Could you give me an might only need the screwdriver. But for some
example?" or "I'm curious why you would think jobs, he might need two, or even all three, tools.
that." Which tools he uses depends on the situation and
Obviously, in the vast majority of cases, Speed the specific requirements of that job.
Reading someone by phone is not as effective as Think of the three components of the Speed
dealing face-to-face. However, there may be rare Reading system as your three tools. In order to get
occasions when it is easier to type someone by your job done, that is, to SpeedRead someone ac
phone than in person. One such situation might curately, you may need one, two, or all three tools.
be when the person is freer to be himself on the And just as the carpenter must decide which tools
phone than he might be at work, or in a group. to use, and in which order to use them, you must
And sometimes, SpeedReading people by phone decide which components will be most helpful
can reduce unwanted distractions, which can in- and how to use them in a given situation.
PUTTING THE SYSTEM TO WORK 115
Approach # 1 wait for the few minutes it took her to end a phone
call, asks you to sit, and politely inquires if you think
In this first e xample , we'll assume that you use the this matter will take more than a half hour. because
preference cues as your primary source of data. she has a meeting then and wants to make sure you
Once you have a working hypothesis as to the get all the time you need with her.
person's full type, you will then use the other Jane is friendly, energetic, yet attentive as you ex
two clues- temperament and their ElI-Feeling plain the situation, even as she occasionally glances
pattern - as confirmation that your assessment up at customers entering or leaving the bank. She
was right. takes the time to hear you out completely and does
Read this scenario carefully. Search for clues to not seem the least bit defensive. She frequently nods
Jane's true type by identifying each of her four in agreement and twice politely Interrupts your ex
preferences. planation to clarify a detail of the story and to look
over the paperwork you've brought with you. As
Jane is a thirty-five-year-old customer service repre she explains the steps she will go through to investi
sentative working for a local savings and loan com gate the problem and try to resolve it, she uses her
pany. You have arrived to try and straighten out a hands to gesture. Overall, you get the clear impres
discrepancy in your account that you believe has sion that she is genuinely concerned about your in
occurred as a result of a bank error. Your objective convenience and that she is trying to keep you as a
is to convince her that the bank should waive the happy customer of the bank.
$20 service fee you've been charged, since it was
QUESTION # .
the bank. and not you, who made the mistake.
Does Jane seem more like an Extravert or an
Jane is dressed in a neatly pressed business suit
Introvert?
Her long hair is put up in a French twist, and the few
pieces of jewelry she is wearing (necklace, earrings, Clues: Jane has lots of energy, appears to think
and rings) all go well with each other. On her desk out loud, is very animated with her hands and fa
are several photographs of her family and a paper cial gestures, and seems very comfortable dealing
weight that is a plaster impression of a small child's with people. And although she is attentive, she
hand with an inSCription: "I love you, Mommy. Love, seems to be aware of all the activity that is going
Jessica" Her desk is very neat, with few items on it, on around her.
and all seem to be in their appointed places. There
Answer: Jane seems like an Extravert.
are no piles of folders, and the only things in the
center of her desk are a blank pad, a pen holder, By determining that she is an Extravert, you have elim
and a clock. inated all eight of the Introverted types , reducing the
As she greets you, Jane apologizes for making you number of possible types from sixteen to eight.
126 T H E ART OF S P E E O R E A O I N G P E O P L E
Q U E S T I O N #2 Q U E S T I O N #4
Does Jane seem like more of a Sensor or an Does Jane seem like a Judger or a Perceiver?
Intuitive?
Clues: Her appearance has a very "finished
Clues: Jane is very specific and precise, asking you look"-her outfit reflects care and planning. Her
ro recite the details of the problem and stopping desk is neat and orderly-there are no piles of
for clarification when needed. She is clearly inter folders or other works in progress on her desk. She
ested in reviewing your documentation, and while seems very time conscious by virtue of the fact
she does look around the room from time to time, that she makes sure she has enough time for you
she is paying close attention to you and the events and that one of the few items on her desk is a
of the present moment, rather than daydreaming clock. If you could sneak a peek at her calendar,
i' or being distracted by her own private thoughts. you would no doubt notice how neat her hand
writing is, and that her appointments may be writ
Answer: Jane seems like a Sensor. ten in ink. She seems very much in control of the
situation; her actions are deliberate and not the
By determining that she is a Sensor, you have elimi least bit tentative.
nated all eight of the Intuitive types , reducing her type
possibilities down to only four types: those that share Answer: Jane seems like a Judger.
both E and S : EST] , ESF] , ESTP, and ESFP.
Q U E S T I O N #3
Since you are pretty sure she is a ]udger, and if you
were right on your other guesses , then her type should
Does Jane seem like a Thinker or a Feeler?
be ESF).
i :
But to confirm your hunch, you use the other
i i nicates through her words and body language her
,J concern for you and her desire to be of help. On
tools - the Ell-Feeling pattern and temperament.
I ' Ii
Q U E S T I O N #5
her desk are several photographs of her family as
i ','
; well as a piece of her daughter's artwork.
Does Jane appear to Extravert Feeling?
Answer: Jane seems like a Feeler.
Clues: Jane's appearance suggests she is very con
By determining that she is a Feeler, you have once scious of and concerned about the impression she
again eliminated all the Thinking types , reducing the makes on others. She is very expressive, both ver
possibilities down to only two types: ESF] and ESFP. bally and in her body language, frequently nod-
PUTT I N G THE SYSTEM TO WORK 117
she is friendly, she does not joke around and clearly mechanical and rather impersonal.
considers this serious business. She is dressed con� After providing your name, you try to engage
servatively and appropriately for her work envi� him in some small talk, to which he doesn't really
ronment and position. And she conveys a sense of respond. You spend the next three or four minutes
stability and sincerity -you never get the impres� in silence as he checks his computer, finally report
sion she is just telling you what you want to hear, ing matter-of-factly that he has no record of your
but rather that she takes her responsibilities to reservation. When you tell him the reservation was
you as a customer very seriously. made weeks ago, he asks for the confirmation num
ber, which you have, unfortunately, forgotten. Gor
Answer: Yes, Jane does seem like a Traditionalist. don's body language conveys skepticism and doubt.
as if to say: "Yeah, I've heard that one before."
This clue confirms both the S and ] parts, since Tradi� Rather than recognize your dilemma or figure out
tionalists by definition are S]s . a way to help you, he attempts to explain why the
computer could not be responsible for the mix-up.
By this process, you have come to a reasonable Unfortunately, his explanation is so tech nical, you
conclusion that Jane is an ESF]. And while it is al� find it too confusing to follow. In any event, it is not
ways possible that you were wrong about one, or helping you solve your problem. Mildly, you express
even two, of her letters, the odds are very good your displeasure at his apparent lack of sensitivity
that she is an ESF]. to your situation, which only makes him dig in his
128 THE A RT OF S P E E D R E A D I N G P E O P L E
Clues: Gordon has a very independent, confident By deciding he Extraverts thinking, you know he must
style, which, in his case, borders on arrogance. He be either a TJ or an FP. Since you have already deter
becomes defensive and argumentative when you mined he is a Thinker (part of the NT Conceptualizer
question his competence (his company's really, but temperament) , then he must be a T]. By this analysis I
i .
by extension his) by suggesting the hotel made you have further reduced the type possibilities from four
a mistake. His explanation of why the computer to just two: ENT] or INT].
could not cause the problem is very convoluted,
complex, and difficult for you to understand. Ad Q U E S T I O N #3
ditionally, he clearly seems to be aware of and en Does Gordon appear to be an Extravert or an
joy the fact that he is the person in power in this Introvert?
situation.
Clues: His energy is very reserved. He is comfort
Answer: Gordon seems like a Conceptualizer. able with the "dead air time" while he checks the
computer, and is uncomfortable making small talk.
By determining he is probably a Coru::eptualizer, you He doesn't seek or sustain eye contact with you,
have reduced the type possibilities from sixteen to just and clearly he prefers to think things through be
four: ENTJ, INTJ , ENTP, or INTP. fore responding.
PUTT I N G THE SYSTEM TO WORK 119
Answer: Gordon seems like an Introvert. Although it is aesthetically appealing, the office is
clearly designed to make her comfortable. It appears
By determining he is an Introvert , you have identified that everyth ing in the room has some special mean
his type as INT]. ing to her. After inviting you to sit in a large, com
fortable chair across from her and offering you a cup
Approach #3
of tea, Dr. Hoffman listens intently as you tell her
your story. She seems genuinely concerned by the
circumstances that forced you to leave college origi
In this third example, the subject's Ell-Feeling nally, and about the conflicts you are currently fac
pattern provides the first clue, followed by her ing. She shares her strong belief in the importance
temperament and preferences. of people being able to come back to school, and
how colleges have a moral obligation to figure out
Forced to drop out of college in your senior year creative ways to make it easier to do.
to care for an ailing parent. you have finally re While you didn't anticipate she would deny your
enrolled, now that your young children are in school. request, you were unsure about how approachable
With an important research paper due, and finding she would be. You are grateful when she tells you
it extremely difficult to meet family obligations and that she admires you for coming back to school and
complete your work on time, you've come to ask encourages you to take all the time you need to
your professor, Dr. Hoffman, for an extension or complete the paper.
QUESTION # .
an "incomplete" so you can finish the work over the
summer.
Based on your observations of her in class, you've Does Professor Hoffman appear to Extravert or
Answer: Professor Hoffman seems to Introvert necessary to achieve a doctoral degree, point to
Feeling. Introversion, as do her love of books and reading.
. '.
It occurs to you she has tried to create a kind of
By deciding she Introverts Feeling, you determine she sanctuary in her office - a private place to work
must be either a T] or an FP. And since all the evidence and have quiet one�on�one conversations - a very
points to her being a Feeler, she is an FP, which reduces Introverted place.
the type possibilities to four: ENFP, INFP, ESFP,
or ISFP. Answer: Your professor is most probably an INFP.
office at 6:00 P.M. She explained during her brief questions, thanks you for coming in, and picks up
phone call to you that she needs the extra time the phone to make a call.
to finish up some work before your meeting. She
glances up and notices you through the open office What is your new boss's type? ____
leather club chairs positioned in fi-ont of it and a sider a good prospect for a sale. Her family will
bookcase filled with reference books and policy be moving into town in a few weeks as a result
manuals. On the walls are several diplomas and of her husband's new job. When she finally arrives
certificates of achievement, one for manager of at 1 0:35, you watch her slowly get out of her car,
the month, and framed letters of commendation toss her sweater and the directions you faxed
from the Chamber of Commerce and Girl Scouts her into the backseat, and amble into your office.
of America formally recogn izing her volunteer She sheepishly apologizes for keeping you waiting,
contributions. but offers no explanation other than to say she is
opens your personnel file, which has been sitting on She is still wearing her tennis whites, although you
her desk in preparation for this meeting. Her tone is know she has several appointments with others be
formal and all business as she outlines her agenda in sides you today, including a bank officer or two. She
detail. Her language is clipped and precise, and she has a pleasant but quiet demeanor and seems sin
makes it clear from the start that she is in control of cerely grateful you could make yourself available
this meeting. In a clear voice, she reviews key points to her on such short notice. When you ask what
from your performance appraisals for the past sev she wants most in a new home, she takes a few
eral years. referring to a few entries that were not moments, considering your question carefully, and
very positive. Next she talks about the tremendous answers: "A neighborhood with lots of nice kids for
responsibilities she has to the company as a result my sons to play with, near a playground would be
of the acquisition and personnel changes, and how great. Aaron will be seven in February, and Ethan
difficult change is in any organization. She then lists was just five in June. I hope they will be able to de
several specific policy changes she wants to make velop some close friendships here. We'd also like a
and outlines a timetable for their implementation. house with a rec room and a yard for our two dogs.
Looking at her watch again, she asks if you have any Oh, and we need at least two bathrooms." As you
132 THE ART OF S P E E D R E A D I N G PEOPLE
continue to talk, she becomes quite specific about years. Looking around, he proudly volunteers the
other amenities she would find attractive. stats on some teams he has coached, commenting
She seems perfectly comfortable putting herself in detail on the successes of many of his favorite
control of the meeting. And she is extremely flexible The coach is very friendly and has a hearty hand
and amenable to changing plans as circumstances ne shake and big smile. You notice he is dressed casu
cessitate. As you learn from walking through several ally and comfortably, and after offering you a seat,
houses that day, she has a great eye for color and de he leans back in his chair, props one foot up on the
sign. She also has an amazing memory, remember corner of the desk, and asks: "So, what can I do for
ing small details you didn't even notice. you?" As you explain that this is your son's first ex
As you spend more time together and get to perience with soccer and, in fact, his first foray into
know each other better, she gradually shares more team sports, the coach seems fully attentive, making
and more personal information about her life. I n good eye contact with you as you speak. But you tell
fact, the only negative thing about the whole day him that your sensitive and somewhat shy son wants
turns out that you may have done your job too to quit the team after only three weeks. You explain
well! She liked all of the houses you showed her, that he feels pressured to play well, even though he
and seems daunted by the prospect of narrowing is new to the game, and that he takes a lot of teas
down her options to just one without having the ing from some of the older players. You confide that
benefit of more time and information. your son has told you that the coach seems to be
What is the home buyer's type? ____ about it. You explain that you don't expect him to
coddle your son, but at the same time, this isn't the
Case #3: The Soccer Coach All the while you are speaking, the coach is smiling,
The parent of a ten-year-old, you have come to talk immediately assures you that he knows everything
with his soccer coach about a problem your son is that goes on at practice, and he is fully aware of how
experiencing. Since the coaching job is a volunteer his kids get along with each other. Through his words
position, you are meeting the man at the car dealer and his body language, he communicates a very easy
ship where he works. As you walk into his office, going attitude, as if he sees this as no big deal. In fact,
you immediately notice the strong sports theme: in he goes so far as to suggest that this is probably just
a glass case are several trophies, and on three of the what your son needs to "toughen him up" a bit. While
walls are photographs of him with various teams he agrees that he wants the kids to have fun, and
he has played on or coached over a period of many that winning isn't everything, learning to be a tough
PUTTING THE SYSTEM TO WORK III
competitor is an important life skill for anyone to gain. position. she admits that she is frustrated by what
especially sensitive kids. At your insistence. he prom she views as a lack of creativity. an overly structured
ises to keep a closer eye on the situation, but leaves environment. general resistance to new and innova
you with the clear impression that you are making a tive ideas, and the snail's pace at which those few
mountain out of a molehill. and that if you lighten ideas that are accepted are carried out. She clearly .
up a little about this, your son probably will also. considers her marketing background to be unappre
ciated and grossly underutilized by her current em
What is the coach's type? ____ ployer. She reveals she is most energized by creative
problem solving and considers herself an excellent
troubleshooter; the more complicated and challeng
Case #4: The Headhunter's Candidate ing the problem. the better she likes it. When you
ask her for an example. she cites a recent restruc
As a headhunter, your job is to fInd talented people tunng project but explains it in such a roundabout
who are working for one company. and convince and confusing fashion you, frankly, find it too techni
them that they should move to another company. cal to follow.
You are paid a commission by the company seeking You are impressed to learn that her considerable
to hire the employee . Your client a new company skills with computers have been mostly self-taught.
that develops electronic marketing solutions to be And. in fact. learning new things is one of her great
used Over the Internet is looking for a computer est pleasures in life! She reveals that she listens for
whiz with a substantial marketing background . Having hours at a time to audiotapes and has even taught
been given a lead on a woman who, at least on pa herself to speak Japanese with the thought she may
per, seems like the perfect candidate. you are having someday want to be an international consultant.
your first face-to-face meeting to discuss her quali When queried about her weaknesses, she reluc
fIcations and interest in the position. tantly admits that she is better on the start-up than
Her greeting is friendly but reserved . She admits on the follow-through. often becoming bored once
she is curious about the possibility of changing jobs; the creative bugs are worked out of a program. And
her current job is manager of computer services in she readily admits that she feels stymied working in a
the marketing department of a large insurance com large. bureaucratic organization because of the gen
pany. but in assuming this position, she was promoted eral resistance to considering innovative approaches.
out of doing the kind of creative, challenging work the lack of spontaneity, the endless number of stupid
that she really likes to do. The idea of working for rules and regulations, and the high percentage of in
a new small but growing company appeals to her. competent managers. While not admitting that she is
She immediately strikes you as highly intelligent a poor manager herself. she does suggest that dealing
perhaps even brilliant! I n talking about her present with people's problems is not her favorite pastime.
, ,1
What is the headhunter's candidate's type? acknowledge, the problem is compounded by the
fact that the large chains that have become your
·1
!: '
i '
I':
Ii and need to think through what he wants to do
before acting. His focus on the larger issue at stake
in the disagreement, rather than on any immediate
preference for Extraverted Feeling. While he is
neither pushy nor aggressive, he is also not shy
with his opinions and beliefs. As with any Intro�
I or short�term satisfaction, is evidence of his prefer� vert, his demeanor is gende, even while he ex�
I:'
ence for Intuition . The strongest clue you get that presses passionately held convictions.
"
he prefers Feeling is that his actions are governed
i' by his strong personal values and his assertion that How did you do?
!:
I,
others should stand behind their products with in�
tegrity. His neat appearance, strong opinions, and
If you were able to guess most of the types cor�
reedy, congratulations!
i" " comfort telling others what they should do are all But even if you weren't able to identify most
! �'
r ; !' evidence of his preference for Judging. of the letters of each type, don't be discouraged !
SpeedReading people is a sophisticated skill that
2. Temperament Clues: takes time and patience. If you found it particu�
'Ii 'I
The strongest clue that this customer's tempera�
mem is Idealist is his expressed clear and strong per�
larly hard to identify one set of clues-perhaps
the E/I�Feeling pattern-you may wish to review
sonal values, which guide and rule his behavior. He that section before proceeding.
not only believes he ought to live by them, but be This chapter has been designed to sharpen your
lieves in them so strongly that he feels free and even SpeedReading skills. Now it is time to learn how
, :
compelled to tell others to live by them as welL
,'
to use these skills to communicate with people of
I
How to Communicate We've all been taught the Golden Rule: "Do unto
others as you would have done unto you." How
with All Types ever, when it comes to communicating effectively,
this really should be modified to read: "Do unto
others as they would like done unto them ." In
other words, to be effective with others, you need
to speak their language - to deliver your message
in the way they want, and will hear it.
Rewriting the Golden Rule means giving up our
more egocentric approach to communicating for a
more altruistic or responsive approach - one that
is more concerned with the other person than with
ourselves.
People who communicate egocentrically essen
tially communicate the same way with everyone,
requiring others to adapt to their style. If you think
about it, this really makes very little sense. For ex
ample, you wouldn't speak the same way to a child
of three as you would to an adult with a Ph.D. in
philosophy. You would use a different vocabulary
and pace, and greatly alter your message so that
each person would understand it. Or if you were
trying to communicate with someone who was
very hard of hearing, you might speak slower and
louder to ensure that the person could hear you.
Perhaps the clearest example is the change you
must make to speak with someone from a foreign
country. In order to really communicate well, you
would have to speak their language.
Personality Type is such an effective tool for
enhancing communication because people of dif
ferent types prefer to communicate in profoundly
140 THE ART O F SPEEDREADING PEOPLE
(and predictably ! ) different ways. By understand Norms even extend to the size and shape of
ing a person's preferred communication style, you our bodies: most of our coworkers are neither ex
significantly increase your chances of reaching that tremely tall or short, very heavy or very thin.
person. For example, we know that Sensors natu Aside from the fact that there are admittedly fewer
rally focus on the facts and details rather than on of these individuals in the general population,
, .
the big picture and possibilities. Therefore, when those that are often don't make it through the in
! .: trying to connect with a Sensor, it only makes terview process for two reasons: most interviewers
sense to emphasize what they themselves will are personally uncomfortable with them and are
think is most important. concerned they won't fit in .
. ,
negative terms. Recognizing our potential biases These are particularly powerful filters, since our
is an essential first step in eliminating them. For preference for Sensing or Intuition reflects the
example: way each of us sees the world. And common sense
dictates that if we devalue so central an attribute
Extraverts may see Introverts as: in someone, it is highly unlikely we will want to
• secretive; too private identify with them or they with us.
• impersonal and unfriendly
• withholding and self-absorbed Thinkers may see Feelers as:
• slow and uncooperative • illogical
• socially awkward • overemotional
• weak
While Introverts may see Extrooerts as: • hysterical
• too talkative; apt to shoot from the lip • irrational
• intrusive and pushy
• superficial and disingenuous While Feelers may see Thinkers as:
• hyperactive and overwhelming • cold
• rude and bossy • insensitive
• uncaring
These are not always conscious perceptions. Of • inhumane
ten, they are reflex reactions based on past experi • hard-hearted
ence, without the benefit of understanding these
fundamental differences in people. As we touched on earlier, but is worth repeat
ing at this point: many people erroneously assume
Sensors may see Intuititles as: that all men are Thinkers and all women are Feel
• flighty and erratic ers. (Or at least that they should be ! ) Given that
• unrealistic mind-set, such people are often uncomfortable
• impractical with Feeling men and with Thinking women,
• having their heads in the clouds which can present a particularly difficult obstacle
• toO complicated and theoretical to communication.
While Intuitives may see Sensors as: Finally, Judgers may see Perceitlers as:
• unimaginative and uncreative • lazy and/or unproductive
• boring; resistant to new things • chronically late; apt to miss important deadlines
• stodgy: sticks-in-the-mud • not serious enough
• lacking vision • irresponsible and unreliable
• simplistic • procrastinators; incapable of making decisions
142 T H E ART OF S P E E D R E AD I N G P E OP L E
While Perceivers may see Judgers as: would do well to resist your natural ENFP incli,
• rigid and unyielding nation to be clever, funny, and maybe a little
• inflexible and stubborn irreverent. Remember, her lead is Sensing, so
• controlling you should pay close attention to the facts and
• apt to regard things as too black and white specifics, base your pitch on the logical conse,
• apt to make decisions too quickly quences rather than how important the issue is
to you, and make sure to honor any deadlines
Given the vast number of people in the world, or schedules that you agree upon.
and the fact that there are sixteen distinctly dif, 3. Use the "bridging" technique to seek common
ferent types, the one thing you can count on is ground. "Bridging" is the process of using the
that most of your communications will not be type preferences you have in common with some,
with people of your same type. Therefore, the key one else to create a connection. Think of a
to communicating effectively lies in your ability to wooden footbridge built over a raging river to
recognize and transcend type differences between enable people to get from one side to the other.
you and others. You can do this by learning how to The narrower and weaker the bridge, the more
maximize similarities and minimize differences be, difficult and dangerous the passage. The wider
tween you. and stronger the bridge, the easier and safer
There are three basic techniques that will help the crossing. In our metaphor, the more prefer'
you begin to use your newly acquired understand, ences people have in common, the wider and
ing of Type to reach people who are different stronger the bridge, and the greater likelihood
from you. that the message will get across. Here are a few
examples of how bridging works:
1. Pay attention to others' motivations, values,
E X A M P L E # I : ESTJ A N D I STJ
strengths, and weaknesses, and follow the rewrit,
Remember that the more preferences people have
ten Golden Rule . Temperament will tell you what
in common, the easier the communication process
they value, their Lead function will identify
usually is, because there is a wide bridge between
their greatest strength, and their Least function
these two types. Put another way, there are also sev'
will generally reveal their greatest weaknesses.
eral different paths by which these two types might
2. Pay attention to their preferred communication
connect - through their shared Sensing, Think,
style , which is greatly influenced by the indi,
ing, and Judging preferences.
vidual's type preferences as summarized in the
box on the opposite page. E
For example, suppose you are an ENFP sales, S S
person and the person you are dealing with is T T
an ISTJ - your opposite type. In this case, you J J
I
-
With Extraverts With Introverts
• Let them talk, and think out loud • Ask, then listen carefully
• Include a variety of topics • Talk about one thing at a time
• Communicate verbally • Communicate in writing, if possible
• Expect immediate action • Give them adequate time to reflect
• Keep the conversation moving • Don't finish their sentences
• State topic clearly • Talk about the "big picture" and its implications
• Prepare facts and examples • Talk about possibilities
• Present information step-by-step • Use analogies and metaphors
• Stress practical applications • Brainstorm options
• Finish your sentences • Engage their imaginations
• Draw on past, real experiences • Don't overwhelm them with details
• Be organized and efficient; don't waste their time • Focus on the process, not product
I'
!
In reality, these two types generally do commu
nicate very well because they see the world in the
same way (through Sensing) , make decisions us
even shaky, bridge. While it's true these two types
are very different in many ways, and they share
only a preference for Intuition in common, that
ing similar criteria (through Thinking), and pre preference happens to be the lead for both. As
fer to live in a decisive, organized way (through a result, they both seek and see possibilities, look
Judging). But in addition to having three prefer for the implications and meaning in things, are
ences in common, these two types also share the creative and open to new ways of doing things.
Traditionalist temperament, which means they And although they may not agree on everything,
have similar core values, making communication the chances are very good they will understand
even smoother. each other. Hence, just their lead Intuition, if
used correctly, can be a powerful communication
bridge.
EXAMPLE #2: ENT) AND INTP
These two types relate t o each other a s Intuitives,
E
as Thinkers, and as Lead Thinkers. And since NTs
N N
are Conceptualizers, they share the same tempera
F T
ment as well. This illustrates how types that are
P J
similar on only two preferences can still have a
significant communication bridge.
But, as we all have experienced, there are cer
tainly times when you share no preferences in
E
common with another person. The key to success
N N
here is to start by following the rewritten Golden
T T
Rule, working to understand what the other per
J p
son is all about, and then trying to speak his or her
language. Next, look for other, non-type-related,
These two people will do best to focus on com
connections. Of course, all human beings share
mon values of creativity, competence, and inde
lots of things in common. You may both have
pendence. They will best understand one another
children, or work at the same company, belong to
when they use language that appeals to them both,
the same church, or live in the same town . . . or
look at the big picture, and describe things in log
you may both love photography. There are many
ical, impersonal terms.
more things we have in common that connect us
than that separate us. And while they are sel
EXAMPLE #3 : E N F P AND I N T) dom enough to ensure good communication, these
Having only one preference in common, you might common experiences can form powerful bridges
assume these two types would form a very narrow, that help the effort.
S P E E O REA C H I N G P E O P L E : HOW TO C O M M U N I CATE W I T H ALL TYPES 145
This exercise is designed to help you develop and 1. What drives her? Based on her temperament,
practice your SpeedReaching skills. To do this, we what are the things she values most that relate
will be referring back to the same cases used in the to your employment and will help you meet
skill-building exercise in Chapter 6. You can find your objective?
these beginning on page 1 30.
As a Traditionalist, the boss values hard work, tak
The directions are simple: first reread each case
ing responsibility, and dedication to the job. I need
to refresh your memory, then answer the ques
to make her aware of all the times I have willingly
tions that follow below. Once again, you will get
taken on extra assignments with great results, and
the most benefit from trying to answer the ques
to quantify the ways those successes benefited my
tions without referring ahead to our recommenda
department and the company. I might suggest she
tions until you have finished. And you will also
form a transition committee and volunteer to serve
find it most helpful to complete the questions and
on it.
check the answers for each case before proceed
ing on to the next. You will find the answers on 2. Using what you know about her preferred
page 148. communication style (based on her type pref
To SpeedReach the various people in each of erences), what specific strategies would you use
these cases, you will first need to know two things: to connect with her?
what is his or her type, and what is your objective
in SpeedReaching him or her. Because it's always Appeal to her Extraversion: Make sure I' m prepared
easier to get someplace if you know where you're to spontaneously discuss any current projects when
going, this information will be provided for you at I run into her. Also, whenever feasible, I should
the start of each case. prepare executive summaries for her (rather than
To show you how it's done, we've completed give her long, involved reports to read); both ap
the exercise for the first case, "The New Boss," as peal to her natural tendency to act first and think
an example. about it later.
Appeal to her Sensing: Make sure I am specific
with regard to the facts and details of my projects,
CASE # 1 : T H E NEW BOSS and suess that schedules and projections are real
(BEG I N N I N G O N PAG E 1 3 0) istic, based on my past experience.
Appeal to her Thinking: Focus on the bottom line,
H E R TY P E : ESTJ and provide information on how we can objec
Your objective: to impress her with your abili� tively evaluate the progress and success of the
ties and to keep your job project.
� I'
"
146 T H E ART O f S P E E D R E A D I N G P E O P L E
Now that you get the gist of it, complete the ex
ercise for the next four cases.
...
S P E E O REA C H I N G P E O P L E : HOW TO C O M M U N I C ATE WITH ALL T Y P E S 147
H E R TY P E : I N T P
Your obj ective : to convince the candidate to
switch companies
Questions to answer:
CASE # 5 : T H E D I S S AT I S F I E D C U S T O M E R
1. What drives her? Based on her temperament,
( B EG I N N I N G O N PAG E 1 1 4)
what are the things she values most that relate
to a possible job switch and will help you meet
your objective? HIS TYPE: I N FJ
Your objective: to resolve his complaint and
keep him as a customer
Fr,
'.: .
, · r.
t , "
(
f
r
!' Answers to Case Studies
Questions to answer:
Questions to answer:
l
r
S P E E D RE A C H I N G P E O P L E : H OW TO C O M M U N I CATE WITH ALL TYPES 149
all my facts straight, and when telling her about Questions to answer:
new listings, try to remember all of the little de
tails that I know she considers important, such as 1. What drives him? Based on his temperament,
the size of the yard, the distance from school, and what are the things he values most that relate
the ages and genders of children who live in the to your problem that will help you meet your
neighborhood. objective?
Appeal to her Feeling: I would continue to be
friendly and helpful in whatever ways I could. Yet As an Experiencer, he is driven by a desire to have
I would not be intrusive; I would let her continue the freedom to do what he loves doing, as he sees
to share personal information with me at her own fit, without anyone else looking over his shoulder
pace. I would be sensitive to her situation, realiz telling him how to act.
fair nor inconsistent (two things that Thinkers rail and opportunities to exercise her creativity, con
against), but rather an effective strategy based on tinue to learn. and excel in a new situation.
I
would positively affect her long-range career plans.
CASE #4: THE H EADHU NTER'S CAN D I DATE
Appeal to her Thinking: I would be organized and
I (PAG E 1 4 7)
logical when making my pitch, resisting any temp
!:
tation to discuss her feelings about a move, or pry
HER TYP E : I N TP ing into her personal life by asking how it might
Your objective: to convince the candidate to
affect her family or personal plans. I would "net
switch companies
out" the advantages to her in terms of pay and
benefits, and try to compare them with her cur
Questions to answer:
rent employment situation.
desire to feel competent and intellectually chal aspects of the arrangement, and I would try to re
lenged by her work. She values her independence main flexible to her suggestions and/or demands.
S P E E D REA C H I N G PEOPLE: HOW TO C O M M U N I C AT E WITH ALL TYPES 151
CASE # 5 : THE DI SSATI S F I E D CUSTO M ER how pervasive the problem is by citing local stores
(PAG E 1 4 7) he knows that have been forced out of business by
larger chains due to similar circumstances. Appeal
HIS TYPE: I N FJ ing to his creativity, I might ask him if he had any
Your objective: to resolve his complaint and innovative suggestions about alleviating the prob
keep him as a customer lem if he were in my shoes.
Appeal to his Feeling: Ifhe needed to, I would cer
Questions to answer: tainly give him adequate opportunity to vent his
feelings, be careful not to talk him out of them, and
1. What drives him? Based on his temperament, remember to express my understanding of his posi
what are the things he values most that relate tion. I would apologize for any inconvenience the
to his problem and your interaction and will situation had caused him, tell him that I was disap
help you meet your objective? pointed at the way the boots performed and that I
appreciated his taking the time to make me aware
As an Idealist, he is driven by a need to under of the problem.
stand, be understood, and create harmonious re
Appeal to his Judging: I would act decisively to
lationships with others, while at the same time
resolve his problem. I might see how he felt about
remaining faithful to his own convictions and
receiving a partial refund applied to a new pair of
beliefs. boots, but if he still was not satisfied, I would take
the boots back at my expense.
2. Using what you know about his preferred
communication style (based on his type pref Hopefully, this exercise has helped you learn
erences), what specific strategies would you key SpeedReaching techniques. Since these are so
use to connect with him? phisticated new skills, you will find that the more
you use them, the more proficient you become.
Appeal to his Introversion: I would listen patiently Eventually, they will become almost second nature
and give him my undivided attention as he de to you. It is important to point out that in this
scribed his problem and how he would like it chapter, we focused on how to use various compo
resolved. nents to SpeedReach people - specifically tem
Appeal to his Intuition: I would explain to him the perament ( which reflects core values ), and type
big picture: how manufacturers' policies threaten preferences ( which influence preferred communi
the existence of small businesses like mine. I would cation style). This was a necessary approach, since
spell out the dilemma of trying to stay in business it is much easier to learn the process by starting
and keep customers happy. I would demonstrate with the pieces. But in reality, no one is just a
1 ' " 1/
- :1,
\,1:
151 THE ART OF S P E E D R EA D I N G P E O P L E
i Sensor or just an Intuitive. So after you've become following four chapters, which are devoted to pro
I·
,!
. proficient at SpeedReading and SpeedReaching viding in-depth insights into the sixteen types
I people, you will relate to them as a whole type grouped together by temperament, you will learn
ii
(INTPs, ESFJs, etc.) rather than just as Sensors or the specific clues for Speed Reading, as well as
lntuitives. detailed communication recommendations for
In order to be able to do that, you need to know SpeedReaching people of each type.
more about the subtleties and preferred commu
nication styles of each of the individual sixteen So, on to Part 3: "Getting to Know the Sixteen
types. That is what Part 3 is all about. In the Types."
II
I
i',
PART T H R E E
Getting to Know
the Sixteen Types
ciples of Personality Type, the techniques for identifying these key char,
acteristics in others , and for communicating with people in their favorite
style, you have only one remaining task left before you will have truly
mastered these skil15 : to understand and appreciate the subtleties and
This course will end with Chapter 1 2 , where we will share some final
thoughts and suggestions designed to help you maximize what you have
learned in this book, and provide you with a list of resources you will find
useful as you continue to sharpen your SpeedReading skil15 .
I CHAPTER EIGHT
C O M M U N I C AT I O N
R E C O M M E N D AT I O N S
H O W T 0 S P E A K "E S T J"
• Be assertive; you may have to push to get your tion, rather than on its personal importance to
point across. Don't worry about hurting their feel, you or others.
ings; ESTJs take few things personally. They'll re, • Appeal to their sense of fairness and justice. Don't
spect you more if you don't back down from your make frequent exceptions to the rule.
position.
'. Be prepared to discuss your ideas when you present
• Try not to be put off by their frankness or even them. They are action,oriented people and don't
bluntness-they probably do not mean what they tend to take much time for reflection.
say personally, so try not to take it that way. • Appeal to their need to get the job done.
• Don't expect to score points with personal appeals. • Come directly to your point or request. Be explicit,
Be objective and base your argument or reasoning organized, and honest. Try numbering your points
on the realistic, logical consequences of the ac, for clarity. Do not try to skirt around issues.
....
GETTING TO KNOW THE TRADITIONALISTS: THE FOUR 51 T Y P E S 1 57
and are driven to get it done, they can usually be need to clearly state that a course of action has
counted on to volunteer to take charge of any proj not yet been agreed to. Perhaps the greatest chal
ect. But they can also be domineering and bossy lenge, however, comes for Feelers, who may have
and, in the process, may unintentionally "roll to stretch the most by being assertive and not tak
over" people or hurt their feelings without any ing criticism or rejection of their ideas by ESTJs
awareness that they did. Wherever they are, they personally.
are likely to be in charge, and so whether at work
or at play, they usually assume a leadership role.
ESTJs are often found in management or other H OW TO S P OT AN I STI
positions of responsibility at work or at service in
their communities, churches, or synagogues. ISTJs are generally quiet, yet extremely strong
willed people. Their lead Sensing makes them
probably the most realistic, down-to-earth, practi
Attention grabbers: Words or phrases that cal type. They are also often the most conserva
are likely to get the attention of most ESTJs tive. Typically meticulous and thorough, they are
especially precise and accurate with facts. Their
• Let me net it out for you. appearance is usually neat, conservative, and un
• Let's cut to the chase. derstated. They do not tend to wear loud colors
• Here's the bottom line. or trendy fashions, preferring a more classic, tai
• Here's the plan. lored look, especially when dressed for work.
Their speech is usually slow, deliberate, and full of
specific references. They tell stories in the correct
Special Challenges time sequence and can rarely be diverted off a lin
ear path.
Not surprisingly, the challenges for reaching Cautious by nature, ISTJs often hesitate when
ESTJs are greatest for people who are the most dif faced with a change or unfamiliar situation, and in
ferent from them. Specifically, Introverts need to stead may want to review what has worked in the
prepare themselves for the quick action ESTJs past. They have a great drive to accomplish their
will want to take. Intuitives need to present their goals, are incredibly focused, and can concentrate
global ideas in very specific ways, emphasizing all of their energy on one thing at a time. "Slow
their practical application and workability. Since and steady wins the race" accurately describes the
Perceivers may find ESTJs rather inflexible, their work style of most ISTJs, who do not like to be
special challenge is helping ESTJs to see the value hurried or rushed. They are very private, espe
in keeping options open until all the necessary in cially about personal matters, and are comfortable
formation has been considered. They may also spending long hours alone, either working or en-
158 T H E ART OF S P E E D R E A D I N G P E O P L E
H O W T 0 S P E A K "I S T J"
• Provide them with plenty of facts and concrete them or expecting them to respond. When pos
documentation to support your position or idea. sible, submit all proposals in writing first, and be
• Stress the practical application of the idea and, if explicit about when you need to get their reaction
possible, specifically what it will accomplish, how or input.
it is to be implemented, where it has worked be • Don't ask them to brainstorm possibilities or to dis
fore, and with what results. cuss things they haven't had adequate time to qui
• Present your proposal in a sequential manner, one etly and thoughtfully consider in advance.
idea at a time. Lay out all the necessary steps and, • Simplify the message; boil it down to its basic com
if possible, provide a realistic schedule for accom ponents, and try to avoid long, complicated, or tan
plishing your goals. gential explanations.
• Give them plenty of time to think about ideas, • Make logic-based arguments, rather than person
especially new or unusual ones, before discussing ally based ones.
joying hobbies such as reading, gardening, cook • If it ain't broke, don't fix it.
ing, or other hands-on activities. While their abil • Step-by-step.
ity to focus is among their greatest strengths, their • Anything worth doing is worth doing right.
single-mindedness can also result in their being
stubborn and inflexible, and especially resistant to
Special Challenges
change. Always the straight arrOw in work and in
play, they take things seriously and get their re
Extraverts need to be sure to respect ISTJs' need
sponsibilities met before indulging in leisure ac
to reflect before acting. Feelers need to make their
tivities. Their friends sometimes tease them about
presentations as logical as possible, and not take
being so ultraresponsible because they seldom do
criticism and feedback personally. Perceivers need
anything remotely crazy.
to realize that ISTJs may take a while deciding
something, but once they do, it is very hard to
Attention grabbers: Words or phrases that change their minds. Therefore, the more bona fide
are likely to get the attention of most ISTJs and relevant facts they provide, the longer the
ISTJ is likely to keep the door open to new possi
• Here's what's worked before. bilities. The greatest challenge may be for Intu
• I have documentation. itives, who need to go to great lengths to make sure
-.
G E TTI N G TO KNOW TH E TRADIT I O N A LIS TS : TH E FO UR SI TYPES 159
their proposals are realistic and workable. They Their language reflects their strongly held be
should prepare themselves for the ISTJ's charac liefs and values; they may use the word "should" a
teristic resistance to new and untested ideas and lot and freely offer opinions and reactions to
ready critique of any realistic concerns or flaws in everything going on around them. ESFJs are often
reasoning. the first to volunteer when something needs to be
done, and tend to take on projects with gusto and
purpose. This can sometimes mean they may act
H O W TO S P O T A N E S F J somewhat controlling, determined to be sure every
detail is done the way they think is best. They of
ESFJs are perhaps the most friendly and outgoing ten see things in terms of black and white, and
of all the sixteen types. They are supremely help speak and act with great conviction.
ful to others in a myriad of real and concrete
ways. Usually polite and somewhat proper, ESFJs
are also physically demonstrative; pumping your Attention grabbers: Words or phrases that
hand when shaking it, touching an arm or shoul are likely to get the attention of most ESFJs
der when making a point, or even giving bear
hugs when appropriate. They wear their emotions • Can you lend me a hand with something?
on their sleeves, and their faces usually provide an • Here's how I feel about it.
accurate reflection of their feelings. • What's the right thing to do?
H O W T 0 S P E A K li E S F J"
• Respect their feelings! Don't try to talk them out • Genuinely and explicitly express to them your ap
of feeling a certain way, even if you don't share preciation when they do something that helps or
their view. Never accuse them of being irrational. benefits you; let them know they are valued for
• Always mention points of agreement before offer their contributions and cooperation.
ing criticism. ESFJs tend to take things personally • Most ESFJs enjoy talking; be prepared to listen
and are less likely to be able to hear you clearly if and to contribute.
they are offended. • Be clear and precise. Outline steps in an accurate
• Be aware they are run by their values; be careful sequence.
not to propose an idea or course of action or be • Try to adhere to agreed-upon plans. If they must
have in a way that may offend their personal value be changed, appeal to the ESF]'s strong desire to
system. help and please others.
160 THE ART OF S P E E D R EAD I N G P E O P L E
• Please . . . thank you. ceivers may find ESFJs' twin needs for control and
• I really appreciate your help. closure stifling, and need to work hard to meet
• How do you usually do this? their deadlines and expectations. But the greatest
• What has your experience been in the past? challenge is probably for Thinkers, who need to
realize that ESFJs take practically everything per
sonally and are easily hurt and offended. This is
Special Challenges particularly important to be mindful of because,
once hurt, ESFJs may very well bum their bridges
Introverts may find it hard to keep up with the and write off the offending party permanently.
quick-moving and long-talking ESFJs. Fortunately,
most Introverts are good listeners, and ESFJs are
sensitive to others' comfort levels, so they won't H O W TO S P OT AN ISF.
overwhelm Introverts. Intuitives may be frustrated
by ESFJs' resistance to trying new things and their ISFJs are quiet, modest, patient people who enjoy
unwillingness to abandon old habits and beliefs. helping others without calling a lot of attention
They need to make the ESFJ see exactly how the to themselves. They are most often comfortable
new suggestion will work (preferably based on past working behind the scenes, both in their jobs and
experience) or prove the change will be worth the in their community or volunteer activities. They
stress and commotion it may initially cause. Per- have considerable facility working with facts and
H O W T 0 S P E A K " I S F J"
• Be specific; announce the topic you are addressing terrupt them when they are speaking. Apologize
at the start of a conversation. quickly and sincerely if you hurt their feelings.
• Be explicit: let them know exactly what you ex • Don't rush them. Give them plenty of time to con- ,
pect and want, preferably providing detailed in sider ideas, especially new ones. If you ask their
structions as opposed to vague guidelines. opinion, wait patiently for them to give it; don't
• Respect their privacy. Do not pry into their per finish their sentences for them.
sonal affairs or share information about them, even • Honor all your commitments to them. Be vigilant
if it seems unimportant, without their permission. about meeting deadlines, fulfilling promises, being
• Be polite, considerate, and nice. If possible, keep on time for dates and appointments, and generally
your energy and voice level down, and don't in- doing what you say you will do.
.....
GETTING TO KNOW THE T R A D I T I O N A L I ST S : THE FOUR SJ TYPES 161
details and are usually so tuned in to whatever they • Do you need some time to think about this?
are doing in the present moment that they have • May I share something private with you?
excellent recall. They have excellent memories for • What's your recollection about that?
details, especially pertaining to experiences they've
had and those regarding people they care about.
Most ISFJs speak softly, slowly, and deliberately. Special Challenges
Their language is uncomplicated and full of refer
ences to specifics based upon personal experience. Extraverts may be impatient with the slower,
They are neither highly animated nor physically methodical, and contemplative style ISFJs pre
demonstrative, especially when they are talking fer, and may find dealing with them somewhat
with someone they don't know well. ISFJs rarely tedious. Even if this is the case, you must try to
make waves. Instead, they tend to faithfully follow be patient and respectful. Thinkers may not con
the rules and work hard to do what is expected sider ISFJs tough enough to handle certain tasks
of them. Their unassertive nature can sometimes or situations. And Thinkers may also fail to appre
mean they get taken advantage of by others. Al ciate ISFjs' sensitivity to others' feelings rather
though they care deeply for people and are loyal, than recognizing and valuing this as an innate
devoted friends, they are also intensely private ISFJ strength. Perceivers may be frustrated by
and are uncomfortable sharing much about their ISFJs' discomfort or unwillingness to change gears
personal lives with people they do not fully trust. or act spontaneously. Giving them information
Even after a full day's work. they often have a ahead of time will make it easier for ISFJs to try
hobby, volunteer effort, or other commitment that new things or make changes in their routines.
keeps them busy. However, the biggest challenge may be for Intui
tives, who can become impatient dealing with the
facts, details, and immediate applications rather
Attention grabbers: Words or phrases that than the big picture and possibilities. But slowing
are likely to get the attention of most ISFJs down and actually listening carefully to an ISFJs
story can prove much more interesting and en
• I promise. You have my word on it. gaging than the Intuitive might have erroneously
• What would make you feel comfortable ? assumed.
• I
I .
I C HAPTER N I N E
H O W T 0 S P E A K " E S T P "
• Engage them in the process; expect and prepare for • Keep it simple. Present ideas in a straightforward
a vigorous, challenging, and even good�naturedly way; avoid long, complicated, involved explana
confrontational give�and�take. tions or rationales. Use plenty of specific and sen�
• Lighten up! Make the conversation or presenta� sory examples and action words to convey your
tion fun; don't misconstrue their casual, easygoing meaning and intention.
style and perhaps good�natured ribbing or com� • When possible, give them more than one op�
ments as a lack of interest or support for your tion to consider and the opportunity to modify
project. the plan.
• Base your reasoning and argument on the prag • If appropriate, appeal to their willingness to take
matic outcome you desire, emphasizing practical calculated risks.
benefits; avoid appeals based on emotion.
GETTING TO KNOW THE EXPERIENCERS: THE FOUR SP TYPES 165
forward and usually includes plenty of realistic mary and offer it in writing. Most ESTPs will find
and accurate sensory details. comfort in having a physical outline, even if they
ESTPs often move gracefully and with a true do not plan to study it thoroughly. Feelers may
economy of motion. For the most part, they tend be put off by ESTPs' apparent failure to take im
to be very much aware of their bodies and at ease portant matters seriously. They may also misread
within them. They are often comfortable touching ESTPs' Extraverted Feeling as an indication of
others to demonstrate affection or to make a point. agreement when none really exists. Feelers might
Their appearance is generally casual, and they may try appealing to the ESTP's desire to be liked and
have a great sense of style. Aware of everything have everyone as friend (and hope for the best! ).
that goes on around them, including the impres Judgers may find ESTPs' preference for keeping
sions they make on others, they often are skillful options open and changing plans inconvenient or
at working a room, and are socially relaxed in a even maddening. They need to appeal to ESTPs
host of different environments. While ESTPs are as Thinkers, to point out the logical consequences
found in many diverse occupations, they usually of delaying action or changing plans.
prefer their work, as well as spare-time activities, Perhaps the greatest challenge faces lntuitives,
to involve physical activity, variety, and possibly who want to make the ESTPs see the big picture
even some risk. They often enjoy sports, both as and the long-range implications of decisions,
participants and as observers. rather than to just pay attention to the present mo
ment. They may have success by linking new ideas
166 T H E ART OF S P E E D R E A D I N G P E O P L E
cal devices and have a natural affinity for using with others. They are attracted most to occupa�
tools. They usually prefer to work with objects tions that involve lots of physical activity, of�
that can be logically understood - rather than ten with a component of danger or risk, such as
with people, who are emotionally complex and fire fighting, police work, operating construction
much less predictable. equipment, or being part of an emergency medical
Most ISTPs would greatly prefer to engage in response team. Recreationally, they often seek ac�
physical activities than social ones. And many are tivities that also involve adventure, physical chal�
sometimes real adrenaline junkies, happiest when lenges, and risk, such as motorcycle racing, flying
they are focusing all their attention like a laser airplanes, and "extreme" sports.
beam on whatever (sometimes dangerous) activ�
ity they are engaged in at the moment. ISTPs are Attention grabbers: Words or phrases that
usually fun to be around and enjoy having a good are likely to get the attention of most ISTPs
time. More concerned that they are comfortable
and that their clothes are functional, they do not • I'll leave you alone to work on that.
tend to dress for others or especially care what oth� • Can you help me figure this out?
ers think of them. They do have very high needs • Live and let live.
with regard to their personal freedom and personal • Does that make sense to you?
space and are seldom physically demonstrative • What's the logical choice here?
'"
H O W T 0 S P E A K S T P"
• Respect their privacy, give them plenty of space, rules or too much structure. Be explicit about the
and don't push yourself on them; avoid attempting requirements you need or responsibilities you ex�
intimacy unless they initiate or clearly desire it. pect them to fulfill.
• Be pragmatic; make sure suggestions or requests are • Avoid making appeals based on emotion; rather,
well thought out, realistic, practical, and workable. make sure there is a logical rationale for sugges
• Appeal to their need for action; whenever pos tions and proposals.
sible, take advantage of their ability to stay calm, • Listen carefully when they do share personal infor�
think clearly, and respond quickly in a crisis or mation. Most ISTPs will say something only once,
emergency. and if you miss it, the y may still assume you heard
• Try not to overschedule their time or limit their them and not repeat it.
Special Challenges to be, not as the personal attack Feelers are likely
to misinterpret it as.
Extraverts are most likely to be put off by ISTPs'
strong need for privacy, the fact that they are so
hard to get to know, and their insistence on par HOW TO SPOT AN ES F P
ticipating only on their own terms. If Extraverts
need ISTPs' participation, they should appeal to ESFPs are warm, friendly, approachable, and usu
their natural desire for action, recognizing that ally have an easygoing nature. They truly enjoy
may be their most potent motivation. Intuitives people and doing nice things for them. They are
may find ISTPs' focus on the present and their also playful and energetic, love parties, and have a
tendency toward immediate action a bit short real zest for living. They enjoy being the center of
sighted. They need to convince ISTPs - through attention by playing an instrument or telling sto
their logical Thinking and ability to see cause and ries and delight in getting others involved and
effect - that other factors, which may not yet making people laugh. ESFPs are extremely obser
be apparent, should be taken into consideration. vant and aware of whatever is happening around
Judgers may find ISTPs' general unwillingness to them. Not particularly complicated, they are unas
comply with anything that does not grab their suming and down-to-earth people.
attention and their resistance to working within ESFPs' language is straightforward. They use
narrowly defined boundaries like time, rules, and words simply to communicate, and mean exactly
policies a real source of frustration. Understanding what they say, without hidden agendas. Curious as
the independent nature of ISTPs is the first step. well as friendly, they tend to ask a lot of questions
Next, they need to find a way for ISTPs to feel and demonstrate genuine interest in other people.
ownership in the project. Once they become in But since ESFPs prefer action and having fun
vested in it, they will be more motivated to make above all else, they would much rather do some
sure it happens when it is supposed to. Feelers may thing with a group of friends than sit around and
be put off by how hard it is to establish a relation have serious talks. Their dress and appearance
ship with ISTPs and be easily wounded by their also reflect their casual, free-flowing attitude to
remoteness. It takes a long time to get close to ward life. They prefer sensual textures in fabric,
ISTPs, and, even if you do, remember that it is es and wear bold and bright colors more often than
sentially out of character and against their nature subdued ones. While they are happiest surrounded
for these strong Introverted Thinkers to be out by people they like, they can be quite private about
wardly warm and affectionate. Feelers also need to their deep, personal feelings, and are comfortable
step back and accept criticism from ISTPs as the sharing these only with their closest friends. The
objective, honest feedback it is usually intended kinds of jobs they gravitate toward often involve
168 THE ART OF S P E E D R E A D I N G PEOPLE
H O W T 0 S P E A K "E S F P"
• Be direct and straightforward; do not present ideas be completed, and be very clear about what is
in terms of complicated theories, concepts, or expected.
hypothetical situations. Stick with what is real • Be polite and complimentary. Show your appreci
and realistic. ation for their efforts. If you have any criticism,
• Be friendly, relaxed, and casual, since ESFPs tend make sure to point out something positive and tan
not to respond well to uptight people; be attentive gible first.
to their physical needs and comforts. • Respond immediately to their requests. Don't ask
• Make your pitch based on the practical ways your them to wait too long or postpone activities
idea or proposal will benefit others; appeal to their into the future, if possible. These action-oriented
common sense. people live for today.
• Respect their privacy; don't misread their gregari • Surprise them. Whenever appropriate, make a
ousness as a desire to reveal intimate details or party or a game out of everyday chores or
feelings. activities.
• Describe sequentially the way projects are to
lots of interaction with the public that allows them • I'm having a rotten day. Can you cheer me up?
to help people in concrete ways, such as through • I need some help with this project. How
sales of products or providing a service. Recrea about it?
tionally, they often have a wide circle of friends
and a large number of different hobbies, sports,
and activities, all of which keep them very busy. Special Challenges
high value on being nice and helping others when to gently remind ESFPs that something that seems
ever the need arises. While ESFPs can usually ideal today may not look as good tomorrow.
take a j oke well, they are likely to be offended if
they are criticized or dismissed as being too sensi
tive. Judgers may be frustrated by ESFPs' apparent HOW TO SPOT AN ISFP
lack of organization skills and/or their difficulty
making and sticking to decisions. ESFPs' "live for ISFPs 'are gentle, soft-spoken, and modest. While
the moment" mentality may result in their being on the surface they may appear cool to strangers,
unprepared for future events. Instead, appeal to they are extremely �ensitive and nurturing people
the ESFP's desire for action, emphasizing that the who are run by their own set of values. Once they
sooner a decision is made, the quicker everyone get to know you, they can be very affectionate and
can get the desired outcome and move on to some warm. Easygoing and relaxed, ISFPs have very
thing more fun. Intuitives may find these highly little need or desire to control or influence others,
realistic people resistant to unusual or completely but will often go to great lengths to please the
new ideas, and unwilling or unable to look beyond people they care about. Sensitive and concerned,
the moment to consider the future consequences they find it very important that people get along
or implications of their present actions. They need and that there is harmony around them. ISFPs
H O W T 0 S P E A K "I S F P"
• Respect their privacy; don't push them into do people. Stress the practicality of your idea or pro
ing things, especially in public, before they are posal, and show how it will benefit others in a
comfortable. concrete way.
• Don't be loud, overbearing, or argumentative; • Give them plenty of time to react to proposals or
avoid ronfrontations at all costs. Speak quiedy, pri suggestion&, especially new ones.
vately, and gendy. • Solicit their opinions and avoid trying to control
• Be specific and explicit. H possible, refer to them; don't misinterpret their rompliant, coopera
instances in their personal experience in which tive nature as agreement with, or enthusiasm for,
similar ideas or suggestions were successfully your plan or suggestion.
implemented. • Make it fun. Incorporate social and other down
• Appeal to their sensitivity and desire to help time to break the project into manageable pieces.
170 T H E ART OF S P E E D R E A D I N G P E O P L E
tend to dress casually and comfortably, in clothes • Take your time, I'll wait for you.
that are functional but are also soft, aesthetically • Your good manners and considerate behavior
pleasing, and colorful. However, they do not gen, are appreciated.
erally like to call a lot of attention to themselves.
Not highly verbal, they prefer to express them,
selves through their actions and gestures, which Special Challenges
often includes doing something thoughtful or
considerate for someone in need. Just as they shy Extraverts may be frustrated with the time it takes
away from the limelight, unassuming ISFPs go to to get ISFPs moving on a project. They need to re,
great lengths to avoid confrontation or arguments, aIize that ISFPs do love to act on things, but only
and become anxious around loud, overbearing after they've had time to think them through first.
people. Intuitives may find ISFPs are unable or unwilling
When it comes to their careers, ISFPs may not to see beyond the moment and consider the long,
be terribly ambitious, but they are fully engaged in term implications of actions. They need to show
whatever they are doing at the moment. They of, ISFPs how factoring in these other considerations
ten seek work that involves helping people in tan, will benefit people in real ways, not only now, but
gible ways, such as child care and nursing. ISFPs in the future as well. J udgers may become annoyed
generally treasure their free time and often enjoy with ISFPs who don't seem very ambitious or
exploring nature, beach combing, hiking in the driven to make and stick with plans. They also may
mountains, and spending time with animals. They consider them too indecisive. Although Judgers
also enjoy a variety of sports, making crafts, and can usually push ISFPs into doing what they want
other sensory experiences such as going to the them to do, they will have better results if they
movies, concerts, or other cultural events. can gently move ISFPs toward their position in
small steps, rather than dominating them. But
Thinkers are liable to find the greatest challenge
Attention grabbers: Words or phrases that lies in not offending these very sensitive people.
are likely to get the attention of most ISFPs The best advice for them is to remember they are
speaking to people who first and foremost value
• Help! their own and other people's feelings, regardless
• Can you keep a secret? of whether others think they are being logical or
• How thoughtful of you. rational.
I C HAPTER TEN
Getting to Know You'll remember that people who share the Con
ceptualizer temperament value competence above
the Conceptualizers: all else, so they are naturally driven to excel at
whatever they do. Global thinkers, they pride
the Four NT Types themselves on their creative ptoblem-solving abil
ities- especially those involving complex issues.
C O M M U N I C AT I O N
;' .....-- -- -= : 0 R E C O M M E N D AT I O N S
/ ' .... \
o �. -
I I / �7 ', I While all Conceptualizers share preferences for
\ \ \. _ _ �O I Intuition and Thinking, some are Extraverts and
'- ./ / others Introverts. And some are Judgers, while oth
/'
ers are Perceivers. We begin with the communica
tion recommendations for all Conceptualizers and
then present an in-depth look at the four Con
ceptualizer types. Since they share so much in
common, there are several general communication
techniques that will be effective with all Concep
tualizers. But since there are also significant dif
ferences between the four Conceptualizer types,
there are also several specific techniques that will
be most effective with people of each type.
• Demonstrate confidence in your position. Usually friendly and outgoing, ENTJs have lots of
• Don't overwhelm them with details, or bore energy and think, speak, and move briskly, often
them with minutiae. leaning forward with intent and purpose. Great
• Stress the logical consequences of your position; strategic thinkers, ENTJs grasp things quickly,
avoid emotional appeals. even issues that are complicated and complex.
• Appeal to their sense of fairness and gift for Because they generally exude such great confi�
objectivity. dence, they may appear condescending or even,
• Expect them to be creative and resourceful, and at times, arrogant. Usually very organized and de�
not to be bound by tradition or precedent. cisive, ENTJs frequently j uggle several projects at
• Be consistent and, above all else, demonstrate once, completing them all with great efficiency.
your competence. Creative and innovative, they understand and like
to use power, but may have a tendency to over�
power people into doing their bidding. Their lan�
H O W TO S P O T AN E II 'J guage is generally sophisticated, and they often
have extensive vocabularies. Most ENTJs are ex�
No shrinking violets, ENTJs make their presence tremely career driven, and although they can be
known and are the ultimate take�charge types. found in many occupations, they almost always
H O W T 0 S P E A K "E N T J"
• Get to the point; don't beat around the bush and • Don't be afraid to offer bold and innovative ap�
waste their time; be conscientious about meeting proaches, as long as they are well thought out and
deadlines and delivering on your promises. logical.
• Do your homework! Be prepared to defend your • Sell yourself as someone who is competent on your
position; expect them to challenge you and to play own but also capable of being a team player. Com
the devil's advocate. municate self-sufficiency and the ability to need
• Prepare yourself to be assertive; don't worry about little direct assistance.
hurting their feelings, and don't let them intimi • Tell them immediately if they hurt your feelings or
date you, which they may unintentionally do. offend you. But be sure to tell them precisely what
• Keep in mind how your proposal or idea fits into they did that bothered you, and do it honestly and
the big picture and their own and/or their organi� calmly.
zation's long-range plans and objectives .
..
GETTING TO K N OW T H E CONC EPTUALIZERS: THE FOUR NT TYPES 171
gravitate to positions of leadership; an inordinately considered and information gathered. But Feelers
high percentage of top-level managers and admin face perhaps the greatest challenge dealing with
istrators are ENTJs. Their spare-time activities ENTJs, who can easily, and inadvertently, hurt
often involve self-improvement, or if they are in their feelings with their insensitivity and blunt
volved in organizations, once again they are usually criticism. Feelers need to realize such comments
in charge. are almost always intended to be helpful and con
structive, rather than hurtful and undermining.
They do well to summon their courage and be
as objective and assertive as possible. ENTJs have
Attention grabbers: Words or phrases that
strong personalities and they most admire others
are likely to get the attention of most ENTJs
who possess that same quality.
H O W T 0 S P E A K "I N T J"
• Submit new ideas and/or proposals in wntmg, • Resist the temptation to finish their sentences.
and give them plenty of time to think about them Even if they seem to be rambling and you think
before discussing. Preview new experiences ahead . you know where they are heading, it is far better
of time. to let them get there on their own.
• Pay careful attention to the strategy necessary for • Remember to make your case based on logic - not
implementing your ideas. Remember that INTJs personal preferences or extenuating circumstances.
place a very high value on competence. • Remember they are most concerned with the big
• Don't expect effusive appreciation or lavish praise picture and how the idea fits in with their larger
for a job well done. INTJs often consider both un mission.
necessary, meaningless, and, therefore, insulting.
ideas or projects perfect. They can be very impa Attention grabbers: Words or phrases that
tient with, and even dismissive of, others who don't are likely to get the attention of most INTJs
quickly grasp their meaning or whom they con
sider incompetent. • We've got a very complicated problem.
INT)s' movements are usually thoughtful and • We need a completely original approach.
deliberate. While most dress fairly conservatively, • What's your opinion?
they may have quite an individual look, since they • What are the long-range implications?
are not particularly concerned about what others • With all due respect . . .
think of them. Since they set very high standards
for themselves and others, they are often de
manding bosses and parents. Both their work and Special Challenges
recreational activities usually involve some form
of self-improvement or intellectual challenge, Extraverts may be frustrated by the depth to which
such as learning a new language, playing bridge, INT)s wish to explore issues, and the pace at which
chess, doing difficult crossword puzzles, reading, or they make decisions. They need to recognize that
exploring the Internet and using complex com if the INT) is forced to act without benefit of re
puter programs. flection, the answer may well be no. Feelers may
GETTING TO KNOW THE C O N C E P TU A L I Z E R S : THE FOUR NT TYPES 175
be put off by INTJs' lack of warmth, sometimes dividualistic people wide latitude and stop trying
brusque manner, and apparent lack of concern for to make them more accommodating. Sensors may
people issues and concerns. They need to not take have the hardest time dealing with INTJs because
comments personally, nor expect a lot of com of their capacity for creativity. Sensors should wait
pliments or enthusiastic approval. With INTJs, before discounting the INn's radical ideas and
silence often indicates consent. They need to con strive to see their practical use.
vince INTJs of the importance and logical conse
quences of not factoring in the human element,
enlightening them as to the simple truths of how H O W TO S P OT A N E I ' P
others' reactions will affect their support for their
initiatives. Perceivers may find INTJs too rigid and ENTPs are often very charming, charismatic, and
stubborn. They need to logically make the case for even flirtatious people. Enthusiastic and energetic,
not closing down options, and force themselves to they love people and come alive in the spotlight.
meet the INTJ's deadlines. But they might just do Clever and quick studies, they often seem to be
better to accept the need to give these highly in- working on some new creative idea or scheme. Of-
H O W T 0 S P E A K "E N T P"
• Be prepared to talk about your idea and especially to put their own thumbprint on it as well. Be pre
to answer a myriad ci questions that may occur to pared for the possibility they will want to share
the ENTP spontaneously. any credit derived from the project's success.
• Emphasize the way your idea/proposal/suggestion • If feasible, always present them with several differ
is ne� and different. The more innovative, the ent options to consider, rather than just one.
more appealing it will be to the ENTP.
• Don't force them to make decisions before they are
• Don't overwhelm them with details. It's the big piC ready. However, you may well have to nudge them
ture that is important to them. They have innate into ultimately making a decision, and lobby con
confidence that if the idea is good, the bugs can be vincingly for letting some decisions stand once
worked out later. made, since their natural inclination might be to
• Be flexible and solicit their suggestions. They will revisit it repeatedly as new information becomes
likely see ways of improving the idea and may want available.
176 THE ART OF S P E E D R E A D I N G P E O P L E
ten masterful communicators and great story or • I've got a proposition for you.
joke tellers, ENTPs have a great affinity and facility • This may be a little off the wall, but . . .
for language. They especially like using unusual • There're some people I'd like you to meet.
words, and concocting puns and plays on words.
Given their flair for the dramatic and their capac
ity to express a great range of emotion - smiling
or even crying easily - it is sometimes hard to tell Special Challenges
if they are being genuine. They also use their bod
ies to connect with others, and are often com Introverts are likely to find ENTPs' pace dizzying
fortable placing their hand on a shoulder, giving and their energy level draining. It may help them
someone a hug, or standing close and speaking in to try and anticipate the kind and volume of
timately. Curious and observant, they are surpris questions they are likely to encounter from the
ingly perceptive about people and quick to point ENTP and rehearse some of their answers in ad
out their insights. ENTPs like to impress others vance. Feelers are likely to connect with ENTPs
and are very conscious of their image. They typi on a superficial level, but may get their feelings
cally dress well and surround themselves with as hurt or feel betrayed if the ENTP turns out not to
much luxury as they can afford. Spontaneous and be as sensitive or genuine as he or she first ap
impulsive, they are ready to go at a moment's no peared. They need to recognize that ENTPs like
tice and rarely resist an opportunity to have fun, to please people and be liked, and sometimes they
leaving their commitments to finish later. simply overextend themselves and make promises
ENTPs are happiest in jobs or other activities they cannot keep. But in the final analysis, ENTPs
that involve a lot of interaction with people, vari will usually make the tough decisions based on
ety, and the opportunity to use their considerable what is logical, regardless of how they or others
creativity. They may have a wide variety of outside personally feel. Judgers may become exasperated
interests, but most involve being around people, by ENTPs' inability and/or unwillingness to make
such as playing team sports, coaching, acting, or decisions and stick with them! They need to gently
entertaining. push them toward closure by reassuring the ENTP
that few decisions are irrevocable, and most can
always be changed later. Finally, Sensors may find
Attention grabbers: Words or phrases that these creative and imaginative people too imprac
are likely to get the attention of most ENTPs tical and unrealistic to take seriously. They need
to recognize the ENTP's gift for naturally seeing
• How about this good idea? what they cannot, while at the same time try to
• Let's brainstorm some possibilities. temper the ENTP's vision with reality.
...
G ETTI NG TO KNOW THE CON CEPTUALIZERS: THE FOUR NT TYPES 177
H O W T 0 S P E A K "I N T P"
• Be prepared to consider as many options as pos • If possible, spare them the boredom of working out
sible, and anticipate that decisions which have the details. Instead, let them focus on the creative,
Attention grabbers: Words or phrases that with other Introverts to see if they consider them
are likely to get the attention of most INTPs substantial or too superficial. Sensors may not ap
preciate INTPs' long-range vision and may find
• Would you give this some thought? their explanations unnecessarily complicated and
• Take all the time you need. confusing. They need to ask for clarification at
• Here's an interesting challenge. times and recognize the INTP's future orienta
• I don't know how we're going to figure this tion as an asset. Judgers may find pinning INTPs
one out. down an exercise in futility. While they can gently
• I respect your privacy. push for closure, and appeal to the INTP's natural
need for logical order, it is essentially impossible
to hurry or control these independent people. But
Special Challenges Feelers may have the most difficulty dealing with
superlogical INTPs. Feelers need to learn not to
Extraverts are liable to be frustrated by the depth take comments, critiques, and lack of praise per
INTPs apply to their analysis. Therefore, Extra sonally, but rather to view them as an opportunity
verts need to carefully think their ideas thtough in to receive some honest, constructive feedback.
advance, but may benefit from checking them out
r
CHAPTER ELEVEN
the Four NF Types Sensing, but since they are Feelers, they make deci
sions based on their personal values. Some NFs
are Extraverts and some are Introverts. And some
are Judgers, while others are Perceivers. Following
are the communication recommendations for
dealing with all Idealists.
• Share your personal feelings with them; gen verbal and nonverbal language to express their
erally, the more genuine personal disclosure of many value-based opinions. They prefer talking
fered, the more connected to them you will about personal topics, and can spend long periods
become. of time discussing relationships.
• Be sincere. Idealists value integrity and react Comfortable and poised in social settings of
strongly to people they consider not genuine or all sizes and varieties, ENFJs instantly respond to
phony. the emotional climate of a person or a group. Of
ten charismatic, they easily persuade others to go
along with their good ideas, which inevitably in
H O W TO S P O T A N E I FJ volve helping people in some way. However, they
can be so nice and try so hard to please others that
Energetic, friendly, talkative, and articulate, ENFJs some people may doubt their sincerity. ENFJs
often have the best communication skills of all actively avoid confrontation and may be quick to
types. ENFJs enthusiastically maintain good eye apologize and forgive. They are very sensitive to
contact, touch people .frequently but always ap criticism and may withdraw from a contentious
propriately, lean into conversations, and register discussion rather than express their hurt feel
approval and disapproval on their faces. They use ings. ENFJs- especially women ENFJs- are very
H O W T 0 S P E A K "E N F J"
• Let them know verbally how much you appreciate • Avoid confrontation whenever possible. Try to
them and their contributions. With ENFJs, words cooperate and find middle ground.
often speak louder than actions. • Make sure to follow through on commitments you
• If you need to offer criticism, make sure to point make to them. Don't change plans unless it is ab
out any areas of agreement first. Alert them to in solutely necessary. And if it is, give them plenty of
coming criticism and ask them to receive it in the time to adjust to the changes and to shift gears.
spirit in which it is given. • When pitching an idea or proposal, make sure you
• Never discount, dismiss, or make light of their per have fully considered how the action will affect
sonal feelings about an issue, even if you don't feel others, and emphasize all positive aspects.
there is a rational or logical basis for them to feel • Use their first name and maintain eye contact. Be
that way. Never try to talk them out of how they patient with their sometimes long and tangential
feel. Listen, rather than try to fix their problem. story-telling style .
..:
4
conscious about their appearance and concerned on those specifics that relate to the ENFJ's larger
about how others will judge them. Therefore, they vision and concerns. Perceivers are likely to be
dress appropriately for the occasion; their outfits frustrated by ENFJs' drive for closure and what Per�
and accessories are well coordinated. While they ceivers may consider a premature decision�making
are often attracted to helping professions, such as style. They need to gently try to keep ENFJs from
counseling or teaching, they also enjoy a great va� foreclosing options too early, and get them to agree
riety of jobs as long they believe in the product or to a particular point in time when the decision
service and the job involves lots of positive inter� really will be made (and then they need to stick to
action with others. Whether at work or at a social it! ). The greatest challenge may be for Thinkers,
gathering, ENFJs are frequently in leadership roles who might see ENFJs as hypersensitive, illogical,
and are typically found organizing other people or and overly emotional. They need to be especially
juggling many ideas and projects at the same time. careful not to offend ENFJs. For if they do, even
unintentionally, they run the risk of jeopardizing
their relationship permanently.
Attention grabbers: Words or phrases that
are likely to get the attention of most ENFJs
HOW TO SPOT AN I I FJ
• Can I tell you how I feel?
• How do you feel about this? INFJs are complex, creative people with deep feel�
• I have a problem. ings and strong convictions, but are often some�
• What's the plan? what difficult to get to know. Usually reserved, and
• What's your opinion? sometimes a bit uncomfortable in social situations,
• Give compliments freely. INFJs generally prefer dealing with people one�
to�one, where they can really zero in and concen�
trate all their attention on the other person. They
Special Challenges are usually very good listeners, skilled at generat�
ing enlightened and creative solutions to people's
Some Introverts may feel overwhelmed by ENFJs' problems. INFJs are generally not very demonstra�
energy and enthusiasm. In the case of a strong In� tive, either verbally or physically. Their posture is
trovert dealing with a strong Extravert, they may usually erect and they walk and move with real
even need to limit the time they spend with that purpose. INFJs often have strong opinions based
person to avoid getting burned out. Sensors may on their values and convictions, and once they
feel ENFJs are unrealistic, tOO idealistic, and at have staked out a position, it may be very difficult
times impractical. They need to not overwhelm to convince them to change it. Their language is
ENF]s with lots of details, but instead should focus thoughtful, figurative, and filled with deep mean�
182 THE ART O F S P E E D R E A D I N G PEOPLE
H O W T 0 S P E A K "I N F J"
• Give them plenty of time to consider your idea their ideas, appeal to their creativity, and talk
or proposal in-depth before expecting feedback or about possibilities.
discussion. • Be patient with what might be long, complicated
• Present the idea in terms of your vision - the big explanations; don't hesitate to take your time care
picture, and how it may fit into their larger per fully considering their proposals- they like to do
sonal or organizational goals, rather than focusing the same.
on the specifics and details. • If relevant, provide information regarding the tim
• Discuss the benefits it will have on people - espe ing of the implementation of the plan; be sure to
cially how it will positively affect them in the fu meet aU agreed-upon deadlines, and honor your
ture as well as in the present. commitments.
• Especially with regard to problem solving, solicit
ing. But it is often complex and sometimes difficult Attention grabbers: Words or phrases that
to follow. Since INFJs are rather formal, their ap are likely to get the attention of most INFJs
pearance tends toward the conservative. They are
seldom flashy dressers, and since they may also be • I need a creative solution. Can you help me?
both frugal and resourceful, they may consider ex • What am I not seeing?
pensive clothes more of a luxury than a necessity. • What do you feel is the right thing to do?
The jobs that appeal most to them are ones that • Take your time, and we'll talk when you're
allow them to be "thinker-uppers," leaving the ready.
details and execution to others. While there are • Let's plan it out.
INFJs in all fields, they tend to be drawn to oc
cupations that let them work one-on-one with
people, like counseling or teaching. They also en Special Challenges
joy writing. Whatever they do, they must feel a
sense of personal integrity for it to have any Some Extraverts may be impatient with INFJs'
meaning or real satisfaction. INFJs have varied slower, thoughtful, more reflective pace, as well as
interests, but often enjoy hobbies that can be the depth they naturally apply to their analysis.
done alone or with their family or a few close Extraverts need to slow down and try to focus
friends. their attention on only the issue being discussed.
I
I
�,I'
GETTING TO KNOW THE I D EALISTS: THE FOUR NF TYPES 183
H O W T 0 S P E A K "E N F P"
• Be prepared to discuss many topics and answer a help ing others achieve something that is impor
• Don't overwhelm them with details, especially • Respect their personal privacy. Don't ask them to
lot of questions. tant to them.
those concerning projects or ideas they are not share their feelings publicly. While they like to be
• Present them with lots of options. If at all possible, vested they will become. Make chores and required
unique, helpful solutions. ing. The more you involve them, the more in
tasks fun.
quick to strike up conversations with strangers, ask Instead, talk with them one-on-one, when they
lots of questions, and tend to finish other peoples' will be more responsive and quieter. Keep in mind
sentences. Their conversation can be very scat that with ENFPs, the larger the group, the greater
tered as they move from one thought to the next the ENFP's energy. Thinkers may be irritated by
without finishing the first as new inspirations strike ENFPs' inconsistent behavior and eagerness to
them. With regard to appearance, ENFPs often find extenuating, albeit compelling circumstances.
have an original, artsy look, and dress more for Couching any objections or resistance in terms
themselves than for others, or to make a statement. of fairness to people is usually the most effective
Privately, ENFPs are very sensitive and senti strategy. Judgers may find it challenging and frus
mental, but tend to be more reluctant to share their trating to get ENFPs to make choices, stick to de
deep personal feelings unless they are with those cisions, and respect deadlines. Judgers can help
they know well and trust. ENFPs have enormously nudge ENFPs into committing themselves to a
varied occupational interests and often change course of action by reminding them that decisions
jobs or careers frequently. The most satisfying jobs aren't irrevocable; they can always be changed.
for ENFPs are ones that allow them to be creative This is often all it takes to relieve ENFPs' stress
and spontaneous while in the service of others. around decision making. As for deadlines, Judgers
ENFPs also have a wide range of recreational inter may try setting up two deadlines for ENFPs: the
ests, but enjoy most being with friends and having first one is when they tell the ENFP the work is
a good time with friends. due, the second, when they actually need to have
it done. Since they are remarkably resourceful,
even when it looks as though they'll never make
Attention grabbers: Words or phrases that
their deadline, they usually pull it off. Sensors may
are likely to get the attention of most ENFPs
have the hardest time with ENFPs' wildly imagina
tive style. They may need to work particularly hard
• It's impossible. . . . It just can't be done.
at not putting a damper on ENFPs' creativity and
• We're having a reunion.
enthusiasm. They may also need to trust the fact
• We've got plenty of time; let's finish it tomorrow.
that just because they cannot see a viable option
• I've got a great idea!
at the moment, doesn't mean one doesn't exist.
• Do you know anyone who can . . . ?
I:
• There's some people I'd like you to meet.
H OW TO S P O T A N . I F P
Special Challenges
INFPs are the most idealist of the Idealists, and of
Some Introverts may be worn out by the high en all types in general. Absolutely driven by their in
ergy level and frenetic pace many ENFPs prefer. nermost personal values, they are extremely sensi-
I
G E TTI N G TO KNOW THE ID EALISTS: THE FOUR NF TYPES 185
H O W T 0 S P E A K "I N F P"
• INFPs are very sensItive to criticism and view • If relevant, convey your sincere belief in the value
everything personally. However, they may never of what you are ptoposing. If you are not genuine,
come out and tell you that you've hurt their feel it will be obvious to them, and they will immedi
ings. If in doubt, stay away from or tread lightly ately, and perhaps permanently, reject your idea or
with topics you think they may be sensitive about. proposal.
• Be very careful not to dismiss, discount, or make • Respect their style of decision making, which usu
light of things they consider important. If you do, ally requires time and privacy to mull ideas over,
you run the risk of damaging your relationship per consider alternatives all along the way, change
manently, since INFPs may hold grudges longer plans as new information is discovered, per
than other types. haps even start all over if the central mission
• If possible, find out how your idea, suggestion, or or concept is corrupted by too much external
to link the two, or point out commonalties. • Remember that INFPs are process people. Build
• Give them plenty of time to consider your ideas. time for revision, modification, and reflection into
tive and feel things very deeply. Many INFPs have when it comes to their own projects, about which
an otherworldly quality about them, and seem to they can be surprisingly protective and at which
be unconcerned about many of the more mundane , they will work tirelessly. While they like to help
day-to-day requirements ofmodern life. They seem people and are natural counselors, most INFPs are
ne arly oblivious to the details of daily living, like very selective and share their true selves with only
being on time, knowing where their glasses are, or a few very special people. With strangers, they may
keeping up with the Joneses. The least practical appear cold and aloof. Their appearance is often
of all types, they march to the beat of a different original and they dress to please themselves. They
drummer, which is defined completely by them. may wear funky clothes from another era that ap
INFPs are usually thoughtful and soft-spoken, and peals to them, or mix and match styles. But their
use language carefully and as a means of self clothing and accessories, while making a state
expression. Many have a natural talent for poetry ment about their uniqueness, are also selected to
and other creative writing. They are seldom ag make them comfortable. Many INFPs are drawn to
gressive and are not especially ambitious, except the arts - music, literature, painting -and to psy-
186 THE ART OF S P E E D R E A D I N G P E D P l E
chology, both in their occupations and in their they see the value of their ideas. Judgers may be
spare time. come frustrated with INFPs' apparent lack of or
ganization and how long it takes them to make
decisions. They can shorten the decision-making
process by presenting a select few options for the
Attention grabbers: Words or phrases that
INFP to consider, being absolutely clear about any
are likely to get the attention of most INFPs
deadline, and by not leaving things completely
open-ended. But the greatest challenge will be for
• What feels right to you?
Thinkers, who are likely to feel they need to walk
• Can I speak with you privately about something?
on eggshells in order to avoid hurting the feelings
• I'd love to hear about your latest project.
of INFPs. In fact, they do have to be careful deal
• There's no rush. Take all the time you need.
ing with INFPs and may benefit from first testing
out ideas on other Feelers (friends or coworkers)
to get their reactions and suggestions for present
Special Challenges ing the information in the most positive way.
Some Extraverts may find INFPs very difficult to Now that you have mastered the SpeedReading
get to know and even harder to get moving. They and SpeedReaching system, and have gotten to
need to slow their pace and recognize that INFPs know all sixteen types, you're almost ready to go
need plenty of time to do their best work. They out and start using these techniques to understand
also need to be careful not to rush INFPs into re and be more effective with everyone you meet.
lationships before they are ready. Sensors may be But before we leave you, we have some final
likely to consider INFPs impractical and their sug words and important suggestions, warnings, and
gestions unrealistic and unworkable. They need to resources for you in Chapter 1 2 .
be patient to hear the INFP all the way out before
j
I C H A P T E R T W E LV E
2. Don't portray yourself as some kind of mind greater refinement as you gather more informa
reader. Being able to SpeedRead people doesn't tion until you reach the point where you have
make you clairvoyant. to ask yourself the ultimate confirming ques
3. Never insist that you know something about tion: "What else could he or she be?"
a person that he or she considers private. And
never share that information with anyone else. If you follow these suggestions, we are confident
4. Practice your newly developing skills cau that you will be able to use your SpeedReading
tiously, in a safe environment where the stakes people skills effectively, ethically, and to every
aren't too high. It would be as foolish for you to one's best advantage. Best of luck!
make major decisions based upon SpeedRead
ing people while still a novice as it would be to The next page describes the SpeedReading People
try and fly a plane without really knowing what video, an exciting resource which can help you in
you are doing. your quest to implement SpeedReading people
5. Always allow for the possibility that your guess more quickly and effectively. We also list several
about a person's type could be wrong. Rather, organizations and books that we recommend for
consider it a working hypothesis, subject to further reading or study.
t .....
FINAL T H O U G HTS ON A NEW BEG I N N I N G 189
This book has been designed to be self, time" to hone your SpeedReading and Speed,
contained - that is, you can learn the art of Reaching skills. One tape is devoted entirely to
SpeedReading people from this book alone. How, helping you SpeedRead people over the phone.
ever, there is another resource available to you The kit also comes with the Portable Speed,
that can enhance your learning and drastically Reader - a sort of crib sheet that summarizes key
reduce the time it takes to fully master these clues for SpeedReading and SpeedReaching each
techniques. of the sixteen types and is small enough to fit into
Developed exclusively and only for those who a jacket pocket or purse for discreet use.
have first learned the art of SpeedReading people
PLEASE NOTE: The SpeedReading People kit
by studying this book, the Advanced Video Train,
is not a stand,alone course. While you can learn
ing Kit gives you something we simply could not
how to SpeedRead people without the kit, you
provide in a book format: a visual demonstration
cannot learn it using only the kit. It is not sold sep,
of what each SpeedReading clue - type prefer,
arately and it can be purchased only by people who
ences, temperaments, and a person's E/I,Feeling
have already bought the book, or as part of a com,
pattern - looks like in real people. If "one picture
plete package that includes: a copy of The Art of
is worth a thousand words," then one moving pic,
SpeedReading People, the video, the audiotapes,
ture - i.e., videotape - is worth many times that.
the User's Guide, and the Portable SpeedReader.
An additional advantage of the SpeedReading
The cost of the complete package is $149.95. The
People kit is that you can stop the videotape and
cost of the kit without the book is: $1 29.95.
rewatch the clues as many times as necessary un,
til you are comfortable you can identify them in O R D E R I N G I N F O R M AT I O N
others.
The SpeedReading People kit comes with a To order, see the inside back cover. Please have
comprehensive workbook, which includes ad, your copy of this book handy.
ditional skill,building exercises so you can test Your total satisfaction with the kit or com,
yourself to determine how well you've learned plete package is absolutely guaranteed. If for any
the clues. Also included is a set of audiotapes that reason you are not 100 percent satisfied, you
allows you to use otherwise unproductive "car will promptly receive a complete refund.
-
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Organizations and Resources Now that you have learned of the power of Person
ality Type and how relevant it is to so many aspects
of your life, we encourage you to increase your depth
of understanding, and learn how Type can be ap
plied in specific areas of interest to you, such as
careers, personal relationships, business, education,
spirituality, and so forth. We have assembled a com
prehensive list of books, journals, training op
portunities, and organizations to assist you in this
endeavor. Some of the books referenced here are
available at bookstores. But many can only, or can
more easily, be found through organizations that
specialize in publishing and distributing books
about Personality Type. All the organizations listed
also provide training courses relating to Personality
Type. Call or write them for information.
I-
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book, The
Type and Temperament, Inc.
Art of Using Your Whole Brain, is available Box 200
through KBA. Gladwyne, PA 19035-0200
800-447-8973
The La Jolla Group The publisher and distributor of a variety of papers,
24 10 First Avenue books, and materials regarding Personality Type.
San Diego, CA 92101
800-658-5387 Tvpe Resources
Fax: 6 1 9-232-3052 101 Chestnut Street, H- 1 35
The La Jolla Group is a management consulting and Gaithersburg, MD 20877-2139
interactive multimedia firm specializing in improving 3 10-840-85 75 or 800-456-6284
personal, team, and corporate effectiveness. An organization that specializes in consulting and
training professionals to use Type theory and the
Otto Kroeger Associates Myers-Briggs Type Indicator instrument in the areas
3605 Chain Bridge Road of team building, counseling, conflict resolution, and
Fairfax, VA 22030 quality management. They also distribute a wide range
703-591-6284 of Type and Jungian-related books.
Fax: 703-591-8338
.....
O R G A N I Z AT I O N S AND RESOURCES 195
Myers, Katharine D., and Kirby, Linda K. Intro� Bowman�Kruhm, Mary, and Wirths, Claudine G.
duction to Type Dynamics and Development. Palo Are You My Type or Why Aren't You More Like
Alto, Calif.: Consulting Psychologists Press, Me? Palo Alto, Calif.: Consulting Psychologists
1994. Press, 1992.
Quenk, Naomi L. Beside Ourselves: Our Hidden Fairhurst, Alice M., and Fairhurst, Lisa. Effective
Personality in Everyday Life . Palo Alto, Calif.: Teaching, Effective Learning: Making the Personal�
Consulting Psychologists Press, 1 993. ity Connection in Your Classroom. Palo Alto,
Saunders, Frances. Katharine and Isabel: Mother's Calif.: Davis�Black Publishing, 1 995.
Light, Daughter's Journey. Palo Alto, Calif.: Con� Ginn, Charles W. Families: Using Type to Enhance
suIting Psychologists Press, 1 983. Mutual Understanding. Gainesville, Fla.: Center
Saunders, Frances. Katharine and Isabel. Palo Alto, for Applications of Psychological Type, 1995 .
Calif.: Consulting Psychologists Press, 199 1 . Golay, Keith. Learning Patterns and Temperament
Tieger, Paul D., and Barron�Tieger, Barbara. Do Styles. Newport Beach, Calif.: Manas�Systems,
What You Are: Discover the Perfect Career for You 1 982.
Through The Secrets of Personality Type , rev. ed. Lawrence, Carolyn M., Galloway, Ann W.,
Boston: Little, Brown, 1 995. Lawrence, Gordon D. The Practice Centers Ap�
The Type Reporter. Published five times a year. proach to Seatwork: A Handbook. New York:
Contains articles and information on various McKenzie Press, 1988.
topics of interest concerning psychological type. Lawrence, Gordon. People Types and Tiger Stripes:
Susan Scanlon, Editor, 1 1 3 1 4 Chapel Road, A Practical Guide to Learning Styles . Gainesville,
Fairfax Station, VA 22039 ( 703�764�5370). Fla.: Center for Applications of Psychological
Yabroff, William. The Inner Image: A Resource for Type, 1 979, 1 993.
Type Development. Palo Alto, Calif.: Consulting Meisegeier, Charles, Murphy, Elizabeth, and
Psychologists Press, 1990. Meisegeier, Constance. A Teacher's Guide to
Type . Palo Alto, Calif.: Consulting Psycholo�
gists Press, 1988.
Murphy, Elizabeth. The Developing Child: Using
Personality Type and Children/Education Jungian Type to Understand Children. Palo Alto,
Calif.: Consulting Psychologists Press, 1992.
Bargar, June R., Bargar, Robert R., and Cano, Neff, LaVonne. One of a Kind. Portland, Ore.:
Jamie M. Discovering Learning Preferences and Multnomah Press, 1988.
Learning Differences in the Classroom. Columbus, Penley, Janet P., and Stephens, Diane W. The
OH.: Ohio Agricultural Education Curriculum M .o . M . S . Handbook: Understanding Your Per�
Materials Service, Ohio State University, 1994. sonality Type in Mothering. Wilmette, Ill.: Pen�
BIBLIOGRAPHY 199
ley and Associates, 1 995. (Self-published: avail gether: A Personality-Centered Approach , 3rd ed.
able through 847-25 1 -4936) San Juan Capistrano, Calif.: Institute for Man
Provost, Judith A., and Anchors, Scott. Applica agement Development, 1 995.
Type: Definitions , Interactions, and Expressions. Mississippi State University, M S 39762 (60 1 -
Gainesville, Fla.: Center for Applications of 325-7655).
Psychological Type, 1994. Macdaid, Gerald P., McCaulley, Mary H., and
Grant, Harold, Thompson, Magdala, and Clarke, Kainz, Richard. Atlas of Type Tables . Gaines
Thomas E. From Image to Likeness : A Jungian ville, Fla.: Center for Applications of Psycho
Path to the Gospel ]ourney . Mahwah, N.J.: Paulist logical Type, 1986. A compendium of hundreds
Press, 1 983. of tables reflecting the type distribution of
Grant, Richard D. The Way of the Cross : Chris, people in a variety of occupations.
tian Individuation and Psychological Temperament.
Gladwyne, Pa.: Type & Temperament, 1990.
Harbough, Gary L. God's Gifted People. Min Personality Type and Business/Management
neapolis, Minn.: Augsburg Fortress Publishers,
1988. Barger, Nancy, and Kirby, Linda. Challenge of
Keating, Charles. Who We Are Is HO'W We Pray : Change in Organizations: Helping Employees
Matching Personality and Spirituality . Mystic, Thrive in the New Frontier. Palo Alto, Calif.:
Conn.: Twenty-third Publications, 1987. Consulting Psychologists Press, 1995.
Michael, Chester P., and Morrissey, Marie C. Barr, Lee, and Barr, Norma. Leadership Develop
Prayer and Temperament. Charlottesville, Va. : ment: Maturity and PO'Wer. Austin, Tex.: Eakin
Open Door Press, 1984. Press, 1994.
Pearson, Mark A. Why Can't I Be Me? Grand Barr, Lee, and Barr, Norma. Leadership Equation :
Rapids, Mich.: Chosen Books, 1984. Leadership, Management and the MBTI. Austin,
Oswold, Roy, and Kroeger, Otto. Personality Type Tex.: Eakin Press, 1989.
and Religious Leadership. Washington, D.C.: AI, Berens, Linda, and Isachsen, Olaf. Working To,
ban Institute, 1988. gether - A Personality Centered Approach to
Management. Coronodo, Calif.: New World
Management Press, 1988.
Personality Type and Research Benfari, Robert. Understanding Your Management
Style. Lexington, Mass.: Lexington Books, 199 1 .
CAPT Bibliography. A semiannual listing of more Bridges, William. The Character of Organizations:
than 1 ,700 research papers, articles, disserta Using Jungian Types in Organization Develop,
tions, and books. Gainesville, Fla.: Center for menr. Palo Alto, Calif.: Consulting Psycholo
Applications of Psychological Type. gists Press, 1992.
Journal of Psychological Type. Edited and published Brock, Susan. Using Type in Selling. Palo Alto,
by Thomas G. Carskadon, Ph.D., Box 6161, Calif.: Consulting Psychologists Press, 1994.
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B I BLIOGRAPHY 201
Hartzler, Margaret, and Hartzler, Gary. Manage tion to Type in Organizational Settings . Palo
ment Uses of the MBTI. Gaithersburg, Md.: Alto, Calif.: Consulting Psychologists Press,
Type Resources, 1987. 1987.
Hirsh, Sandra. MBTI Team Building: Leader's Re Kroeger, Otto, and Thuesen, Janet. Type Talk at
source Guide. Palo Alto, Calif.: Consulting Psy Work: How the 16 Personality Types Determine
chologists Press, 1992 Your Success on the Job. New York: Dell Publish
Hirsh, Sandra, and Kummerow, Jean. Introduc- ing, 1 993.
Index
contact between friends, 1 5 - 1 6 how to spot and speak to, how to spot and speak to,
creativity, 20, 54, 98 180- 181 167- 169
crime and punishment vs. social as Idealist type, 100, 101 , 103 ESTJ (Extraverted, Sensing,
programs, views on, ENFP (Extraverted, Intuitive, Thinking, Judging), 39,
2 1 - 22 Feeling, Perceiving), 39, 42-43, 1 14, 1 1 5
57-58, 1 14, 1 15 clues to and communication
Dead Poet's Society (film), 34 and communication with with, 135, 148
�j
decision-making INTJ , I44 and communication with ISTJ ,
for Judgers or Perceivers, 29- how to spot and speak to, 142, 144
I.:
Experiencer, 93 and communication with 46-47, 1 10, 1 1 2, 1 1 3
Idealist, 100 INTP, I44 clues to and communication
I-
Judger/Perceiver, 79-80 as Conceptualizer type, 97, 98, with, 136- 137, 149 - 1 50
Thinker/Feeler. 74- 76 99, 103 as Experiencer type, 9 1 , 94, 95
Traditionalist, 89 how to spot and speak to, how to spot and speak to,
"Dissatisfied Customer, The" 172- 1 73 164- 1 65
(Case #5), 1 34, 147, ENTP (Extraverted, Intuitive, Experiencers (SPs, Sensing
151 Thinking, Perceiving), 39, Perceivers), 39, 103,
Do What You Are (Tieger and 53-54, 1 1 0, 1 1 2, 1 1 3 105
Barron-Tieger) , 37n as Conceptualizer type, 97, 98, clues to, 93-96
Dragnet (TV program), 70 99 communication with, 93,
Duniho, Terence, l IOn how to spot and speak to, 163 - 1 70
1 75 - 1 76 four types, 95, 163 - 1 70
education, 72 ESFJ (Extraverted, Sensing, Feel- number of, in population, 92
E/I-Feeling pattem, 1 10, 1 2 1 , 1 22 , ing, Judging), 3 9 , 44-45, in Personality Type Pyramid,
125- 1 29 (mentioned) 1 10, 1 1 2 95
clues, 135, 1 36, 137, 138 how to spot and speak to, values and qualities, 92-93
energizing, Extraverts or Intro- 1 59- 1 60 experience vs. instinct, 2 1
verts, 1 1 , 1 3 - 1 8 a s Traditionalist type, 90, 92 Extraverts (E) or Introverts (I),
energy level, 64 ESFP (Extraverted, Sensing, Feel- 1 1-18
ENFJ (Extraverted, Intuitive, ing, Perceiving), 39, 48- appearance, 65
Feeling, Judging), 39, 55- 49, 1 14, 1 1 5 body language/energy level, 64
56, 1 1 0, 1 1 2 as Experiencer type, 95, 96 childhood preference, 16
....
INDEX 105
-
206 INDEX
I Caulley), 38n
159 142 Use of (Myers and Mc-
as Traditionalist type, 90, 92, work styles, 32- 34, 82-84
I
I!
103 jung, Carl G., 10, 38n
ISTP (Introverted, Sensing, "New Boss, The" (Case #1 ) , 130,
I f!
,
I On
Thinking, Perceiving), 39, Katharine and Isabel (Saunders), 145, 148
47-48, 1 10, 1 1 2 new ideas, 22
11
I,
as Experiencer type, 93, 94, 95, KBA, The Human Resource NFs (Intuitive Feelers). See
Ii 103 Company, 194 Idealists
how to spot and speak to, 165- Keirsey, David, 88 NTs (Intuitive Thinkers ) . See
1 67 Conceptualizers
La jolla Group, The, 194
Journal of Psychological Type , 1 8n language. See occupational choice
judgers ( J ) or Perceivers (P) communication/commu- Conceptualizer, 98
appearance, 80-82 nication style Experiencer, 94
body language, 84 "Lead" and "Least" functions. See Extravert/Introvert, 66-67
communication style, 82-83, personality type Idealist, 101
143 judger/Perceiver, 84
I�
decision-making, 29-3 1 , 33 McCaulley, Mary, 1 7, 38n, 40n Sensor/Intuitive, 7 1
demeanor, 79-80 Manual: A Guide to the Develop- Thinker/Feeler, 79
determining which you are, ment and Use of the Myers- Traditionalist, 90-91
29-34, 103 Briggs Type Indicator organizations and resources (list),
differentiating between, 79- (Myers and McCaulley ), 1 9 1 , 1 93 - 1 95
85, 1 26 38n Otto Kroeger Associates, 194
cd
T
INDEX 207
Perceivers. See Judgers ( J ) or Per Please Understand Me (Keirsey intuition, Conceptualizer and
ceivers (P) and Bates), 88n Idealist preference for, 96,
Personality Type population percentages 99
attitudes or orientations, 38 Extraverts and Introverts, 18 intuition as function, 46, 47,
and communication, 139- 144 Judgers and Perceivers, 34, 79 49, 50-59
connection between tempera- Sensors and Intuitives, 23-24, movement and body awareness,
ment and, 91 -92, 103, 68 71
1 22, 1 26 Thinkers and Feelers, 74 number of, in population, 23-
determining another person's, preference clues, 1 2 1 , 1 22, 135, 24, 68
63 - 138 136, 137, 142- 144 occupational choice, 7 1
cautions, 187 - 1 88 present vs. future, perception of, and perception of information,
different approaches, 1 24- 2 1 , 42, 46, 49, 70- 7 1 , 92 108
130 Psychological Types ( Jung), 38 political views, 22
skill-building exercises, Psychometrics Canada Ltd., 195 sensing as function, 42-50, 52,
103- 106, l l 6- l l9, 130- "public" vs. "private" person, 1 7 - 53, 56, 57
1 38, 145 - 1 5 2 18 sensing, Traditionalist and Ex
b y telephone, 1 23- 1 24 punctuality, 3 1 -32, 49 periencer preference for,
determining and verifying your 88, 89, 92
own, 1 2 -35, 37, 40-59, Quenk, Naomi L., 40n as viewed by each other, 1 4 1
103 work styles, 22-23
four "dimensions" of, 1 1 - 1 2, Russell, Mark, 70 SFJs, 92. See also Traditionalists
1 3 -35 SJs (Sensing Judgers). See
four temperament groups, 39, Saunders, Frances, IOn Traditionalists
87- 106 Sensors (S) or Intuitives (N), 37 skill-building exercises, 103 - 106,
functions ("Lead," "Second," appearance, 7 2 - 73 l l 6- l l 9, 130 - 1 38, 145 -
"Third," "Least") of, 38- attitudes toward crime and 152
40, 142 punishment, 21 -22 "Soccer Coach, The" (Case #3) ,
hierarchy of, 37-40 communication style, 69-70, 132, 146, 149
letters describing, 35 143 social interaction, 65-66
and synergy, 3 5 determining which you are, space needs, 65
Personality Type Pyramids, 91 -92 19-24 SpeedReaching, 139- 152. See
Conceptualizers in, 99 differentiating between, 67 - also communication/
Experiencers in, 95 73, 1 2 1 , 1 26 communication
Idealists in, 102 education, 72 style
levels of, 92, 94, 98-99, 102- future or present orientation, sports, 47, 93, 94
103 70- 7 1 SPs (Sensing Perceivers). See
Traditionalists in, 91, 92 interests and hobbies, 67 Experiencers
208 INDEX
SpeedReading People Advanced differentiating between, 74-79, TPs (Thinking Perceivers), 1 10-
Training Kit, 189 109, 1 10- 1 1 1 , 1 1 5 - 1 16, 1 1 1 , 1 1 2 - 1 13. See also
stereotyping, dangers of, 123 1 26 Thinkers (T) or Feelers
STjs, 92. See also Traditionalists feeling, Idealist preference for, (F)
synergy, 35 99, 102 Traditionalists (Sjs, Sensing
feeling as function, 42, 44-46, judgers), 39, 103, 106
telephone, SpeedReading by, 48-50, 5 1 , 54, 55- 59, clues to, 89- 9 1 , 1 27
123 - 1 24, 189 108- 1 16 communication with, 90, 155-
temperament Extravened, 109, 1 10- 1 12, 161
as due, 142 1 1 3, 1 14, 1 37 four types, 90, 1 55 - 1 6 1
clues to, 89- 103 (mentioned), Introverted, 109, 1 1 3, 1 14- Level II (STjs and SFjs), 9 2
127, 128, 130, 135- 138 1 1 5, 1 28, 1 30 number of, i n population, 88
(mentioned) gender "difference," 29, 74, in Personality Type Pyramid,
connection between type and, 1 1 3- 1 14, 141 9 1 , 92
91 -92, 103, 122, 126 language, 76-77 values and qualities, 88-89
. four temperament groups, 39, number of, in population, 74 Type. See Personality Type
87- 106 occupational choice, 79 Type and Temperament, Inc., 194
skill-building exercise, 103- in Personality Type Pyramid, Type Atlas, The (Center for Appli-
106 92 cations of Psychological
Temperament Research Institute, thinking, Conceptualizer pref Type), 66n
88, 194 erence for, 96 Type Resources organization, 194
Thinkers (T) or Feelers (F), 38 thinking as function, 42-44,
body language, 78-79 45, 46-48, 50-55, 58 Video, SpeedReading People, 189
communication style, 76- 79, Extraverted, l lO, 1 14, 1 1 5,
143 1 28 Williams, Robin, 34
decision-making, 24-27 as viewed by each other, 141 women. See gender
demeanor, 74- 76 "thinker-uppers," 22 WORKSHOP WAY system, 195
detennining which another Three Stooges, 70 work styles
person is, 109-1 10, 1 1 1 - Tjs (Thinking judgers) , 1 1 3, 1 14, Extraversion/Introversion, 1 7
1 19 1 1 5- 1 16, 135. See also judgers/perceivers, 32-34, 82-
determining which you are, Thinkers (T) or Feelers 84
24-29, 103 (F) Sensors/Intuitives, 22- 23
r
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