Preference for drawing energy from the outside world of people, activities, and things
• Introversion (I) shy
Preference for drawing energy from one’s internal world of ideas, emotions, and impressions Extravert Approach • Will often think things out by talking them through • Enjoys meeting other people and often seeks social gatherings • Enjoys a variety of tasks and activities • Stimulated by unanticipated interruptions • When speaking publicly will often talk impromptu • Likely to contribute a lot at meetings • Can be impulsive Introvert Approach • Prefers to think things out before speaking • Does not have a high need to meet regularly with others • Likes to concentrate on a few tasks at a time • Dislikes unanticipated interruptions • When speaking publicly will prepare in depth and speak to a plan • May be more quiet at meetings • More likely to consider things before acting Managerial Breakdown How do you take in information? • Sensing (S) – Preference for taking in information through the five senses and noticing what is actual (data-driven, want support) • Intuition (N) – Preference for taking in information through a “sixth sense” and noting what might be (theory-driven, want the point) Sensing Approach • Prefers practical • Will test established problems facts • Prefers systems and • Pays attention to facts methods and detail • Likes to work with tested ideas • Wants to see detailed • Likes to work with real parts things • Patient with routine & detail Intuitive Approach • Enjoys ambiguous • May get facts wrong problems • Has creative vision • Gets bored with routine and insight problems • Regularly floats new • Follows inspirations ideas • Searches for the new; • Sees possibilities and innovation implications • Likes complexity and • Frequently jumps searches for creative beyond the facts approaches Managerial Breakdown How do you make decisions? • Thinking (T) – Preference for organizing and structuring information to decide in a logical, objective way (rational, cold-hard facts) • Feeling (F) – Preference for organizing and structuring information to decide in a personal, values-oriented way (how will people react?) Thinking Approach • Tries to establish • Negotiates on the objective decision criteria evidence • Measures decisions • Has concern for against payoffs fairness based on the • Can be seen as detached rules and cold • Likes analysis and • Believes in deciding clarity according to situation • Sets objectives and • Is likely to be flexible beliefs follow depending on situation • Task orientated Feeling Approach • Has personal subjective • Negotiates on rights decision criteria and wrongs of the • Measures decisions against beliefs issues • Can be seen as • Believes fairness overcommitted to a point relates to values and of view beliefs • Believes in deciding on personal considerations • Likes harmony based • Is likely to be nostalgic, on common values holding to traditional • Objectives emerge from ways beliefs • Principles orientated Gender Breakdown
No Differences For Jr. & Sr. Managers
But a Majority of Managers are Thinkers What is your preferred lifestyle? • Judging (J) – Preference for living a planned and organized life (like structure, lists) • Perceiving (P) – Preference for living a spontaneous and flexible life (like loose system, flexibility) Judging Approach • Likes clarity and order • Concerned to work to a • Concerned with resolving plan matters • Emphasizes decision • Dislikes ambiguity making over information • Very orderly getting • May rush to quick decisions • Concerned with implementation • Can be somewhat inflexible once judgment is made • Likes to get things resolved and operating Perceptive Approach • Enjoys searching and finding • Works according to the requirements of the data • May procrastinate in search • Emphasis on diagnosing of even better information over concluding and • Can tolerate ambiguity resolving • Tends not to be organized • Concerned with • Takes in lots of data— knowledge maybe too much • Likes to find out as much • Open minded and curious as possible before action Managerial Breakdown Reading Suggestions
Teaching Purpose: To Discuss Issues Ranging From Managing Talent To Resignation Dynamics, Power and Influence, Compensation, Negotiation Strategies, and Managing A Professional Services Firm