You’ve Got Personality!

Fran Berman, MBA

SaddleBrooke Freethinkers
December 18, 2016
 Before We Start…
• Turn off your cellphone

• Minimize note-taking

• Hold questions for the end

 Where did it begin?
• Myers-Briggs
– Early 1950’s
– Isabel Myers and Kathryn Briggs
– Based on Carl Jung’s book Psychological
Types
• Kiersey Temperament Sorter
– 70 questions
 16 Combinations of
Personality Types
• ENFJ = Teacher • ESTP = Promoter
• INFJ = Counselor • ISTP = Crafter
• ENFP = Champion • ESFP = Performer
• INFP = Healer • ISFP = Composer

• ENTJ = Field marshal • ESTJ = Supervisor

• INTJ = Mastermind • ISTJ = Inspector
• ENTP = Inventor • ESFJ = Provider
• INTP = Architect • ISFJ = Protector

David Kiersey, Please Understand Me II, Prometheus Nemesis Book Co., 1998
 Too much
information!
 DiSC® Profile
• Based on Dr. William Marston’s book
Emotions of Normal People in 1928
• Developed many years later
• 4 characteristics:
– Dominance
– Influence
– Steadiness
– Conscientiousness
• 120 different combinations!
 Too much
information!
 For each of the 18 pairs, circle the letter to the right
that corresponds to the statement that is most like you.
Then at the end, total the number of times you chose
each letter.

1. E I 10. E I
2. E I 11. S F
3. S F 12. E I
4. S F 13. E I
5. E I 14. S F
6. S F 15. S F
7. S F 16. S F
8. E I 17. E I
9. E I 18. S F

Totals:
 Which is more like you?
1.
E = Easy to get to know personally in
unfamiliar social or business settings

I = More difficult to get to know

personally in unfamiliar social or business
settings
 Which is more like you?
2.
E = Conversation reflects personal life
experiences; may stray from "business at
hand"

I = Focuses conversations on issues and

tasks at hand; stays on subject
 Which is more like you?
3.
S = Infrequent contributor to group
conversations

F = Frequent contributor to group

conversations
 Which is more like you?
4.
S = Tends to adhere to the letter of the
law

F = Tends to interpret the spirit of the law

 Which is more like you?
5.
E = Makes most decisions based on
his/her feelings, experience, or
relationships

I = Makes most decisions based on his/her

goals, facts, or evidence
 Which is more like you?
6.
S = Infrequent use of gestures and voice
intonation to emphasize points

F = Frequent use of gestures and voice

intonation to emphasize points
 Which is more like you?
7.
S = More likely to make qualified
statements like "According to my
sources…“

F = More likely to make emphatic

statements like "This is so!" and "I feel…"
 Which is more like you?
8.
E = Greater natural tendency toward
animated facial expressions or observable
body responses during speaking and
listening

I = More limited facial expressions or

observable body responses during
speaking and listening
 Which is more like you?
9.
E = Tends to be more willing to show or
share personal feelings more freely

I = Tends to keep important personal

feelings private; tends to share only when
necessary
 Which is more like you?
10.
E = Shows more enthusiasm than the
average person

I = Shows less enthusiasm than the

average person
 Which is more like you?
11.
S = More likely to wait for others to
introduce themselves at social gatherings

F = More likely to introduce self at social

gatherings
 Which is more like you?
12.
E = Flexible about how his/her time is
used by others

I = Disciplined about how his/her time is

used by others
 Which is more like you?
13.
E = Goes with the flow

I = Goes with his/her own agenda

 Which is more like you?
14.
S = More naturally reserved behavior

F = More naturally assertive behavior

 Which is more like you?
15.
S = Tends to reserve the expression of
his/her own views

F = Tends to express his/her own views

more readily
 Which is more like you?
16.
F = Tends to naturally decide more quickly
or spontaneously

S = Tends to naturally decide more slowly

or deliberately
 Which is more like you?
17.
E = Prefers to work with others or be
included in relationships

I = Prefers to work independently or

dictate the relationship conditions
 Which is more like you?
18.
S = Naturally approaches risk or change
more slowly or cautiously

F = Naturally approaches risk or change

more quickly or spontaneously
 Total Your Score

E = ______ F = ______

I = ______ S = ______
 Subtract

E minus I = ______

F minus S = ______
 Plot E
9
Your 8
7

Personality 6
5
4
3
2
1

S -9 -8 -7 -6 -5 -4 -3 -2 -1 1 2 3 4 5 6 7 8 9 F
Example: -1
E–I = 3 -2
-3
F – S = -2 -4
-5
-6
-7
-8
-9

I
 Extravert
E
9
Plot 8
7
Your 6
5

Personality 4
3
2
Slow Relater 1 Risk Taker

Fast
S -9 -8 -7 -6 -5 -4 -3 -2 -1 1 2 3 4 5 6 7 8 9 F
-1
Researcher -2 Ruler
-3
-4
-5
-6
-7
-8
-9

I
Introvert
 Risk Taker (Fast Extravert)
• Perceived by others • Perceived by others
in a positive light: in a negative light:
– Imaginative – Impractical
– Creative – Off the wall
– Innovative – Unrealistic
– Energetic – Time-waster
– Future-focused – Exhausting
– Multitasker – Unable to finish
– Persuasive – Con artist
 Risk Taker (Fast Extravert)
• Likes: • Dislikes:
– Recognition – Being taken for
– Attention granted
– Variety, change – Pessimism
– Spontaneity – Waiting
– Adventure – Indecision
– Flexibility – Conformity
– Doing the right things – Details
 Risk Taker (Fast Extravert)
• Strengths: • Shortcomings:
– Solution-oriented – Impatient
– Optimistic – Hasty
– Resourceful – Opinionated
– Innovative – Pushy
– Self-reliant – Manipulative
– Persuasive – Self-disruptive
– Inspiring – Lacks follow-through
 Risk Taker (Fast Extravert)
• Do: • Don’t:
– Be enthusiastic – Be a wet blanket
– Be flexible – Stifle with rules
– Offer creative choices – Take a win-lose stance
– Use visuals, – Interrupt
demonstrations – Overlook
– Recognize efforts contributions
 Risk Taker (Fast Extravert)
• Wants to know: • Drives a:
– Why? – Sports car
 Ruler (Fast Introvert)
• Perceived by others • Perceived by others
in a positive light: in a negative light:
– Determined – Tyrannical
– Controlled – Domineering
– Commanding – Dictatorial
– Authoritative – Autocratic
– In charge – Bossy
– Influential – Hard-headed
– Leader – Intimidating
 Ruler (Fast Introvert)
• Likes: • Dislikes:
– Results – Disrespect
– Challenge – Laziness
– Control – Ambiguity
– Power – Emotional display
– Achievement – Indecision
– Doing the right – Opposition
things right
 Ruler (Fast Introvert)
• Strengths: • Shortcomings:
– Ambitious – Does not praise
– Focused – Reprimanding
– Firm – Poor listener
– Goal-oriented – Self-centered
– Organized – Poor team player
– Confident – Aggressive
– Gets things done – “Above the law”
 Ruler (Fast Introvert)
• Do: • Don’t:
– Be direct – Waste time socializing
– Support his/her goals – Be emotional
– Get to the point – Step on his/her toes
– Stick to business – Be a wimp
– Get things done – Appear lazy
– Be quick – Beat around the bush
 Ruler (Fast Introvert)
• Wants to know: • Drives a:
– What! – Tank
 Relater (Slow Extravert)
• Perceived by others • Perceived by others
in a positive light: in a negative light:
– Caring – Unassertive
– Good listener – Push-over
– Team player – Too personal
– Loyal – Gushing
– Friendly – Indecisive
– Sympathetic – Doormat
 Relater (Slow Extravert)
• Likes: • Dislikes:
– Relationships – Thoughtlessness
– Tact – Rudeness
– Cooperation – Insensitivity
– Approval – Confrontation
– Doing for others – Conflict
– Team environment – Working alone
– Humility – Conceit
 Relater (Slow Extravert)
• Strengths: • Shortcomings:
– Friendly – Needy
– Thoughtful – Self-sacrificing
– Supportive – Martyr
– Trusting – Indecisive
– Trustworthy – Easily intimidated
– Empathetic – Vulnerable
 Relater (Slow Extravert)
• Do: • Don’t:
– Be considerate – Be insensitive
– Listen – Cause conflict
– Be patient – Be inflexible
– Show personal – Reprimand, especially
interest, concern in public
 Relater (Slow Extravert)
• Wants to know: • Drives a:
– Who? – Minivan
 Researcher (Slow Introvert)
• Perceived by others • Perceived by others
in a positive light: in a negative light:
– Caring – Unassertive
– Good listener – Push-over
– Team player – Too personal
– Loyal – Gushing
– Friendly – Indecisive
– Sympathetic – Doormat
 Researcher (Slow Introvert)
• Likes: • Dislikes:
– Details – Vagueness
– Accuracy – Unpreparedness
– Thoroughness – Mistakes
– Documentation – Tardiness
– Proof – Spontaneity
– Practicality – Drop-in visitors
– Doing things right – Meetings
 Researcher (Slow Introvert)
• Strengths: • Shortcomings:
– Meticulous – Perfectionist
– Task-oriented – Slow
– Punctual – Inhibits progress
– Systematic – Resists change
– Reserved – Rigid
– Disciplined – Critical of lack of
details
 Researcher (Slow Introvert)
• Do: • Don’t:
– Follow rules – Break the rules
– Substantiate with – Skip the details
details, sources – Rush
– Be methodical, logical – Expect quick action
– Avoid needless change – Take big risks
– Base change on – Push change
tradition
 Researcher (Slow Introvert)
• Wants to know: • Drives a:
– How? – Volvo
– with Michelin tires
 Practical Applications
• Taco Bell

• Committees and
work groups

• Families
 EXTRAVERT

Risk
Relater Taker
SLOW FAST
Researcher Ruler

INTROVERT
 Q&A
You’ve Got Personality!
Fran Berman, MBA
SaddleBrooke Freethinkers
December 18, 2016