introduction to personality type ... - the human · pdf file . how organizations use...

http://www.http://www.humandimensionhumandimension.org..org.

How Organizations Benefit

History and Background of Personality Type

The Four Type Dichotomies

Consultative Selling SkillsCourse Overview

Introduction to Personality Type Workshops

TODAY’S TOPICS

Decision Making Dimension – Objective versus Subjective

What Different Types Need During Change

Why Sensorsand Intuitives

Need EachOther

How DifferentTypes Manage Time


How Organizations Use Personality Type

Over two million people take theMBTI® every year.

It is used in every developedcountry in the world.

Leadership Resolve Conflicts

Management Communications Skills

Problem Solving Select Teams / Task Forces

Analyze Training Needs Customer Service Training

Sales Training

Team Building

Decision Making

Managing Change

Self-Awareness

Career Planning

Maximize All Your Connections -- With People!


It is easy to assume that the same basic urges and motivations drive all people. Inreality, people have many similarities and many differences. These can lead tomisunderstandings. There are many personality indicators that demonstrate differences bymeasuring people’s preferences on a variety of factors. One of their purposes is to helpindividuals understand themselves and others better. The Myers-Briggs Type Indicator® orMBTI® dates back to the 1920’s. The Swiss-born psychiatrist, Carl G. Jung, suggested thathuman behavior was not random and that, in fact, it could be both predicted and groupedtogether. In his first works published in English, Jung expressed his belief that humans are bornwith a predisposition to certain personality preferences, just like they are born with apredisposition to right or left hand.

At the same time, Katherine Briggs, independently of Jung, had been observingthe personality differences among people, and had developed her own personality classifications.She was searching for a way to quantify her theory. Consistency of her theory with Jung's workgave Katherine, who had no formal training in psychology, the confidence she needed, and shebecame an exhaustive student of Jung’s work. Katherine’s daughter, Isabel, joined her as theyresearched the differences in people for the next 20 years.

In 1942, Isabel began to develop a series of questions to measure personalitydifferences. This became the Myers-Briggs Type Indicator®. After many years validating theinstrument, and testing its validity and reliability, in 1975 that MBTI® became available to awider group of professionals.

Today, MBTI® is one of the most widelyused tools in organizations because:

ο• It is a self-reporting and non-judging instrument.

ο• There is a tremendous amount of research behind it.

ο• It is an international instrument and is valid across cultures.

ο• It allows for opportunities to understand and to be understood by others.

ο• The theory underlines that all people have access to each of the different

preferences, but that each individual prefers one of each dichotomy.

ο• It concentrates on the strengths of each preference.

ο• The MBT® was developed by studying normal people in their day-to-day

lives, and it indicates normal rather than abnormal behaviors.

Myers-Briggs ® Personality Type

History and Background


The Four Type DichotomiesThe Four Type Dichotomies

Where We Get Our Energy

Extraversion Introversion

zz

How We Take In Information

Sensing Intuition

How We Make Decisions

Thinking Feeling

Judging Perceiving

How We Like To Live Our Lives


Extraverts

• Get distracted by the outside world• Work more productively when other are involved.• Invade other’s time/space.

Introverts

• Get into their own project and forget the outside world.• Productively work alone. Enjoy working alone.• Are invaded by others’ demands.

Sensors

• Focus on the present.•Perceive time as a particularmoment•Enjoy each day as it is.

Intuitives

• Focus on the future.•Perceive time as endless.•Look to the future for enjoyment.

Thinkers

• Perceive time as objective.• Organize a presentation according to logical principles.• Present information tersely.

Feelers

• Perceive time as relational.•Organize a presentation to meet the audience’s needs.• Present information personably.

Judgers

• Overlook tasks not on a schedule.• Dislike being caught at the last minute.• Tend to separate work & play.

Perceivers

• Do unscheduled tasks.• Dislike coming to conclusions until they have to.• Tend to mix work and play.

How Types Manage Time


What Thinkers and Feelers Need During Change

Recognition of the impact on people

Inclusion of themselves and othersin the planning

How will people’s needs be dealtwith?

The values

Demonstration that leadership cares

Appreciation and support

Feelers

The logic behind the changes

What systemic change will there be?Why?

Clarity in the decision-making andplanning of the change

The goals and structure

Demonstration that leadership iscompetent

Fairness in the changes

Thinkers


Consultative Selling Skills Course Outline

“To KnowOthers,

One mustFirst KnowOneself”

These days, most people need sales and customer service skills – nomatter what their job title is…

What you WILL Learn:

You WILL learn how tomanipulate yourself to meet

your customer’s needs.

Behavioral cues thathelp you to recognizeyour customer’s style.

Keys to Dealing with Issues and ObjectionsSmoothly and Effectively.

Keys to Effective InterpersonalCommunications Skills

How to Meet YourCustomer's Needs At All

Stages of the Sales Process

Initiating the relationship

Investigating customer needs

Suggesting a course of action

Obtaining agreement and closing

Maintaining the relationship

What you Will Not Learn:

You will NOT learn how tomanipulate your customer.


PERCEIVING

How They Support Each Other

Intuitives NeedSensing Types to

Sensing TypesNeed Intuitives to

Bring up pertinent facts

Apply experience toproblems

Read fine print

Notice what needsattention NOW

Have patience

Keep track of essentials

Face difficulties withrealism

Remind of the joys of thepresent

Bring up new possibilities

Apply ingenuity to problems

Keep the objective in mind.

Prepare for the future. Readsigns of coming change

Have enthusiasm

Watch for new essentials

Tackle difficulties withzest

Show the joys of the futureare worth working for.


The Benefits of LearningPersonality Type

Increase Employee MoraleImprove Teamwork

Career Development Plans thatUtilize People’s Talents

More Effective ManagersBetter Leaders

Increased ProductivityMotivated Employees

Managers are Better Able tohelp Employees to Deal with

Change and ConflictMore Effective Salespeople

Better Training PlansResolve Conflicts

Better CommunicationsImproved Negotiating

Better Problem SolvingMore Effective Decisions

Increased CreativityMore Effective Meetings

Project ManagementCoach Employees

Maximize All Your Connections -- With People!

Hundreds of Successful CompaniesAll Over the World Use

Personality Type, including…

IBM Bank of AmericaNortel Networks PicoHewlett Packard Cisco SystemsPrudential Insurance General ElectricNew York Life Guangdong NortelMorgan Stanley Merrill LynchExide Honeywell

What Types of People BenefitFrom Personality Type?

Boards of Directors ManagementTeams Project ManagersExecutive Teams Human ResourcesManagers ProfessionalsLeaders TeamsSupervisors Customer ServiceTrainers SalesFinance People OperationsAdministrators ClericalMaintenance Workers Factory WorkersProject Management Marketing

Why do so many companies worldwide teach PersonalityType to their Employees?

It works!h

It is easy to learn. It makes sense. It increases people’scommunications skills, which in turn increases sales, customersatisfaction, teamwork, negotiating skills, identifying customerneeds, identifying training needs, and identifying themanagement styles and jobs that a person is best suited for.

introduction to personality type ... - the human · pdf file . how organizations use...

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