1. Personality-Driven Communication Preferences Jennifer C. Manuel Via Consulting Group March 9, 2016 © Via Consulting Group, 2016

2. Agenda MBTI®: What is it? Activity: Your Communication Preferences Personality, Communication & Perspective- Taking: What do I need to know? Communication in the Digital Era: What works? Tying It All Together 2

3. MBTI® The Myers-Briggs Type Inventory (MBTI®) is the most widely-used personality assessment in the world The assessment is based off of Carl Jung’s theory of personality, and indicates our innate preferences on four pairs of opposite “dichotomies” Extraversion E or I Introversion Sensing S or N Intuition Thinking T or F Feeling Judging J or P Perceiving 3

4. MBTI® cont’d 4

5. 5

6. We all use both sides of each pair, but we have a natural preference for one or the other – a preference captured by the MBTI® Disclaimer: You are more than your type! Skills Environment Aptitude Preferences Innate Tendencies DOES yield:Does NOT measure: 6

7. Your Communication Preferences 7

8. Extraversion (E) or Introversion (I) “Where do I focus my attention & get energy?” Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 5. People who prefer Extraversion (E) Are energized by interacting with others Are sociable and expressive Prefer to communicate face-to- face Work out ideas by talking them through People who prefer Introversion (I) Are energized by opportunity to reflect Are private and contained Prefer to communicate by writing Work out ideas by thinking them through “Let’s talk this over.”“I need to think about this.” 8

9. Extraversion (E) or Introversion (I) “What is my preferred communication approach?” Source: Introduction to Type in Communication (7th ed.) D. Dunning, p. 7. People who prefer Extraversion (E) Seek frequent interactions Share thoughts freely in lively group discussions Can discuss a wide range of topics Think out loud Share ideas or information immediately Respond rapidly Talk more than listen Interrupt and may finish other people’s sentences Ask lots of spur-of-the-moment questions People who prefer Introversion (I) Seek calm, quiet time to reflect Prefer one-to-one interactions Like to understand topics in depth Process information internally Prefer to have information ahead of time Wait for a pause before speaking Listen more than talk Are comfortable with silence Share well-thought-out ideas or questions 9

10. Extraversion (E) or Introversion (I) Given the choice, which do you prefer: Extraversion or Introversion?  your self-assessment Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 5. ExtraversionIntroversion 10

11. Sensing (S) or Intuition (N) “How do I take in information, and what information do I trust?” Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 5. People who prefer Sensing (S) Focus on what is real and actual Observe and remember specifics Are factual, concrete, and sequential Are specific & literal Trust experience People who prefer Intuition (N) Focus on patterns and meanings Remember specifics when they relate to a pattern Are abstract and imaginative Use metaphors & analogies Trust insight “Just the facts, please.”“I can see it all now.” 11

12. Sensing (S) or Intuition (N) “What is my preferred communication approach?” Source: Introduction to Type in Communication (7th ed.) D. Dunning, p. 7. People who prefer Sensing (S) Seek facts, details, and concrete examples Link information to immediate applications Want specific plans and procedures Like step-by-step explanations Prefer practical, plain language Focus on the here and now Don’t trust long-term, strategic communications Trust what has already been tried and proven to be true People who prefer Intuition (N) Want to know implications and relationships, not just facts Become bored or impatient with details Like to brainstorm or play with ideas and imagine what could be Focus on the future and long-term aspects See patterns and understand the big picture Use metaphors & symbolic language In conversations, may jump across topics exploring links Trust and are eager to apply theories, models, and frameworks 12

13. Intuition (N) or Sensing (S) Given the choice, which do you prefer: Intuition or Sensing?  your self-assessment Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 5. Intuition (N)Sensing (S) 13

14. Thinking (T) or Feeling (F) “How do I prefer to make decisions?” Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 6. People who prefer Thinking (T) Step back to get an objective view of things Analyze Use cause-and-effect reasoning Solve problems with logic Fairness means everyone is treated equally “Head” first People who prefer Feeling (F) Step in to identify with those involved Empathize Are guided by personal/group values Assess impacts of decisions on people Fairness means everyone is treated individually “Heart” first “Is this logical?”“Will anyone be hurt?” 14

15. Thinking (T) or Feeling (F) “What is my preferred communication approach?” Source: Introduction to Type in Communication (7th ed.) D. Dunning, p. 7. People who prefer Thinking (T) Use logic and analysis to spot flaws or weaknesses Need to know why Prefer information that is presented objectively as a matter of fact Debate or challenge information List and consider pros and cons Create or use clearly defined criteria Trust competence and expertise Like competition and want to win Use precise and concise language Are task and goal focused People who prefer Feeling (F) Focus on situational beliefs and values See strengths and positive attributes Enjoy encouragement and positive feedback Share personal situations, case histories, stories, and examples Want to get to know someone personally Like collaboration and want to cooperate Are warm, supportive, expressive, and affirming Focus on positive atmosphere and harmony Are interested in people and their needs 15

16. Thinking (T) or Feeling (F) Given the choice, which do you prefer: Thinking or Feeling?  your self-assessment Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 5. Thinking (T)Feeling (F) 16

17. Judging (J) or Perceiving (P) “What’s my attitude toward the external world, and how do I orient myself to it?” Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 6. People who prefer Judging (J) Organized Systematic Methodical Make short- and long-term plans, and then follow them Look to avoid last-minute stresses People who prefer Perceiving (P)  Adaptable and curious  Casual  Open-ended  Adjust flexibly to new information and changes  Are energized by last-minute pressure “Just do something.”“Let’s wait and see.” 17

18. Judging (J) or Perceiving (P) “What is my preferred communication approach?” Source: Introduction to Type in Communication (7th ed.) D. Dunning, p. 7. People who prefer Judging (J) Reach conclusions quickly, make decisions, and provide closure Establish clear expectations, time lines, and objectives Are punctual and expect others to be on time Communicate well-defined assignments and consequences Like organized and efficient communications Prefer structured and scheduled interactions Are uncomfortable with open-ended, free-flowing discussions Want to have information ahead of time, especially if it is needed to complete tasks People who prefer Perceiving (P) Seek new information and explore options Include lots of data and ideas in the decision- making process Have a flexible, spontaneous, and unstructured communication style Are open to responding to unexpected requests or opportunities Can postpone decisions or make tentative decisions that can change Seek input from others exactly when they need it Feel boxed in if immediate decisions are requested Prefer open-ended discussions and language to conclusive statements 18

19. Judging (J) or Perceiving (P) Given the choice, which do you prefer: Judging or Perceiving?  your self-assessment Source: Introduction to Myers-Briggs ® Type (7th ed.), I. B. Myers, p. 5. Judging (J)Perceiving (P) 19

20. Your Communication Preferences 20

21. Personality, Communication & Perspective-Taking Why is perspective-taking important? Recognizes individual & team differences in communication preferences Allows us to be heard & understood with greater clarity Heeds our mothers’ advice: “It’s not what you say, it’s how you say it!” 21 A 4-Step Reflection: In our meetings, is this person generally talkative or reserved? When this person asks me to explain something, what kind of info are they looking for? Does this person make decisions with their head or their heart? Does this person prefer to make a plan & stick to it, or play things by ear?

22. Personality, Communication & Perspective-Taking Communicating with an Extraversion (E) Preference Acknowledge that you’re listening; use cues to show that you’re preparing to respond Provide immediate feedback and verbal acknowledgment Express overt interest and enthusiasm: lean forward, nod, smile, and maintain eye contact If you need it, ask for time to think about something, then set a time to communicate Anticipate that they will want feedback and be prepared to share information right away Talk in-person rather than communicating through writing Take the initiative to introduce yourself or start a conversation Deal with conflict and be willing to confront issues when they occur Extraverts think out loud; don’t assume that what they say is fully-formed/final Extraversion Communication Strengths Active, energetic, and enthusiastic Think on their feet Establish networks of contacts Have a broad range of interests Provide extensive information & feedback 22

23. Personality, Communication & Perspective-Taking Communicating with an Introversion (I) Preference Let them finish their thoughts; don’t interrupt them Think before speaking or let them know that you are thinking out loud Respect their need for privacy, build trust, and ensure confidentiality Choose a time and place to communicate with a minimum of distraction Pause and wait for a response; don’t jump in to fill silence, especially with small talk Have one-to-one conversations rather than communicating in a group setting Don’t come across as imposing or demanding an immediate response Provide information ahead of time and allow time and space for processing When possible, provide written information that they can consider in their own time Introversion Communication Strengths A quiet and calming presence Respond carefully and thoughtfully Get to know a few people well Have in-depth knowledge about key areas of interest Listen to others without interrupting 23

24. Personality, Communication & Perspective-Taking Communicating with a Sensing (S) Preference Be practical and find ways to bring ideas down to earth Talk about how to immediately apply information Provide concrete examples to prove that ideas work Share your observations and experiences Present information sequentially and include relevant facts and details Show a plan and a procedure when initiating change Link new ideas to what is happening now, and what’s working well Avoid extensive use of abstract metaphors and analogies Use words that relate to sensory and real-life images Sensing Communication Strengths Anchored in current realities and common sense Are practical and realistic Are observant and attend to details Retain and learn best from experiences Immediately apply what is communicated 24

25. Personality, Communication & Perspective-Taking Communicating with an Intuition (N) Preference Integrate and link concepts when sharing information Offer alternative ideas and perspectives to stimulate their thoughts Provide an overview or thumbnail sketch before presenting details Be willing to brainstorm and generate ideas with them Share only as much detail as necessary to get your point across Discuss far-reaching implications and consequences of ideas or decisions Show how your ideas and decisions will create possibilities for the future Listen as they share their ideas, visions, and dreams for the future Help them test and strengthen their ideas by providing a reality check Intuition Communication Strengths Open to possibilities Anticipate and create change Are future oriented; see trends Link and integrate information Generate ideas 25

26. Personality, Communication & Perspective-Taking Communicating with a Thinking (T) Preference Be calmly objective and demonstrate your competence Offer honest and frank corrective feedback as well as positive comments Detach from situations and view them logically and objectively Support your opinions with logical reasoning and clear thinking Avoid becoming emotional or passionate when discussing issues Be straightforward, reasonable, clear, precise, and concise Focus on tasks and objectives as well as on individuals involved in the situation Be prepared to sometimes engage in competitions, debates, or challenges Show cause-and-effect relationships and pros and cons Provide data and ideas only from credible information sources Thinking Communication Strengths Assess situations and ideas impartially Provide honest, frank feedback Analyze, evaluate, and critique Are objective and principled Deal with situations in a direct manner 26

27. Personality, Communication & Perspective-Taking Communicating with a Feeling (F) Preference Take time to get to know them and develop rapport Avoid critiquing and evaluating when you are listening Focus on people in the situation; find out what is valued and important Foster harmony and create a positive atmosphere and setting Be friendly and approachable; offer encouragement and support Provide corrective feedback selectively; do this gently and critique behaviors, not people Connect first, then challenge later; find areas of agreement Include personal needs as criteria in decision making; consider how people may be affected Create win-win solutions to problems Feeling Communication Strengths Empathize and develop rapport Can often see and appreciate others’ perspectives Are supportive & nurturing of others Enjoy cooperating and collaborating Connect with others and create a harmonious environment 27

28. Personality, Communication & Perspective-Taking Communicating with a Judging (J) Preference Set and follow a schedule Offer conclusions and your rationale to facilitate decision making, Share information in a structured and organized way Avoid sharing too many open-ended options; focus on what is most important Negotiate specific time lines and deadlines Consistently meet commitments; show up on time and deliver results Provide clear roles and expectations when assigning tasks Make and follow through with plans Avoid adding unexpected tasks or options to a project, especially at the last minute Judging Communication Strengths Decisive Share decisions, then move ahead Are organized and efficient communicators Are task and goal focused Provide clear expectations and time lines 28

29. Personality, Communication & Perspective-Taking Communicating with an Perceiving (P) Preference Provide lots of information before expecting them to decide Give them time to explore without coming to a conclusion Accept that they will want to make changes to schedules or plans Establish mutual time lines and deadlines rather than trying to direct them Check to ensure that you are not making conclusions when speaking Consider multiple options and ask questions to gather information Be willing to take initial steps without making a complete plan Be open to accommodating unexpected opportunities Perceiving Communication Strengths Flexible and adaptable Respond to the situation as needed Are open to new information Generate and consider a wide range of options Take an easygoing approach to change 29

30. Communication in the Digital Era Ensure opportunities for discussion and reflection Know your audience, the information do they trust, and how they prefer to make decisions Presentations Use methods to engage introverts and extroverts Encourage a “devil’s advocate” role in an area the team might overlook Meetings Determine if email is the best mode of communication Understand the importance of “small talk” Email 30

31. Tying It All Together 31

32. 32 Questions?

33. 33 Thank you!