1. Understanding Individual Differences Dr. Martha Reavley Odette School of Business

2. Introduction n Understanding Individual Differences n Why is it important?

3. Topics of Discussion n Components of Individual Differences: n Personality n Intelligence

4. Personality n Definition: n 1.persistent and enduring behaviour patterns that tend to be expressed in a wide variety of situations n 2.relatively stable set of characteristics,tendencies, and temperaments formed by inheritance, social, cultural and environmental factors

5. Personality Typologies n Carl Jung - inborn preferences for how we function (traits dominate as with left or right handedness) n 16 factors identified

6. Personality Factors n Reserved…outgoing n Less intelligent…more intelligent n Affected by feelings…emotionally stable n Submissive…dominant n Serious…happy go lucky n Expedient…conscientious n Apprehensive…venturesome n Tough-minded…sensitive

7. Personality Factors (cont’d) n Trusting…Suspicious n Practical…imaginative n Forthright…shrewd n Self-assured…apprehensive n Conservative…experimenting n Group dependent…self-sufficient n Uncontrolled…controlled n Relaxed…tense

8. Factors..factors..factors n Each factor has 10 degrees n possible personality permutations: n 10 to the 16th power! n Thus the need to categorize more

9. 16 Personality Types: The consequences…. n Conflict n conflict resolution n deeper interpersonal relations n others?

10. Personality Dimensions: Myers-Briggs (4D’s) n Introversion…extroversion n Intuition…sensing n Thinking…feeling n Judging…perceiving

11. Introversion…Extroversion n Orientation to inner world of ideas (I) vs external world of ideas (E) n I - draws energy from more solitary activities n E - energized by being social

12. Intuition…sensing n Concerned with how one gathers information n Intuitively: “big picture” people n Sensing: fact gatherer

13. Thinking…feeling n Concerned with how one evaluates information n thinking people rely on reason, facts, logic, data n feeling people rely on “gut”, values and beliefs

14. Judging…perceiving n Continuum reflects one’s attitude toward the external world n judging…task completion oriented n “Act! What are you waiting for?” n perceiving…information seeking n “Don’t be hasty. Get all the facts.”

15. What would you do if? n Your boss is: n introverted n sensing n judging n feeling n You have to give her a report on your project

16. Implications for Teams: n How would you use this to develop your team?

17. The “Big 6” O.C.E.A.N.S….away n Openness to experience n Conscientiousness n Extroversion n Agreeableness n Neuroticism (emotional stability) n Self-monitoring n tests abound

18. Role Plays n Pg. 24 text n 3 - four person groups n 2 person role plays n 3rd/4th person observe and give feedback n switch roles n report - what worked/didn’t work?

19. Intelligence n Importance n many different types

20. Emotional Intelligence n More important than IQ! n Components - self-awareness, self-management, social- awareness and social skills

21. Self-awareness: n 1.Emotional self-awareness - recognizing our emotions and their effects n 2.Accurate self-assessment - knowing our strengths and limits n 3.Self confidence - a strong sense of our self-worth and capabilities

22. Self-management: n 1.Self-control n 2.Trustworthiness n 3.Conscientiousness n 4.Adaptability n 5.Achievement-drive to improve n 6.Initiative-readiness to act

23. Social Awareness n 1.Empathy with people n 2.Empathy with the organization n 3.Empathy with the customer

24. Social Skills n 1.Developing others n 2.Leadership inspiring n 3.Influence wielding n 4,Communication sending n 5.Conflict resolution n 6.Team work n etc.

25. EQ: n EQ can be learned n Training must be individualized n Gender differences in general: -- men need to learn better listening and empathy skills women need to learn better assertion and negotiating skills