I am putting this up cause I am doing some research into direct PUA related areas with this.
Personality type and behavior While we come in all shapes and sizes, we are not as different as most of us like to think. Scholars of personality type have found that our behavior is surprisingly predictable and have identified a number of personality types in which we all fit.
The idea of personality types goes back over seventy years to the work of Swiss psychologist Carl Jung. Jung said that there were three personality preference scales and eight personality types. Two American women, Katherine Briggs and her daughter Isabel Myers, expanded on Jung and developed the Myers Briggs Type Indicator (MBTI). Their research revealed there were four personality preference scales and sixteen distinct personality types.
Take the test to see where you fit. Answer as honestly as possible and go with your first answer after reading the question carefully. There are NO right or wrong answers to this.
http://similarminds.com/myers-briggs-jung.html Personality Type And Persuasion
Over the past decade, millions of people have taken the MBTI. In the process, professional persuaders have discovered the value of the personality type. Professional persuaders, especially salespeople, have found that personality type is one of the best indicators of human behavior. Research on personality type reveals that different personality types prefer to be persuaded in different ways.
Knowledge of Personality Type helps you:
Identify how the people you want to be persuade like to be persuaded.
Identify what kind of information the people you want to convince take notice of and remember.
Identify how the people you want to influence make decisions.
Talk your client's or audiences' language.
Quickly build the rapport required for successful persuasion. With this information, it's so much easier for a professional persuader to tailor his or her presentation to meet other people's precise needs.
The Four Scales Of Personality Type
Personality type can be measured on four scales; each of these scales is a continuum between two extremes: 1). How and where we get our energy from (the Extrovert- Introvert Scale)?
2). What type of information we pay attention to (the Sensor- Intuitive Scale)?
3). How we make decisions (the Thinker-Feeler Scale)?
4). How we resolve issues (the Judger-Perceiver Scale)?
The opposite ends of each scale are called preferences. Most of us here have a built in bias toward a preference. People at opposite ends of a scale are usually very different from each other. A strong extrovert, for example, is usually more talkative and outgoing than an extreme introvert, who is usually both much less talkative and more reflective. However the strongest introvert is usually quite capable of very strong extroverted behavior. A strong introvert, for example, can be a superb trainer and presenter, activities normally associated with extroverts.
However, we are comfortable when working or communicating in the way that comes naturally to our personality type. Indeed, research shows that, under stress, we tend to revert to our personality type.
The four scales yield eight preferences; these preferences combine to create sixteen possible combinations of personality types.
Please note: An intuitive is called an "N" because an "I" is shorthand for an introvert. ISTJ, ISFJ, INFJ, INTJ,
ISTP, ISFP, INFP, INTP,
ESTP, ESFP, ENFP, ENTP,
ESTJ, ESFJ, ENFJ, ENTJ.
Scale 1: Where we get our energy from (Extrovert- Introvert Scale) The first scale measures how we are energized. The company of others energizes extroverts. While their batteries need charging they mix with friends and colleagues. By contrast, the introverts energize themselves by seeking solitude and reflecting alone. When it comes to working on a project, extroverts like involving others in the planning and manipulation; introverts prefer to work alone and think through the challenges in isolation.
Extroverts communicate by thinking and working through a problem out loud; they like to talk matters over with others. Introverts don't usually speak as much as extroverts. Introverts prefer privacy; they tend to reflect and pause before giving an opinion.
Because extroverts like the company of others, they are normally much more comfortable in a public role, exposed to the glare of continual public scrutiny. Introverts appear more secretive. Because they value their privacy; introverts let only their closet friends share secrets.
About 75% of Americans are extroverts; the remaining 25% are introverts.
Extroverts Think aloud
Communicate enthusiastically
Are talkative
Dominate conversations
Share personal facts more readily
Prefer face-to-face meetings
Speak rapidly when giving information
Are at ease communicating with groups. Introverts Reflect, than talk
Keep feelings to themselves
Listen more than talk
Need to be drawn out
Keep personal information private
Like written memos and reports
Pause when answering questions
Like to communicate one on one. Scale 2: What type of information we pay attention to (Sensor-Intuitive Scale) The second scale describes the way we prefer to receive information. Sensors pay attention to facts and details. By contrast, when listening to a presentation intuitive like to get the whole picture first; the details come later.
Sensors rely on information that is practical and useful, but intuitives like to learn new things through general concepts.
Sensors are orientated to the present; they like to live life focused on today. Intuitives consider the implications and possibilities of a situation rather than the facts and details. They are future-rather than present-orientated.
Sensors process their information through their five senses- what they see, hear, touch, taste, and smell - hence the label sensors. Intuitives absorb their information through their sixth sense - hence the label, intuitives. They often rely on a gut feeling or hunch.
Sensors see the trees while the Intuitives see the forest.
65% of the American population are sensors; intuitives represent 35%.
Sensors Present facts, evidence, and examples first
Ask lots of what and how questions
Use lots of specific examples
Are interested in short-term practical applications
Like step by step information and detailed descriptions
Value real-life experiences Intuitives Present the big picture ideas first
Ask lots of why questions
Talk about general concepts
Are interested in the long term picture and future possibilities
Like using metaphors and analogies
Are interested in hunches and imaginative insights Scale 3: How we make decisions (Thinker- Feeler Scales) The third scale measures the different ways we make decisions or reach conclusions.
When it comes to making a decision, thinkers are driven by facts, logic, and reason. They like to weigh the pros and cons of an issue. If the facts point to the need of a tough decision, so be it- even if that means upsetting or hurting the feelings of others. For thinkers, the truth (as they see it), is of central importance.
When feelers make a decision, the emotions or feelings of others who will be affected are of central importance. For feelers, all feelings are important, and decisions should be based on both facts and sympathy. Feelers are persuaded more by strong emotional call than cold hard logic. For feelers, tact is an important truth. if the thinker can be described as head over heart, the feeler can be described as the heart over head. Whereas most thinkers would be proud to be called tough-minded, feelers would take pride in being called tenderhearted.
The US population is split 50/50 between these two types.
Thinkers Use cold, hard facts and logic to persuade others.
Present meeting goals and objectives first
Weigh the pros and cons of each example
Demonstrate objectivity and are often critical
Believe feelings are only valid if they are logical
Are task-focused Feelers Persuade others with personal emotionally presented examples
Start with pleasantries, then summarizes areas of agreement
Talk about the value of each alternative
Empathize and appreciate other viewpoints
Believe all feelings are valid
Are relationship-focused Scale 4: How we resolve Issues (Judger- Perceiver Scale) The last scale describes the way we like to plan and organize our lives.
Judgers prefer to make decisions quickly. They like to be decisive; uncertainty and indecision create anxiety. On the other hand, when it comes to making decisions, perceivers prefer to keep their options open. They prefer to hold off decisions until they absolutely have to make them.
Judgers like to be in control; they like stepping in and taking charge. Perceivers are much more happier than judges to let others take charge and run the show.
Judgers are time-conscious and like to be punctual and to work under deadlines. Time for the perceiver is renewable resource; deadlines are meant to be flexible.
Perceivers do not like to be overly organized and often have terrible trouble locating things or staying organized. Judgers are likely to believe a cluttered desk indicates a cluttered mind while a perceiver believes an empty desk is the sign of an empty mind. Judges see the world as needing to be organized with a concept of a place being for everything and everything in its place.
Judgers are approximately 60% of the American population; Perceivers round out the remaining 40%.
Judgers Prefer to make decisions quickly and like to be seen as decisive.
Like to set schedules and deadlines
Like to complete projects
Negotiate from fixed positions and are sometimes dogmatic.
Focus discussions on content
Like meetings to reach a conclusion
Believe time is a fixed resource and deadlines are important. Perceivers Like to keep things open-may procrastinate
Feel restricted by schedules and deadlines
Prefer to start projects
Are flexible about positions and sometimes seen as wishy-washy
Focus discussion on process
Are happy for meetings to remain inconclusive
Believe that time is renewable and deadlines are elastic. Over summary of the Four Personality Types
[
b]Energized by
Extroverts = Talks fast think later
Introvets = Reflect silently before talking [/b] Pay attention to
Sensors = Want details and specifics iNtuitives = See the big picture Make decisions by
Thinkers = Weigh facts and evidence Feelers = Value emotions and feelings Resolve issues by
Judgers = Decide Quickly Perceivers = Keep options open How to use personality type when persuading
To determine a Personality Type Quickly, ask yourself four questions: 1). Does that person I want to persuade usually prefer to talk about an issue out loud before acting (extrovert) or prefer to reflect on a problem before talking and acting (introvert)?
2). When listening to a presentation, does the person I want to persuade pay attention to specific and detailed information (sensor) or respond to the global or big picture (Intuitives)?
3). When making a decision, does the person I want to persuade base a decision on the quality of the facts and evidence (thinkers) or consider first the impact of people's values and feelings (feelers)?
4). Does the person I want to persuade prefer to proceed quickly once a decision has been made (judger) or prefer to keep options open (perceiver)?
The key when persuading is to remember different personality types prefer to be persuaded in different ways.
As a persuader, you are not going to know the personality type of everyone you want to convince. However, most people reveal enough clues through their behavior to allow your approximately match your style to their preferences.
The Four Key influencing strategies
It also pays to remember that, for most persuaders, that critical information you need for successful persuasion relates to the middle two personality scales: the sensor-intuitive scale and the thinker-feeler scale.
When you narrow your focus to the SN and TF scales, you discover that there are only four combinations or functional pairs: ST, SF, NT, And NF.
To be effective choose one of these options:
To influence an ST: Concentrate on the evidence and present a step-by-step, logical analysis. In essence focus on the evidence.
To influence an SF: Concentrate on the details and show how these details will affect the people involved. In essence, focus on the relationship.
To influence an NT: present an overview first, and offer a series of well-analyzed, practical options. In essence, focus on the logical possibilities.
To influence an NF: present the big picture and demonstrate how your proposal will impact people's lives, values, and feelings. In essence help the other person realize their vision. 
