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Wouldn't it be great to have x-ray vision into identify key personality characteristics and how
other people's personalities-to know what they you can use this knowledge to communicate more
are thinking, what they care deeply about, their effectively and achieve faster results. Filled with
likes and dislikes? With x-ray vision you'd know real-life examples and easy-to-follow directions,
how best to approach people, how to pique their their book draws on the same scientifically vali
interest in your ideas, how to strike a bargain, dated Personality Type model that most Fortune
resolve a conflict, or simply help others feel more 500 companies use. It will help you:
at ease relating to you.
Instantly identify the preferred communication
A salesperson pitching a customer. A manager try styles ofothers
ing to motivate an employee. A teacher attempting Present ideas in ways more hkely to lead to "Yes"
to make a point with a student. In each of these sit Recognize the natural strengths and weaknesses of
uations, how do you determine what strategy is other fJeople (and also understand your own)
best? Should you joke around? Stick to the facts? Identify the 4 different temperaments and 16
Make small talk? Cut to the chase? The right different personahty types
approach can spell the difference between get
Whether your goal is dealing more successfully
ting what you want from people and getting your
with coworkers or employees, friends or family
signals crossed.
members, prospective customers or clients, The Art
In The Art of SpeedReading People, Paul D. Tieger ofSpeedReading People offers you a powerful advan
and Barbara Barron-Tieger show how easy it is to tage in communicating with all types of people.
$16.95 FPT
ISBN 0-316-84518-3
Nurture by Nature
The Art of
SpeedReading People
T
PAUL D. TIEGER
BARBARA BARRON-TIEGER
I 8 3 7
Tieger, Paul D.
The llrt of speedreadtng people: how to size peoplr up and Spt>llk thetr language/
by Paul D. Ttcger and Barbara Barron-1leger.
p. em.
10 9 8 7 6 s 4
Q-FF
___lCONTENTS_
__ ____
,
---- ------
Acknowledgments ix CHAPTER SEVEN
SpeedReaching People:
PART ONE How to Communicate with All Types 139
What Really Makes People Tick!
Introduction 3
PART THREE
CHAPTER ONE
Getting to Know the Sixteen Types
The Principles of Personality Type:
Why We Do the Things We Do 9 CHAPTER EIGHT
~-
Acknowledgments
This book is the culmination of fifteen years of
studying and applying Personality Type in a va
riety of exciting and challenging ways. During
that time we have been very fortunate to study
with and learn from some of the world's fore
most authorities on Type, including Mary Mc
Caulley, Gordon Lawrence, and Naomi Quenk.
We are especially indebted to Terry Duniho,
whose generosity in sharing his knowledge with
us has been particularly instrumental in helping
us develop the SpeedReading system.
We also wish to thank the many attorneys
and their clients whom we served in our capac
ity as trial consultants, for their faith and trust
and for the opportunity to apply our SpeedRead
ing skills to assist them in their search for justice.
We also appreciate the competence and profes
sionalism of our associates Carolyn Koch and
Brigid Donohue in applying their considerable
talents on our behalf.
We thank our editor, Geoffrey Kloske, for his
responsiveness, many good suggestions, and es;
pecially for his patience in dealing with such
11
involved" authors. And, once again, we are
grateful to our literary agent and good friend,
Kit Ward, for her continuous faith, support, en
couragement, and, of course, sound advice.
In researching this book we called upon many
of our friends in the Type community, including
Gerry Macdaid and Jamie Delong of CAPT, and
Beatrice Kallungal ofType Resources. For their
responsiveness, expertise, and generosity, we are
most grateful.
THE ART OF SPEEDREADING PEOPLE
We wish to thank our family and friends who, appreciated. A special thanks to Glenn Orkin for
for lo these many years, have endured (with ex his thoughtful review of the manuscript and tal
traordinary patience and good humor) our grand ented collaboration on the SpeedReading video.
obsession with Personality Type. This especially And, finally, thank you to Evelyn, whose re
applies to Bob and Susan Stem, Bert Miller, Bob minder "When you're right, you're right!" gives us
and Martha Baumwoll and the entire Baumwoll confidence to follow our inspirations. And to Her
clan, Keats Jarmon, Jesse Treff, Helen Barron, bie, who gave us the best advice about understand
Debbie Barron, and Marc and Judy Tieger. Your ing and communicating with others. You're right,
encouragement and suppcrt, although not ac Dad, people are funnier than anyone!
knowledged nearly often enough, are everlastingly
The Art of
SpeedReading People
'
~--
PART ONE
'
l
INTRODUCTION
something before discussing it would want to know can provide you with the next best thing- the
all the relevant facts and details, the specific advan art of SpeedReading People TM_ a scientifically
tages, and, if convinced, would be most heavily influ validated system that allows you to gain invalu
enced by the bottom line. She also "knew" that he able insights into others by observing a variety
was a person who scheduled his time judiciously and of dues relating to their appearance, vocabulary,
wouldn't appreciate her dropping in unannounced. body language, occupation, education, and inter
So Stephanie took a different approach. She drafted ests. This unique system of decoding personalities
a short letter to George highlighting the practical will give you a powerful advantage in communi
benefits of her company's products, including infor cating more successfully with all rypes of people.
mation about its long-term track record. She fol One of the most important skills that any of us
lowed up by scheduling a meeting to answer any can possess is the ability to understand what moti
of his questions or address any possible concerns. vates people and influences their behavior. This is
Stephanie's approach paid off and won her the just as true for you and me when trying to con
account- a major coup for her and her company. vince our bosses we're entitled to a raise as it is for
Although both Stephanie and Rob's products and a secretary of state negotiating a complex and del
companies were similar, Stephanie was the more icate peace treaty.
effective salesperson because she had learned what As we all know, people are different. What mo
George was all about, how he made decisions, pre tivates one person often has no effect on another.
ferred to communicate, and how to speak his lan The key to reaching others, whether to make our
guage. But how did Stephanie know all this about selves understood or to influence their decisions,
George? After all, they'd only just met briefly, days lies in understanding their motivations and being
before. What really gave Stephanie the advantage able to respond to their needs. All of us can en
over Rob? It was as if Stephanie had x-ray vision hance our natural abiliry to pick up these some
into George's mind. times very subtle signals.
While each person is certainly unique, per
Wouldn't it be great to have x-ray vision into sonality differences are not random. Human char
people's personalities? To be able to look at people acteristics are identifiable, and often predictable.
and instantly know what they are thinking, what This book is based upon a powerful and well
they care deeply about, their likes and dislikes? If respected model of psychology called Personality
we did have x-ray vision, then we'd know how Typing, which has been used in business, educa
best to approach them, how to pique their interest tion, and counseling for over twenty years. The
in our ideas, resolve a conflict, strike a bargain, or art of SpeedReading People represents a genuine
simply help them feel more at ease relating to us. breakthrough in interpersonal communications,
While no one can really give you x-ray vision, we for it harnesses the power of Personality Type,
PLEASE READ THIS FIRST 5
enabling people to quickly and accurately identify adversaries' strengths and weaknesses, and com~
key personality traits in others and communicate municating better with judges and jurors. And if
with them in the most effective manner. you are a doctor, nurse, therapist, or other health
care provider, you will learn how to make your
patients feel more comfortable, and enable them
DO I NEED THIS BOOK? . . . to share vital information more freely, so you can
WHAT WILL I GET OUT OF IT? better help them.
Perhaps you seek to understand and communi
This book will be of enormous benefit to anyone cate better with the important people in your life.
who enjoys dealing with others or who needs to. If so, SpeedReading People will provide a wellspring
For some readers, the primary motivation for learn of insights that might otherwise never have come
ing the art of SpeedReading People is to become to you, or may have taken years to acquire. We
more effective in their work. If you are in sales or know from years and years of experience that,
service, you already know that different customers as a result of this new understanding, many men
and clients need to be handled in different ways. and women will feel they finally understand their
This book will help. you instantly identify the pre spouse, sometimes, for the first time! Others will
ferred communication style of each customer, and learn how their natural differences cause pre
show you how to talk to them in the way that is dictable conflict, but that they can also be a source
more likely to get them to say yes to your pitch or of great joy and help both partners to grow and
request, or know just what to say to make them feel develop in ways they never could if they were more
confident about your company. similar. And parents and children will find Speed
If you are a manager or executive seeking better Reading a remarkable tool for understanding each
ways to motivate your employees or promote more other in new and exciting ways by resolving con
productive work teams, you will learn how to iden flicts and communicating more effectively. Finally,
tify the natural strengths of your employees and this book will give thoughtful adults searching for
learn how to encourage them to make the best use life partners a better sense of themselves and their
of their gifts. If you are a teacher or trainer, you needs, so they might find a truly compatible mate.
will discover which teaching styles work best with
different types of learners and how to deliver in
formation in the way they can best process and HOW TO GET THE MOST
respond successfully to. If you are an attorney, FROM THIS BOOK
SpeedReading will help you in all your interper
sonal interactions- including dealing with diffi Reading The Art of SpeedReading People will be un
cult colleagues, keeping clients happy, assessing like reading most other books for several reasons.
6 THI: ART OF SPEEDREADING PEOPLE
In fact, we encourage you to think of The Art of strength, superior intellect, or natural charisma
SpeedReading People as more of a life course, instead to manipulate others. We wish to be very clear
of merely a book of information. And like any life about our intention in writing this book: it is not
course, this book will likely have a profound effect designed tn help people hurt or take advantage
on you, and, quite possibly, will change the way you of others. It is designed to help people better
look at and relate to people ... forever! Admit understand themselves and others, so they can
tedly, these are heady claims, but our prediction communicate more successfully. Ultimately, in
is based on having taught Type to thousands of deciding tn share what we've learned, we believe
people from all walks of life over a period of fifteen the benefits tn be gained by the many far out
years. Be prepared to experience more "Aha's" weigh the possible harm that may be inflicted
than you have in a long time. Insights will come by the few. With better communication come
fast and furiously! increased understanding, tolerance, and even
peace. We strive for those goals.
One question we are sometimes asked is: "Doesn't SpeedReading People is divided into three parts.
this book give people who have ma.,tered the Part 1, "What Really Makes People Tick!" provides
SpeedReading techniques an unfair advantage a thorough introduction to Personality Type and
over people who haven't? Doesn't it really just helps you identify your own type. In Part 2, "The
teach someone how to manipulate others? System: Learning How to SpeedRead People," you
We've wrestled with this question and its many will discover how to identify key personality char
implications, and feel this way about this issue: acteristics in others based upon numerous clues
SpeedReading is a tool. And any tool holds the relating to their appearance, language, body lan
potential for misuse. A hammer in the hands of a guage, occupation, and interests. You will also
Michelangelo can be used to sculpt a breathtaking learn the profound ways that Type affects the way
masterpiece such as the Pieta. In the hand, of a
I madman, the same hammer can be used to smash
people communicate with each other, and how
to SpeedReach people-using proven techniques
someone's skull. The difference lies in the skill and to increase your ability to communicate with all
the intention of the person holding the hammer. people more successfully. And in Part 3, "Getting
I We are well aware that the art of SpeedReading to Know the Sixteen Types," you will gain insights
People constitutes a powerful tool. And we recog into the subtleties of each of the sixteen types. The
I nize that some people may abuse the skills they ac book concludes with a list ofresources that will help
quire, just as there are those who use their physical you increase your ability to SpeedRead people.
I
!
Throughout the book we have tried to antici Career for You Through the Secrets of PersonaUty
pate any questions you may have, and address them Type, pioneered the use of Personality Type to help
as they arise in the text. You will also find lots of people find truly satisfYing work and conduct the
real-life examples, bulleted lists, helpful charts, most successful job searches possible. Our second
and graphic illustrations- all designed to make book, Nurture by Nature: Understand Your Child's
The Art of SpeedReaaing People an enjoyable, as Personality Type-And Become a Better Parent,
well as valuable, learning experience. helps parents more fully understand their children
and provides effective strategies for parenting chil
dren who are very different from each other and
from their parents.
ABOUT THE AUTHORS As an organizational consultant, Barbara has
consulted with dozens of businesses, hospitals, and
The authors, Paul D. Tieger and Barbara Barron school systems, and has trained thousands of man
Tieger, are partners in Communication Consul agers, counselors, teachers, and others in a variety
tants, LLC. Over the past fifteen years we have of uses of Type. In his work as a jury consultant,
become recognized nationally as experts in the ap Paul pioneered the use of Personality Type as a
plication of Personality Type with the publication tool to help lawyers uncover biases in potential ju
of two previous groundbreaking bestsellers. Our rors, and develop communication strategies that
first book, Do What You Are: Discover the Perfect would effectively persuade seated jurors.
I
I CHAPTER ONE
But for the most part, he acts true to his conserva Before you begin an introduction to Personality
tive character because that's who he is. In fact, if he Type, it might be helpful for you to know a bit
were serious and careful one day, and the next he about its history. The basic ideas behind Type are
was turning back flips in the office, you'd probably not new. In fact, they were first written about by
have good reason to worry something might be Swiss psychologist Carl Jung more than seventy
wrong with him! Perhaps you have another friend, years ago. But it was two American women,
relative, or coworker who is very different from Katharine Briggs and her daughter, Isabel Myers,
the fellow just described. She is, instead, perpetu who were really responsible for building on, in
ally lighthearted, loves to laugh and enjoy herself, cluding developing the fourth type dimension, and
and almost seems immune to the everyday pres making these ideas useful in practical ways to so
sures and worries that plague most of us. It is many people.* One of Isabel's major contributions
unlikely that she is merely acting that way. She to our understanding of human behavior was the
probably is more naturally carefree and easygoing development of a psychological instrument that
than serious, steady Ed. And while, undoubtedly, reliably identifies sixteen distinctly different types.
some of every person's behavior is learned- from She named this the Myers-Briggs Type Indicator
parents, siblings, and teachers-a greater portion (MBTI) , and over the past several years, millions
of it is the natural manifestation of his or her in of people around the world have been introduced
born personality. to the benefits of knowing about Personality Type
While there are many different models ofbehav through the MBTI' .It is routinely used in business
ior- a fancy phrase for saying ways of understand to help managers motivate employees, develop
ing people- we have found Personality Type to be more,pnxluctive work teams, and enhance com,
the most insightful and useful. One reason is that it munication. It is also heavily used by counselors
so accurately identifies key characteristics of per and therapists to help individuals, couples, and
sonality that are present in all people. Personality families understand and communicate better with
Type is also useful because it describes behavior each other. Hundreds of thousands of people have
in positive, nonjudgmental terms. This is not an found Personality Type invaluable in helping them
approach that says it is better to be one way or make satisfying career choices. And these are only
another, nor that it is better to be one type than some of its many applications!
another. But it helps us to recognize, and very
dearly identify, our natural strengths and potential
weaknesses. And by allowing us to understand the *If you would lil<e to learn more about these remarkable women,
we suggest you read Katharine and Isabel, by Frances Saunders.
ways we are alike and different, it helps us not only fThe Myers,Briggs Type Indicator and MBTI are registered
to value our differences, but to celebrate them trademarks of C__onsulting Psychologists Press. People interested in
taking the MBTI should contact CPP. Their address and phone
as well. number are lisred on page 194.
THE PRINCIPLES OF PERSONALITY TYPE: WHY WE DO THE THINGS WE DO It
THE BIG PICTURE: AN OVERVIEW has an inborn, natural preference for one side or
OF PERSONALITY TYPE the other on each of these dimensions.
Some people resist the notion that they have to
There are four components, or "dimensions," that fall on one side or the other, insisting that they
make up a personality type. They are: how people are able to use either side, depending on the situa
are energized, what kind of information they natu tion. And while it is true that all of us use both
rally notice and remember, how they make deci sides of each dimension hundreds of times a day,
sions, and how they like to organize the world we do not use them with equal frequency, energy,
around them. As you can see, each of these dimen or success. A simple exercise will help you under
sions deals with an important aspect of life, which stand this concept. First, find a pen or pencil and a
is why Type provides such accurate insights into piece of paper-any scrap will do-you can even
our own, and others', behavior. It helps to pic use the margin of this book. Now simply write
ture each of these four dimensions as a scale-a your signature. How did that feel? ... Pretty e-.;sy,
continuum between two opposite extremes-like we would guess. Okay, now write your signature
this: again, only this time with your pen or pencil in
your opposite hand! How did that feel? If you're
like most people, you would use words like "awk
How People Are Energized ward," "difficult," "uncomfortable," and "unnat.
(E) Extraversion ; ,At Introversion (I) ural" to describe the second experience. Also, it
probably took more time and energy, and the prod
The Kind of Information
uct wasn't nearly as good.
We Naturally Pay Attention To
When you are using your preferted side on any
of the four type dimensions -like using your pre
(S) Sensing ; Intuition (N)
ferred hand- you are doing what comes naturally.
-:
And when you are required to use the opposite
How We Make Decisions
side, it takes a lot of extra work and you're not as
(T) Thinking Feeling (F)
good at it; hence, the experience is usually not as
satisfying.
How We Uke to Organize Our World You might ask: "Isn't it possible to be both, say,
OJ Judging ':. Perceiving (P) an Introvert and an Extravert?" The answer is no.
But just as we can and do use our less preferred
hand, we also use our other side on each type di
You will notice there is a midpoint in the center mension, at times. Another way to think of it is
of each scale. This is important because everyone that everyone is primarily one way or the other,
I
!I
,I
12 THE ART Of SPEEDREADING PEOPLE
'I
,,i
but not exclusively that way. Those of us who have they have their own genes, parents, and life expe
been studying and using Type for dozens of years riences, people of the same type share a remark
have little doubt that every person really does able amount in common.
have a natural, inborn preference for one side over Over the years, it has been pointed out that the
the other, although in some people it is quite language used to describe type preferences can
strong and apparent, while in others it is less sometimes create an unwanted distraction, be~
strong and may be harder to identify. cause most of u.o;; have heard words like "Extravert"
Because there are four type dimensions, and and "Introvert" and associate them with a mean
each person has one preference per dimension, ing that is not the same when they are used to re
there are sixteen different po;.,ible type combina fer to Personality Type. For example, many people
tions. A personality type is really a four-letter code think of Introverts as being shy and withdrawn,
that reflects a person's preferences on each of the and Extraverts as gregarious and talkative. This
four dimensions. For example, a person can be an description is neither adequate, since there is so
ISTP (introverted, Sensing, Thinking, Perceiv much more to this dimension than just the amount
ing) type, or an ENFJ (Extraverted, Intuitive, Feel of social interaction people desire, nor accurate,
ing, Judging) type, or one of fourteen other type since there are some very shy Extraverts and some
combinations. very outgoing Introverts. These distinctions will
It is helpful to spend a few moments talking be clarified when we discuss each type preference
about some of the language used to describe Type. in depth, in the following section. But for the time
For example, when we refer to a preference, we're being, try to let go, as best you can, of any precon'
not talking about a conscious choice, but rather ceived notions you may have as to the meanings
an inborn tendency. We can't choose to be an of these words.
Extravert, for example, any more than we can
choose to be born right-handed or have blue eyes.
Nor can we change any of our type preferences. FIGURING OUT YOUR
We are born with a type and we remain that type TYPE PREFERENCES
----
our whole lives. While some people don't particu
larly like this idea, it is not bad news. For as we "To know others, you must first know yourself."
said before, it is not better or worse to have one This old expression is particularly true with regard
preference over another. Nor is any one type better to learning abour Type. Therefore, your first ob
or worse, smarter or duller than another. Rather, jective is to understand the Type concepts well
each type has natural strengths and potential enough to be able to accurately identify your own
weaknesses, due to its tendencies and inclinations. type. Look at reading this book as a series of learn
And although every individual is unique, because ing adventures. And while it is important for you
THE PRINCIPLES OF PEftSOHALITY TYPE: WHY WE DO THE THIHGS WE DO ll
to get the fundamentals down, like millions of helpful questions to determine whether you are an
others you'll find reading, thinking about, and dis Introvert or an Extravert are:
cussing Type with others to be interesting and fun.
In a moment you will begin to read about the What energizes me most-Interacting with
we've posed several questions that reflect the dif being by myself?
but in order to clearly make the distinctions, the outer world of people and things
really represent extremes. Try not to focus on any in the inner world of ideas and thoughts?
L
14 THE ART Of SPEEDREADING PEOPLE
more often than Introverts do, which accounts for so engrossed in his work that he had been sitting at
why Extraverts typically have huge collections of the computer for eight hours straight.
friends and associates.
By contrast, Extraverts are notorious for finding
Two very clear Extraverts, Chas and Elaine, offer excuses not to focus on one thing because they are
a good example of this phenomenon. Friends much more interested in and energized by a vari
who often socialize together, Chas and Elaine ety of external stimulation.
have a running competition: who knows more
people? Whenever they're out together, the game Throughout college, Tammy preferred to study at
kicks into high gear .when one of them recognizes the library. While initially impressed to learn their
someone that the other doesn't know. Instantly, daughter was spending so much time there, her par
the other starts scanning until he or she "gets ents were not really surprised when she revealed
one,'' that is, locates someone not known to the her tnue motivation. Sure, she got her work done,
other. While they obviously enJOY this game, their but she chose the library so she would be around
friends are constantly amazed at just how many other people and not have to work alone. In the
people, individually and collectively, these two library, she often ran into lots of her friends, and
actually do know. she took frequent bathroom and social coffee
breaks. Like most Extraverts, especially younger
While Extraverts like to focus their attention on ones, Tammy found just being in the same room
what is happening in the world around them, most w1th other people was more comfortable than be
Introverts prefer to immerse themselves totally in ing by herself.
a project that interests them. Naturally indepen
dent, they find the solitude of working alone Another example of the different needs Extra
and thinking things through carefully both stimu verts and Introverts have for interaction and con
lating and refreshing. This concentrated single centration can often be seen in their work styles.
mindedness can even make them oblivious to what For example, Extraverts are much more likely to
is happening around them. keep their office door open so they can see what's
going on and not miss any of the action. And most
Shawn is a case in point. A very clear Introvert, Extraverts embrace the concept of managing by
Shawn loves nothing better than fooling around walking around. On the other hand, Introverts
with computers. As he often does, one night he are more likely to keep their door closed so they
sat down to his computer to figure out a particular won't be distracted or encourage unwanted in,
program. The next time he got out of his chair, he terruptions. They prefer fewer, more substantive
was surprised to learn it was 7:00 A.M. He had been interactions. And their management style, like
,,I'
THE PRINCIPLES OF PERSONALITY TYPE: WHY WE DO THE THINGS WE DO 15
everything else about them, is more thoughtful, an Extravert will probably have just the opposite
contemplative, and deliberate. effect on an Introvert. A very common scenario: a
couple, one Introvert and one Extravert, are in,
Which do I prefer more-to be around others
vited ro a party. Quite "natur-ally," the Extr-avert is
or
eager to attend, anticipating all the people he will
to spend time by myself?
be inter-acting with. The Introvert, on the other
hand, would prefer to stay at home, or spend the
A popular advertising campaign encouraged tele evening together or perhaps with just with a few
phone customers to "reach out and touch some close friends.
one." While Extraverts don't really need prodding, And lest you think this is gender based- you
a common complaint among Extraverts is that know, a male/female thing- there is no difference
their Introverted friends seldom initiate contact. in the percentages of men and women who are ei
ther Extr-averts or Introverts. In other words, it is
Anna and Susan have been dose friends for over the preference for one or the other that influences
twenty-five years- since they met at college. But behavior, rather than the gender of the individual.
nine times out of ten. it will be Extraverted Anna As with all of the type preferences, people with
who calls Introverted Susan to catch up on news, one preference often find it hard to understand
or to try and get together. It has taken Anna many and appreciate people of another. Most Extr-averts
years to finally understand that Susan's lack of initiat have such a strong need to be around others, they
ing contact doesn't mean she doesn't care about have a hard time believing lntrovens really do like
her friend. In fact, when the two women are to spending that much time alone. Consequently,
gether, Susan is a very attentive and concerned Extraverts are notorious for trying to get their In
friend. But since her own life is so self-contained, it troverted friends, coworkers, spouses, or children
seldom occurs to her to seek the company of oth involved in activities they would r-ather avoid.
ers, even those she cares deeply about. Which makes us think Introverts must often feel
like the old woman whom the well-intentioned
A car battery serves as a good metaphor when Boy Scout kept trying to help acros.' the street. The
describing the different amount of interaction pre only problem was, she just didn't want to go!
ferred by Extraverts and Introverts. With Extra It's not always possible to look to your work to
verts, it's as if their batteries get charged up by determine your type, because many people's work
being around people, while with Introverts, their is not well suited to their preferences. Frequently,
batteries are often dr-ained by too much or sus Extraverts end up doing jobs better suited to In
tained interaction, and they need time alone to troverts and vice versa. If you are an Introvert,
recharge. The fact is, an activity that will energize imagine what it would feel like to work as a tour
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16 THE ART Of SPEEDREADIMG PEOPLE
guide or receptionist, where all day, each day, your any circumstances. Although men usually get a
job required you to meet and greet dozens of bad rap for being too sure of themselves to stop
strangers, engage them in small talk, and make and ask for directions when they are lost, it is an
them feel comfortable. Now for you Extraverts, Extravert/Introvert issue more than it is a male/
imagine a job as a researcher, working on one proj female one. In other words, Extraverts are more
ect for weeks at a time, completely alone, without likely to stop and ask a stranger for directions than
the infusion of energy you get from interacting are Introverts, regardless of their gender.
with other people, or talking about different proj
ects. Neither is a bad job, but both are potential Would I rather work on several projects at
Looking back at your childhood can sometimes focus my attention on one task at a time?
many observations but doesn't explore any one is~ is simple. Extraverts think out loud; in fact, Ex
sue in great depth. Two Introverts talking are more traverts often need to talk in order to think. Intro
likely to spend time discussing fewer issues but verts, on the other hand, think inside their heads.
considering the other's points thoughtfully and in Much like a cake that is baked, then presented to
much greater depth. (And depending on whether the world after it is finished, Introverts "bake" their
you are an Extravert or an Introvert, you would ideas inside their heads. Then, when they are well
find one conversation infinitely more interesting thought out and ready, they share them with oth
than the other.) ers. In contrast, Extraverts only partially "bake"
their ideas inside, preferring to finish them out in
Am I more comfortable acting first, then
the world. (This, of course, occasionally results in
thinking about it
the presentation of some pretty half-baked ideas!)
or
Although Introverts don't usually speak nearly
thinking things through before I act on them?
as much as their Extraverted counterparts, what
they may lack in quantity is more than made up in
Extraverts and Introverts often have very differ quality. Perhaps you've been to meetings where a
ent work styles. Typically Extraverts prefer to work few people (normally the very Extraverted ones)
at a rapid pace, moving quickly from one task to dominate the conversation. Then someone will
another. They are driven by action. Given their ask for the opinion of someone who's said very
druthers, Introverts would rather work at a slower, little up until then. Often, the reaction is like the
steadier pace, carefully thinking through how they old television commercial in which a room buzzing
will do the job before they begin, and then taking with conversation suddenly becomes stone quiet as
time to assess their progress as the project unfolds. people crane their necks to hear the wise stockbro
The popular expression "Measure twice, cut once" ker's recommendation. This demonstrates quite
might well be the Introverted carpenter's mantra. well the fact that because Introverts do their edit
Many years ago, our friend Mary McCaulley ex ing inside their heads, what emerges is often a
plained a classic distinction between Extraverts very good finished product. With Extraverts, you
and Introverts. She said: "If you don't know what actually witness and hear the editing process as it
an Extravert is thinking, you haven't been listen occurs.
ing, because he'll tell you. On the other hand, if
you don't know what an Introvert is thinking, you Am I more of a "public person"
long enough for the answer." If someone were so more of a "private person"?
help you decide. While history is full of Intro Extraverts and Introverts.* However, because Ex
verts who have played very public roles- includ traverts tend to talk more and louder than In
ing many world leaders-Extraverts are normally troverts, there seems to be a strong bias toward
much more comfortable occupying the spotlight Extraverts in our culture.
and sharing their lives with the public. This is cer At this point you should have a fairly good idea
tainly not to imply that all Extraverts enjoy public of whether you are an Extravert or an Introvert.
speaking. The real question is how comfortable You may be very confident about it, or you may
are you with letting people really get to know still have some doubts. This is perfectly normal.
you? A common complaint among Extraverts of And if you aren't yet able to determine your pref
Introverts is that they are secretive, withholding, erence on this dimension with certainty, you will
and difficult to get to know. In fact, Introverts have many other oppottunities later in the book.
value their privacy so much that they usually Below you will find a scale showing the
only allow those closest to them to really get Extraven/lntrovert continuum. Please place a
to know them. While this may be hard for Ex check mark at the point that most accurately re
traverts to understand, it is because Introverts flects where you fall. The closer your mark is to the
are naturally more selective than Extraverts. By center of the continuum, the less clear your prefer
this we mean that Extraverts welcome all kinds ence; the farther away from the center, the stronger
of external stimulation and often feel the more you think it is. Even if you're not sure which side
the better. What doesn't interest them, they you belong on, try to indicate which side you prob
simply disregard. But because Introverts are so ably fall on, even if it is just over the line. This re
much more selective, they tend to be comfortable quires an honest evaluation, for you are trying to
allowing only a certain amount of external stimu determine which is the way you are, not the way
lation in. They simply screen out the information you might want to be or think you should be. And
or stimulation that doesn't apply to something remember, what is most helpful in determining
that interests them. Whereas Extraverts tend to your type is which side of each scale you prefer,
share more of themselves with the outside world, not the strength of your preference.
Introverts keep more to themselves. Introverts
therefore have a lower tolerance for the invasion (E) Extravert R":c.1( Introvert (I)
of external stimulation-whether it's from infor
mation, sensations, or people.
Although there is some controversy as to how *The percentages of all four type preferences were calculated by
averaging results of several studies. For the most recent and com
many Extraverts and Introverts there are in the prehensive rese-arch results, see Allen Hammer, CPP, and Wayne D.
Mitchell, University of Alaska, "The Distriburion of MBTI Types
world, the latest research suggests that the Ameri
i.n the US. by Gender and Ethni.c Group," Journal of Psychological
can population is about equally divided between Type. vol. 37,1996.
THE PRINCIPLES Of PERSONALITY TYPE: WHY WE DO THE THINGS WE DO 19
One down, and three to go! Next we'll explore Sensors see the trees, while Intuitives see the
the second type dimension: Sensing and Intuition. forest. By this we mean that Sensors naturally pay
attention to what they are experiencing at the
moment. Handed a flower and asked to tell you
Sensor or Intuitive:
about it, the Sensor will note how vivid the colors
The Forest or the Trees?
are, the smooth texture of the leaves, the delicate
fragrance, and how light and fragile it is- in other
The second type dimension describes the two dif words, what her three senses tell her about the
ferent ways pecple perceive, or take in, informa flower. Hand the same flower to an Intuitive and
tion. The words we use to describe pecple who ask her to tell you about it, and you are likely to
have these two opposite preferences are Sensors hear something more like: "This reminds me of
and Intuitives. Each ofus continuously takes in mil my grandmother. She used to have these growing
lions (perhaps billions) of pieces of information in her yard, and when we'd visit each summer,
every day, the great majority ofwhich are processed we'd pick them to put on the table for family
unconsciously. Some people take in this informa meals." You'll notice that the Intuitive perceived
tion primarily through their five senses-what the flower in a very different way than the Sensor.
they see, hear, touch, taste, or smell- hence the Instead on focusing on what is, she immediately
name Sensors. Others take in information through focused on her connection to the flower, and her
their sixth sense, focusing not on what is, but associations with it.
rather on what could be. We use the word Intu Here's another metaphor that can help demon
irives to describe these people. Remember that no strate how different the focus is for Sensors and ln
one is a pure Sensor or Intuitive any more than a tuitives. Imagine a photographer taking a picture
person is a pure Extravert or Introvert. Each of us with a single-lens reflex camera (the kind of cam
has the ability to use both Sensing and Intuition, era that you focus by turning the ring on the lens).
and all of us do use both every day. But we have a The photographer is shooting a person who is
natural, inborn preference for one over the other. standing in front of a huge panoramic view of a
Below are several questions to ask yourself to de mountain range. With Sensors, it's as if they turn
termine whether you are a Sensor or an Intuitive. the lens until the person in the foreground (the
detail) is in sharp focus, while the view behind
Do I usually pay more attention to the facts
(the big picture) is blurry. With Intuitives, it's
and details
just the opposite: they turn the lens so that the
or
view (the big picture) behind the person is in fo
do I try to understand the connections,
cus, but the person in the foreground (the detail)
underlying meaning, and implications?
is blurry and out of focus.
10 THE ART Of SPEEDREADING PEOPLE
I
I I
Arnie, a very clear Intuitive, learned just how atten and can reel them off with impressive accuracy,
tive to details Sensors are when his apartment got his brother can't remember where he left his sneak
robbed. Fortunately, he was away at the time and ers live minutes after he took them off.
discovered the intrusion upon returning home.
When the police arrived, they gave a cursory look Am I a more down-to-earth
:! : around the kitchen first and asked him: "Was that and sensible person
; !
II ~ i drawer open when you left the house?" So inatten or
:I
::
tive to details was Arnie that he was embarrassed an imaginative and creative one?
ration has been given life, and the bugs have been peating a task or using the same skill once they've
worked out, they would rather go on to something mastered it.
else, leaving the derails to others. Fortunately,
those people are usually Sensors, who often enjoy From the time he was a young boy, Thomas, an In
and excel at setting up systems and following pro tuitive, thought he wanted to be a dentist Of course
cedures so that things run smoothly. This is called the fact that both his father and grandfather were
being efficient. While the exact statistics of all the dentists may have influenced his decision a little bit
many hundreds ofnew businesses starred each year By his second semester of dental school, Thomas
are often disputed, it is common knowledge that a realized he had made a big mistake. For while the
high percentage of them fail. Although many rea other students enjoyed learning standard tooth
sons are cited for this, including undercapitaliza repair techniques. such as filling a cavity, Thomas
tion, lack of experience, and unanticipated market thought he would go crazy if he had to do the pro
forces, there is another possible explanation that cedure the same (excnuciatingly boring) way. even
has a lot to do with Type preferences. Quite simply, one more time. When he found himself fantasizing
the people who are talented at thinking things up about all the other ways a tooth could be filled, even
are seldom as talented at making them work. This outrageous ones like going in through the ear, or re
rests primarily on the fact that they dislike, and moving the top of the head. he realized he would
therefore avoid, any routine or repetitive activity never be happy as a dentist and fortunately (for
for any period of time. Their interest rends to wane him, and future patients!) changed professions.
as soon as the creative challenges have been met.
Conversely, Sensors enjoy learning a skill, then That Sensors and lntuitives are often drawn
using it repeatedly in an effective way. Whether as to different subjects in school should come as no
a surgeon performing an operation, an artist paint surprise. lntuitives are often more interested in
ing a portrait, a bookkeeper tallying figures, or a theoretical studies like philosophy, psychology,
plumber installing a toilet, Sensors' combination sociology, and literature, while Sensors are often
of being very aware of their bodies and living to interested in more tangible subjects with practi
tally in the present moment enables them to derive cal applications, such as engineering, science, and
pleasure from performing the act itself. lntuitives business. This is not meant to imply that there are
often have a very different experience. For them, no Intuitive engineers, or that Sensors can't be sue~
what the act means or represents is often more cessful psychologists, only that they don't tend to
important than the act itself. And coupled with gravitate to these types of occupations in nearly
their future time orientation, they are often less the same percentages.
than fully engaged in whatever task they are per Sensors represent about 65 percent and ln
forming at the time. Therefore they don't usually tuitives about 35 percent of the American popu
experience the same pleasure Sensors rake in re lation, giving Sensors somewhat of a numerical
14 THE ART OF SPEEDREADING PEOPLE
advantage. By now you should have a fairly good that Thinkers have no feelings, or that Feelers are
idea of whether your preference is for Sensing incapable of logic. But Thinkers and Feelers use
or Intuition. Again, if you are unsure, don't worry very different criteria to make their decisions.
about it- you will have several other opportuni The questions below should help you figure
ties to clarify which one it is. As you did with Ex out which deci,ion-making process is your natural
traversion and Introversion, please place a mark preference.
on the continuum below ro indicate where you
think you fit. And again, even if you're not 100 per Do I make decisions more objectively,
cent certain which side you belong on, try ro indi weighing the pros and cons,
just slightly over the center line. based on how I feel about the issue, and
--,~-
(S) Sensor Intuitive (N)
For Thinkers, logic rules. When making a deci
You're doing great! Now we'll move on and de sion, it's as if they take a step back and analyze the
scribe the third type dimension: Thinking and issue logically and impersonally, asking them
Feeling. selves: "Does this make sense? What are the pros
and cons? What are the ramifications of the deci
sion?" In other words, they objectify the decision.
Thinker or Feeler:
For Feelers, the process is just the opposite. They
A Matter of Principles or Values
take a step forward, injecting themselves into the
equation, and ask: "How do I feel about this? How
While Sensing and Intuition describe the differ will it affect me and others? Is this the right thing
ent ways people take in information, Thinking to do? What are my personal values telling me to
and Feeling describe the very different ways people do?" In other words, they personalize the situation.
make decisions, or come to conclusions. Clearly,
each of us has the abiliry to make a decision based Jean faced the kind of dilemma not uncommon for
on logic or on our personal feelings and values. Feeling types. She needed to travel from Boston to
And, while no one is a pure Thinker or Feeler, each New Yorl< for a conference. and a colleague invited
of us has a natural inborn preference for one side her to ride w1th him in his car. Under normal circum
over the other. Here again, the everyday usage of stances, this would have been an ideal arrangement
these words may initially give you an inaccurate but there was a hitch: Jean didn't respect her col
impression of their true meaning. It's important to league, and, more important, she didn't like him.
understand that Thinking and Feeling both de The only other fea~ble option was to take the train,
scribe rational deci,ion-making processes. It's not which would be a maJOr inconvenience. Not only
'i
f
THE PRINCIPLES OF PERSONALITY TYPE: WHY WE DO THE THINGS WE DO 15
would it cost a lot more, but it would take almost was still too upset to even think about eating. Ted
twice as long, since she would have to take taxis to remained focused on the disharmony, and felt a
and from the stations. Her Thinking friend Sandra's personal reaction to it whereas Laura had never
reaction was typical: "Are you nuts? You're going to taken the argument or campaign to heart, and re
waste two days and who knows how much money mained objective and detached.
just because you don't like this guy? Nobody's asking
you to marry him- just to spend four hours in the Which words describe me better:
agreed with her Thinking friend that it might not be sensitive and empathetic?
line, and what's best for the company (even when Richard, vice president for human resources, was
that may have negative effects on its employees), turning redder by the minute. "First of all, I don't
it's Thinkers who are more easily able to do this agree that investing in the employees is any riskier
with clarity and conviction. than any other venture we might get involved in for
one big reason: they are highly motivated to make it
The discussion was getting pretty heated between work. For Pete's sake, their lives- the life of their
jason and Richard. The decision to relocate the town-depends on their succeeding' How can you
clothing manufacturing company they both worked have any doubts they will work. their hearts out to
for to Mexico had already been made. At issue was make it work.? Second, yes. we are in business to
how fur the company should go to salvage the jobs make money- and we make lots of it But we
of the seven hundred workers- many of whose owe something to the people wiho have helped us
parents and grandparents had worked for the com make all that money for close to a hundred years.
pany. In a last-ditch effort to save their jobs, and We're not talking about a few jobs here. We're talk
their town, the employees proposed they buy the ing about closing down the biggest employer in the
facility and operate the plant themselves. That county and moving away to Mexico, not because
model had been successful in similar situations, but we're going out of business, not even because we
they needed the company to finance the buyout weren't making a profit but because we want to
jason, the vice president for finance, argued make more of a profrt All I'm saying is many things
against the deal. "First let me say. I am very sympa go into the bottom line, and profitability is surely a
thetic to the plight of the workers. I've known sev big one. But in order to be a responsible corporate
eral of them for years and. on a personal level, feel citizen, you have to take into account how this deci
terrible about what they are going through. But my sion will affect real people-and not JUst our stock
first concern has to be the economic well-being of holders- for years and years to come, and don't
the company. And, frankly, what they are proposing do just what is financially conservative, but do what
is a highly speculative venture. If we weren't able to is right!"
make enough of a profit for it to make sense to stay
here, how can people without professional manage While one decision-making process is not better
ment expertise be expected to? Besides, the rate of than the other, Jason the Thinker and Richard the
return we will receive on our investment if they Feeler offer a good example of how different types
should happen to succeed is simply not as high as use different criteria to make decisions. It's not that
we can get from a dozen other proven investment Jason is heartless, but like a classic Thinker, he sim
vehicles. Regardless of how unpleasant the situation, ply stepped back from the decision, analyzed it log
our primary obligation is to our stockholders, and I ically, and came to his conclusion, based on what
just can't, in good conscience, recommend a deal he believed was best for the company. Richard,
about which I have such serious reservations." like a classic Feeler, stepped forward and put him
I
I
!I
self in the employees' shoes. Strongly influenced just as well be, for it is what he or she does really
by his personal beliefs and values, he fought for well-listen to people's problems and sometimes
what he felt would be best for the employees. give them good advice. Whether appreciated by
Thinkers are often attracted to careers that deal the company or not, these people provide a valu
primarily with goods, rather than services: for ex able service.
ample, manufacturing, engineering, and research However, in their desire to help and please oth
and development. It's not that Thinkers don't like ers, some Feelers are also notorious white liars.
to or can't work with people, but jobs that require Anxious not to deliberately cause someone dis
them to constantly pay attention to, anticipate, comfort, embarrassment, or hurt feelings, they will
and respond to people's feelings are just so much often engage in half truths, or avoid unpleasant
less clear cut than dealing with products, or com subjects altogether, if they can get away with it.
modities, that are constant and predictable. Many
Thinkers are most satisfied in jobs where there is One morning. after being away for a week on vaca
a minimum of employee hand-holding or caretak tion, Tim walked into the office with a new look Pos
ing. They like working with other people just as sessed by who knows what, he had shorn JUst about
competent as they are. all of his normally long, yet stylish, hair. In its place
was what could best be described as the kind of
Is it more important to be truthful,
ubiquitous crew cut ten-year-old boys were com
even if it hurts someone's feelings
monly given by their mothers in their kitchens in the
or
1950s. jill, his colleague, and a strong Feeler, was the
to be tactful, even if it means telling a
first person he encountered.
little white lie?
"So, what do you think?" asked Tim excitedly. Jill
was taken aback What she honestly thought was
Feelers are naturally more attentive and con that this fonmer hunk looked like a refugee from a
cemed with other people because they have such third-world country. But she wouldn't actually admit
a strong need to be liked. Consequently, they will that in a million years. What she managed to say
often go to great lengths to please others. This can was, "Well, that certainly is a look! You know, that
take such simple forms as just being helpful and cut really accentuates your eyes," and she fied down
friendly, which most Feelers genuinely are, to the the hall to avoid offending him or further embar
sometimes unhealthy but common tendency to rasSing herself.
take on other people's problems and burdens as True to their style, Tim's Thinking colleagues were
their own. In practically every organization across more honest, and more blunt. Alex's response pretty
the country, you can lind the nurturer, the person much summed it all up: "Two questions: one, what
to whom coworkers go for emotional support and did you do to your head?, and two, what could you
comfort. And while not a formal job title, it might possibly have been thinking at the time?"
28 THE ART Of SPEEDREADING PEOPLE
Thinkers don't mean to be cruel, any more than and justly to everyone. Even if they do not per
Feelers mean to be dishonest. It's just that, above sonally like the consequence of the ruling, they
all else, Thinkers value truth and honesty, and if respect the idea of fairness above all. Feelers are
that occasionally hurts someone's feelings, so be much more concerned with mercy and harmony
it. Feelers highly value tact and diplomacy, and be than they are with justice. So they look for and
lieve it should be used whenever possible to avoid usually find the extenuating circumstances that
causing anyone unnecessary pain or discomfort. necessitate the exception to the rule.
While Feelers are often criticized for being too
soft and emotional, and Thinkers are often criti Which is the greater compliment:
l
k
I
l
gender difference. That is, in the American popu does making decisions often make me
lation, roughly 50 percent are Thinkers and 50 per anxious and unsure?
males to act more Feeling, which often imposes be able to leave my options open, just in
an unfair and unwelcome burden on Thinking case something unexpected comes up?
But Perceivers experience an opposite tension, Robert scowls and his stomach growls. Even after
for it is being forced to decide that causes them Alex finally chooses the turkey club, and the waiter
pressure and discomfort. Therefore, they alleviate walks away. he looks wistfully at the menu again,
the tension by not deciding, by keeping their op and says, "Maybe I should have ordered a burger."
tions open as long as possible. If a Perceiver were
invited to the concert, unless she really wanted to Because Judgers like things decided, they are
go, she would likely feel uncomfortable deciding most comfortable when they can make a plan and
or making a commitment too far in advance. Af stick to it. Conversely, they can find it disconcert
ter all, she would reason, something better might ing when plans are changed unexpectedly.
come along!
These are such opposite styles that judgers and Planning a vacation together became a torturous
Perceivers often miscommunicate. Because judgers exercise for new friends, Lucy and Jean. Since Lucy
are more definitive about everything, they tend to had won a trip for two to the Caribbean, the desti
speak with authority. During a discussion, a judger nation was never at issue. But Lucy's clear prefer
tends to hear decisions being made, even if they ence for Judging and Jean's equally clear preference
have not been. Conversely, since Perceivers are for Perceiving became obvious early on when Lucy
more equivocal about everything, they may even surprised Jean with a detailed itinerary for the entire
hear firm plans as undecided, as if they were only week. Not only was there a plan for each of the
options being considered. seven days, but she had even included times when
Since their desire is for closure, Judgers generally they would eat swim, and shop.
require less information to make decisions than do Jean was shocked. Although Lucy didn't present
Perceivers. A scene played out every day at lunch her plan as a take-it-or-leave-it proposition, jean had
counters across the country illustrates this point. imagined a very different scenario. Since she would
be visiting a place she'd never been, she was eager
It's lunch time and Robert and Alex are deciding to explore. She had pictured herself wandering the
what to order. Robert, a Judger, looks over the winding streets leisurely, shopping and sightseeing,
menu quickly, decides on a tuna salad on wheat and just letting herself be swept along by the natural
toast with iced tea-the same lunch he has on rhythm of the island. She craved the freedom to
most trips to this diner. After several minutes, the respond spontaneously to whatever new adventure
waiter appears to take their order, but Alex is still she might encounter. The more she thought about
'
' I looking. He asks the waiter a series of questions re having her time so planned out and controlled, the
garding how lean the roast beef is today, whether more uncomfortable she got.
the soup has a chicken or beef stock base, and if the Happily, Lucy and jean were able to discuss their
chicken salad is made with white meat or dark Still personality differences and very different expecta
not sure, he asks for a few more minutes while tions and arrive at some creative compromises,
I,
r
THE PRlNCIPLES OF PERSONAliTY TYPE: WHY WE DO THE THINGS WE DO 11
involving more independence for each. This arrange couraging a friend to accept or reject a certain job
ment allowed each to have the kind of experience offer, Judgers often have strong opinions and are
they desired. generally not shy about sharing them-
While Perceivers can also have strong opinions,
they are more likely to see things in shades of gray
Lucy and Jean's story also illustrates how differ
ent Judgers and Perceivers are with regard to order rather than as black and white. It is important to
reiterate that neither style is better than the other.
and structure. Judgers are usually more comfortable
with the notion of rules and place high importance Rather, each has strengths the other doesn't, and
often envies. For example, many judgers admire
on following them, while Perceivers view rules as
unwanted restrictions on their freedom and their Perceivers' ability to stay open, see both sides of an
issue, be spontaneous, shift gears quickly, and not
abiliry to be spontaneous. Likew;.e, Judgers are
generally more comfortable with authority and take themselves too seriously. Many Perceivers ad
mire Judgers' ability to make quick decisions, be or
have a natural respect for hierarchy. Perceivers are
more naturally inclined to rebel against, or at least ganized and productive, fulfill their responsibilities,
and set and reach their goals. But no matter which
question, authority and often feel it's better to
ask someone to pardon their behavior- after the is our natural preference, the great majority of us
have good access to our other side. This helps us
fact-than to risk asking for, and being denied,
become competent individuals. But occasionally,
permission beforehand.
we encounter people who do not have this balance.
If they are Judgers, they may be rigid, inflexible,
Is it very important for me to be in control
and incapable of compromise- And Perceivers
of most situations
without the balancing attributes of Judging may
or
be so indecisive that they procrastinate their lives
am I often comfortable letting others
away and never accomplish anything meaningful.
c:all the shots?
others and situations is often significantly different do I frequently run late and find time has
fot Judgers and Perceivers. Because they like things somehow slipped away?
time." The difference, he explained, is this: "Eight I often have trouble finding things and
ways is connected to the central issues of closure the identical job generate such different amounts
and decision making, as demonstrated by the ex of paperwork?" The answer lies in their different
perience of Doreen and Ruth. type preferences. Ruth, the judger, makes more and
quicker decisions. When a memo announcing a pro
Although job sharing worked out well financially. and fessional conference three months hence arrives on
frt their schedules well. there was one mnstant strain her desk, her normal response is to look it over and
in their relatonship: "the desk problem." Working decide a course of action. If she wants to attend,
the same job but at different hours meant Doreen she will send it to her boss with a request for fund
and Ruth shared a desk. Ruth, a judger, kept the desk ing. If she doesn't want to, but thinks it might benefit
in a predictably neat and orderly way. She liked to a coworker, she will pass it along. And if she consid
work on one project at a time until it was completed, ers it worthless, she'll simply discard it In any event.
and at the end of her shift, she typically tidied up. and like most Judgers. she has made a decision, and the
made sure to file all necessary papers in their proper paper is gone!
places. She would then place her ''to do" list- all Doreen, being the strong Perceiver she is, handles
items duly checked off upon their completion- in the same situation very differently. Her reasoning
her designated drawer. And she didn't seem to have goes something like this: "This looks great, but this
a problem storing all her files in the filing cabinet as conference isn't for three months. Who knows what
signed to her. At the end of her shift. she left the I'll be doing then, whether I'll want to go, be able to
top of the desk clean and bare for Doreen. make the time, or have .the budget for it Now, if I
Doreen's style was quite different. for she pre put this away in some file, I'm sure I'll forget it So ...
fenred to work on many projects almost simultane until I can make a decision about it. I'll put it over
ously. and never seemed to have enough room to here. in my to do file ... just for now.
store her files. In fact, she had long ago outgrown It must be clear that in her drive to keep her op
her one filing cabinet. and her files had spilled over tions open, Doreen simply has not made a decision,
onto the small credenza and even the guest chair in hence the need to hold on to yet another piece of
the office. While Ruth resented this intrusion on her paper. But. in reality, many ofthe files that have over
space, it was the desk problem that irked her the taken their office are full of paperwork which falls
most. For not only had Doreen appropriated the into this category. An interesting addendum: Per
only two other pieces offurniture in their office for ceivers often make decisions by default- that is,
her additional filing space, but she would also often after a deapline has come and gone. At that point.
leave piles of file folders on the desk at the end of they are often (but not always!) willing to discard
her shift. So annoying had this practice become that the offending paperwork
Ruth threatened to end the job-sharing arrangement
In considering this dilemma. it would be reason A compounding reason that Perceivers often
able to ask the question: "How can two people with have more paper than Judgers is that Perceivers
34 THE ART OF SPEEDREADING PEOPLE
like to collect as much information as possible, The difference between judgers' work ethic and
figuring: "Maybe l don't need this right now, but Perceivers' play ethic is often reflected in their at
l might sometime in the future." This is true titudes about taking time off from work, and how
whether it is paper, old clothes, books, household they spend the time when they do. Taking a "men
gadgets, or just about any other object. Perceivers tal health day" is definitely a Perceiver concept,
tend to be pack rats. Conversely, judgers often take sort of the grown-up version of playing hooky.
the position: "If in doubt, throw it out!" They rea In general, judgers are loath to take time off from
son that if they own something but haven't used it work to begin with, frequently accumulating more
for a long time, they probably won't need it any vacation time than they will actually use. And on
time soon. those rare occasions when judgers do take a day
off (not a scheduled vacation or a bona fide sick
Which is truer for me: I prefer to get my
day), you'll seldom find them lying on the couch
work or chores done before I relax
watching television. More likely, they will use the
or
time to do all those chores they've been meaning
I can often find compelling reasons to put a
to, like cleaning out the attic, washing the win
task off until a later time?
dows, or painting the porch. The idea of just hang
ing around makes them uncomfortable because
Sometimes we describe judgers as having more they aren't being productive. Perceivers, on the
of a work ethic and Perceivers as having more of a other hand, are more naturally inclined to follow
play ethic. By this we mean that judgers often feel the admonition of the character played by Robin
compelled to finish their work before they play or Williams in the movie Dead Poet's Society and
relax, while Perceivers are often comfortable defer "seize the day!"
ring work until after they enjoy some compel The latest studies indicate that Judging types
ling experience. Whereas judgers often derive represent about 60 percent and Perceiving types
their greatest satisfaction from completing a task, about 40 percent of the American population. You
for Perceivers, enjoying what they are doing is of now have a good idea of whether you are a ] udger
ten equally important. or a Perceiver. And once again, we ask you indi~
This is not meant to suggest that judgers are cate your preference on the scale below.
conscientious and Perceivers are lazy. It is Per~
ceivers' attitude about time, coupled with being
more interested in and energized by the process,
and placing a higher value on having fun, which
contributes to their feeling that "there will always
(J) Judger
-'; Perceiver (P)
them. In fact, we encourage you to think of all WHAT MAKES TYPE SO POWERFUL
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HAPTER TWO
While Thinkers are usually logical, analytical, the Second is to help the Lead by creating bal
and objective, their "inferior" Feeling can result in ance-either promoting sound decision making
their inability to deal sensitively with others, or to or encouraging accurate information gathering.
be in touch with their own values. And Feelers, There is also what we call the "Third" function,
whose talents lie in understanding, empathizing, which, in most people, does not begin to develop
and communicating with others, may well lack ob in earnest until around midlife. In young people,
jectivity and take things far too personally to make because it is so undeveloped, it is often more of a
good decisions. weakness than a strength, but as people mature, it
A few more things you need to know: By defini can become an important ally. Finally, there is the
tion, there are four possible parts of each person's least-developed function (or "Least," for short). In
type that make up their hierarchy, and they are al each type's pattern, the Least is the opposite of the
ways only what are called the "functions": Sensing Lead. Since the Lead is the most developed, the
or Intuition, Thinking or Feeling. The hierarchy most trusted of the functions, the Least is the least
does not involve Extraversion or Introversion, developed and least trustworthy. It is the person's
Judging or Perceiving-which are called attitudes Achilles' heel- that part which, when used, tends
or orientations, and are represented by the first to cause the most frustration and stress. Unfortu
and last letters in a type. nately, many adults never adequately develop their
The order of importance of these four functions Least. And for those who do, the process doesn't
is different fot each type. In other words, for one usually happen until late in one's fifties.
type, Intuition may be the greatest strength. In an You may find the following metaphor useful; it
other type, Sensing might be the strongest. Like is commonly used to help people understand the
wise, Thinking is the most important for some idea of the type hierarchy.
types, while Feeling is for others. Picture a family of four taking a car trip. In the
And each of the four functions has a different front seat there are two adults, and in the back are
role to play. We call the first function the "Lead"* two children -one about ten years old, the other
because it is the boss; the most developed and most only three. Think of the Lead as the adult driving,
trustworthy part of that type. The second in com and the Second as the other adult doing the navi
mand or "Second," for short, is also reflected in gating. Think of the ten-year-old as the Third, and
the letters of a person's type. The important job of the three-year-old as the Least. Clearly, you want
the Lead to be in charge (somebody has to drive!),
and the Second to help navigate. But you still have
*People familiar wirh Type are used w referring to the functions
in rhe hierarchy as "dominant," "auxiliary," "tertiary," and "inferior," to pay attention to the kids (the third and Least)
as introduced by C G. Jung in Psychological Types, 1921, and elabo
rated on by Isabel Myers and Mary McCaulley, in Manual: A Guide
in the back seat- to break up lights, stop to go
to the Development and U.~e of the Myers-Briggs Type Indicator. to the bathroom, etc.). We all operate at our best
~
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TO THINE OWN SElf BE TRUE: VERIFYING PROFILES 39
ENTJ Feeling
INTJ Intuition Thinking Feeling Sensing
ENTP Intuition'
Thinkft-C Feeling Sensing
INTP Thinking
Intuition Sensing Feeling
KEY
Thinking: making logical, objective decisions
Feeling: understanding and relating to people
Sensing: being in the moment; seeing things realistically
Intuition: seeing possibilities and implications
TEMPERAMENT GROUPS
when we are using our Lead and Second functions. to identify their type than for others. Ultimately,
But occasionally, due to stress or other factors, we you will.
are forced to operate out of our less preferred func
tions. When this happens- especially when we
use our Least- it's as if the three-year-old sud THE VERIFYING PROCESS
Introversion, Thinking, and judging, but are not are clear on only two preferences, say Extraversion
clear if you are a Sensor or an Intuitive. You would and Judging. This would mean you are unsure of
begin by reading two profiles: ISTJ and !NT]. If both middle letters. Beginning with. those letters
you are still unclear, you might find that rereading you are surest about, you w;,uld need to read the
the sections which describe Sensing and Intuition profiles for all four Extraverted Judging types:
will clarify the issue for you. EST], ESF], ENT], and ENF]. And because these
Another way to help verify a type is by using the types are so different from each other, you will al
Most- to Least-Favored Functions chart. Suppose most certainly be able to quickly eliminate one
you are clear about your preferences for Extraver or two from consideration. Suppose after reading
sion, Intuition, and judging, but unclear whether these four, you are ~nvinced you are a Thinker,
you're a Thinker or a Feeler. If you look at the chart, rather than a Feeler. Then you have reduced the
you will notice the Lead for ENTJ is Thinking (and potential types down to just two: ENT] and EST].
the Least is Feeling), while the Lead for ENF] is And again, while these types have a lot in com
Feeling (and the Least is Thinking). Since these mon (the Lead is Thinking, for example), they are
two types are so ditrerent, this may confirm for you also different in some significant ways.
which is your true type. At this point, you should What do you do if you've reread the appropriate
probably reread the section on Thinking and Feel sections and several profiles and still arerit sure of
ing (page 24) and then the ENF] and ENT] pro your type? First of all, dorit panic! Let us assure
files. One profile will certainly sound a lot more you that you do have a type, and you will find it.
like you. But rather than be distracted by the fact that you
An important thing to keep in mind while go haven't found it yet, we suggest you pick the clos
ing through this verification process: you are try est one you can and consider that "a working hy
ing to find the type that describes the way you are, pothesis," recognizing that as you learn more about
not necessarily the way you might want to be. In Type in the coming chapters, you are very likely
our experience. the most common reason people either to confirm your hypothesis or to find your
have trouble verifying th.eir type is that they be true type. It is important to remain open to the
lieve it is better to be a different type or prefer process and realize that your efforts will pay off
ence. Remembering that all types are equally eventually.
valuable, and that no matter what type you tum
out to be is fine, usually results in people saying:
"You know, I guess if I'm really honest with myself, Reviewing the Profiles
I really am a Thinker (or whatever!), but I sure
would like to be a Feeler." The descriptions in the Verifying Profiles are, by
Let's consider one more example. Suppose you necessity, somewhat generic. That is, they de
41 THE ART OF SPEEDREADING PEOPLE
______ __.
TO THINE OWN SELF BE TRUE: VERIFYING PROFILES 4]
strong need to be in control, and are also strong they slow down and take the extra time to listen
willed and very verbal. Therefore, by the sheer patiently to suggestions, they may find the added
power of their personality, they may easily intimi perspective helps them make better choices for
date less assertive people. themselves and others.
Often drawn to work environments that are
highly structured, EST]s are most comfortable
when everyone knows the ground rules, and where ISTJ
there are established operating procedures and
clear expectations. They are loyal team players Introverted, Sensing, Thinking, Judging
who are more interested in maintaining than chal Estimated to be between 7 mid I0 percent of
lenging the status quo. They respect authority and the American PoPulation
expect others to do the same. Practical and realis
tic, ESTJs consider it important to be accurate IST]s are responsible, reliable, hardworking people
with facts and to pay close attention to details. whose word is their bond. Literal, precise, and no
ESTJs are particularly good at maintaining exist nonsense, they say what they mean and mean what
ing systems and using resources wisely. they say. Led by their Sensing, ISTJs are especially
Traditional and often conservative, EST]s have attuned to the specifics and details of life. They arc
little interest in or enthusiasm for experimental, careful and accurate about facts, and plan and go
creative, or new approaches. Instead, they prefer to about their work in a thoughtful, meticulous fash
stick with familiar and tested ways of doing things. ion. Extremely conscientious people, ISTJs have
Nor do they adapt well or easily to change. As are a strong work ethic and always choose to get their
suit, they can be forceful and effective opponents, tasks done before they take the time to relax. IST]s
constantly challenging the necessity of change. also have excellent memories for details, and can
They are rarely convinced by anything other than usually recall with impressive clarity seemingly un
hard facts and logical reasoning. important events that occurred many years in the
Because they are so focused on the present, they past. Quiet and serious, IST]s are often happiest
may fail to appreciate how current actions may af when they are left alone to work at their own pace,
fect the future. And they are not particularly good without interruption or unsolicited input from
at anticipating future needs or forecasting future others. They know what they have to do and how
trends. Because they tend to make quick decisions, to do it, and seldom need close, if any, supervision.
they sometimes rush to judgment before they have Even when they are relaxing, lSTjs are produc
carefully and thoroughly considered all their op tive, and often enjoy using their hands to do crafts
tions. And once they have made up their minds, like woodworking, restoring antique autos, pottery,
they are difficult to convince otherwise. When needlepoint, and so on. Many also enjoy reading
44 THE ART Of SPEEDRUOING PEOPLE
and being a part of nature by hiking, fishing, or rheir single-minded determination is one of their
camping. greatest assets, it can also make them stubborn and
ISTJs are happiest and most productive doing unyielding, and incapable of necessary flexibility
things in familiar ways in familiar surroundings, when they are unexpectedly forced to change their
and they can become uncomfortable and anxious plans or act spcmaneously. Likewise, they are very
when faced with a new challenge without being conservative by nature, and are sometimes reluc.
given proper guidance as to how it should be done. tant to take even reasonable risks. Usually, as they
Because their Least function is Intuition, they are amass a great number of experiences, they become
naturally distrustful of new, untested ways of do more willing to try new things.
ing things, especially those with which they have
had no firsthand experience. Although they pride ESFJ
themselves on their efficiency, they can resist ef
fortS to improve existing practices if they don't Extraverted, Sensing, Feeling, Judging
immediately see the practical benefit in doing so. Estimated to be between 11 and 14 percent of
And because they are not global thinkers who nat the American population
urally think about the big picture and future im
plications, their skepticism can impede real and The saying "A friend in need is a friend indeed"
needed progress. could well have been inspired by an ESP], because
Logical and objective, ISTJs are impersonal de ESFJs are often the first to volunteer their assis
cision makers, who may at times seem unsympa tance. Friendly, outgoing, and sympathetic, these
thetic or uncaring. But they make decisions by Lead Feelers are extremely sensitive, have a very
weighing the pros and cons, and then decide based strong need to please and an equally strong need
upcn what makes the most sense, given the situa to be liked and appreciated by others. Generous
tion. They are not likely to be significantly influ and loyal, ESFJs tend to be very traditional people
enced by how people will feel about, or be affected who value their family and friends above all else.
by, rheir decisions. And while they like to be help They give freely of themselves, often committing
ful, rhey are usually comfortable making the tough large amounts of time to work in programs S(Xm
calls, and don't become preoccupied with how they sored by charity, communiry, or religious organiza
'I
, I will be viewed by others. While appeals based tions that serve their communities. Conscientious
I I
solely on emotion may fall on deaf (or at least and hardworking, ESFJs usually have a well
' hard-of-hearing!) ears, ISTJs are eminently fair. defined code of behavior- based upon the value
Usually possessing great pcwers of concentra system to which they subscribe- and wish others
tion, ISTJs are not easily diverted or distracted would as well. But sometimes it is not enough for
from the task at hand, which they approach in a them to be good people; they often feel compelled
II systematic, step-by-step fashion. However, while to try and instill their values in others.
I
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Because ESFJs' Least function is Thinking, they are most comfortable following a familiar routine.
are often unable to evaluate situations fairly and And they often have difficulty shifting gears and
objectively. ESFJs are so sensitive, and take things doing things in new or different ways. This can ap
so personally, they rarely see the logic in an argu ply equally to little things like taking an unfamiliar
ment or reason, and they may not consider objec road on a car trip, and to big things like changing
tivity a particularly admirable quality. They tend jobs or moving to a new town. In either case, they
to personalize everything and have such a rela do not happily embrace change. ESFJs also tend
tively thin skin that they are prone to having their to see the world in absolute terms; things are either
feelings hurt easily and often. ESFJs who feel they good or bad, right or wrong. Fortunately, most
have been wronged, especially if something they ESFJs have plenty of balance to avoid this tempta
value has been maligned, may take drastic actions, tion, for if they don't, they run the risk of becom
such as ending the relationship with the person ing opinionated and judgmental.
who offended them- even if it has been a long
standing friendship. But, more often, ESFJs get _I SF) _
into trouble by becoming overly involved and as
suming too much responsibility for the feelings of Introverted, Sensing, Feeling, Judging
others. In their effort to be good friends, they some E5timated w be between 7 and l 0 percent of
times run the risk of actually making themselves the American population
family members, friends, and coworkers who take invasion of their privacy- even if the disclosure
their responsibilities toward others very seriously. involves information that is innocuous and not
Sensitive and sympathetic, they are good listeners, very personal. For relaxation, ISF)s often prefer ac
eager to help people in real and practical ways, rivities that engage their senses, such as cooking,
which rhey do best by drawing on their own per gardening, painting, or making things with their
sonal experience. Because ISF)s don't like con hands. While rhey may occasionally enjoy the
frontation and are uncomfortable when people are company ofa close friend or two, they are comfort
unhappy with them or people close to them, they able spending much of their rime alone. ISFJs tend
usually try hard to accommodate others and to not to like surprises, and are most ar ease when
'I avoid arguments. They are also often reluctant su they are in familiar surroundings, enjoying, unin~
I
pervisors or managers, who disdain disciplining or terrupted, the things they have planned to do. Bur
I
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evaluating subordinates, and may suffer great anx when ir comes to holidays or other special events,
I
iety if they have to lire someone. ISF)s will plan rhem carefully and thoughtfully,
Because ISFJs' Least function is Intuition, they and rhen participate wirh great gusto!
may have difficulty imagining possibilities or sce
narios that don't yet exist. In problem solving, they ESTP
are much more comfortable applying knowledge
gained through direct experience than trying a new Extraverted, Sensing, Thinking. Perceiving
approach. ISF)s are so rooted in the present, and so Estimated to be between 6 and 8 percent of
trust the lessons of the past, that when they look the American population
to the future and its many unknowns, it is often
with apprehension and a sense of dread. ISF)s may For ESTPs, life is full of one fun-packed adventure
also have trouble appreciating the interconnected after another. Active, curious, and playful, these
ness of things, since they naturally pay attention Lead Sensors notice everything around them and
to the specifics, rather than to the big picture. are active participants in every aspect of their
Because lSFJs are such nice, accommodating, physical life. Responsive and adaptable, ESTPs act
and generous people, they run the risk of being first, rarely thinking through the consequences-
taken advantage of. In fact, they often have trouble especially any long-term implications of how their
asserting themselves, and most avoid potential con actions may affect other people. Realistic, yer im
frontational situations whenever possible. While pulsive, they immediately seize upon any exciting
they are warm and helpful, ISF)s are also very pri opportunity that presents itself. Superobservant,
vate, and are comfortable sharing their personal ESTPs are indiscriminate about the sensory im
thoughts and feelings with very few people. In fact, pressions they notice, as they constantly scan the
they may consider information disclosed about environment and people around them. They learn
them to others without their permission a serious best when they are physically engaged in the pro-
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TO THINE OWN SELF BE TRUE: VERIFYING PROFILES 47
cess, talking through what they are doing, and lot of people and are popular, since they ate so
commenting on the many details they see, feel, much fun to be around. The life of the party, they
and hear. are also often the first to try physical feats of dar
Full of energy, ESTPs love all kinds of surprises, ing or risk. They can sometimes give the erro
and willingly join in whatever is going on around neous impression that they are more emotionally
them, as long as it doesn't get too involved, com invested in an idea or a relationship than they re
plicated, or intense. Because their Least function ally are. And they may have to work hard to over
is Intuition, when conversations get too serious come their tendency to move on to greener
or discussions too theoretical, or when things are pastures once things become too familiar or pre
overly planned, they grow bored and restless. To dictable. ESTPs are often so eager for the next
try and lighten up the mood, they may act silly or physical thrill or experience, they sometimes ne
treat issues with too much superficiality. Most glect to follow through on the projects they've al
ESTPs love the outdoors and are avid sports fans. ready started and can wind up disappointing or
Of all of the sixteen types, ESTPs are perhaps the letting people down who are counting on them.
most naturally athletic and coordinated, learning When they put their minds to something, how
physical skills and tricks almost effortlessly. They ever, they are usually able to pull it off with skill
typically have a host of interests and hobbies, and style, even if it is at the last moment!
which they are ready to plunge into at a moment's
notice. This is good bt.>eause they often have
trouble sitting still or remaining inactive for any ISTP
-~---~---------
period of time.
Happiest when they are totally immersed at all Introverted, Sensing. Thinking. Perceiving
times in the action of the moment, ESTPs are usu Estimated to be between 4 and 7 percent of
the fire," they have little energy for the follow people or those with hidden agendas annoying.
through and little need to reap praise. But ISTPs are ever cool and unemotional, and so
Resourceful and adaptable, ISTPs seem to pos easygoing that they rarely try to control others.
sess an innate understanding of how anything Above all, ISTPs want to be left alone to live
works- from toasters to computers. They are es their lives as they see fit, and have little interest or
pecially effective when they combine their keen energy for trying to change others. The people in
powers of observation with their talent for logical their lives may find it difficult to develop and
analysis to solve problems. But since people rarely maintain any deep level of intimacy with lSTPs,
act with the same logical predictability that things whose Least function is Feeling, since they are of
do, ISTPs are generally less skilled or effective ten so unwilling to let others in. Learning the
dealing with interpersonal conflicts. The inherent skills necessary to maintain healthy relationships
inconsistency and irrationality of human beings is helps them become more invested in making them
both so confusing and frustrating to ISTPs that work.
they will frequently just walk away from a personal
conflict rather than be left feeling helpless and
inept. Very private about personal matters, they ESFP
rarely share their innermost feelings or fears, even
with people they know well and trust. Extraverted, Sensing, Feeling, Perceiving
Realistic and extremely practical, ISTPs are Estimated to be between 8 and lO percent of
people of action and self-direction. They like to the American population
work alone or alongside other skilled and capable
people, figuring things out for themselves without ESFPs are natural performers who delight in sur
outside help or input. Although they seek fun and prising and entertaining people. Warm, outgoing,
action in both their work and personal lives, ISTPs and friendly, they are usually vivacious and talka
really feel the most alive when they are doing tive. They know a lot of people and, as long as the
something independent, risky, or even dangerous. people are nice, they seem to like everyone equally
So strong is the allure of the adrenaline rush that well. Animated and fun loving, ESFPs prefer to be
they ofren seek occupations which place them in at the center of the action, surrounded by other
harm's way. And even those ISTPs whose jobs in easygoing, optimistic, and considerate people,
volve great risk, such as firefighters, police offi laughing, talking, or sharing a common interest or
cers, or pilots, often seek additional thrills in their activity. Enthusiastic and high spirited, social and
choice of recreational activities by racing cars, spontaneous, ESFPs can find it hard to settle down
riding motorcycles, or skiing expert slopes. and finish their work because they are so easily
Direct, honest, and down-to-earth, ISTPs tend distracted.
to be literal and explicit and find pretentious Down-to-earth and practical people, ESFPs are
TO THINE OWN SELF BE TRUE; VERIFYING PROFILES 49
so focused on whatever they are doing at the mo them with. Since they find conflict and tension be
ment, they can sometimes be ambushed by their tween people uncomfortable, they will rarely initi
Least function, which is Intuition, since they do ate a confrontation, and simply avoid overbearing
not naturally anticipate future events, or consider and insensitive people. Eager to help others, they
the effect their current choices may have on the are most satisfied when they can make a tangible
future. Realistic and literal, they appreciate the contribution, and are most gratified to see and
simple pleasures of life and tend to notice beauty hear that their efforts have made a real difference
everywhere. ESFPs like to fill their homes, offices, to someone in need.
and cars with objects from nature or sensory de Sympathetic and compassionate, they may be
lights like soft fabrics, bright colors, and sweet disappointed by people when they refuse to see any
smells. They take pride in their appearance and of thing but the most positive attributes of others.
ten spend time and energy keeping themselves fit They may even become overly involved in other
and attractive. Their busy social lives and many people's problems and have a hard time breaking
active, physical interests and hobbies fill every free free of unhealthy relationships. Since they rarely
moment, and they arc often rushing breathlessly apply objective analysis to their decision making,
from one experience to another. Since they live instead relying solely on their personal feelings and
completely in the present moment, and do not like values, they run the risk of becoming confused or
to plan ahead, they may find themselves overex being taken advantage of. Finding a balance be
tended. And because they hate to miss out on any tween deciding with the head or the heart can be a
thing, they leave so many options open that they lifelong, but worthwhile, challenge for many E..SFFs.
may have real trouble making decisions, or focus
ing on only one project at a time. Often running
late or forgetting appointments in the flurry of ISFP
their busy lives, ESFPs feel very guilty when they
unintentionally let people down. Introverted, Sensing, Feeling, Perceiving
Generous and eager to please, ESFPs are loyal Estimated to be between 5 and 7 percent of
friends and great companions. They are curious the American population
people, who accept life as it is, and rarely come to
things with preconceived notions or agendas. Un Gentle, sensitive, and compassionate, ISFPs are the
pretentious and matter-of-fact, they also are very most unassuming and down-to-earth of all types.
sensitive to other people's feelings, and tend to Typically people of few words, they demonstrate
take criticism and rejection very personally. While their commitment and loyalty to their friends,
they are generally open and expressive, they do families, and the few causes that are near to their
tend to keep their most private feelings to them hearts with actions, rather than words. Modest
selves, and are selective about whom they share and reserved, under the surface these Lead Feelers
SO THE ART Of SPEEOREADING PEOPLE
nevertheless feel all things personally. ISFPs are living life to the fullest in the present moment,
deeply affected by the pain, unhappiness, or misfor they find beauty and joy in simple pleasures. Be
tune of others, but hide their vulnerability behind cause they value an inner balance for themselves,
a veneer of detachment, appearing cool and re they like to keep their lives as uncomplicated as
moved. It can take a long time to really get to know possible, and rarely place a higher importance on
an ISFP. for they are intensely private people, and their work than on their family or personal lives.
highly selective about whom they take into their And because they dislike preplanning, they some
confidence. Only trusted friends are privy to their times find themselves taken by surprise by un
deepest thoughts and feelings. pleasant situations that could have been avoided.
ISFPs are so sensitive, they tend to take the wor Similarly, because they don't naturally or easily
> I
ries of the world on their shoulders. Observant and imagine what might be coming down the road, they
curious, they are quick to notice what other people may become pessimistic and discouraged when it
need. Since they want so much to help others, they looks as though they have no options. Along with
can become overly involved. And because their their relaxed and easygoing style often comes great
Least function is Thinking, they often lose their ob difficulty getting and staying organized. Trying to
jectivity in the process. Since they rend to be un manage complicated or long-range projects can
assertive, they don't readily speak up in their own leave them feeling overwhelmed. They are usually
defense, and are sometimes taken advantage of by much happier working quietly, behind the scenes,
others who arc less considerate and more assertive. doing their best as pan of a caring team.
In their desire to maintain harmony and please
others, they also may be less than forthcoming
about their true feelings of resentment, holding on ENTJ
to their hurt feelings and resentment for longer
than is healthy for them. Some ISFPs are vulnerable Extraverted, Intuitive, Thinking, Judging
to fast-talking, charismatic but unscrupulous people Estimated w be between 3 and 5 percent of
because they are so inherently trusting. It never the American population
occurs to them to look for anything but the best in
others. Developing a bit of healthy skepticism will ENTJs are natural leaders, whose competence and
protect them from being disappointed by others. strength inspires confidence and respect in others.
Patient and flexible, ISFPs are especially toler Their Lead Thinking enables them to analyze
ant and accepting of life. They rarely criticize the problems logically and objectively, weighing the
actions or beliefS of other people. They tend to fol pros and con..-; of an issue, and then make efficient,
low the path of least resistance, accommodating sensible, and often tough decisions. ENns value
and responding to change rather than trying to honesty and directness; they get right to the point
control or resist it. Focused and concerned with and don't beat around the bush.
,'I'
TO THINE OWN SELf BE TRUE: VERifYING PROFILES 51
However, because their Least function is Feel opinions-which may pertain to any number of
ing, ENTJs can be unaware of the impact their subjecrs. But because they are so eager to get one
actions have on others. In fact, many ENTJs are project completed and move on to the next,
rarher removed from the world ofemotions, so they ENTJs may not spend enough time reflecting and
may behave in ways that are insensitive to the thoughtfully considering the immediate and prac
needs or feelings of other people. While this is not tical consequences oftheir actions. And they may be
intentional, they can be brusque, critical, and ap surprised to learn that their good ideas are not as
pear arrogant when they become impatient with enthusiastically accepted as they expected them
people who may not grasp an issue as quickly as to be.
they do, or who take an opposing position. ENTJs ENTJs are often very career driven. Organized
also have the propensity to be overbearing and and productive, they like to work hard and eagerly
bossy, and may intimidate others into supporring rake on difficult challenges- often the more com
their positions. And because they are often in a plex the better. And as a result oftheir competence
hurry to get things done and move ahead, they may and resourcefulness, they are usually able to ac
fail to acknowledge or express their appreciation complish or even exceed their goals. But some
when others have helped them or done a good job. times, once they have embarked upon a course of
Talented strategic planners, ENTJs are capable action, they may be unwilling or unable to modify
of both seeing the big picture and anticipating their plans and pursue a new direction, even if
how current actions may affect future decisions. such action is warranted. ENT]s sometimes have
Creative and often innovative, ENTJs have great difficulty striking a healthy balance between their
courage when it comes to making bold, sweep work and home life, becoming so preoccupied with
ing changes, especially with respect to complex furthering their careers that they sacrifice their
problems or issues. Not easily intimidated, they family and personal life in the process. Not sur
engender confidence in others and often have a prisingly, reevaluating their priorities in midlife is
commanding and even awe-inspiring presence. an activity many ENTJs find worthwhile.
Great lovers of learning, ENTJs are always look
ing for ways to improve themselves and increase
their experrise and power. INT_.J__
Typically friendly, outgoing, and energetic,
ENTJs like to be where the action is, and are good Introverted, Intuitive, Thinking, Judging
at juggling several projects at the same time. They Estimated to be between l and 3 percem of
are often very articulate, think quickly on their the American population
feet, and can make very effective public speakers.
ENTJs are usually not the least bit shy about INTJs are global thinkers with original minds.
sharing their ideas or expressing their strong Their Lead Intuition enables them to clearly see
52 THE ART OF SPEEDREADING PEOPLE
connections, and to understand the long-range im communicating clearly with people who are not as
plications ofcurrent actions and events. Ingenious technically oriented, or being patient as they try
and innovative, IN1]s have a unique talent for to find common ground.
looking at almost anything and seeing how it can And because INTJs are most comfortable oper
be improved. This is true of the smallest product ating from an intellectual level, they are some
or service or can involve envisioning how best to times unaware of the emotional reactions or states
1:,, restructure and refine whole organizational sys of others. They may act in ways that are insensi
tems. But, by far, their favorite subject for improve tive and neglectful of those close to them, and
'
i ment is themselves. INTJs are on a constant quest may need to be reminded to take time to appreci
to increase their knowledge and, by extension, ate and actively nurture those relationships. Per
their overall competence. fectionists who set very high standards both for
Creative and imaginative, INTJs are both intel themselves and others, INTJs can be condescend
lectually curious and daring, even as they may ing and/or patronizing to those who fail to live up
be physically hesitant to try new things. Able to to their expectations, and parsimonious with their
quickly grasp and analyze complex issues, INTJs praise for those who do.
are excellent strategic problem solvers, with highly Given their powers of concentration, INTJs of
i developed critical thinking skills that allow them ten prefer to work alone, or with a small group of
to perform incisive analyses. Constantly seeking equally competent colleagues. They are especially
new intellectual challenges, they set very high reticent to take the time and energy to explain
standards for themselves, and usually reach or ex themselves or their work to othets they per
ceed them. ceive to be less competent. Because they are so
However, because their Least function is Sens private, they are very difficult to get to know.
ing, INTJs sometimes have difficulty operating in They especially do not like to share their
the real world. They tend to spend so much of their ideas or work until they feel it is perfect. Hard
time and energy in the inner world of ideas and workers capable of persevering against great odds,
perceptions that they may be completely unaware INTJs have enviable focus and determination,
of, or unconcerned with, the details of their physi and will not be deterred from reaching their
cal surroundings. This can result in small conse goals. Their single-mindedness may come with a
quences-such as bumping into the furniture or price, however, since it may result in their being
wearing mismatched socks- or large ones, such as stubborn and inflexible. And INTJs may have
failing to realistically assess the feasibility ofa proj particular difficulty making transitions from one
ect because they are unaware of the cost of neces project to another. Usually, all it takes is an even
sary resources. And sometimes, because they tend more fascinating challenge to recapture their
to be abstract and theoretical, they have trouble attention.
i
I
TO THINE OWN SELF BE TRUE: VERIFYING PROFILES 53
ENTP
pressive vocabulary and penchant for puns. Eager
to entertain their many friends and acquaintances,
Extraverted, Intuitive, Thinking, Perceiving they are often funny, witty, and engaging story
Estimated to be berween 4 and 6 percent tellers. ENTPs are also superb negotiators who
of the American populatiM know how to use their strategic thinking skills to
get what they want. Despite their outward charm
ENTPs usually make a great impression, and often and faciliry with people, they are ultimately prag
have a natural gift for getting people excited about matic decision makers, capable of analyzing sit
their ideas. Charming, outgoing, and friendly, they uations objectively, weighing the pros and cons
are extremely perceptive and skillful at communi dispassionately, and making decisions that are po
cating with all kinds of people. As Lead lntuitives, litically expedient.
they possess the ability to see the big picture and But because they are so personable, engaging,
anticipate trends, a willingness to take reasonable and apparently sincere, ENTPs may disappoinr or
risks, and enormous confidence. Their enthusiasm even alienate their friends and supporters when
is so infectious, and their negotiating skills so ac they fail to follow through on their commitments
complished, they are often able to persuade others or when they talk a better game than they actually
to join them in their always innovative, and often play. People lind this behavior inconsistent, con
successful, ventures. fusing, and misleading, and can come to mistrust
But ENTPs can sabotage their best inspirations theENTP.
by neglecting their Least function, which is Sens ENTPs are very flexible and adaptable, and able
ing. Many of their best ideas never come to fruition to turn on a dime and go in the opposite direction
because they do not pay close attention to impor if the situation calls for it. Neither particularly lib
tant details, grow bored after the initial, creative eral or conservative by nature, ENTPs are aware
phase ofthe project has been completed, or tend to of the rules of the game, and masters at bending
ignore the important follow-through on the many them to suit their purposes. Curious and open
commitmenrs they make. For many ENTPs, it is minded, they are extremely process oriented, pre
definitely the thrill of the chase, rather than hav ferring to continue collecting data and keeping
ing obtained the prize, that is most exciting, ener their options open as long as possible. But because
gizing, and satisfying. they so dislike closing off options, many ENTPs
Although they are Thinkers, ENTPs like to have difficulty making decisions or sticking with
please people and have a strong need to be liked. choices already made. For ENTPs who have this
Comfortable occupying center stage, they enjoy problem, there can be some serious consequences.
demonstrating their cleverness and sophisticated They run the risk of becoming chronic procrasti
language skills- which usually include an im nators, squandering their inspiration, and never
54 THE ART OF SPEEDREADING PEOPLE
reaching their true potential. And they may de But INTPs are also easily bored with simple is
velop a reputation for being indecisive and un sues, and tend to pay little attention to mundane
trustworthy. Fortunately, most ENTPs who have facts or details. They are especially intolerant of
these tendencies are smart enough to recognize redundancy, in thought or discussion, and may
their destructive potential, learn from their mis; simply ignore those things they see as trivial. This
takes, and change their behavior. And, usually, tendency can also give them a rather arrogant at
when they focus even a bit of their considerable titude, especially when they tune out people who
talents, they reap great rewards. may still be struggling to understand something
the INTP has already figured out. Since Feeling is
their Least function, they are less generally aware
INTP of, and often out of touch with, the needs, and es
pecially the feelings, of others. So while they are
':I
Introverted, Intuitive, Thinking, Perceiving usually patient with people who are genuinely
Estimated to be between 3 and 4 percent eager and quick to learn, they may be demanding
of the American population and condescending with those who need more
hand-holding.
As Lead and Introverted Thinkers, INTPs are in Creative and often ingenious, INTPs see possi
tensely logical, analytical people. They are at their bilities where others do not. They have a global
best turning concepts, ideas, and problems over in perspective and are quick to find subtle connec
their minds. Like the tumblers inside a lock rotat tions between things and imagine far-reaching im
ing until they find the correct combination, INTPs plications. Intellectual risk takers, they are usually
search for the perfect solution or approach. De very curious and eager to learn new things, in an
tached, intellectual, and complex people, INTPs effort to become more competent. While they are
are constantly on the lookout for increasingly dif especially capable at almost anything they deem
ficult creative challenges. worth the effort, they are often not nearly as com
Independent, skeptical, and often brilliant, petent in the area of interpersonal relationships,
INTPs are innately self-assured people. They pos closing off those who love them from their most
sess an inner confidence that they can tackle any private reactions and feelings. And often, they are
problem by logically working their way through it. not even aware of their own or others' feelings
In a crisis, they are generally unflappable, remain about important issues. They do not understand
ing amazingly calm and unperturbed, even when that other people need more reassurance than
they are up against seemingly insurmountable they do, since they view their commitments as
odds. They are fascinated with power and are self-evident.
rarely intimidated by anyone or anything. Because INTPs often spend so much time in the
I
II
I
.I!
'i'
'
world of ideas, they can become so complicated Articulate, vivacious, and enthusiastic, ENF]s
and removed that it is difficult for them to com are often excellent public speakers who possess an
municate simply and effectively with other people. innate sense of what their audience wants. Blessed
And since they rarely focus their impressive powers with a rare gift for making personal connections,
of concentration on the details, they may miss im ENF]s are skillful communicators, both one-on
portant realities that could make their ideas more one and with groups. They are tactful and diplo
workable. matic, and pride themselves on being able to make
INTPs absorb new information with incredible people feel good. They go to great lengths to avoid
speed, and can synthesize it almost immediately. offending others or hurting their feelings.
They are good at seeing flaws in ideas and generat Because ENFJs' Least function is Thinking, they
ing innovative solutions. But because they are re often suffer a serious lack of objectivity. They may
ally energized by the creative process and working be overly sensitive and take things personally that
out the problems, they often have more energy for were not intended to be. They may also experi
starting projects than they do for finishing them. ence difficulty making decisions that are logical,
Although they usually resist it, when they occa because they find it hard to know whether a par
sionally allow others to help them implement their ticular behavior or action is fair, or to trust them
vision, the results can be impressive. selves to make a just and impartial ruling. In an
effort to please and impress others, they often
take on more than they can comfortably manage,
ENFJ and sometimes end up feeling overwhelmed and
unappreciated.
Extraverted, Intuitive, Feeling, Judging Because ENFJs are prone to idealize relation
Estimated to be between 3 and 5 percent ships, they can be deeply disappointed when
of the American population people they believe in let them down. And be
cause it is often more important for them to satisfy
To ENF]s, maintaining harmony in relationships others' needs than their own, they run the risk of
is a lifelong goal as well as a natural, accomplished trading off honesty for harmony.
skill. Their Lead Feeling enables them to under Most ENFJs are highly productive and orga
stand people's feelings and drives them to try nized people who run on high energy. Any social
to make them happy. Warm, compassionate, and interaction further increases the energy level of
friendly, ENF]s are so tuned in to others that they these engaging conversationalists. They are often
can often anticipate their needs- especially emo capable of juggling several thoughts and/or projects
tional ones. And they are excellent at helping ar the same time, giving each the necessary atten
people solve personal problems in creative ways. tion that it deserves. And they are happiest when
56 THE ART Of SPEEOREADING PEOPLE
they have a plan and can work cooperatively with needs met, and are usually eager to provide what
others to realize their goals. They arc most satisfied ever support is necessary.
when they are helping others find ways to reach Typically gentle and soft-spoken, INF]s do not
their full potential. Aware of and concerned with like to call attention to themselves, and often are
global issues, ENFJs usually have strong, value content to work behind the scenes. Thoughtful,
based opinions that they generally feel free to share. caring, and sensitive, INF]s will usually go the ex
But sometimes ENFJs are in such a hurry to tra mile to maintain harmonious relationships. But
make a decision or complete a task that they can they can also be fiercely independent- willing to
foreclose options prematurely. As a result, they subject themselves to skepticism or criticism in
can fail to consider important information, as well order to make their vision, which is driven by their
as miss experiencing the process as fully as they strong values, a reality. They are so honest and
might. In their desire to get the job done as quickly earnest, they exude integrity, which causes people
as possible, and according to the way they feel it to immediately trust and respect them. For this
should be done, ENFJs can become inflexible and reason, they often make inspiring leaders.
incapable of adapting or acting spontaneously, Because INF]s' Least function is Sensing, they
even when the situation calls for it. Once reassured may fail to take into account realities that might
about their worth and the value of their unique prevent their ideas or vision from working on
contribution, they can usually take a step back a practical level. Preferring to focus on the big
and regain their sense of balance. picture, they sometimes miss essential details or
choose to ignore important facts that arc not con
gruent with their ideas. Because they believe so
INFJ deeply in the correctness of their position, they can
be judgmental and dismissive of competing views.
Introverted, Intuitive, Feeling, Judging INFJs' single-mindedness can become a liability
Estimated to be between 2 and 3 percent if they ate not flexible enough to modify their
of the Amerfcan population plans once they have embarked on a course of ac
tion ... much like a person driving down a high
Two words that best describe most INFJs are in way making great time but who, unfortunately,
tegrity and originality. Their Lead Intuition pro turns out to be going in the wrong direction! INFJs'
vides them with vision and creativity, both of perfectionism can also result in a tendency to be
which they find great satisfaction using in the ser stubborn and unyielding. They usually find sharing
I! vice of others. They are usually excellent listeners, their vision with someone they trust helps them
I
I I
I
patient and supportive. Extremely perceptive and see the flaws and gain a more realistic perspective.
! I
empathetic, they arc especially gifted at thinking INFJs arc decisive, organized, and great plan
.I
up new and better ways to help people get their ners. Combined with their single-mindedness and
TO THINE OWN SELf BE TRUE: VERIFYING PROFILES 51
sometimes fierce determination, they are often ENFPs are seldom impressed by authority or rules.
extremely productive. They like to set goals, and To the contrary! They pride themselves on their
can work tirelessly to achieve them. But some uniqueness and originality, and are talented at
times, in their haste to come to a conclusion, they solving problems and overcoming obstacles, in
run the risk of missing out on experiencing the cluding finding creative ways to bend rules they
process. And they can become so preoccupied consider unnecessary. One of ENFPs' greatest gifts
with achieving the goal that they lack the ability is their belief that nothing is impossible! Brain
to act spontaneously. storming possibilities, and bouncing ideas off other
Since INFJs are run by their values and deeply creative people, is one of their favorite pastimes.
held convictions, they tend to take things person Because ENFPs' Least function is Sensing, they
ally, and may have their feelings hurt when no hurt are often inattentive to details. They frequently
was intended. And, unfortunately, their sensitiv are searching for some lost object, and tasks like
ity can cause them to become defensive and write proofreading that require them to focus all their
off a person or an idea. They may need a gentle re attention on a single activity-especially for
minder from a friend not to take themselves so se long periods of time-can be extremely draining.
riously that they lose the ability to enjoy some of While ENFPs are usually capable of generating a
life's lighter, yet most pleasurable, moments. torrent of new ideas, they can lack the realistic
judgment to determine if any of them are practical
and workable. And because they are driven by the
ENFP
_______ - - - - - - - - -
__..:;.
idea, rather rhan by the reality, they can become
easily bored and neglect to follow through on de
Extraverted, Intuitive, Feeling, Perceiving tails once a project has moved past the fun and en
Estimated co be betm?en 6 and 7 percenr ergizing inspiration stage.
of <he American population ENFPs are usually well-connected people,
counting among their legion of friends and associ
ENFPs are driven by possibilities. Because their ates people from many different walks of life. Be
Lead function is Intuition, they are compelled to cause rhey hate to "close doors," they tend to
see beyond the present or obvious and to under maintain friendships for many years. They are en
stand things, especially people. They have an thusiastic and effective catalysts who derive great
'!!most insatiable curiosity, which they usually ap satisfaction from drawing on their huge network
ply to a wide spectrum of interests. Enthusiastic, to put people together for their mutual benefit.
friendly, and energetic, ENFPs are generally fun Perceptive, insightful, and empathetic, they are of
loving people, even as they seek to find meaning ten gifted at understanding others' motivations.
in '!11 they do. And they are usually good talkers, capable of per
Unconventional and occasionally irreverent, suading people of the merits of their positions.
58 THE ART OF SPEEDREADING PEOPLE
Because ENFPs enjoy keeping their options ues, and are passionately committed to make sure
open, and not being tied down, they may experi their beliefs and actions are congruent. Their need
ence great difficulty making decisions- especially for authenticity and personal integrity is so strong,
important ones, which can result in a tendency to . . they simply can't do something they don't believe
ward procrastination. ENFPs generally don't work in their heart is right. Sensitive and caring, INFPs
'i well alone, and can be easily distracted and diverted have great empathy for people, and can be ex
from the task at hand (especially if it is not some tremely nurturing and comforting to those they
thing they are excited about). Because they are so feel close to. However, because they are so selec
sensitive, they tend to take things personally and tive about what and whom they allow to enter
avoid situations that involve interpersonal conflict. their private world, they may appear rather cool,
They may avoid confronting issues or people when alocf, and even uncaring to people who don't know
it would really be in their best interest to do so. them well. It can take a long time to really get to
Warm, caring, and concerned, ENFPs have know an INFP.
strong personal values upon which they base most Because INFPs' Least function is Thinking, and
decisions, especially important ones. They are because they feel things so deeply, they have
deeply committed to their many friends, and are difficulty stepping back and considering things ob
usually eager and willing to help a friend at a mo jectively. Since they take almost everything per
ment's notice. While usually cheerful, ENFPs can sonally, they frequently get their feelings hurt
become withdrawn and moody when they become quite easily. Even remarks that are not intended to
'i
I
frightened or overwhelmed. In the throes of their be critical can cause them pain. And comments or
gloomier side, their usual perceptiveness can be actions that unintentionally offend INFPs' values
'!I come badly flawed, and they may misjudge others'
'I are often experienced as a personal affront. Rather
.! intentions and motives and generally feel pessimis than confront the offender, INFPs are more likely
I
I
:r tic and alone. Being reassured by those they care to keep their feelings to themselves, allowing the
I
I
about usually helps restore their natural optimism. resentment to fester. And they are often reluc
tant even to discuss the matter later, so sometimes
INFP INFPs will simply drop people from their lives,
rather than make the effort to work it out. Ironi
Introverted, Intuitive, Feeling, Perceiving cally, because INFPs tend to idealize relationships,
Estimated to be between 3 and 4 percent they are often disappointed when someone does
of the American population not live up to their expectations.
Creative and imaginative, INFPs have a great
INFPs are on a lifelong quest for meaning and in curiosity about the world, and often have a
ner harmony. Their Lead function is Feeling, so passionate and lifelong love of the arts. They
they are driven by their deeply felt personal val especially appreciate new and unusual forms of
TO THINE OWN SELF BE TRUE: VERIFYING PROFILES 59
-----------------
self-expression. Not bound by convention or tra occupation with self-awareness can keep them
ditional ways of doing things, INFPs do not follow from noticing or participating in some of the more
the pack, and, in fact, often feel a little out of sync pedestrian activities of the outside world. While
with the rest of the world. Open-minded, and they naturally imagine possibilities and consider
adaptable in small things, they are usually sup how things are related to one another, they don't
portive and tolerant of others with alternative tend to be especially realistic or practical. They
lifestyles, as long as their behavior or customs may find the more mundane, day.-to.-day activities
don't have a personal impact on INFPs, or cause of life unfulfilling and may have to work hard to
them to compromise their values. In those cases, stay on top of them. INFPs often enjoy spending
the INFP can become rigid and unforgiving. large periods of time alone, in quiet reflection,
INFPs' primary focus is inward, and many have reading, or writing. They are happiest when they
highly developed and deeply meaningful spiritual can totally immerse themselves in interesting and
components to their lives. &)metimes their pre. personally meaningful projects.
,, II
PART TWO
The System:
Learning How to
SpeedRead People
I CHAPTER THREE
r; I
i'l I
THE PREFEREHCES AS CLUES 65
them, they can easily monopolize a conversation, Because Introverts prefer to devote their atten
and may even seem oblivious to how they are be tion to one thing at a time, they will generally
ing perceived by the people with whom they are maintain good eye contact, while some Extraverts
speaking. For the same reason, some very strong maintain less eye contact because they are easily
Introverts may be unaware of the amount of phys distracted and are busy scanning their environ
ical space others need in order to feel comfortable, ment to see what's going on, in order to make sure
and may unknowingly violate that space by stand they are not missing out on anything important.
ing or talking too close.
This tendency not to focus on the people and
thint,<s around them also contributes to Introverts' Appearance
sometimes being socially awkward. Therefore, Ex
traverts are generally much more comfortable in While not the strongest clue for this dimension,
social settings, and (although they may not want there are some differences that may be useful. Be
to do it) are usually able to make small talk fairly cause Extraverts generally like to call attention to
easily. themselves more than Introverts, they are more
The actual language-vocabulary and syn likely to be considered flamboyant; they may wear
tax -of Introverts and Extraverts does not often brightly colored, highly fashionable, or sexy cloth
provide very useful cues. The exception is that, be ing, or drive flashy cars. Introverts may choose
cause they are more self-focused than Extraverts, more subdued colors, since they are genemlly less
Introverts will sometimes use the pronoun "I" comfortable in the spotlight.
when an Extravert would use the pronoun "we."
For example, an Introvert might say: "I'll be mov
ing to Georgia next year," when describing a fam- Amount of Interaction Sought
ily move, whereas an Extravert is more likely to
include his family in a statement that is about Typically, Extraverts seek and enjoy much more
him, as in "We got a promotion." social interaction than do Introverts. With strong
In addition to talking more than Introverts, Extraverts, this may be a great clue. Take, for ex
Extraverts also tend to talk faster. In contrast, the ample, the boyfriend who always wants to include
speech patterns of most Introverts are measured, others when he and his girlfriend go out, or the
constant, and the pace slower and more even. coworker who always insists the whole gang eat
Whereas Extravert> often move quickly from lunch together.
one topic to the next, Introverts usually prefer Strong Introverts can be often identified by the
to discuss one subject in depth before moving to absence of great numbers of people in their lives.
the next. For example, the woman who eats lunch alone
66 THE ART Of SPEEDREADING PEOPLE
----------------
while she reads a book every day, or the coworker they like most and least about it, and what is their
who never shows up for office patties or func ideal or fantasy job. Knowing this will help you
tions unless they are mandatory. In such extreme discover whether you ate looking at a satisfied ac
cases-on either side-people often have well countant or an Extraverted stand-up comic des
deserved reputations for being either Extraverts or perately trying to burst out.
Introverts. But since such extreme cases are not As we've already discussed, since many people
common, these clues will mote often come from
ate not really well suited for their jobs, it is ex
observing people engaging in their everyday inter
tremely helpful if you can find out if that is the
actions, where you will discover that Extraverts
case for the person you are trying to SpeedRead.
I are mote likely to engage strangers (or anyone else,
In the event you can find out, it is also important
i'
for that matter) in conversations, while Introverts for you to know what does constitute job satis
are mote likely to keep their interpersonal trans faction for Extraverts and Introverts. In general,
actions to a minimum. And Introverts almost al, Extraverts tend to be happiest in jobs that allow
I I ways prefer conversation and interactions to be of them to have a lot of interaction with others,
a longer, more substantive nature. work on a variety of projects, and be able to talk
about their ideas. Introverts tend to be happiest in
jobs that allow them to concentrate on one proj
;
!I Occupations ect at a time, think things through carefully, and
I
i work at a steady pace.
On occasion, occupational choice can provide a Keeping in mind the warning not to jump to
I
useful clue. However, making assumptions based conclusions based solely on a job title, there are
i
'.I solely on someone's occupation can be dangerously some jobs and careers that tend to attract large
I
I
I
misleading, because most people have jobs that do numbers of Extraverts and others that are more
not make use of their natural talents, and, conse appealing to Introverts. Knowing about them can
I quently, are not very satisfying. So your Speed help you form a working hypothesis about some
Reading will be more accurate if you can shed some one while you collect more data.
,I
i of the stereotypes we've all accumulated over the Some jobs/careers with high percentages of
years. Introverts include: artist, computer program
In many situations, you will get the chance to mer, librarian, architect, college faculty member,
.,,,i talk at length with people you are trying to Speed bookkeeper and accountant, engineer, writer,
I Read. Your assessment, based on occupational researcher.*
J, clues, is likely to be infinitely more accurate if you
' are able to find out the answers to a few important
l;l *For comprehensive information regarding Type and occupa
questions, such as how they got into the particular
tional choice, see The Type Atlas, Center for Applications of Psy
line of work, whether they like their job, what chological Type (CAPT).
THE PREFERIENCES AS CLUES 67
Some jobs/careers with high percentages of Other activities that are generally done alone,
Extraverts include: marketer, public relations spe such as reading, gardening, and sewing, or those
cialist, actor, salesperson, manager, social worker, that take time -like playing chess- may appeal
and public speaker. more to Introverts. Extraverts usually prefer activ
It is important to understand that most jobs ities that involve a lot of action and interaction,
allow people the flexibility to perform the work in such as group card games or charades.
their own style. For example, both Introverts and When it comes to sports, Introverts are more
Extraverts may teach American history, but they likely to be attracted to individual sports, such
will probably do it in very different ways. The In as swimming, running, tennis, or golf. Extraverts
trovert may prefer to lecture, assign her students a rypically gravitate to team sports, which allow for
lot of reading to be done individually, and offer to more social interaction.
advise them one on one. The Extravert may sug There are clearly limitations in trying to deter
gest his students form study groups, and may enjoy mine a person's preference based solely on their in
dressing up as George Washington or encourage terests and hobbies. For one thing, all people have
his students to act out important historical events a need for balance in their lives, and for many, this
such as the signing of the Declaration of Indepen balance is achieved by using the opposite sides of
dence. Incidentally, this caution to not be misled their personalities that get less exercise. This is es
solely by occupational stereotypes applies to all of pecially true for people approaching midlife. For
the type preferences. example, lntuitives who spend most of their time
and energy in more intellectual pursuits may find
doing physical things, such as playing sports or
Interests and Hobbies cooking, very gratifying. Likewise, Sensors who
operate in the physical world most of the time may
What people choose to do with their spare time can enjoy engaging their Intuition hy reading a good
also sometimes provide useful clues about Extra mystery or learning a new computer program.
version and Introversion. But, as with occupations, For easy reference, we present the following list
the most important question is not what people of major clues for this type dimension. While not
do, but how they do it. Take fishing, for example. every item will pertain to every person, both lists
While both Extraverts and Introverts may enjoy should nevertheless provide you with a good
this sport, they usually enjoy it in very different thumbnail sketch of Extraverts and Introverts.
ways. While an Introvert may love nothing better
than to spend an entire day fishing alone, or per SENSOR OR INTUITIVE?
haps with one close friend, most Extraverts find
this type of fishing too isolating, and would almost Since perhaps the greatest differences exist be
always prefer to have company. tween Sensors and lntuitives, there are some very
68 THE ART OF SPEEDREADING PEOPLE
Extraverts Introverts
Have enthusiastic demeanor Have calm, measured demeanor
Talk more Talk less
Are usually more animated Are usually more reserved
Think out loud Think. then talk
Talk fastet and usually louder Talk slower and usually more quietly
Are easily distracted Are able to fOcus their attention
Change subjects quickly Stay with one subject at a time
Like to be around people Like to SPOnd time alone
Often seek center stage Often shun the limelight
.Act lirst and think about it larer Are more cautious and hesitant
Interrupt !Uldlinish sentences Start conversations without a preface
useful clues that can help us differentiate the two. you know anything about the person you are trying
But because perception is mostly an unconscious to SpeedRead, the flat odds are about two to one
process, which goes undetected while it is occur that person i> a Sensor.
ring, many of these clues are more subtle than
those involving other preferences, such as Extra
version and Introversion. Communication Style
way. If you hand a Sensor an apple and ask: "Would because there is a Shell gas station on the north
you please tell me about this objectr' she's likely west comer and a Burger King on the opposite
to say something like this: "Well, this is a Mcin one. Make a left onto Elm. Go about three-tenths
tosh apple. It's round, has a brown stem about an of a mile- you will pass the high school on your
inch long and two green leaves coming out of the right. Two blocks past the high school is num
center. The skin is smooth. It's cold and smells ber 37 - a white colonial house with blue shut
ripe." She reports as accurately as she can what ters. You'll recognize my red Toyota Camry in the
her senses tell her about the object. But if you ask driveway. You can park right behind it."
the same question of an Intuitive, you could just Because they don't naturally pay attention to
as easily hear something like this: "Apples have details, and because they jump from idea to idea so
been around a long time- probably since the quickly, an Intuitive attempting to give the same
Garden of Eden! They're very versatile- you can directions may sound more like this: "Let's see ...
make pies, sauce, juice, and a lot ofother stuff from I think I'll send you up South Street. Turn at the
them, and they're supposed to be good for you comer and drive until you come to Chestnut
you know: an apple a day, keeps the doctor away ... Street ... or is it Walnut Street? ... umm, I'm not
kids used to bring them to their teachers ... New sure, but you'll know it because the name of the
York City is called the Big Apple, although I'm street has a nut in it. Anyway, turn on that street
not sure why ..."He doesn't report specifics about and go until you come to Elm ... I think it's a
the object, but rather his associations with it. right tum. The house is a few minutes down on the
Sensors also concentrate on facts and specifics, right, and you'll see a lot of cars parked out front.
and talk sequentially, each thought naturally fol If you get lost, rm pretty sure there's a gas station
lowing the one before it. They start at point A and when you first turn onto Elm where you can stop
continue until point Z, without much diversion in and ask directions. Oh, and if you reach the high
between. Sensors also tend to be precise. The com way underpass, you've gone too far."
bination of these two characteristics can be seen Sensors' sentences tend to be short, contain one
in the example of a Sensor giving someone direc thought, and end with a period. lntuitives' sen
tions to a mutual friend's house: "Make a left out tences tend to be long, compound, rambling, and
of the driveway and go about three hundred yards often trail off unfinished. Because they mentally
to the end of this block. Make a right turn. That is anticipate the point a speaker is making, they will
South Street. Continue on South Street for five frequently finish other people's sentences for them.
blocks until you come to Chestnut Street. There And their assumptions are often correct (although
is a large white church on the corner. Make a right this habit is not always appreciated). Those most
tum onto Chestnut and continue until you get to likely to engage in this behavior are lntuitives
the third light, which is Elm Street. You'll know it who are also Extraverts (ENs).
70 THE ART OF SPEEDREADIHG PEOPLE
Sensors tend to be literal and economical with (although this is certainly not always the case).
regard to language. The character Joe Friday on Sensors also tend to be attracted to books and mag
the classic television show Dragnet expressed the azines that deal with real things that interest them,
Sensing attitude with his famous line "Just the such as fishing, photography, doll collecting, or
facts, ma'am." Put another way, Sensors believe model building. For example, manuals that provide
people should say what they mean and mean what directions for assembling or repairing products are
they say. lntuitives are more figurative, and also more appreciated and used by Sensors, while ln
more wordy. They enjoy and liberally use analo tuitives often find the details too confusing or bor
gies and metaphors to communicate and repeat ing, and try to figure it out by themselves.
their thoughts (although they will usually say the The types of humor that Sensors and lntuitives
same thing with a different spin or subtle interpre enjoy can sometimes also provide a useful clue.
tation). This is more likely to be true of lntuitives lntuitives often appreciate cerebral or intellectual
who are also Extraverts (ENs). humor that deals with language, politics, or cur
Language as an idea generally appeals to ln rent issues. The rambling, free-association rants
i
I tuitives. They often choose their words carefully of comedian Dennis Miller offer a terrific example
and are aware of the power and nuance of vocabu of Intuitive humor at its best. Conversely, Sen
I
lary. They like words that are interesting, unusual,
or even obscure, and appreciate turns of phrases,
sors often appreciate physical, as well as slapstick,
humor, the kind that comedian Lucille Ball per
I
plays on words, double entendres, and puns. ln
tuitives enjoy finding novel ways of expressing
fected. (But this is certainly not to imply all Sen
sors find the Three Stooges hilarious, or that only
thoughts both verbally and in writing. Sophisti lntuitives appreciate comedians like Mark Russell
cated with regard to language, they consider it an or George Carlin.)
art. Conversely, the more practical Sensors con
sider and use language as a tool. Its purpose is to Future or Present Orientation
convey thoughts in the most efficient manner pos
,j
I
I'
sible. For most Sensors, language is about utility. Sensors typically have a strong orientation to the
Aesthetics may be a nice byproduct, but they are present and the past. They often have excellent
I,I
not its primary purpose. memories for things they have experienced, and
The differences described above sometimes use this information to make decisions. They are
show up in what Sensors and lntuitives choose for more comfortable with things they have known,
recreational reading. Because Sensors value facts the tried and true, rather than experimenting on
and realism, they tend to enjoy nonfiction, such as things yet untested. lntuitives, however, are gen~
biography, history, or magazines for sports fans. erally intrigued with anything new or original.
lntuitives, with their appreciation of imagination, They have a more future orientation and, in fact,
tend to prefer literary fiction, poetry, and plays tend to spend more waking hours thinking ahead
THE PREFERENCES AS CLUES 71
-----------------------------
than they do in the moment or reliving the past. not with the same frequency. And they often per
A, a general rule, lntuitives are more trusting of form the same jobs quite differently. Ideally, Sen
the unknown than are Sensors. sors find work that allows them to work with real
things, apply past experience to solving problems,
Movement and Body Awareness have a clear understanding of expectations of
them, and at the end of the day, see what they've
By definition, Sensors are often keenly aware of accomplished. lntuitives are happiest when they
things, including their own bodies and their phys choose work that allows them to focus on possi
ical surroundings. (This is especially true of Sen bilities, to consider creative or innovative ap..
sors who are also Extraverts.) We descrihe their proaches to solving problems, and to take on new
natural comfort with things physical as "being in and constantly challenging projects.
their bodies." Combined with their propensity for Keeping in mind the cautions already expressed
living in the present moment, Sensors often have about SpeedReading people based solely on their
a natural gracefulness and ruggedness. This charac job titles, there are some positions that attract
teristic can sometimes be seen in natural athletic more Sensors than lntuitives. Knowing about
prowess, but is more often seen in the effortless way them can help you form a working hypothesis
most Sensors move. They seem to he more closely about someone while you collect more data. Some
in step with the natural world, and their smooth of these highly Sensing jobs/careers include: man
and graceful movements seem known, rather than ager, banker, police officer, administrator, farmer,
learned. tradesperson, teacher (elementary school), nurse
The same cannot he said of most lntuitives, or other health care provider, bookkeeper, ac
who experience much of life thinking about countant, military person, real estate agent, secre.
things as opposed to doing them. While certainly tary, and retail salesperson.
there are uncoordinated Sensors (especially Sen Some jobs and/or careers that reflect a higher
sors who are also Judgers-Sjs), as well as graceful percentage of lntuitives include: psychologist,
lntuitives, they seem to be the exceptions, rather counselor, the clergy, writer and journalist, social
than the rule. It is far more likely, fOr example, for scientist, philosopher, artist, musician and com..
an Intuitive to misjudge the disrance of an up poser, researcher, marketer, social worker, college
coming step, or bump into a door jamb, than it is faculty member (especially in the liheral arts),
for a Sensor. consultant, lawyer, computer programmer, and
designer. While this does not mean that every
Occupation writer you meet will be an Intuitive, or every
pilot will be a Sensor, the odds are this will be
As is true of Extraverts and Introverts, Sensors his or her preference, if the person really finds the
and lntuitives are found in all kinds of jobs, but job satisfying.
72 THE ART OF SPEEDREADING PEOPLE
I QUICK RECAP
Sensing I Intuitjon Clues
Sensors lntuitlves
Are about 65% of the American population Are about 35% of the American population
Have clear, straightforward speech pattern Have complex speech pattern; use lots of
Have sequential thoughts-one fullows compound sentences
the next Have roundabout thoughts-leap from one
Are more literal; use facts and real examples to the next
Use language as a tool II Are more figurative; use analogies and
metaphors
Are more aware of their bodies
Use la,nguage to express selves
Are more artracted to jobs that require
practicality Are more in their heads
Are less likely to have graduate degree(s) .Are more artracted to jobs that involve
creativity
Often prefer nonfiction reading
Are more likely to have graduate degree(s)
Are direct and to the point
Often prefer fiction reading
Include details and fucts
Repeat themselves, recap, and rephrase
II Remember the past accurately
Talk about global issues, the big picture
Tend to listen until others complete their
whole thought Envision the future
Tend to linish others' sentences
more highly attuned fashion sense and notice what sors. lntuitives may generally dress according to
is fashionable. While lntuitives may tend to be the their own personal identity rather than from any
famous fashion designers and are the true trend fashion demand. And in general, Sensors are more
setters, it's the Sensors- in their larger num likely to wear the right clothing item for the ac
bers- who really decide what is fashionable or tivity- whether it's hiking boots or an evening
not. Sensors who are also Extraverts tend to wear gown- than are lntuitives, who are less interested
bolder colors and patterns than Introverted Sen in and aware of the details of situations.
l
il1)' 74 THE ART OF SPEEDREADINCi PEOPLE
THINKER OR FEELER?
Demeanor
I I
I
As with the first two type dimensions, there are Although other preferences, such as Introversion
some very good clues to help you identify a person and Extraversion, can greatly influence a persons
constitute both an advantage and a danger when towards people and Feelers act warmer. When
SpeedReading people. It is an advantage because SpeedReading someone, it is always important to
it is usually easy to differentiate men from women, consider the context of the interaction: Who is
I
so the odds are if you are talking to a woman, she
is probably a Feeler. Likewise, if you're talking to a
this person talking to . . . her child or her boss!
Where is the conversation taking place ... on the
man, he is probably a Thinker. The danger is that beach or at the office? What is her purpose ... to
we all have been raised with many stereotypes get her child to eat his lunch or to ask for a raise?
about normal male and female behavior such as: The point is that the specifics of her behaviors
I men are tough and aggressive; women are soft and will be different depending on the situation, and
I. nurturing; men are logical and analytical; women unless the context is taken into account, you may
are emotional and subjective; men are competi.. easily misinterpret a clue.
tive; women are cooperative; men are brutally What does a Feeler's warmth or a Thinker's cool
honest; women are sensitive and diplomatic, and ness look like? First, Feelers generally act friendlier
so forrh. The truth is, most, if not all, of the char than Thinkers (this is especially true for Extra
acteristics listed above are more related to type verted Feelers). They are often described as "nice."
than to gender. And the danger in knowing more Because most Feelers are both naturally tuned in
women are Feelers and more men are Thinkers is to people's feelings and like to please others, they
that novice SpeedReaders will be tempted to mis will often go out of their way to help people
read aU men as Thinkers and all women as Feelers. even strangers. They do this in big ways, like
Succumbing to this temptation will result in inac volunteering to hold crack-addicted babies in hos
curate SpeedReading, because a man and a woman pitals, and in small ways, like letting a person with
who are both Thinkers are more similar in the way a few items cut ahead of them in line at the gro
they make decisions than are two women when cery store. Although they seldom consider it a
one is a Thinker and the other a Feeler. And the sacrifice, they often put the needs of others ahead
same thing goes for men. The goal is to identify of their own. Also, Feelers are more comfortable
one's true type. Remember that Thinking and Feel revealing information about their personal lives,
ing are really about decision making. from displaying photographs and artwork of their
THE PREFERENCES AS CLUES 75
children to sharing their feelings with others. Most sentimental, more likely to cry at movies, and may
Thinkers are reluctant to share how they feel, even become nostalgic much more quickly and visibly
sometimes with those they know well, like family than the usually emotionally contained Thinkers.
members and close friends. If somecne is accu Feelers are generally more able and willing to be
rately described as being "all business," the likeli caught up in the emotional element or be moved
hood is that person is a Thinker. by the emotional drama of stories, plays, movies,
This is not to suggest that Thinkers won't help and television.
someone in need, but they do tend to be less likely For their part, Thinkers are usually much more
to notice when someone needs their help (espe assertive than Feelers, which tends to make them
cially emotional support). And because they don't appear more confident. Feelers shun conflict and
have the Feelers' natural drive to please people, would almost always rather acquiesce than risk
they are less inclined to inconvenience themselves creating disharmony. Their deep aversion to hurt
when they do notice. ing people's feelings creates in them a desire to
Feelers' natural thoughtfulness is often seen in cooperate rather than compete. Feelers often get
the importance they place on engaging in social their own feelings hurt by the insensitivity of oth
niceties. For example, they usually put great ers, and because they take almost everything per
thought into selecting just the right gift to give, sonally. Therefore, they are more frequently, and
and are much more likely to immediately write aptly, described as having a thin skin, whereas
thank you notes acknowledging gifts they receive. Thinkers are naturally, and accurately, called
They also tend to show genuine concern for the thick-skinned, as a result of their natural inclina
welfare of others, and often can be found doing tion to remain objective. Therefore, Thinkers tend
things like visiting with older people or sick rela often to have a more emotionally even demeanor,
tives or friends, listening to their problems and of while Feelers may exhibit more emotional highs
fering gentle support. Acts of kindness performed and lows.
by Thinkers are usually more impersonal in na Perhaps surprisingly, while Feelers will go to
ture, perhaps helping people solve a specific prob great lengths to avoid conflict, they may become
lem, such as resolving a disputed bill with a utility hostile or even aggressive if their values are vio~
company or shopping for their groceries. lated. Because Feelers are run by their values, if
Feelers' sensitivity shows up in other observable someone's words or deeds trample them, they tend
ways. They are less likely to make jokes at others' to be hurt deeply, and many Feelers may be unable
expense or find situations in which people get or unwilling to just let it go. Instead, they can be
hurt or embarrassed amusing. For this reason they come angry and punishing. Such volatility is sel
usually don't enjoy TV shows or movies that in dom seen in Thinkers, who are less inclined to
volve a lot of violence- even when the situation take thin!,'S personally, and therefore are less likely
involves fictional accounts. They are frequently to become offended.
.,
76 THE ART OF SPEEDREADING PEOPLE
In normal interpersonal transactions, Feelers are Thinking or Feeling. Feelers naturally look for
usually very complimentary and express their ap points of agreement in conversations first and
preciation to others easily. If you observe some later work themselves around to discussing points
one gushing over how great a job Sally did, or of difference once some sense of harmony is estab
how terrific Jeffrey looks, you can be fairly certain lished. Thinkers tend to first notice and deal with
that person is a Feeler (and probably an Extra points of difference and, later, if there's time, ad
verted Feeler). (Though, because of their social dress the points of agreement. This means that
ization, women-even women Thinkers-are Feelers tend to do a lot of appreciating and com
more likely to engage in this type of behavior plimenting up front and couch any criticism
than are men.) Thinkers, in contrast, are usually in careful and diplomatic terms. Thinkers, on the
parsimonious with their compliments. As the other hand, tend to be much more direct, critical,
Thinking boss said when asked if she ever tells her and totally truthful, even blunt, and they may oc
employees how much she appreciates their work: casionally forget to offer positive feedback.
"They know I think they do good work, because ifl Consistent with their more emotionally de
didn't, they would have been fired a long time tached demeanor, Thinkers often use words that
ago." Whereas Feelers are more affirming, Think are precise and appropriate to the situation, but
ers are generally quick to tell others where they which don't shed any light on how they personally
need improvement. It's important to understand feel about an issue.
that Thinkers don't point out flaws to be mean,
but to be helpful. For them, honest feedback is es A Thinker describing a movie he just saw: "The two
sential if people are to improve their performance, b1ggest problems with this movie were: first the
which is a goal most Thinkers have in common. characters were too one-dimensional, and, second.
Another easily observable behavior has to do It lacked a believable plot The writer simply failed
with the fact that Thmkers are more comfortable to convmce me that the main character was capable
arguing, and may enjoy a heated debate. For them, of such evil behavior. since the film didn't provide
it is an intellectual exercise and is not something sufficient background history. And the same could
they take personally. The same cannot be said of be said for all the mam characters. W~h regard to
Feelers, who seldom en1,,>age in recreational argu the plot. it simply defied credulity. In my JUdgment.
ing, because to them, it means people are unhappy the characters. even ones as shallow as these. simply
or angry at each other. wouldn't have done what they did in this film."
A Feeler. commenting on the same movie, might
Language sound more like this: "How offensive! What a waste
of my money! And to think we waited forty-five
The language, and especially the vocabulary, that minutes to get in' Everything about this movie stunk:
!
people use helps reveal their preference for either the acting was pathetic, and the writing- if you
! I
THE PREFEREHCES AS CLUES 77
-----------
could call it that -was atrocious. But what really dispassionate manner. Often their thoughts are
got me was all the gratuitous violerce. The whole highly organized, even in times of stress or con
plot was such a thinly veiled excuse to find even flict. In contrast, Feelers may get very involved,
more novel and gruesome ways of killing people. especially when di>cussing something important
This movie has absolutely no socially redeeming to them, and may become louder and more ani
value. Needless to say, I won't be recommending mated as well. Consequently, people who habitu
this trash to ary of my friends." ally demonstrate more passion when they speak ate
more likely to be Feelers than Thinkers. (Again,
At the end of the second review, there would be this is especially true of Extraverted Feelers.) Dur
little doubt as to the Feeler's opinion of the movie, ing conflict, Feelers become nervous and anxious,
since the words reflect deeply held values. Clearly, which may become apparent by their wavering
this Feeler's remarks are less an objective critique voices or shaking hands or knees.
of the merits of the movie than they are an ex Finally, another good clue involves the speaker's
pression of how he felt about it. In contrast, the use of names. While this is not always the case,
Thinker's comments reflect little abcut how he Feelers are more likely to use a person's name re~
felt (subjectively) about the movie and more of peatedly when talking to him or her. But there iJ; a
what he thought (objectively) about it. caveat with regard to this due: sophisticated com
An effective SpeedReading technique is to ask municators know that most of us like to hear our
a Thinker how he feels about something, like a names spoken out loud, and many have learned to
movie, a news report, or a current event- almost do this as a communication technique. This is
anything that would not be considered personal. similar to a tactic used by many politicians when
Most Thinkers won't relate to the word "feel" used they call supporters looking for contributions. Of
in this context, and may pause or ask: "What do ten they will ask the potential contributor abcut
you mean, how do I feel about that? What's to feel his family, referring to them by name: "Say, how's
abcut?" It's not that Thinkers don't have feelings. your daughter Lisa doing? She must be, what, abcut
Rather feelings pertain only to something truly ten by now 1" Of course, in all likelihood, the pol is
personal, as in: "How did you feel when your child looking at note card' with the names and other
got sick?" On the other hand, Feelers will often useful information about the potential contribu
tell you how they feel abcut something, even if tor's family, but the potential contributor is still
you don't ask. And you don't have to be concerned likely to be flattered and impressed that such an im
that they won't think you are asking for their feel portant person remembered something abcut his
ings, because they consider most everything per kids. People who frequently (and not consciously)
sonal, and natural to have feelings abcut. use others' first names a lot when speaking with
In addition to the choice of words used, them are often trying to make a connection, and
Thinkers usually speak in a more calm, even, and are more likely to be Feelers.
78 THE ART OF SPEEDREADING PEOPLE
QUICK RECAP
Thinking I Feeling Clues
Thinkers Feelets
a Act cooler, more distant toward others a Act warmer, friendlier toward others
a May seem insensitive a Are very sensitive to others' feelings
a May be blunt and tactless a Ate usually very gentle and diplomatic
a Often appear businesslike a Engage in social niceties
a May argue or debate for fun a Avoid arguments, conflict, and confrontation
a Are more "thick-skinned" a Have theit feelings hurt more easily
a Get right to the point Wl3ngage in small talk first
a Seldom ask if timing is illconvenient a Ask if timing is inconvenient
a Appear low-key and matter-of-f>!ct a May appear excited and emotional
a Give praise sparingly a Are. generous with praise
a Are usually very assertive a May lack as.seniveness
a Use impersonal language a Use lots of "value" words
a Use people's names sparingly a Use people's names frequently
a Often are engaged in jobs of strategy a Are often involved in helping jobs
a Are more likely to be male (65% chance) a Are more likelyro be female (65% chance)
be more physical with each other than are men), kinds), farmer, attorney, judge, accountant, pa~
Thinkers are usually much less comfortable with thologist, and computer specialist.
such public displays of affection. In contrast, the largest percentage of Feelers
There is an interesting gesture many Thinkers can be found in the clergy, all kinds of counseling,
use when talking. They will announce the number teaching of liberal arts, child care and health care,
of points they're about to make, and then number as family practice physician, psychologist, social
each point. "There's three reasons why we should worker, retail salesperson, real estate agent, and
act on this plan now: First, the timing couldn't be customer service representative.
better. Second, the funds are available, and third,
management is behind it." As they make each
point, they count it off on their fingers, beginning JUDGER OR PERCEIVE_R_?- -
with the index finger and adding as many others
as are needed. Feelers rarely use this organizational According to the latest research, Judgers represent
system when talking. about 60 percent of the American population and
Perceivers about 40 percent. Because this dimen
sion has to do with the different ways people like
Occupation to live their lives, there are many good, visual,
behavioral cues that accentuate the differences.
As you can imagine, both Thinkers and Feelers can However, there is also a strong cultural bias in fa
be found performing most all jobs, but not with vor of)udging behavior, which makes a lot of Per
the same frequency or levels of satisfaction. Jobs ceivers appear to prefer Judging. This is especially
that appeal most to Thinkers are those which cap true of people in their work environments.
italize on their natural abilities to analyze prob
lems logically, weigh the pros and cons, and then
make fair and objective decisions, often in a com Demeanor
petitive environment. Feelers, on the other hand,
usually prefer work that is personally meaning In general, judgers tend to be more formal, con
ful, involved in helping others in some way, makes ventional. and traditional, whereas Perceivers are
them feel appreciated, and is done in a friendly, usually more casual, unconventional, and nontra
cooperative, and supportive environment. ditional. As a result, Judgers often appear some
Occupations that attract a large percentage of what weighed down, and may come across as
Thinkers include: business, especially upper man serious and no-nonsense. In contrast, Perceivers
agement, consultant, administrator in almost often seem lighter: more fun-loving, playful, and
any field, school principal, scientist, engineer (all even irreverent.
80 THE ART OF SPEEDREADING PEOPLE
judgers are more likely to take charge and want they leave the house that everything is in order:
to be in control (this is especially true of Extra shoes are shined, clothes are clean and pressed,
verted Judgers), whereas Perceivers are usually hair is combed, appropriate jewelry and accessories
more easygoing and seemingly compliant. This are on and in place, and so forth. Of course, you
does not mean that Perceivers will automatically must consider the context: you wouldn't expect a
acquiesce to the requests or demands of Judgers, Judger who was preparing to paint his house on a
but they do tend to avoid public power struggles Saturday morning to take the same care with his
(especially Feeling Perceivers). and privately find appearance that he normally does when he goes to
ways to circumvent the judger's rules and do what work. But even if it's a trip to the paint store, the
they wanted in the first place. If someone can be Judger will probably run a comb through his hair
accurately described as being bossy, the likelihood first. Because judgers are time conscious, they
is greater that he or she is a Judger, just as some know how long things take, and typically allocate
one who has a reputation for being adaptable is the necessary amount of time to accomplish their
most likely to be a Perceiver. preparation. They generally dislike being late or
Because of the different ways these two types re excessively early. They plan and use their time so
gard time, Judgers are often in a hurry, rushing from efficiently that they usually arrive promptly to
one appointment, meeting, or project to the next, all appointments. And since they are typically
with seldom a break in between. This is not to im well organized, they are often able to locate "lost"
ply they are scurrying about helter-skelter, for they items- even things that belong to others in their
are typically well organized, and make the most ef families or offices.
ficient use of their time. Perceivers are very differ Perceivers prefer a more casual or, sometimes,
ent: they often seem less harried, unhurried, and, unfinished look. Getting out of the house in the
occasionally, oblivious to time. And they may also morning for Perceivers can pose a serious challenge
appear (and in fact be) much less organized than as they search for clothes that somehow never
Judgers. However, when they are under the pres made it to the cleaners, jewelry they've misplaced,
sure of a deadline that has finally come cmshing in or scramble around to find the iron to press a
on them, Perceivers are usually very frazzled and wrinkled piece of clothing. More often than not,
frantic. they run out of time to attend to "secondary" tasks
:.,.: like shining their shoes or really combing their
hair (though this is certainly more true of Perceiv
. iI
1
Appearance ing men than women).
f. Judgers' outfits are usually well pulled to
'
: Judgers often have a finished, buttoned-down, or at
least pulled-together look. They make sure before
gether-shirts and pants, blouses and skirts, and
so on, all likely to match. And unless they are sig
..\
I'
THE PREFERENCES AS CLUES 81
nificantly overweight, their clothes are more likely Judgers with whether various ttems of clothing will
to be more formfitting than baggy. In fact, their match each other. So, at the extremes, people who
whole look is more formal. And for judging men are chronically rumpled or who border on being
who wear ties, the top button will probably be disheveled are probably Perceivers. (The same
closed, the knot pulled up tight and neatly tucked caveat about exceptions applies here as well. But
beneath the collar. At the extreme, people whom more about that in Chapter 5.)
you would describe as meticulously well groomed For both men and women, but especially for
are probably Judgers. (There are exceptions to women, the attention Judgers pay to their hair
this, which will be discussed in Chapter 5.) may be a good clue. Judgers' hair is usually cut and
Most Perceivers choose a more casual look, styled ro look irs most flattering, and Judgers are
which usually includes wearing more comfortable, more likely to carry combs, brushes, and other
often loose-fitting, clothing. Men who must wear grooming implements with them to make sure it
a tie will often leave the top button of their shirt stays that way. On the other hand, the hair of Per
open and pull the knot down to give them some ceivers, particularly men, is often unkempt, even
room to breathe (symbolically as well as physi wild, as if it, too, has a mind of its own.
cally). When they think they can get away with it, Another very useful clue is available to you if
perhaps when attending a conference or an infor you get the chance to observe the inside of the per
mal meeting, Perceiving men will almost always son's car. Usually, Judgers' cars <Jre ne<Jt and clean,
choose more casual clothes, such as slacks and consistent with their belief there should be a place
shirts or sweaters. Given the same situation.o;;,judg~ for everything and everything in its place. Per
ing men will more often opt for the suit and tie, or ceivers' cars are often a very different stor}~ It's not
at least slacks and a sports jacket. unusual to find empty soda cans, half-eaten sand
judging women and men are similar in this re wiches, gym bags, clothing, books, toys, or a myriad
gard. In this culture women are strongly encour of other items, which reflects their desire to keep
aged to dress Hppropriately for the circumstances their options open and be able to respond spon
and to strive for a ladylike appearance at all times. taneously to whatever opportunities may be pre
Given this social pressure, all women tend to t<1ke sented. But an important caveat is necessary here,
more time and care with their appearance than roo. This clue is most useful if the car you are
men do, regardless of their preferences. But even observing is driven only by the person you are
within these confines, Judging women are more SpeedReading. In cases in which two people share
conformable being dressed appropriately and care a car, you won't necessarily be seeing the way ei~
fully, while Perceiving women are usually delighted ther person might naturally maintain the vehicle.
to hear the dress code for a function is casual. And, Many people don't have as much control as they'd
typically, Perceivers are <Jlso les.;; concerned than like over the condition their car is kept in. Con
81 THE ART OF SPEEDREADING PEOPLE
sider, for example, the Judger who spends two warrant it, may appear less sure of themselves.
hours a day chauffeuring her chronically messy Therefore, the words used are less revealing of
teenagers and their friends. Or the Perceiver whose Judgers and Perceivers than the way they use them.
carpooling respcnsibilities involve driving others Judgers tend to make declararive statements that
and thus has a need to keep his car neat. end with an exclamation point! Many Perceivers'
statements end in quesrion marks (since they are
naturally curious and driven to get more and more
Communication Style information before deciding), or they let their sen
tences trail off into ellipsis dots ( ... ) , indicating
One of the most noticeable things about Judgers is their perpetually open-ended approach to life.
their decisiveness and deliberateness.. One of the At the outer extremes, people who have a well
best cues for Perceivers is their tentativeness and deserved reputation for being opinionated and
resistance to making decisions, or having options dogmatic are more likely to he Judgers, while
foreclosed on. Fortunately for those of us engaged people who are chronically "wishy-washy" and
in the art of SpeedReading, most people have to equivocal are much more likely to be Perceivers.
make dozens of decisions every day, often in plain Some commonly used expressions of Judgers
sight of others. This affords us an excellent oppor include: "Absolutely!" "Definitely!" "Positively!"
tunity to observe this revealing behavior. One and "Without a doubt!" Perceivers often express
good indicator is how long it takes for someone to their tentati vcness by using expressions such as:
make a decision. When asked for their opinion, "As best as 1 can tell ..." "Now, 1 could he wrong,
Judgers will typically answer quickly, often with hut . . ." "Urn, that's interesting . . . ." ''I don't
out asking any clarifying questions. (This is es know ..." Perceivers are also more likely to use
pecially true of Extraverted Judgers.) Perceivers less formal expressions such as ''Yeah" or "Yup"
(especially Introverted Perceivers) are more likely for "Yes," "Nope" or "Nah'' for "No," and "Huh?"
to delay offering an opinion instantly, and will rather than asking a more specific question like
usually ask questions to tty to find out more infor "What did you mean r'
mation. And Perceivers often answer questions
with questions.
Another useful indicator can be how emphatic Work Style
the person is when offering his or her opinion.
Judgers are often so adamant about their pcsitions Many good clues can be found by examining the
that they communicate great confidence. On the different work styles of}udgers and Perceivers. One
other hand, Perceivers, who are more willing w of the greatest differences centers around the em
modify their positions should new information phasis Judgers place on the product and Perceivers
THE PREFERENCES AS CLUES 81
place on the process. judgers are driven to com ments-say fifteen minutes at a time-and even
plete one project before beginning anorher. But for write things in ink more often than pencil.
Perceivers, it is the activities involved in achieving Many Perceivers, lamenting their lack of skill in
the goal, or the process, that is most important. Put this area, do go to great lengths to try and get or
another way, the most important thing to judgers ganized. Some even develop elaborate systems to
is that the job gets done. Once a judger establishes keep them on track. The problem is, creating the
a goal, it's "Full steam ahead!" They have great de system is usually more satisfying than actually us
termination, focus, and energy for overcoming any ing it. Hence, these systems are ofren ahandoned
obstacle that prevents them from reaching their once the novelty runs out. judgers are also more
goal. For Perceivers, the most important thing is likely to make and use "to do" lists and take
how the job gets done, so they are more easily dis pleasure in crossing out completed items daily.
tracted and diverted, and are, in fact, liable to Bur again, a caution: as a means of compensating
change the goals as the proce-ss unfolds and new for their normally p<xlfly developed organization
information comes to light. skills, many Perceivers will also create lists. How
Because they are organized and driven to be pro ever, since they will seldom complete all the items
ductive, judgers are naturally attracted to systems. on the list, they will often transfer them onto a
Systems provide a source of direction and sense secorul list (presumably to be completed another
of comfort, so they make perfect sense to most day), or never l<xlk at the list again.
Judgers. For Perceivers, most systems are seen as Some visual clues pertaining to one's work space
unnecessary and limiting. Consequently, judgers can also be useful. Although by no means a fail
spend lots of time and energy developing systems safe indicator, one's preference for tidiness or clut
that Perceivers spend an equal amount of time ter can be revealing. In general: judgers are "filers"
and energy trying to circumvent. Not surprisingly, and Perceivers are "pilers." judgers tend to like to
judgers and Perceivers also often have opposite put things away as soon as they are finished using
views about the importance of rules. judgers gener them, while Perceivers tend to leave things out
ally embrace them, while Perceivers usually rail and around so they can easily get at them, if the
against them. occasion presents itself again. At the extremes: a
There are some particularly helpful clues that person whose desk is perpetually tidy, with few, if
pertain to the use and management of time. any, papers, files, pictures, etcetera, adorning it, is
judgers are often driven by their calendars and much more likely to be a judger, while a person
schedules, striving to make the most of their valu whose desk is constantly cluttered with files, pa
able time. judgers tend to buy and use date books pers, and other works in progress is much mote
and organizing systems to keep on schedule. They likely to be a Perceiver. If the person's office is also
also tend to schedule appointments in small incre equipped with a variery of toys, such as waste
84 THE ART OF SPEEDREADING PEOPLE
paper basketball hoops, magnetized perpetual mo mothers told them a million times not to do!),
tion machines, and other fun things that can be a slouch down and prop their feet up on a desk, or
diversion from work, the odds of the person being swing one leg over the arm of a chair.
a Perceiver increase substantially.
While Judgers and Perceivers naturally have Occupation
very different work styles, it is wonh noting that in
the American culture, work-style clues can some Although Judgers and Perceivers can be found per
times be misleading. There is great pressure for forming many of the same jobs, as we've discussed
everyone to act like a Judger, since hard work is above, they will usually go about them in very dif
valued and rewarded; people are expected to follow ferent ways. And Judgers and Perceivers have dif
the rules, and be on time for their appointments. ferent criteria for satisfaction. Judgers are best
Therefore, most capable Perceivers develop some suited to work that allows them to make a lot of
measure ofJudging-like behavior on the job in or decisions, work in a predictable and stable envi
der to succeed. ronment, have specific goals and the resources to
There are few body/movement clues that, con accomplish them, and exercise a lot ofcontrol over
sidered in isolation, are definitive. However, as their projects. Perceivers most enjoy work that in
you become more familiar with Type, you will volves flexible and changing situations, allows
learn to quickly discover that Judgers and Per them to respond to problems as they arise, has few
ceivers have their own look. Although often very rules and procedures, and is fun. Some jobs that
subtle, Judgers' and Perceivers' body language attract a large percentage of Judgers are: manager,
are physical manifestations of their many psycho school principal, police officer, bank employee,
logical qualities. For example, Judgers' movements consultant, engineer, dentist, accountant, judge,
are quite deliberate and purposeful, and they teacher (elementary through high school), family
generally move from point A to point B quickly, practice physician, and attorney.
and with intention. On the other hand, Per Perceivers tend to gravitate in large numbers to
ceivers often stroll, even when they are late going the following occupations: journalist, writer, artist,
from one appointment to another. Whereas Judg entertainer, agent, carpenter, psychologist, and all
ers tend to walk briskly, even mechanically, kinds of independent consulting and counseling.
Perceivers tend to amble and meander in a more This chapter was designed to accomplish two
fluid way. goals: first, to deepen your understanding of Type
Judgers' posture is often (but not always) more and the preferences; and second, to teach you how
erect, while Perceivers may be more prone to slump to identify these preferences in others as pan of
and slouch. Perceivers are also more likely to do the SpeedReading system. It's important to keep
things like rock back in their chairs (which their in mind that, as powerful as being able to identify
THE PREFERENCES AS CLUES 85
QUICK RECAP
Judgers Perceivers
Pu:e more formal and conventional Are more ca8ual and unconventional
Pur: more serious Are more playful
Like to take charge and be in control Are gond at adapting
Like to make decisions; decide quickly May procrastinate; put ol)' decisions
Are definitive and often express strong opinions May be renta.tive and more "wishy-washy"
Are often in a hurry; like rapid pace a Prefer a more leisurely pace
Have a "finished," neat appearance, clothes a Often bave "unfinished" look; clothes rumpled,
Make lists and check off completed items a.. f\.1),\often dlsorganit!:d
Usually have neat and tidy work space a May make lists, but s'eldom complete all item$
Walk faster with deliberate movements Usually have me8sy, cluttered work space
individual preferences is, it is only one part of the Just before we move on, it bears repeating that
system. In Chapters 4 and 5, you will learn the everyone learns at his or her own pace. You may
next two parts, which, together, will enable you to have absorbed the information in this chapter af
master the SpeedReading techniques. ter one read-through, or you might benefit from
86 THE ART Of SPEEDREADING PEOPLE
reviewing some or all of it again before proceed These early chapters are the foundation of this
ing. Either way is the right way, as long as it works course, and the more time you take to really un
for you. Think of this course as like a house: the derstand the concepts presented, the greater will
exterior may look great, but in order for it to last a be your ability to SpeedRead people. So ... when
long time, it has to be built on a solid foundation. ever you're ready, it's on to Chapter 4.
,!
'!
;.;
;
''
,1
I CHAPTER FOUR
Temperament:
In Chapter 3, you learned the clues for identifying
type preferences- the first of the three compo
Four Different Human Natures
nents that make up the SpeedReading system. In
this chapter, you will learn about the second com
ponent- how to identify temperaments.
As you've already seen, the individual type pref
erences provide some very useful SpeedReading
clues. But as important as each preference is, cer,
tain combinations ofpreferences, and the way they
interact with each other, are what make insights
gained through Type so powerful. This is true
because, for example, no one is just an Introvert,
~~-= :----~9~
.f
don't know what kind of dog-a vicious pit bull, psychological researchers such as Dr. Linda Berens,
or a lovable Labrador retriever. direcwr of the Temperament Research Institute in
Knowing a person's type is like knowing the California, have studied temperament in depth,
specific breed of dog- in this case, let's say the and their work has contributed greatly to our
Labrador retriever. Once you know this, you have understanding. t
a much better idea of the traits typical for these Many different labels have been used to iden
kinds of dogs, and you can more accurately predict tify the four temperaments. The names we use
how the animal is likely to behave-and, there in this book, some borrowed and some original,
fore, how you should treat it. were chosen because we feel they beS< describe
Now certainly all individuals- whether they each temperament's most central qualities and
are dogs or people- are unique. But more often characteristics.
than not, people of the same type (like dogs of the
same breed) can be expected to act in fairly pre
dictable ways. And since people's temperaments TRADITIONALISTS
remain constant throughout their lifetimes, tem
perament can provide reliable insights into under Traditionalist is the name we use for people
standing people. who prefer the Sensing and judging combination.
We owe our knowledge and understanding of Their preference for Sensing (paying attention to
temperament to a California psychologist, Dr. Da facts and details, and living in the present mo
vid Keirsey, who discovered thar throughout ment), coupled with their preference for Judging
history (as far back as 4.50 B.C.!), philosophers, (seeking closure and having a strong work ethic),
writers, psychologists, and others from a variety of combine to make them the most responsible of
times and cultures all observed four distinct na the four temperaments. They are also the most
tures into which all people seemed to fie. Keirsey numerous-estimated to represent about 40 per
"i
I
realized that the four different groups-which he cent of the American population.
called temperaments- described remarkably sim
ilar characteristics. When Keirsey learned about
Personality Type, he discovered that four combi Values and Qualities
nations of type preferences also corresponded to
the four temperaments. And within each of the Among the things that Traditionalists value most
four temperaments were four types similar to those are responsibility, duty, and service to society.
described by Isabel Myers.* Over the years, leading These are the solid citizens who make sure every
thing that needs to get done, does. And because ments, there will be some significant differences
they appreciate structure, hierarchy, and organiza between those four types. So while most of the
tion, they are also the folks who manage most of clues will apply to most Traditionalists, not all of
our organizations and companies. Traditionalists them will apply to all Traditionalists.
are notoriously hard workers who pride themselves
on being dependable, reliable, and thorough. They
are absolutely trustworthy and their word is their Demeanor
bond. For most, "family values" is not a political
slogan, but a way of life. Serious, responsible, straightforward, and consis
More than any of the other temperaments, Tra tent is how Traditionalists come across most of
ditionalists trust and respect authority. They be the time. They are usually rather formal, polite,
lieve in the importance of having and following well-mannered, and respectful- and may be def
rules and laws, and support the people and orga erential to their elders and people in authority.
nizations who enforce them. They play the im Although they like to be of service to others, they
portant role of maintaining society's systems and generally have rather rigid boundaries that define
traditions. Cautious by nature, Traditionalists are what the appropriate behavior is for various situa
careful, practical, and realistic, and put great stock tions. And they don't deviate frequently or easily
in the value of common sense and learning gained from the way they think things should be done.
from real life experience.
Appearance
TRADITIONALIST CLUES
Appropriateness in all areas of life is a very impor
As you review the following clues, you will no tant value to most Traditionalists, and it is comp
doubt recognize some overlap from the clue lists for manly reflected in the clothes they wear. They
specific preferences. This is because Traditionalists tend to dress conservatively, with a preference for
are Sensing-Judgers (SJs), and, therefore, many classic fashion, and tend to put function and prac
Sensing and many Judging clues will pertain to ticality over style. They have a very "finished"
them. However, as you will see, a temperament is look- their clothes are clean and pressed, shoes
much more than just the sum of its parts, as many are shined, and their hair an appropriate length
of these clues will reflect. and style. In men who wear mustaches and beards,
Please keep in mind that the following clues are, they are normally neatly trimmed and kept short.
by necessity, presented as generalizations or exp Men Traditionalists very seldom wear their hair
treme examples of each temperament. And since exceptionally long, and when they do, it will usu
there are four types within each of the tempera ally be pulled back in a neat ponytail. In short,
90 THE ART OF SPEEDREADING PEOPLE
SNAPSHOT
The Four Traditionalist 'fypes
work and their ability to get things done in an effi so on. They may also enjoy collecting things, espe
cient and organized way. They don't like a lot of cially antiques. Traditionalists tend to volunteer
change and prefer coworkers who take their re in their communities and comprise a majority
sponsibilities as seriously as they do. They are often of the members of service organizations such
found in large numbers in business, management, as Kiwanis, Rotary, Junior Women's League, and
teaching, health care, and working in the judicial the Shriners. Likewise, they are often active in
system. churches and synagogues, hospitals, and other
charitable organizations.
Avocation
Traditionalists may have a wide range of interests, THE PERSONALITY TYPE PYRAMID
but their hobbies often involve some sort of phys
ical activity, such as playing or coaching sports, The Connection Between Type and Temperament
jogging, walking, bird watching, fishing, carpentry
or woodworking, or using their hands or bodies to In a moment, we will describe the other three
make art or do crafts like needlepoint, pottery, and temperaments. But before we do, we want to intro-
LEVEll
LEVEL II STJ
SFJ
f I
lEVEL Ill J s s
1' r
J 1 'I
*The boldface letter in each full type identifies the Lead function.
91 THE ART Of SPEEDREADING PEOPLE
II,
rules or laws, especially those that keep them from sweat suit to a pair of pants and a shirt. While they
following their curiosity and impulses. Natural prefer the casual, they are keenly aware of the look,
risk takers, some Experiencers become thrill seek texture, and color of their clothes and often enjoy
ers in their desire to experience as much of life as looking good. Above all, however, their clothing
they can. must not hinder or restrict them. Depending on
the situation, they may have a rather unfinished,
or even messy, look.
EXPERIENCER CLUES
Communication Style
Demeanor
Like much of what they do, Experiencers commu
Expericnccrs generally have an easygoing, care nicate with an easy and informal style. Their lan
free, and sometimes even happy-go-lucky, attitude. guage tends to be simple and uncomplicated, and
They are easy to be around, since they have an in they may freyucndy omit the final letter or sound
herently relaxed style and like to have fun. They on words ("goin"' instead of"going"), giving their
usually smile a lot, laugh easily, and rarely take language a more relaxed and casual sound. Their
things too seriously for too long. While they arc sentence structure is generally free~flowing, con~
neither harried nor hurried, Expericnccrs are per~ raining references to their or others' real-life expe
petually eager and ready to respond to the next riences. Since many Experiencers are involved in
experience~ whatever it may be or whenever it sports, they frequently use sports metaphors. For
occurs. Totally in the present moment, Experi example, congratulating a coworker on a success,
encers are able to remain completely aware of what ful presentation, an Experiencer is likely to say:
they arc experiencing at all times. "Boy, you really hit that one out of the park!"
Because they prefer recreation to conversation,
most Experiencers' idea of a gt10d time is not to sit
Appearance around talking about the meaning of life, but to
get out and enjoy it. This is especially true ofiSTPs
In contrast to the more formal Traditionalists, Ex and ESTPs, who would much rather be doing
periencers usually have a more casual, sometimes something active, like playing a game. And when
even irreverent, appearance. Whenever possible, they do get involved (or roped into) conversation,
they opt for comfortable, sporty clothes and acces they would prefer to talk about real things, rather
sories. For example, they may prefer a knapsack to than ponder philosophical questions or debate the
a briefcase, a sports coat to a suit, and a running or burning political issues of the day.
94 THE ART OF SPEEDREADING PEOPLE
I Mov~me11t
the
have dw
cortscious
Hware of
f{lcmd in all to
includes a great
to tcer!nnn n ['hystcat
"""''"'lk so and
encers are usually at their best in a crisis and make checkers, cards, and Scrabble, they usually prefer
great "firefighters," both the kind who put out real more physical ones. They like to use their bodies
fires and those who work for companies to imme and work with their hands, and since they are
diately solve important problems as they arise. often exceptionally skilled with tools, they fre
Jobs that attract a large number of Experiencers in quently like woodworking, gardening, and resror
dude: law enforcement officer, restaurant worker, ing old houses and automobiles. Activities that
pilot, and emergency medical technician and var require serious risk taking such as car and motor
ious careers in sports and entertainment. cycle racing, "extreme" sports like bungee jump,
ing, hang gliding, snowboarding, scuba diving,
and skydiving are most heavily populated by
Avocation Experiencers.
As with the Traditionalists' Pyramid, Level I
Perhaps the single most popular hobby of Experi identifies the SP temperament, Level 11 divi<jes
encers is sports. While not all Experiencers are SPs into Thinkers and Feelers, and Level lli di
jocks, a high percentage either participate in or vides them, once again, into Extraverts and lntro,
follow sports closely, often well into their golden verts, to create whole types. You will notice the
years. Experiencers also like to play games, and two Thinking Experiencers (ESTP and ISTP) are
while they may enjoy more passive games like next to each other because they are so closely
LEVEL I
I I
LEVEL Ill s \
T f
p f
96 THE ART Of SPEEDREADING PEOPLE
related, as are the two Feeling Experiencers (ESFP rive, and usually fair-minded. Strategic planners
and ISFP). who often possess great vision, they enjoy apply
ing their ingenuity to deal with complex issues.
Conceptualizers are skeptical by nature and often
CONCEPTUALIZERS
need scientific or impartial proof to be convinced.
They are fiercely independent, and demand, and
We use the name Conceptualizer to describe
usually command, respect. More than other tem
people who prefer Intuition and Thinking. Con
peraments, Conceptualizers understand, appre
ceptualizers are very different from both Experi
ciate, and are usually skillful at gaining and
encers and Traditionalists in significant ways. The
leveraging power.
first major difference is that Conceptualizers pre
fer Intuition rather than Sensing, so their focus is
not on the specifics, but on the big picture, and CONCEPTUALIZER CLUES
not on the present, but on the future. The second
big difference is that Conceptualizers prefer Think Demeanor
ing, which makes them logical and objective deci
sion makers. This combination of Intuition and Conceptualizers tend to inspire trust and admira
Thinking makes them the most independent of tion from others, in part because they value their
the four temperaments. Additionally, there are own competence so highly that they seem totally
significantly fewer Conceptualizers, estimated to sure of themselves. They want very much to be re
make up only about 15 percent of the American spected, especially by those they respect. They may
population. occasionally become argumentative when they
are challenged, and their characteristic overconfi
dence can also make them seem dismissive, and
Values and Qualities
even arrogant at times. Nothing is simple with
Conceptualizers, and they are skilled at seeing
One of the central values of Conceptualizers is
flaws in arguments or imagining alternatives oth
competence, and the drive to excel at whatever
ers miss. But they are also prone to overanalyze or
they do. Often superachievers, they set very high
nitpick, and they enjoy, and are very good at,
standards for themselves and others, and they
playing the devil's advocate.
tend to be perfectionists. Engaged in a perpetual
quest for knowledge, Conceptualizers are comfort
able in the world of abstract ideas and theoretical Appearance
concepts. Motivated by challenge, they are origi
nal thinkers and often innovative problem solvers. Many Conceptualizers understand the subtleties
Conceptualizers are logical, analytical, objec involved in interpersonal communication, and use
TEMPERAMENT: FOUR DIFFERENT HUMAN NATURES 97
SNAPSHOT
The Four Conceptuali.zer Types
ENTJs are naturdl leaders-strategic, organized, ENTPs are enthusiastic, persuasive, and often char
and decisive. Forceful, strong, and committed, they ismatic. Their perceptiveness and their ability to un
are usually able to mobilize whatever resources or derstand and connect with people and anticipate
people are necessary in order to get the job done in a societal trends make them natural entrepreneurs and
way that meets their high and creative standards. politicians.
INT}s are excellent creative strategists. Complex INTPs are very complex, independent, and creative
and often brilliant visionaries, their logical analysis people. They are fascinated with the most abstract
and single-minded determination often enable them and complicated of challenges and can argue any
to see with laser accuracy well beyond what others logical position with fairness and conviction.
see. They are fiercely independent and strong-willed
perfectionists.
their appearance to demonstrate their status and not unlike the stereotype of the brilliant, but ec
personal power. This can include a variety of be centric, college professor.
haviors, such as wearing designer clothing, driving
luxury or exotic cars, surrounding themselves with
important people, owning lavish houses, and be Communication Style
longing to exclusive clubs or organizations. These
accoutrements are the tangible symbols of their Conceptualizers often love language and enjoy
success, and this tendency is more common with learning and using unusual and sophisticated
Extraverted Conceptualizers, ENTJs and ENTPs, words; many have impressive vocabularies. But
and especially ENTPs. since their thought processes are so complex, they
It can be a wholly different story with In frequently use compound sentences that may con~
troverted Conceptualizers. INTJs, and especially tain several different idea' and which can some
INTPs, may be so absorbed in their inner world, times be difficult for others to follow. They really
and/or so independent, that they neither pay much enjoy talking about the big picture in any issue,
attention to nor are concerned about their ap~ and are prone to using diagrams, models, or rna~
pearance at all. As a result, they may have a very trixes to illustrate their points.
unconventional, eclectic, or even rumpled look, As long as they work to keep it simple,
98 THE ART OF SPEEDREADING PEOPLE
Conceptualizers can be skillful communicators, al alizers need constant challenge in the form of a
though Extraverted Conceptualizers (EN1]s and steep learning curve and many opportunities for
ENTPs) are usually better verbally, whereas Intro intellectual growth. Since they like working on
verted Conceptualizers (IN1Js and INTPs) may new and original projects, they are best at perfect
be more effective with the written word. Both In ing flawed systems in ingenious ways and then
troverted and Extraverted Conceptualizers enjoy, moving on to their next creative challenge.
and frequently use, metaphors and analogies to Some jobs to which Conceptuahzers gravitate
make their points. People who use lots of novel include: high-level manager, independent con
words or expressions, delight in puns, double en sultant, computer professional, scientist, lawyer,
tendres, and plays on words, and who enjoy a rep strategic planner, financial analyst, and psychia
utation for being clever and witty are probably trist. Many college professors, especially those in
Conceptualizers. the liberal arts and science, are Conceptualizers.
The following clue applies to many Conceptual
izers, but certainly not to all. Depending on their
age, station in life, and degree ofself-esteem, some Avocation
Conceptualizers seem to have a strong need to
make others aware of how successful they are. This Conceptualizers are often interested in self
may manifest itself in a tendency to engage in one improvement, especially in the form of advancing
upsmanship, name-dropping, showing off their their education, learning a new language or skill,
awards or possessions, or simply bragging about or studying the lives of other successful people.
their achievements. Many find pleasure listening to audiotapes or read
ing self-improvement books. Since they are typi
cally career driven, it makes sense that most of
Occupation their free time involves learning ways to get ahead
professionally or improving themselves in some
Conceptualizers, like the other three tempera way. Many are virtual wizards on the computer and
ments, are found in all jobs. However, they are Internet. Games of skill and strategy and individ
most satisfied in environments that support high ual sports and hobbies are also popular with Con
I'
intellectual pursuits and achievements. They en ceptualizers, especially those with high degrees of
,, joy mastering new technologies and like using cre personalchallenge like golf, chess, or singles tennis.
ativity to solve complex or theoretical problems. As with the other pyramids, Level I of the Con
Naturally ambitious, they need to work with other ceptualizer Pyramid identifies the NT tempera
I
people whose competence they respect, especially ment. But since by definition, all Conceptualizers
i those to whom they report. Above all, Conceptu are Thinkers, Level II divides them into Judgers
!
,
TEMPERAMENT: fOUR DiffERENT HUMAN NATUREs 99
lfVEL I
t I I
LEVEL Ill
.,.N N
r
1\
t
J 1 f
and Perceivers. Level Ill divides them, once again, values and how their actions will affect others.
into Extraverts and Introverts, to create whole This combination makes them the most empa
types. You will notice the two Judging Conceptu thetic of the four temperaments. Like Conceptu
alizers (ENTJ and INn) are next to each other alizers, Idealists represent only about 15 percent of
because they are so closely related, as are the two the American population.
Perceiving Conceptualizers (ENTP and INTP).
high value on uniqueness and nriginality. It is vety ists, ENFPs and INFPs, who are even less con
important for Idealists to feel connected to others, cerned or driven by custom. Since they place such
which they do by cultivating and maintaining a high value on uniqueness and originality, they
harmonious relationships. are most comfortable wearing clothing or jewelry
Often extremely perceptive and sensitive to that makes a statement about them and their val
people's feelings, Idealists are frequently gifted ues. This can run the gamut from choosing funky,
and charismatic communicators, who can be en.. . often loose-fitting, clothing, Bitkenstock sandals,
thusiastic and persuasive when acting out of a long or free-flowing hair styles, to wearing rib
deeply held belief. Passionate and creative, many bons, pins, or buttons espousing a cause they be
Idealists possess "the soul of an artist" (regardless lieve in. While certainly not true of aU Idealists,
of any innate talent or possible training). Fre if you run into someone who looks as though
quently nonconformists, they are attracted to the they've been living in Haight-Ashbury since the
unusual and different, and often march to the beat 1960s, he or she is more likely than not an ENFP
of a different drummer. or an INFP!
Idealists who are judgers (ENF]s and INF]s)
may look different from those who are Perceivers
IDEALIST CLUES (ENFPs and INFPs), since they are both more con
ventional and more concerned about how they
Demeanor appear to others. In addition to having the more
finished look common to all Judgers, they are also
Idealists are often described as being "artsy." likely to dress with an eye toward appropriateness.
Many, especially the Introverted Idealists (INF] This is especially true of ENFJ women, who usually
and INFP) have an ethereal quality about them, go to great lengths to make sure their outfits are
perpetually detached and preoccupied with things well coordinated and right for the occasion. But
of a spiritual nature. Since most Idealists spend their overarching goal is to be true to their own
many of their waking hours thinking or talk sense of themselves, whatever form or fashion
ing about issues of great global concern, especially that requires.
those that affect people, they often look as though
they have a lot on their minds, which they do.
Communication Style
' SNAPSHOT
The Four Idealist Types
'f!NFJs are enthusiastic, vivacious, and usually possess ENFPs see opportunities everywhere and livt! for ex
i eceellent public relations skills, which they like to plotingpossibilities and helping other people to make
.IJSe to help people reach their highest potential. Cre changes or improve their lives. They are ftiendly,
ilitive, energetic, and organized, they throw them spontaneous,. creative, and playful people who care
~~elves fully into every activity and task. deeply for their families and many friends.
\~$ are the most conceptual of the Idealists. Cre INFPs are the most idealistic of the Idealisrs, and.a.re
~~lfive, original, and complex, they are rather formal driven by their deep personal valu~s and unique view
~d reserved, but hold deep personal convictions of the world They are gentle, reserved and evep. <;ool
(hat rule their actions and decisions. They can he ex to those they do not know and trust, but war~. pas
tremely focused and have great drive to accomplish sionate, and committed to the people. and things
their goals. they care deeply about.
i'
I
other things, they are often at greater risk of stum to be as tension free as possible, working among
bling or looking clumsy. caring people where they feel appreciated and
liked. Solving problems with global or far-reach
ing implications in creative ways is especially en
Occupation joyable to Idealists, as it allows them and others to
develop their greatest individual potential. Occu
Idealists, like people of the other temperaments, pations that attract large numbers of Idealists are:
are found in all fields, although not in nearly the the artist, psychologist, counselor, social worker,
same numbers. Remember that Idealists only make teacher of the humanities, trainer, and human re,
up about 15 percent of the general population. sources worker.
However, the most satisfying work for Idealists is As with the other Personality Type Pyramids,
that which they find personally meaningful and Level I identifies the NF temperament. But since
rewarding. They need to believe in their work and aU Idealists-by definition-are Feelers, Level II
to be able to see the positive impact it has on the divides them into Judgers and Perceivers. Level III
greater good. Idealists like their work environment divides them, once again, into Extravens and In-
LEVEll
,I
\ l'
' '
i'
I I
N ~
F f
1 f
TEMPERAMENT: FOUR DIFFERENT HUMAN NATURE$ 10]
troverts, to create whole types. You will notice the to the pages that list clues, but rather find the
two Judging Idealists (ENFJ and INFJ) next to clues within the scenario. You will find the an
each other because they are most closely related, as swers on page 105. Good luck!
are the two Perceiving Idealists (ENFP and INFP).
In addition to the main purpose it serves in this A round of recent layoffs and a difficult local econ
course, Temperament can also be very helpful to omy have sparl<ed rumors that a family-owned man
those who may still be unsure of their own four ufacturing company might be relocating to another
letter rype. For example, suppose you are uncer state. Because this has caused serious morale prob
tain if your type is ENTJ or ENFJ. Beyond the lems, the president of the company has invited four
obvious difference that one is a Thinker and the employees from different departments to a break
other is a Feeler, they are also different tempera fast meeting to discuss the problems from the em
ments. ENTJs are Conceptualizers, while ENFJs ployees' perspective and to brainstorm ways of
are Idealists. If you reread the sections that de improving morale a~d productivity.
scribe these two temperaments, you should find Alex. a forty-year-old human resource specialist,
that one describes you much more accurately than was the first to speak: "I hate to say it, but the prob
the other. Or perhaps you aren't sure if you are an lem in a nutshell is that people no longer feel con
ISTP or an lSTJ. Besides the fact that one is a nected to the company. It used to be that we were
Judger and the other a Perceiver, ISTPs are Expe like a family. And sure, there were problems, but
riencers, while ISTJs are Traditionalists. Again, people cared about each other and felt appreci
reviewing these two different temperaments will ated -like they belonged here. Part of the prob
likely confirm your true type. lem is that we've gotten so big and impersonal that
we've lost touch with each other. And I think it's clear
that when people don't feel invested in the com
TEMPERAMENT SKILL-BUILDING pany- and by that I mean emoVonol/y nvested
EXERCISE they're simply not going to do their best work We
have to look for creative ways of meeting our em
This exercise is designed to test your ability to ployees' needs. For example, finding affordable,
recognize temperaments based on a very limited quality child care is a big problem for many of us
amount of information. In the scenario that fol in this town. We could explore the possibility of
lows, you will briefly meet four people of different se!Vng up a company-sponsored child care center,
temperaments. Your assignment is to determine which might have an employee committee to over
each person's temperament and identify three see and direct its operation. Or we could look into
clues that led you to your conclusion. The exer instituting fiexible hours, which would give worl<ers
cise will be more beneficial if you don't refer back greater fiexibility in their lives outside of worl<.
104 THE ART OF SPEEDREADING PEOPLE
Creative ideas like that, which meet people's needs, before it And, ifanything I think we've gotten a little
would be a huge goodwill effort on the part of too loose around here. The left hand never seems
management and would yield rich rewards for the to know what the right hand is doing. It's not that
company, not only at this moment, but for a long we have too many rules or procedures, it's that they
time to come." are far too ambiguous, and inconsistently enforced
Lillian, a fifty-five-year-old shipping and receiving when people don't follow them, which is quite of
manager, spoke up next. "I don't know, it may ten, in my opinion. We have policies for a reason.
sound silly, but this place used to be a lot more fun. and they should be spelled out in detail, printed in
There were lots of activities that brought people to a handbook. and distributed to all employees when
gether-like the softball and bowling leagues. the they start working here. That way, everyone would
annual employee/family picnic up at Tobin Lake, and know precisely what was expected of them Maybe
many other informal gatherings. And I remember, we if we started posting individual productivity ratings,
were always running some crazy contest or other. the people who aren't pulling their weight might
with the Winners announced in the cafeteria at work harder. The long and short of it is. if we were
lunchtime. The whole place just used to be looser more efficient around here, people would take more
not that we didn't break our necks to get the work pride in their work and the whole company wculd
out! But after we worked hard, we enjoyed partying benefit"
,ll -- ___.
TEMPERAMENT: FOUR DIFFERENT HUMAN NATURES 105
Clue#2:
Identify the temperament for each employee and
provide three clues that support your answer. Clue#}: _ _ _ _ _ __
Clue#l: - - - - - - - - - - - - - - Clue#l: _ _ _ _ _ _ _ _ _ _ __
Clue #2: _ _ _ _ _ _ __ Clue #2: _ _ _ _ _ _ _ _ _ _ __
-----------------------------ol
106 THE ART OF SPEEDREADING PEOPLE
Along with the answers, here are some of the c. Maureen's temperament: Traditionalist (SJ)
many clues embedded in each of the temperament Clue #l: Disapproves of fun and games unless
skill-building examples. You may have noticed work is done first.
others not listed here. Clue #2: Recommends detailed, written
policies.
a. Alex's temperament: Idealist (NF) Clue#]: Strives for productivity and efficiency.
Clue#1: Primary conem is for people and their
needs, for their feelings of being emotionally d. Charlie's temperament: Conceptualizer (NT)
invested, connected, and appreciated. Clue #l: Focuses on long-term problem solv
Clue #2: Occupation in human resources. ing, into the next century.
Clue #]: Recommendations of flex time and Clue #2: Recommends autonomous teams and
li
II
I!
II
CHAPTER 5
Why What You See Andrew's palms were sweating as he rang the door
bell of the impressive Georgian colonial. The only
Is Not Always
time he could remember being this nervous was
four years ago, when he filled in at the last minute
What You Get
for the lead in his high school play. who had been
rushed to the hospital for an emergency appendec
tomy. Andrew worried because tonight he was fac
ing a more critical audience. He had come to meet
Elissa's father. Elissa was the new love of his life, and
someone whom he could easily imagine marrying
one day. (He had met Elissa's mother briefly once
before and they seemed to hit it off well.)
Despite reassurances from Elissa that her father
would be "crazy about him," Andrew had his doubts.
What, he wondered, would a senior art history
major whose greatest lament was that he has missed
out on the radical 60s and the lead scientist of a
major pharmaceutical company have to talk about?
The answer soon became painfully apparent: not
much. The palpable awkwardness throughout the
evening felt excruciating at times to Andrew, Elissa
and her mother but seemed to go completely un
noticed by her father. The conversation basically
consisted of a handful of general, but probing, ques
tions tossed at Andrew by his host, and Andrew's
self-conscious, rambling replies.
Walking to his car after saying good night, An
drew was completely convinced he had bombed
with Elissa's father, and might have slipped in her
mother's estimation as well. After all, Andrew was
an artist and an insightful judge of people. Elissa's
father had not demonstrated the slightest bit of
warmth toward him, hadn't engaged him in the
108 THE ART OF SPEEDREADING PEOPLE
usual small talk; he hadn't even looked Andrew 1n about them and can provide one of the most pow
the eye more than a half dozen times throughout erful clues for determining their type.
the whole dinner And he certanly hadn't put his
anm around Andrew's shoulder or told him how
much he enjoyed meeting him, as Andrew had fan FEELINGS
tasized he might.
S/wwing the world or keeping them to yourself
But the next moming, Andrew was flabbergasted
when Elissa told him how much her father liked
him. "He said you were intelligent, had depth, were You will remember that people perceive (or take in
a good listener, and seemed to have the strength information) in one of two ways- through their
of your convictions---qualities he really admires Sensing or through their Intuition. Sensors focus
and rarely encounters in people our age." While on the facts and specifics, and lntuitives focus on
very pleased, if not wholly convinced she might the possibilities and implications. For this discus
not be sugarcoating the truth a bit. Andrew won sion, it is helpful to think of the perceiving process
dered how he could have so badly misread Elissa's as 'input"- that is, information coming into the
father. brain. You will also recall that people judge, or de
cide, in oneoftwoways-as Thinkers, employing
It turns out that the old warning "You can't judge logical and impersonal analysis, or as Feelers
a book by its cover" has new meaning with regard relying on their personal values. It is helpful to
to the study of SpeedReading people. We've all think of the judging process as 11 output"-that is,
known people who have boundless energy. Enthu doing something with the information.
sia~tic about everything, they wear their feelings Since the act of perceiving is primarily an inter,
and emotions prominently for all to see. They are nal process, it is hard to observe whether someone
usually so excited and animated when they talk to relies more on Sensing or Intuition. In other words,
'.
you that their eyes actually seem to sparkle. We've if a woman smells a flower, it's impossible for any
also all known people whose demeanor is just the one to know- just from watching her- if she
opposite- people who are painfully reserved and is primarily experiencing the flower through her
wear a perpetual deadpan expression that reveals Sensing or through her Intuition. If she used her
little, if anything, about how they really feel about Sensing, she might just be pleased by how wonder
things. Granted, the two people described above ful it smells, or notice the subtle spice tones of the
represent opposite ends of the spectrum. And, fragrance. But if she used her Intuition, the same
clearly, most people fall somewhere between these experience might make her sad if the flower's fra
two extremes. But whether people express their grance reminds her of the perfume of the great
feelings publicly or hold them back tells us a lot aunt who recently passed away.
I'.
WHY WHAT YOU SEE IS NOT ALWAYS WHAT YOU GET 109
However, since the act of judging (or deciding one another is that some types naturally use their
something) usually involves some behavior, it is Feeling side out in public, and others naturally
often easier to observe whether a person is using keep their Feeling side to rhemselves, even if it's
Thinking or Feeling. For example, suppcse a man not their "truen preference.
tells a joke that his coworker finds offensive. The When people direct their feelings at others,
man telling the joke has no way of knowing how and make public value judgments, it is called
the information is going in (the input) and being Extraverting Feeling. The man who throws his arms
processed in the other man's brain. But suppcse around a friend he hasn't seen for years, looks him
the man hearing the joke says to his coworker: in the eye, and with a big grin says: ''Man! it's great
"Gee, l don't mean to hurt your feelings, but I've ro see you!" is Extraverting Feeling. Also Exna
gotta tell you that l find jokes that perpetuate neg verting Feeling is the woman who watches a TV
ative stereotypes about people very offensive, and commercial for toilet bowl cleaner that she con
I'd prefer not to hear any more of them." The joke siders demeaning to women and exclaims: 'That
teller can observe the behavior, or the "output." does it! I am never going to buy another product
And if he's learned rhe SpeedReading techniques made by those sleazy, sexist morons again!"
taught in this section, he can quickly and reason When people apply their feelings inwardly, to
ably conclude that the man is probably a Feeling ward themselves, and/or keep their value-based
type (exactly ho;._, he could conclude this will be opinions private, we say they are Introverting Feel,
come evident very soon). ing. The woman who is comfortable quietly con
In trying to identify someone's type, it would templating how she feels about something, rather
obviously be very helpful to be able to look at his than being compelled to announce it to the world,
behavior, determine that it reflects his Feeling is Introverting Feeling. So is the man who looks
values, and therefore eliminate all eight Thinking inward, blames himself, and feels guilty for some
types from consideration. Likewise, if we could thing that wenr wrong, rather than seeking to pin
quickly identify the person as a Thinker, we could rhe blame on someone else.
eliminate all eight Feeling types. Unfortunately, Using the words "extraverting" and "introvert
this is not always easy to do for two reasons: first, ing" to describe how people express their feeling
people of all types use both Thinking and Feeling side can be confusing. However, be assured that as
sometimes. But, of course, since they prefer Think you become more familiar with the concept, you
ing, Thinkers tend to be better at it and use it will appreciate that there is a dramatic difference
more consistently, just as Feelers prefer, and there in the affect, or outward behavior, of people who
fore use, their Feeling more often and with greater Extravert Feeling and those who Introvert it. This
skill. The second reason it is sometimes rricky to is such a powerful clue because once you master
quickly disringuish Thinking and Feeling from identifying it, you can reduce the possible types a
110 THE ART OF SPEEDREADIHG PEOPLE
person may be from sixteen down to four- often You will notice that each of these types shares
,. in a matter of seconds! the same two letters, T and P, because they are all
' When we discuss this particular personality dy Thinking Perceivers. So, by definition, all TPs also
namic, we use the shorthand Ell-Feeling Pattern.* Extravert Feeling.
,,[; Now you're probably wondering: "lfFJs and TPs
both Extravert Feeling, then aren't they really sim
EXTRAVERTED FEELING ilar, and, if so, then what difference does it make
how I deal with them?" The answer is no, they are
There are eight types that Extravert feeling. Four not similar, but they can look similar, and that's
of these are natural Feelers, and four are really precisely why it is important to be able to tell "real"
Thinkers. (Remember, all types-Thinkers and Feelers from Thinkers who just look like Feelers.
Feelers-are capable of using both functions.) To demonstrate this point, consider an experi
ence common to most of us- buying a car or
The four Feeling types that
making another major purchase. Many effective
Extravert Feeling are:
salespeople, especially people in retail sales, Extra
ENFJ
vert Feeling. While some are really Feeling types,
lNF)
many are in fact Thinkers, which makes them TPs.
ESFJ
(And most are also E_TPs (Extraverted Thinker
!SF)
Perceivers.) Now one of the things that make sales
people successful is their ability to make you like
You will notice that each of these types shares
and trust them. They do this by creating a relation
the same last two letters, F and J, because they are
ship with you. They usually smile a lot, compli
all Feeling Judgers. Therefore, by definition, all
ment you freely, use your first name often, and try
FJ s Extravert Feeling.
to be responsive to your questions and concerns.
The four Thinking types that
In other words, they try to make you feel that you
Extravert Feeling are:
are important to them- their new best friend, if
ENTP
you will. The question is, are they acting this way
INTP
because you suddenly have developed a close rela
ESTP
tionship and they want the two of you to stan
ISTP
hanging out together? Probably nor. More likely,
they are using their natural Extraverted Feeling
*Some of the most significant work in the area of Extraverted in service of their real preference- Thinking
and Introverted Feeling has been done by Psychological Type re~
searcher, writer, and counselor Terry Duniho, 104 Rankin Avenue,
because they know, consciously or not, that if
Providence, RI 02908. you like them, they are more likely to make the
WHY WHAT YOU SEE . IS NOT ALWAYS WHAT YOU CaT Ill
touch, hug, pat shoulders, rub backs, engage in ex l. Really do make decisions based on their own
tended handshakes, and show other more public personal values, unlike TPs, whose decisions
displays of affection. are more dictated by logic and impersonal
They also give lots of supportive feedback and principles.
commiserate easily with people, using expressions 2. Are usually comfortable with feelings, their
such as "That must have been very hard on you" own and others', understanding them, talking
or "l understand how you feel." about them, and sharing them.
3. Are genuinely motivated to help people, and
5. Tend to praise and blame others find great fulfillment in doing so. They are
While they can be very complimentary, they can so eager to be helpful, they often put other
I also direct their Extraverted Feeling toward ochers people's needs before their own.
I in negative ways, by deflecting blame from them 4. Use language that reflects their values. They
selves and punishing others who may not be at tend to describe things using words like: "won
fault. derful," "horrible," "beautiful," "terrific," "out~
rageous," "ridiculous," etc.
6. Tend to be appearance conscious 5. Have strong opinions and express them; they
They are generally very aware of and concerned like giving advice, and it often includes words
about how they will be perceived by others, and like "should," as in "What you should do, is
often feel it is more important to look good or march right down there and demand a refund!
dress appropriately to the situation than it is to be I know I would!"
comfortable. In other words, they frequently dress 6. Express their approval and disapproval with
for others first, and themselves second. In this their facial expressions. Often they will raise
way, they tend to put appearance over function. their eyebrows and tilt their heads to one side
This results in wearing coordinated outfits (this is as if to say, "Oh, really?" to demonstrate their
especially true for women), and both women and displeasure.
men usually have a "pulled-together" look.
Specific Clues for Identifying Thinking
Perceivers (TPs)
Specific Clues for Identifying
Feeling Judgers (FJs) In contrast, the four TP types, ENTP, INTP, ESTP,
and ISTP:
Now that we've reviewed the general clues for all
types that Extravert Feeling, here are the specific l. Make decisions based upon impersonal analy
clues for the four Feeling Judging (FJ) types sis, rather than according to their own values
ENFJ, INFJ, ESFJ, and ISFJ. Typically they: or concerns about how others will be affected.
WHY WHAT YOU SEE . IS NOT ALWAYS WHAT YOU GET Ill
2. Oiten use their Feeling side strategically American culture, females are socialized to Extra
that is, as a device to connect with others to vert Feeling, are expected to be comfortable with
accomplish their objectives. feelings, and are encouraged to show emotions
3. Are good at seeing both, or even several sides, freely. Males, on the other hand, are socialized to
of an issue, and usually enjoy debating or argu Introvert Feeling, to play it cool, and to keep their
ing the merits ofdifferent sides. (This is in sharp feelings and emotions in check. Since none of us
contrast to F) s, who have such a strong need is immune to this conditioning, the result is that
for harmony they will seldom risk confronta Thinking women who naturally Introvert Feeling
tion and the tension or ill will an argument (T)s) often learn to be more public with their feel
may create between people.) ings or use them to meet social expectations.
4. Can be very dramatic with emotions (especially Therefore, they can appear to be Extraverting Feel
ENTPs and ESTPs). They have a wide reper ing, when in fact they are not. Similarly, Feeling
toire of behavior and are comfortable moving type men who naturally Extravert Feeling (F)s),
from one behavioral extreme to another. may learn to unconsciously tone down their reac
5. Are pragmatic: unlike F]s, they can usually tions, since that is what is expected of them. Con
change positions easily to accommodate new sequently, they may not appear to be Extraverting
information or if they decide a different strategy Feeling, when in fact they are. This may be espe
is more effective. Also unlike F]s, they tend cially true of older men with more years of con
not to lock themselves into moral, or value ditioning, who were raised in more emotionally
based, positions, so they tend to be able and repressed times, or who spent a good deal of time
willing to retreat from their original position as in the military. Understanding this subtle, yet per
the situation warrants. vasive, cultural dynamic can help you SpeedRead
6. Are generally less serious, and more easygoing; people much more accurately by making you
they have a "lighter," more casual demeanor more savvy to the genuine clues people give and
that usually makes them fun to be around. alerting you to the adaptive behavior many of us
display.
At this point, you should have a pretty good
Muddying the Waters: How Gender Alfects picture of what Extraverted Feeling looks like, and
Extraverted Feeling how it is different in Thinkers (TPs) and Feelers
(FJs). In individuals who have very clear rype pref
Although people's types predispose them to ei erences, it is often easy to recognize. But in others,
ther naturally Extravert or Introvert Feeling, there it may be much more subrle and difficult to discern.
are also other factors that can greatly influence For rhis reason, it will take you time, and lots of
whether one Extraverts or Introverts Feeling, as practice before you will be able ro spot it quickly
well. Chief among these are gender roles. In the in orhers. In either case, it is a very powerful tool,
114 THE ART OF SPEEDREADIMG PEOPLE
which, although a little complex and tricky to are all Thinking Judgers. And, once again, by
grasp at first, is worth the time to master, since it definition, all TJs Introvert Feeling.
will enable you to SpeedRead people much more
quickly.
Two sides of the same coin:
Introverted Feeling and Extraverted Thinking
INTROVERTED FEELING
Since eight of the sixteen types Extravert Feeling, By definition, people who Introvert Feeling alsc
there are also eight tYPes that Introvert Feeling. Extravert Thinking, since people don't Extravert
Four of these are really Feelers, and four are really and Introvert the same function. And it is almost
Thinkers. (Remember, all types-Thinkers and always easier to see what a person is Extraverting
Feelers-are capable of using both functions.) (or showing to the world), than what they are In
troverting (keeping to themselves).
The four Feeling types that
ESFP
Typically, people who Introvert Feeling (both FPs
ISFP
and 1Js):
You will notice that each of these types shares 1. Can appear rather impersonal and dis
the same last two letters, FP, because they are all passionate.
Feeling Perceivers. Therefore, by definition, all 2. Are more concerned with pleasing themselves
FPs Introvert Feeling. than they are with pleasing others. That is, they
are generally more concerned about how they
The four Thinking types that
feel or what they think about a given issue than
Introvert Feeling are:
about what others may feel or think about it.
ENTJ
3. Are not usually physically or emotionally ex
INTJ
pressi ve, except with people very close to them
ESTJ
or in private. (This is especially true ofTJs).ln
ISTJ
fact, they often have a blank expression, even
while discussing emotional issues, which can
And you will notice that each of these types belie the passionate feelings they may be expe
shares the same two last letters, TJ, because they riencing inside (especially FPs).
-----------~ ---
WHY WHAT YOU SEE IS NOT ALWAYS WHAT YOU GET 115
4. In contrast to people who Extravert Feeling and 6. Often communicate their values more through
who often have sparkly eyes, FPs and TJs often their actions than through their words.
have what can best be described as sad eyes. 7. Are not overly conscious of appearance and
generally dress to please themselves, not oth
ers. They can often have an unfinished, casual
Specific Clues for Identifying Feeling look about them.
Perceivers (FPs) 8. Can be self-deprecating and humble and are
often uncomfortable or embarrassed receiving
Now that you've reviewed the general clues for all public compliments or praise.
types that Introvert Feeling, we'll look at the spe
cific cues for the four Feeling Perceiver (FP) types:
Specific Clues For Identifying
ENFP, INFP, ESFP, and ISFP. Typically, FPs:
Thinking Judgers (TJs)
I. Have a gentle and even mellow persona. They
As we've discussed, four Thinking types also Intro
prefer cooperation to competition and have an
vert Feeling. They are ENT}s, INTJs, ESTJs, and
easygoing attitude.
IS1]s.
2. Have deep feelings, but are very private about
Although T}s Introvert Feeling, they are very
them, and do not share them easily, except with
different from FPs! This is because, as Thinkers,
people with whom they are very close. How
they make their decisions based on impersonal
ever, at the same time, they can be extremely
logic. And, as Judgers, they seek closure, structure,
sentimentaL
and finality. This combination can make them
3. Are extremely sensitive. Outwardly friendly,
among the toughest of all the types. For consis
they can also become suddenly moody. (This is
tency's sake, we'll refer to T}s as people who Intro
especially true of INFPs and ENFPs.)
vert Feeling, which they do. But what is far easier
4. When things go wrong, they tend to look in
to see in TJs is not their Introverted Feeling, but
ward and blame themselves rather than to look
their Extraverted Thinking. Typically, T}s:
outside and blame others.
5. Are flexible when dealing with little, everyday I. Are no--nonsense and businesslike. They like
matters but can be tenacious, stubborn, and to get right to the point and not waste time.
even inflexible when it comes to dealing with They don't willingly engage in excessive so
matters that involve their values or something cial niceties, and may be somewhat awkward
very important to them. This can result in a when engaging in small talk, for which they
tendency to hold grudges when they have been see little need and have little patience ( espe
deeply offended. cially Introverts).
116 THE ART OF SPEEDREADING PEOPLE
2. Usually have and express strong opinions and if you don't refer back to the text until after you've
can appear insensitive and unfeeling, since answered all the questions pertaining to each sce
they give honest, truthful feedback, even if it is nario. You'll find the correct answers on page 119.
blunt or brutally frank. Good luck!
3. Show little emotion. They keep their feelings
in check and seldom let them influence their Scenario #I: Tom
logical decision making.
4. Are not physically demonstrative and seldom Tom, a fortyish real estate developer, confidently
touch people with whom they are inter strolled 1nto the bagel shop dressed in an expen
acting. (This is especially true of lSTJs and sive designer-label suit As he made his way to the
INT}s.) counter, he scanned the store and, taking inventory
5. Usually have a tidy, more formal professional of the customers, stopped to chat with several of
appearance. They usually dress in a conven the regulars. When he reached Greg, he broke into
tional, traditional manner. a big smile, threw his arm around Greg's shoulders,
and pulled him close. He then began to tease Greg
By comparing the list of clues for lJs and the unmercifully about the beating Greg's favorite bas
one for FPs, it is quickly apparent how very differ ketball team had taken the night before. Although
ent they are and, consequently, how important it is it was a good-natured exchange, Tom clearly took
to be able to tell them apart, because they can look great pleasure in making Greg painfully concede his
so similar. It may be especially important to be team had blown rts chances to make the playoffs.
able to accurately distinguish between a TJ and an At the counter, Tom fiirted with the two young col
I FP to avoid the risk of hurting or offending an FP. lege students filling orders, the same way he did
I'i
I.
every day. After gobbling down his bagel and coffee,
Tom "made the rounds," said good-bye to his bud
dies, jumped into his late-model Camara convert
SKILL-BUILDING EXERCISE
--------
ible, and zoomed off to work
To help you determine how well you were able to 1. From the brief information presented, Tom:
absorb and integrate the material presented in this a. appears to:
ercise. Read one scenario and try to answer the b. is more likely a:
WHY WHAT YOU SEE . IS NOT ALWAYS WHAT YOU GET 117
0 FP
She also suggested julie consult with a counselor in
0 FJ
their employee assistance program.
c. is also probably an:
0 Introvert 2. From the brief information presented, Diane:
0 Extravert a. appears to:
b. is more likely a:
0 TJ
0 FP
minute later- julie, a new staff person recently as d. is probably one of two types:
signed to work for Diane. apologized for the intru _____ _ ___ or
sion and pulled a chair up to the large wooden
e. Is most probably this one type:
desk, which was bare except for one file folder. a le
gal pad, and a pen. Before Diane could say a word,
julie burst into tears, and began to unload what
seemed to Diane to be a lifetime's worth of per
sonal problems. Not wanting to appear insensitive, Scenario #3: Carl
but clearly uncomfortable discussing such intimate
matters with someone she barely knew, Diane of Carl was entering his senior year as a fine arts major
fered the woman a box of tissues she kept in a at the university. His roommate, Alan. thought he
drawer, and satd: "julie. I'm really very sorry you're was doing Carl a favor when he invited an art dealer
having these problems, but I don't think that I can friend of his parents' to their apartment to see some
help you. Fir>t of all, I have a major presentation in of Carl's work. Since Carl wasn't home at the time,
two days that I have to get back to work on. And Alan went tnto Carl's room and brought out several
second, I'm just not very good at this sort of thing." pieces Carl was working on. A half hour later, when
Trying to be helpful in a practical way, Diane pulled Carl came home. Alan introduced him to the art
out the employee manual and suggested julie might dealer and told him what they had been doing. At
want to take a per>onal day to pull herself together. first, Carl was unsure of how he felt about it. But he
118 THE ART OF SPEEDREADING PEOPLE
0 TP
4. From the brief information presented, Jamie:
0 TJ
a. appears to:
OFP
0 Extravert Feeling
0 FJ
0 Introvert Feeling
0 Introvert
0 TP
0 Extravert
0 TJ
_ _ _ _ _ _ _ or _ _ _ _ _ __ 0 FJ
0 Extravert
WHY WHAT YOU SEE . . IS HOT ALWAYS WHAT YOU GET 119
Putting the System to Work In the preceding chapters, you've learned about
Personality Type and the components comprising
the SpeedReading system. In this chapter, you will
learn how they work together to enable you to
SpeedRead people quickly and accurately.
The SpeedReading system is built around the
three components presented-individual prefer
ences, temperament, and a person's E/I,feeling
pattern- because these three provide the most
valuable clues. As you become a more experienced
SpeedReader, you will discover other combina
tions of preferences that can also help you identify
people's types.
Just as many paths lead to the same destination,
there arc many different ways you can use these
tools to determine a person's type. In fact, some
types will naturally be better than others at spot
ting certain clues. For example, because Sensors
naturally notice details, they may pick up on a
small clue that an Intuitive might miss. On the
other hand, while lntuitives may miss the details,
they are better at interpreting the meaning of some
subtle behavior, and extrapolating a pattern. It's
not important h()IU) you arrive at an accurate as~
sessment, as long as you ultimately do. But what
about your goals and expectations about your
newly acquired skills? Remember, it's always im
ponant to keep in mind the ultimate goal in mas,
tering the SpeedReading system: to enable you to
communicate more effectively with everyone you
come in contact with. Obviously, the better you
understand someone, the more likely this is to oc
cur. Consequently, it is most helpful when you can
r
,, Ill THE ART Of SPEEDREADING PEOPLE
identify a person's full four-letter rype. But, for a on occasion you will be able to identify a person's
variety of reasons, including an inadequate oppor whole type, almost onstandy, just by looking at
tunity to observe a person, the presence of some him! This is because people of the same type often
psychological abnormality, or a misleading con have a particular "look" which you will begin to
text or situation, this is not always possible, nor is recognize after extensive interaction with many
it always necessary. people of the same type. But in the vast majority
In some instances, you will be able to determine of cases, you will use the process of elimination to
only a person's temperament, or perhaps one or two go from sixteen types to eight types, down to four,
of his or her preferences. But in many cases, this is to two, and finally to one-the person's full type.
more than enough to accomplish your major goal Using the three components of the system, you
of significantly improving communication. For ex will be able to accomplish this, in most cases, in a
ample, suppose you are an Extravert, and you meet matter of minutes.
someone and determine she is an Introvert, but you Shortly, we will demonstrate how the various
are unclear about the rest of her type preferences. components can be used in different order to
With all you've learned about the differences be SpeedRead a person. Before we do, we offer the
tween Extraverts and Introverts, you would still following tried and true, practical tips to effective
know a great deal more about her, and how to com SpeedReading:
municate with her, than if you didn't understand
Introverts, or couldn'r identify her as one. 1. Always begin with what you are most sure
ponents need to be used to work effectively. With Regardless of whether it is the subject's tempera
one subject, you may first identify the tempera ment, one or more preferences, or his or her Ell
ment, then a particular preference, then his Ell Feeling pattern, identify what you think is most
Feeling pattern. With another person, you may clear, then eliminate those things you can most
find her Ell-Feeling pattern jumps out at you. Fre easily. For example, suppose you are certain the
quently, one person will find one component pro subject is an Extravert. Then you can automati
vides the best clues and another person will find a cally eliminate all eight of the Introverted types.
process of elimination. Before you know anything Keep the door open and consider uncertain guesses'
about a subject, he or she might be one of sixteen as working hypotheses subject to change as you col
types. As you gather more data, you begin to elim lect more data. This can present a particular chal
inate possible types from contention. Incidentally, lenge to Judgers, who, in their haste for closure,
after you have really mastered the techniques, may not take in enough information before mak
r
PUTTING THE SYSTEM TO WORK Ill
ing a decision. Remember, you can always modify SpeedRead the person. For example, people call
your guess as you pick up new clues. ing you to inquire if you have a job opening will be
motivated to let you get to know them, and will
3. Be aware of your own biases. generally make themselves available to talk as long
We all filter our perceptions through our own bi as you want to. With such a scenario, you get the
ases and prejudices. With regard toType, it is par chance to ask them open-ended questions and hear
ticularly easy to fall into the trap of stereotyping how quickly or slowly they respond, which words
people based on our personal opinion of various they use, how warm or cool they are, and so on.
type preferences or temperaments. For example, Contrast this with a call you make to try and se
you may mistakenly believe all people who are cure an informational interview with someone you
friendly must be Feelers. But what you may really have to convince to spare you a half hour of her
be seeing is Extraversion. Omversely, Feelers who time. She is much less likely to volunteer informa
Introvert Feeling may look cool and initially un tion freely, and therefore you will have much less
friendly and you may misread them as Thinkers. information upon which to SpeedRead her.
The location of the call can even influence how
much information you are able to glean. For ex
ample, someone calling from his office within ear
WHEN YOU'RE NOT FACE-TO-FACE
shot of coworkers or his boss may (depending on
Some tips for SpeedReaaing people over the phone the purpose and content of the call) act and speak
very differently than ifhe were calling from the pri
While it is always preferable to be able to look the vacy ofhis home. Similarly, the purpose for the call
person you are trying to SpeedRead in the eye, it and the role of the caller can affect what you are
is not always possible. Nor is it always necessary in able to learn. For example, an attorney for a collec
order to get a good sense of his or her personality tions company is likely to act rougher and more in
type. For once you have mastered the SpeedRead timidating than she might normally be, or prefer
ing techniques, you will be able to identify most, to be, because she corniders that approach helpful
and sometimes all, of a person's type preferences or necessary to perform her job. Although, in real
from a relatively brief telephone conversation. ity, few Feeling types choose this line of work, it is
Your accuracy will depend, in addition to your not hard to imagine one coming across much more
SpeedReading prowess, on several factors, includ like a Thinker. And it is therefore easy to see how
ing the purpose, length, and context ofthe conver someone trying to SpeedRead her might easily mis
sation, and, in some cases, the person's type as well. interpret her behavior and misread her type.
The more open-ended and spontaneous the con Although in some situations, there will be little
versation, the greater opportunity to accurately you can do to improve your chances of accurately
~~
114 THE ART Of SPEEDREADING PEOPLE
,,!;
SpeedReading the person, in most others you can hibit your ability to really focus your attention on
do quite a lot. For example: always ask open-ended certain clues.
questions. Remember, the longer a person talks, Finally, it might be helpful to keep in mind that
the more you know about him or her. For example, even if you are able to identify only a few prefer
in a job interview situation, you might ask: uHow ences or the person's temperament over the phone,
did you get along with your last boss?" To which based upon your understanding of Type, you are
the person is likely to answer: "Fine." But suppose still likely to have learned more about what moti
you asked a series of openended questions, in vates him than people who have known him for
stead, such as: "Tell me about your last boss. What years! As always, we caution you to avoid jumping
was she like? ... Wbat did you like best about her? to conclusions based on limited information, and
... What areas of conflicts did you two have? ... encourage you to think of an unsure guess as a
How would you characterize your relationship with "working hypothesis" subject to refinement with
her? . . . Wbat do you think she would say about more information.
,,
you?" You would learn much more about the
person's own values, perceptiveness, confidence,
intelligence, not to mention key personality DIFFERENT APPROACHES FOR USING
characteristics. THE SPEEDREADING COMPONENTS
Sometimes, even when you ask an open-ended
question, the person will give a very brief one-word Imagine a carpenter who has three tools on his
or one-line reply (which in and of itselfcan be very belt: a hammer, a saw, and a screwdnver. For one
'I
j' revealing). You may need to encourage the person job, he may need only the hammer; for another,
i. to expand her answer by asking: "Could you say a he might need only the saw; and for a third, he
l little more about that?" or "Could you give me an
example?" or "I'm curious why you would think
might only need the screwdriver. But for some
jobs, he might need two, or even all three, tools.
i 1
I
that." Which tools he uses depends on the situation and
Obviously, in the vast majority of cases, Speed the specific requirements of that job.
:1: i Reading someone by phone is not as effective as
I Think of the three components of the Speed
I! I
dealing face-to-face. However, there may be rare Reading system as your three tools. In order to get
I
occasions when it is easier to type someone by your job done, that is, to SpeedRead someone ac
l, phone than in person. One such situation might curately, you may need one, two, or all three tools.
be when the person is freer to be himself on the And just as the carpenter must decide which tools
phone than he might be at work, or in a group. to use, and in which order to use them, you must
And sometimes, SpeedReading people by phone decide which component> will be most helpful
can reduce unwanted distractions, which can in. and how to use them in a given si[uation.
PUTTING THE SYSTEM TO WORK 115
Approach #I wait for the few minutes it took her to end a phone
call, asks you to sit, and politely inquires if you think
In this first example, we'll assume that you use the this matter will take more than a half hour. because
preference cues as your primary source of data. she has a meet1ng then and wants to make sure you
Once you have a working hypothesis as to the get all the time you need with her.
person's full type, you will then use the other jane is friendly. energetic, yet attentive as you ex
two dues- temperament and their E/I-Feeling plain the situation, even as she occasionally glances
pattern- as confirmation that your assessment up at customers entering or leaving the bank. She
was right. takes the time to hear you out completely and does
Read this scenario carefully. Search for clues to not seem the least bit defensive. She frequently nods
Jane's true type by identifying each of her four in agreement, and twice politely Interrupts your ex
preferences. planation to clarify a detail of the story and to look
over the paperwork you've brought with you. As
Jane is a thirty-five-year-old customer service repre she explains the steps she will go through to investi
sentative working for a local savings and loan com gate the problem and try to resolve it. she uses her
pany. You have arrived to try and straighten out a hands to gesture. Overall, you get the clear impres
discrepancy in your account that you believe has sion that she is genu1nely concerned about your in
occurred as a result of a bank error. Your objective convenience and that she is trying to keep you as a
is to convince her that the bank should waive the happy customer of the bank.
$20 serv1ce fee you've been charged, since it was
QUESTION #I
the bank, and not you, who made the mistake.
Does Jane seem more like an Extravert or an
Jane is dressed in a neatly pressed business suit
Her long hair is put up in a French twist, and the few Introvert?
pieces of jewelry she is wearing (necklace, earrings, Clues: Jane has lots of energy, appears to think
and rings) all go well with each other On her desk out loud, is very animated with her hands and fa
are several photographs of her family and a paper cial gestures, and seems very comfortable dealing
weight that is a plaster impression of a small child's with people. And although she is attentive, she
hand with an inscription: "I love you, Mommy. Love, seems to be aware of all the activity that L' going
jessica" Her desk is very neat with few items on it, on around her.
and aH seem to be in their appointed places. There
Answer: Jane seems like an Extravert.
are no piles of folders, and the only things in the
center of her desk are a blank pad, a pen holder. By determining that she is an Extravert, you have elim
and a clock. inated aU eight of the Introverted types, reducing the
As she greets you, jane apologizes for mak1ng you number of possible types from sixteen to eight.
116 THE ART OF SPEEDREADING PEOPLE
QUESTION #2 QUESTION #4
Does Jane seem like more of a Sensor or an Does Jane seem like a Judger or a Perceiver?
Intuitive?
Clues: Her appearance has a very "finished
Clues: Jane is very specific and precise, asking you look"- her outfit reflects care and planning. Her
ro recite the details of the problem and stopping desk is near and orderly- there are no piles of
for clarification when needed. She is clearly inter folders or other works in progress on her desk. She
ested in reviewing your documentation, and while seems very time conscious by virtue of rhe fact
she does look around the room from time to time, that she makes sure she has enough time for you
she is paying close arrention to you and the events and that one of the few items on her desk is a
I
of the present moment, rather than daydreaming clock. If you could sneak a peek at her calendar,
I
or being distracted by her own private rhoughts.
you would no doubt notice how neat her hand
writing is, and that her appoinrments may be writ
Answer: Jane seems like a Sensor. ten in ink. She seems very much in control of the
situation; her actions are deliberate and not the
By determining that she is a Sensor, you have elimi least bit tenrative.
nated all eight of the Intuitive types, reducing her type
possibilities down to only four types: those that share Answer: Jane seems like a Judger.
both E and S: EST], ESFJ, ESTP, and ESFP.
Since you are pretty sure she is a judger, and if you
QUESTION #3
were right on your other guesses, then her type should
Does Jane seem like a Thinker or a Feeler?
be ESF].
ii
L
PUTTING THE SYSTEM TO WORK 117
QUESTION #I
Answer: Gordon appears to lnttovert Feeling
What temperament best fits Gordon?
{which means he also Extraverts Thinking).
Answer: Gordon seems like an lnttovert. Although it is aesthetically appealing. the office is
clearly designed to make her comfortable. It appears
By determining he is an Introvert, you have identified that everything in the room has some special mean
his type as INTI. ing to her. After inviting you to sit in a large, com
fortable chair across from her and offering you a cup
of tea. Dr. Hoffman listens intently as you tell her
Approach #3 your story. She seems genuinely concerned by the
circumstances that forced you to leave college origi
In this third example, the subject's E/1-Feeling nally. and about the conflicts you are currently fac
pattern provides the first clue, followed by her ing. She shares her strong belief in the importance
temperament and preferences. of people being able to come back to school. and
how colleges have a moral obligation to figure out
Forced to drop out of college in your senior year creative ways to make it easier to do.
to care for an ailing parent, you have finally re While you didn't an~cipate she would deny your
enrolled, now that your young children are in school. request, you were unsure about how approachable
Wtth an important research paper due, and finding she would be. You are grateful when she tells you
it extremely difficult to meet family obligations and that she admires you for coming back to school and
complete your work on time, you've come to ask encourages you to take all the time you need to
your professor, Dr. Hoffman, for an extension or complete the paper.
an "incomplete" so you can finish the work over the
summer. QUESTION #I
Based on your observations of her in class, you've Does Professor Hoffman appear to Extravert or
always found her soft-spoken. articulate, and intelli Introvert Feeling?
gent. but not particularly warm. As you enter Pro
fessor Hoffman's office, you are surprised by the Clues: While she doesn't appear to connect in any
instant sense of comfort Rather than harsh fiuores public way in class, she clearly seems like a Feeler.
cent lighting. two antique fioor lamps bathe the As you spend time with her one-on-one and get to
room in a wanm glow. With a small Oriental rug. know her, she begins to "let you in," and you dis
paintings on the walls. and a round oak table for a cover how sensitive and sympathetic she really is.
desk. it seems more like a cozy parlor than a faculty Also, her office is filled with objects that have spe
office. While it is tastefully decorated. it is also ex cial, emotional meaning to her. She seems highly
tremely cluttered, with files. books. and stacks of influenced by her internal values-such as the im
papers everywhere. including her desk and the fioor portance of nontraditional students being given
surrounding it. opportunities to succeed.
110 THE ART Of SPEEDREADING PEOPLE
Answer: Professor Hoffman seems to Introvert necessary to achieve a doctoral degree, point to
Feeling. Introversion, as do her love of books and reading.
It occurs to you she has tried to create a kind of
By deciding she Introverts Feeling, you determine she sanctuary in her office-a private place to work
must be either aTJ or an FP. And since aU the evidence and have quiet one..onone conversations- a very
points to her being a Feeler, she is an FP, which reduces Introverted place.
the type possibilities to four: ENFP, INFP, ESFP,
p, or ISFP. Answer: Your professor is most probably an INFP.
,f
office at 6:00 P.M. She explained during her brief questions, thanks you for coming in, and picks up
phone call to you that she needs the extra time the phone to make a call.
to finish up some work before your meeting. She
glances up and notices you through the open office What is your new boss's type? _______
door as you approach, takes a quick look at her
watch, and gestures for you to take a seat.
As you enter what was your former boss's office, Case #2: The Home Buyer
you are immediately struck by how different it looks.
The once casual and informal furnishings have been You are an expenenced real estate broker With a
replaced by an imposing wooden desk with two I 0:00 A.M. appointment with a woman you con
leather club chairs positioned in ii-ont of it and a sider a good prospect for a sale. Her family will
bookcase filled with reference books and policy be moving into town in a few weeks as a result
manuals. On the walls are several diplomas and of her husband's new job. When she finally anrives
certificates of achievement, one for manager of at I 0:35, you watch her slowly get out of her car,
the month, and framed letters of commendation toss her sweater and the directions you faxed
from the Chamber of Commence and Girl Scouts her into the backseat, and amble into your office.
of Amenca formally recognizing her volunteer She sheepishly apologizes for keeping you waiting.
contributions. but offers no explanation other than to say she is
After a minute or two of friendly small talk, she "running late."
opens your personnel file, which has been sitting on She is still wearing her tennis whites, although you
her desk in preparation for this meeting. Her tone is know she has several appo1ntments with others be
formal and all business as she outlines her agenda in sides you today, including a bank officer or two. She
detail. Her language is clipped and precise, and she has a pleasant but quiet demeanor and seems sin
makes it clear from the start that she is in control of cerely grateful you could make yourself available
this meeting. In a clear voice, she revieVIS key points to her on such short notice. When you ask what
from your perfonmance appraisals for the past sev she wants most in a new home, she takes a few
eral years. refenring to a few entries that were not moments, considering your quest1on carefully, and
very positive. Next she talks about the tremendous answers: "A neighborhood with lots of nice kids for
responsibilities she has to the company as a result my sons to play with, near a playground would be
of the acquisition and personnel changes, and how great. Aaron will be seven in February, and Ethan
difficult change is in any organization. She then lists was just five in June. I hope they will be able to de
several specific policy changes she wants to make velop some close friendships here. We'd also like a
and outlines a timetable for their implementation. house with a rec room and a yard for our two dogs.
Looking at her watch again, she asks if you have any Oh, and we need at least two bathrooms." As you
132 THE ART OF SPEEDREADIHG PEOPLE
------------------
continue to talk, she becomes quite speciftc about years. Looking around, he proudly volunteers the
other amenities she would find attractive. stats on some teams he has coached, commenting
She seems perfectly comfortable putting herself in detail on the successes of many of his favorite
in your hands and appears to have no need to be in fomner players.
control ofthe meeting. And she is extremely flexible The coach is very friendly and has a hearty hand
and amenable to changing plans as circumstances ne shake and big smile. You notice he is dressed casu
cessitate. As you learn from walking through several ally and comfortably, and after offering you a seat,
houses that day. she has a great eye for color and de he leans back in his chair, props one foot up on the
sign. She also has an amazing memory, remember corner of the desk, and asks: "So, what can I do for
ing small details you didn't even notice. you?" As you explain that this is your son's first ex
As you spend more time together and get to perience with soccer and, in fact, his first foray into
know each other better, she gradually shares more team sports, the coach seems fully attentive, making
and more personal information about her life. In good eye contact with you as you speak. But you tell
fact, the only negative thing about the whole day him that your sensitive and somewhat shy son wants
turns out that you may have done your job too to quit the team after only three weeks. You explain
well! She liked all of the houses you showed her, that he feels pressured to play well, even though he
and seems daunted by the prospect of narrowing is new to the game, and that he takes a lot of teas
down her options to just one without having the ing from some of the older players. You confide that
I'
benefit of more time and inforrr1ation. your son has told you that the coach seems to be
:L
either unaware of what is going on or unconcerned
What is the home buyer's type? _ _ __ about it. You explain that you don't expect him to
coddle your son, but at the same time, this isn't the
pros, and your main objective is for him to have fun.
Case #3: The Soccer Coach All the while you are speaking, the coach is smiling,
nodding, and shifting in his seat After you finish, he
The parent of a ten-year-old, you have come to talk immediately assures you that he knows everything
with his soccer coach about a problem your son is that goes on at practice, and he is fully aware of how
experiencing. Since the coaching job is a volunteer his kids get along with each othec Through his words
position, you are meeting the man at the car dealer and his body language, he communicates a very easy
ship where he works. As you walk into his office, going attitude, as if he sees this as no big deal. In fact,
you immediately notice the strong sports theme: in he goes so far as to suggest that this is probably just
a glass case are several trophies, and on three of the what your son needs to "toughen him up" a bit While
walls are photographs of him with various teams he agrees that he wants the k1ds to have fun, and
he has played on or coached over a period of many that winning isn't everything, learning to be a tough
ll
I
I I
PUTTING THE SYSTEM TO WORK IJJ
competitor is an important life skill for anyone to gain. position. she admits that she is frustrated by what
especially sensitive kids. At your insistence, he prom she views as a lack of creativity, an overly structured
ises to keep a closer eye on the srtuation, but leaves environment, general resistance to new and innova
you with the clear impression that you are making a tive ideas, and the snail's pace at which those few
mountain out of a molehill, and that if you lighten ideas that are accepted are carried out. She clearly .
up a little about this, your son probably will also. considers her marketing background to be unappre
ciated and grossly undenutilized by her cunrent em
What is the coach's type? _ _ __ ployer. She reveals she is most energized by creative
problem solving and considers herself an excellent
troubleshooter. the more complicated and challeng
Case #4: The Headhunter's Candidate ing the problem, the better she likes it. When you
ask her for an example, she cites a recent restnuc
As a headhunter, your Job is to find talented people tunng project but explains rt in such a roundabout
who are working for one company, and convince and confusing fashion you, frankly, find it too techni
them that they should move to another company. cal to follow.
You are paid a commission by the company seeking You are impressed to learn that her considerable
to hire the employee. Your client. a new company skills with computers have been mostly self-taught.
that develops electronic marketing solutions to be And, in fact. learning new things is one of her great
used over the Internet is looking for a computer est pleasures in life! She reveals that she listens for
whiz with a substantial marketing background. Having hours at a time to audiotapes and has even taught
been given a lead on a woman who, at least on pa herself to speak japanese with the thought she may
per. seems like the perfect candidate, you are having someday want to be an international consultant
your first face-to-face meeting to discuss her quali When queried about her weaknesses, she reluc
fiCations and interest in the position. tantly admits that she is better on the start-up than
Her greeting is friendly but reserved. She admits on the follow-through. often becoming bored once
she is curious about the possibility of changing jobs; the creative bugs are worked out of a program. And
her current job is manager of computer services in she readily admits that she feels stymied working in a
the marketing department of a large insurance com large. bureaucratic organization because of the gen
pany. but in assuming this position, she was promoted eral resistance to considering innovative approaches,
out of doing the kind of creative, challenging work the Jack of spontanerty, the endless number of stupid
that she really likes to do. The idea of working for nules and regulations, and the high percerrtage of in
a new small but growing company appeals to her. competent managers. While not admitting that she is
She immediately strikes you as highly intelligent a poor manager herself. she does suggest that dealing
perhaps even brilliant! In talking about her present with people's problems is not her favorite pastime.
114 THE ART Of SPEEDREADING PEOPLE
What is the headhunter's candidate's type? acknowledge, the problem is compoundec by the
fact that the large chains that have become your
biggest competitors allow customers to return any
product they aren't happy with, for any reason, with
Case #5: The Dissatisfied Customer no time limitations. They are simply so big, they can
afford to absorb the occasional loss. unlike a small
As the manager of a small family-ownec clothing store like yours.
store. one day you are approached by a man return The customer listens thoughtfully to your explana
ing a pair of expensive name-brand hiking boots. tion, occasionally nodding in sympathetic agreement
The boots were guaranteed to be waterproof and with your plight But he still seems convinced that
have begun to leak While the customer admits he you should replace the boots at your cost As he ex
i''
bought the boots almost a year ago, he explains he plains, 'The issue goes way beyond satisfying one
''
i' has only worn them a half a dozen times. Your in little customer. Rather, you neec to look at the larger
spection confirms they appear almost new. picture and see how a policy like this affects your
The customer. who is neatly dressed in casual store's reputation and integrity. What's most impor
but functional clothes, smiles upon greeting you, and tant is that you do the right thing, which means
speaks in a polite and articulate manner. He is nei standing behind your merchandise, even if the man
ther pushy nor belligerent In fact, he seems rather ufacturer doesn't" He looks at you in silence for a
uncomfortable raising the issue at all, and almost few moments, and then he announces that he needs
apologizes for taking your time. But he goes on to some time to think this through a little more and
explain that he believes very strongly in the survival will return after he's completed his other shopping.
of small stores such as yours-so much so that he is
willing to pay more for their merchandise in order to What is the customer's type? ________
help keep them in business. However, he also feels
that the additional cost entitles him to extra-good After you have reviewed the answers to these
service. cases, you will be ready to proceed to the next
You express your appreciation for his position and chapter. Up until this point, the emphasis has been
then explain to him the realities of small business in on teaching you the skills necessary to SpeedRead
the nineties. The problem, you tell him, is that you people. In the next chapter, you will learn a new
know from past experience that this manufacturer set of skills that will enable you to quickly and ef
will not take the boots back- under any circum fectively communicate with all types ofpeople. We
stances. So, if you replace the boots, your store will refer to the results of using these techniques as
lose not only the profrt. but the money you origi SpeedReaching people.
nally paid the manufacturer for the boots. And, you The answers to this exercise follow.
PUTTING THE SYSTEM TO WORK 115
ANSWERS TO SKILL-BUILDING language style, you can then rule out the Concep
EXERCISE
------
tualizer temperament (NT).
I
late" makes you suspect this may be normal for of involvement with sports teams, which he obvi
her), her flexibility and willingness to let you be in ously enjoys since he does so in a volunteer capac
charge, her comfort just going with the flow of the ity. Whether or not his claim that he notices
process, and the fact that she is reluctant to make everything going on at practice is true, he obvi
a decision without plenty of information. ously is constantly scanning the environment to
discover what's happening at all times, which is
2. Temperament Clues:
further evidence of his preference for Extraversion
A variety of clues suggest she is an Experiencer.
and his preference for Sensing. He is generally more
Among them are her casual appearance, including
interested in the immediate action and results of
the fact that she seems not to mind going to ap
playing sports, of the team's winning, and having
pointments in her tennis clothes. Her clothes also
fun, than with any long-range or larger implica
tell you she is involved in sports. And she has
tions of lessons they might learn. The coach's un
stressed a desire to find a house near a playground
affected and impersonal reaction to your concerns
with features that enhance an active lifestyle like
about your son's emotional experience- the fact
a recreation room and large yard for the family's
that he expresses his belief that learning to be
pets.
tough is a virtue-is evidence of his preference
for Thinking. Finally, his casual, even irreverent
3. Ell-Feeling Pattern Clues:
attitude and body language, and his rather vague
The dominant due that she Introverts Feeling is her
promise to keep an eye on things rather than any
mther gentle nature. She waits to express her val
fum commitment to action, are all clues to his
ues and feeling-based reactions until after you have
preference for Perceiving.
spent time with her. She is not highly opinion
skills. She admits to working best in an indepen Chief among the clues that this customer is an In
dent capacity, and is intri&'Ued with moving out trovert are his unassuming demeanor, quiet voice,
118 THE ART OF SPEEDREADING PEOPLE
and need to think through what he wants to do preference for Extraverted Feeling. While he is
before acting. His focus on the larger issue at stake neither pushy nor aggressive, he is also not shy
1: in the disagreement, rather than on any immediate with his opinions and beliefs. As with any Intro
I' or short-term satisfaction, is evidence of his prefer vert, his demeanor is gentle, even while he ex
I" ence for Intuition. The strongest clue you get that presses passionately held convictions.
' he prefers Feeling is that his actions are governed
I
1, by his strong personal values and his assertion that How did you do?
Ii,' others should stand behind their products with in If you were able to guess most of the types cor
;~
r
CHAPTER SEVEN
How to Communicate We've all been taught the Golden Rule: "Do unto
others as you would have done unto you." How
with All Types ever, when it comes to communicating effectively,
this really should be modified to read: "Do unto
others as they would like done unto them." In
other words, to be effective with others, you need
to speak their language- to deliver your message
in the way they want, and will hear it.
Rewriting the Golden Rule means giving up our
more egocentric approach to communicating for a
more altruistic or responsive approach-one that
is more concerned with the other person than with
ourselves.
People who communicate egocentrically essen
tially communicate the same way with everyone,
requiring others to adapt to their style. If you think
about it, this really makes very little sense. For ex
ample, you wouldn't speak the same way to a child
of three as you would to an adult with a Ph.D. in
philosophy. You would use a different vocabulary
and pace, and greatly alter your message so that
each person would understand it. Or if you were
trying to communicate with someone who was
very hard of hearing, you might speak slower and
louder to ensure that the person could hear you.
Perhaps the clearest example is the change you
must make to speak with someone from a foreign
country. In order to really communicate well, you
would have to speak their language.
Personality Type is such an effective tool for
enhancing communication because people of dif
ferent types prefer to communicate in profoundly
140 THE ART Of SPEEDREADI NG PEOPLE
(and predictably!) different ways. By understand Norms even extend to the size and shape of
ing a person's preferred communication style, you our bodies: most of our coworkers are neither ex,
significantly increase your chances ofreaching that tremely tall or short, very heavy or very thin.
person. For example, we know that Sensors natu. Aside from the fact that there are admittedly fewer
rally focus on the facts and details rather than on of these individuals in the general population,
the big picture and possibilities. Therefore, when those that are often don't make it through the in
trying to connect with a Sensor, it only makes terview process for two reasons: most interviewers
sense to emphasize what they themselves will are personally uncomfortable with them and are
think is most important. concerned they won't fit in.
So what does all this have to do with Speed
Reaching People? Quite simply, the more type pref
Comfort and Communication erences we have in common with someone, the
more similar we are. And the more similar, usually,
Simply put, the more similar people are to us, the easier the communication. (The exception oc
the more comfortable we are with them. Uncon curs sometimes when people are too alike, and rec. .
sciously, we all want others to be like us, because ognize in someone else a quality they don't like
when they are, we understand them better and are about themselves-not unlike looking in the mir
less threatened by them. Evidence of this abounds. ror and seeing a flaw.)
For example, most people are uncomfortable with Perhaps you've had the experience where you've
others who have physical or mental disabilities met someone and just seemed to uclick" with them;
because they are different. And although Ameri although they are strangers, you feel comfortable
can culture, legally, is racially integrated, when it with them, as if you've known them for a long time.
comes to socializing most Caucasians choose to And with other people, perhaps certain family
be with other Caucasians, just as most African members or coworkers whom you know well, no
Americans have more closer friendships with other matter how hard you try, you always seem to be at
African Americans. Similarly, people from very odds. More than likely, the explanation for both
different social classes seldom socialize together. situations has a lot to do with your personality
Most of us tend to surround ourselves with oth type similarities and differences.
'li ers very much like us. A look at most American Theoretically, then, communication between
' companies provides good examples of this: every two people of the same type should be pretty easy.
: i: one looks pretty much the same. There are clear, And it usually is. But what happens when the other
' if mostly unwritten, rules or norms for everyr person is our type opposite, or different on two or
thing from the way people dress, wear their hair, three preferences? Although we pay lip service to
,,' speak, and walk, to which hobbies and interests the notion that differences are good, in reality,
' they have. most of us tend to see types that are different in
SPEEDREACHING PEOPLE: HOW TO COMMUNICATE WITH ALL TYPES 141
negative terms. Recognizing our potential biases These are particularly powerful filters, since our
is an essential first step in eliminating them. For preference for Sensing or Intuition reflects the
example: way each of us sees the world. And common sense
dictates that if we devalue so central an attribute
Extraverts may see Introverts as: in someone, it is highly unlikely we will want to
secretive; too private identify with them or they with us.
impersonal and unfriendly
withholding and self-absorbed Thinkers may see Feelers as:
slow and uncooperative illogical
socially awkward overemotional
weak
While Introverts may see Extraverts as: hysterical
too talkative; apt to shoot from the lip irrational
intrusive and pushy
superficial and disingenuous While Feelers may see Thinkers as:
hyperactive and overwhelming cold
rude and bossy insensitive
uncaring
These are not always conscious perceptions. Of inhumane
ten, they are reflex reactions based on past experi hard-hearted
ence, without the benefit of understanding these
fundamental differences in people. As we touched on earlier, but is worth repeat
ing at this point: many people erroneously assume
Sensors may see Intuitives as: that all men are Thinkers and all women are Feel
flighty and erratic ers. {Or at least that they should be!) Given that
unrealistic mind-set, such people are often uncomfortable
impractical with Feeling men and with Thinking women,
having their heads in the clouds which can present a particularly difficult obstacle
too complicated and theoretical to communication.
While lntuitives may see Sensors as: Finally, Judgers may see Perceivers as:
unimaginative and uncreative lazy and/or unproductive
boring; resistant to new things chronically late; apt to miss important deadlines
stodgy: sticks-in-the-mud not serious enough
lacking vision irresponsible and unreliable
simplistic procrastinators; incapable of making decisions
142 THE ART OF SPEEDREADING PEOPLE
While Perceivers may see Judgers as: would do well to resist your natural ENFP incli
rigid and unyielding nation to be clever, funny, and maybe a little
inflexible and stubborn irreverent. Remember, her lead is Sensing, so
controlling you should pay close attention to the facts and
apt to regard things as too black and white specifics, base your pitch on the logical conse
apt to make decisions too quickly quences rather than how important the issue is
to you, and make sure to honor any deadlines
Given the vast number of people in the world, or schedules that you agree upon.
and the fact that there are sixteen distinctly dif 3. Use the "bridging" technique to seek common
ferent types, the one thing you can count on is ground. "Bridging" is the process of using the
that most of your communications will not be type preferences you have in common with some
with people of your same type. Therefore, the key one else to create a connection. Think of a
to communicating effectively lies in your ability to wooden footbridge built over a raging river to
recognize and transcend type differences between enable people to get from one side to the other.
you and others. You can do this by learning how to The narrower and weaker the bridge, the more
maximize similarities and minimize differences be difficult and dangerous the passage. The wider
tween you. and stronger the bridge, the easier and safer
There are three basic techniques that will help the crossing. In our metaphor, the more prefer
you begin to use your newly acquired understand ences people have in common, the wider and
ing of Type to reach people who are different stronger the bridge, and the greater likelihood
from you. that the message will get across. Here are a few
examples of how bridging works:
1. Pay attention to others' motivations, values,
EXAMPLE #I: ESTJ AND ISTJ
strengths, and weaknesses, and follow the rewrit
Remember that the more preferences people have
ten Golden Rule. Temperament will tell you what
in common, the easier the communication process
they value, their Lead function will identify
usually is, because there is a wide bridge between
their greatest strength, and their Least function
these two types. Put another way, there are also sev
will generally reveal their greatest weaknesses.
eral different paths by which these two types might
2. Pay attention to their preferred communication
connect- through their shared Sensing, Think
style, which is greatly influenced by the indi
ing, and Judging preferences.
vidual's type preferences as summarized in the
box on the opposite page. E I
For example, suppose you are an ENFP sales s s
person and the person you are dealing with is T T
an ISTJ- your opposite type. In this case, you J J
r:
\-)
"')
lli'
With Extraverts With Introverts
l,et them talk, and think out loud Ask, then listen carefully
''.Jocl~d~ a variecyofropics .Talkabout one thing at a time
,fHJonununi<;ate Vf!thally Communicate in writing, if poS&ible
EXpect immediate action Give them adequate time to rellect
Keep the conversation moving Dondin!Sh their sentences
;~ State topic cleilrl! Ill Talkabout the "big picture" a11d its irnplicatfohs
J1 Prf!PBte facts .and examples Ill Talk about.possibilities
'ill'resent\!lfo~ipn step-by-steP Use analpgjes and metaphors
Stress praetical applications Brainstorm options
Finish your sentences Engilll" .their imaglnstions
Draw on past, real experiences Don't overwhelmthem with details
:
I
..
, THE ART Of SPEEDREADING PEOPLE
In reality, these two types generally do commu even shaky, bridge. While it's true these two types
nicate very well because they see the world in the are very different in many ways, and they share
same way (through Sensing), make decisions us only a preference for Intuition in common, that
ing similar criteria (through Thinking), and pre preference happens to be the lead for both. As
fer to live in a decisive, organized way (through a result, they both seek and see possibilities, look
Judging). But in addition to having three prefer for the implications and meaning in things, are
ences in common, these two types also share the creative and open to new ways of doing things.
Traditionalist temperament, which means they And although they may not agree on everything,
have similar core values, making communication the chances are very good they will understand
even smoother. each other. Hence, just their lead Intuition, if
used correctly, can be a powerful communication
bridge.
EXAMPLE #2: ENTJ AND INTP
These two types relate to each other as lntuitives,
E I
as Thinkers, and as Lead Thinkers. And since NTs
N --"-"'-~
N
are Conceptualizers, they share the same tempera
F T
ment as well. This illustrates how types that are
p J
similar on only two preferences can still have a
significant communication bridge.
But, as we all have experienced, there are cer
tainly times when you share no preferences in
E
common with another person. The key to success
N N
here is to start by following the rewritten Golden
T T
p Rule, working to understand what the other per
J son is all about, and then trying to speak his or her
language. Next, look for other, non-type-related,
These two people will do best to focus on com
connections. Of course, all human beings share
mon values of creativity, competence, and inde
lots of things in common. You may both have
pendence. They will best understand one another
children, or work at the same company, belong to
when they use language that appeals to them both,
the same church, or live in the same town ... or
look at the big picture, and describe things in log
you may both love photography. There are many
ical, impersonal terms.
more things we have in common that connect us
than that separate us. And while they are sel
EXAMPLE #3: ENFP AND INTJ dom enough to ensure good communication, these
Having only one preference in common, you might common experiences can form powerful bridges
assume these two types would form a very narrow, that help the effort.
SPEEOREACHING PEOPLE: HOW TO COMMUNICATE WITH ALL TYPES 145
This exercise is designed to help you develop and 1. What drives her? Based on her temperament,
pracrice your SpeedReaching skills. To do this, we what are the things she values most that relate
will be referring back to the same cases used in the to your employment and will help you meet
skill-building exercise in Chapter 6. You can find your objective?
these beginning on page 130.
As a Traditionalist, the boss values hard work, rak
The directions are simple: first reread each case
ing responsibility, and dedication to the job. I need
to refresh your memory, then answer the ques
to make her aware of all the times I have willingly
tions that follow below. Once again, you will get
taken on extra assignments with great results, and
the most benefit from trying to answer the ques
to quantify the ways those successes benefited my
tions without referring ahead to our recommenda
department and the company. I might suggest she
tions until you have finished. And you will also
form a transition committee and volunteer to serve
find it most helpful to complete the questions and
on it.
check the answers for each case before proceed
ing on to the next. You will find the answers on 2. Using what you know about her preferred
page 148. communication style (based on her type pref
To SpeedReach the various people in each of erences), what specific strategies would you use
these cases, you will first need to know two things: to connect with her?
what is his or her type, and what is your objective
in SpeedReaching him or her. Because it's always Appeal to her Extraversion: Make sure I'm prepared
easier to get someplace if you know where you're to spontaneously discuss any current projects when
going, this information will be provided for you at I run into her. Also, whenever feasible, I should
the start of each case. prepare executive summaries for her (rather than
To show you how it's done, we've completed give her long, involved reports to read); both ap
the exercise for the first case, "The New Boss," as peal to her natural tendency to act first and think
an example. about it later.
Appeal to her Sensing: Make sure I am specific
with regard to the facts and details of my projects,
CASE #I: THE NEW BOSS and stress that schedules and projections are real
(BEGINNING ON PAGE 130) istic, based on my past experience.
Appeal to her Thinking: Focus on the bottom line,
HER TYPE: EST) and provide information on how we can objec
Your objective: to impress her with your abili tively evaluate the progress and success of the
ties and to keep your job project.
146 THE ART OF SPEEDREADING PEOPLE
I objective?
,.I
Questions to answer:
CASE #5: THE DISSATISFIED CUSTOMER
l. What drives her? Rased on her temperament,
(BEGINNING ON PAGE 114)
what are the things she values most that relate
to a possible job switch and will help you meet
your objective? HIS TYPE: INFJ
Your objective: to resolve his complaint and
keep him as a customer
148 THE ART OF SPEEDREADING PEOPLE
I
I Questions to answer: Answers to Case Studies
I. W hat drives him? Based on his temperament,
CASE #2: THE HOME BUYER
what are the things he values most that relate
(PAGE 146)
to his concern and your interaction and will
help you meet your objective?
"
i
HER TYPE: ISFP
Your objective: to establish a trusting relation
ship and make the sale
Questions to answer:
all my facts straight, and when telling her about Questions to answer:
new listings, try to remember all of the little de
tails that l know she considers important, such as l. W hat drives him? Based on his temperament,
the size of the yard, the distance from school, and what are the things he values most that relate
the ages and genders of children who live in the to your problem that will help you meet your
neighborhood. objective?
Appeal to her Feeling: I would continue to be
friendly and helpful in whatever ways I could. Yet As an Experiencer, he is driven by a desire to have
I would not be intrusive; I would let her continue the freedom to do what he loves doing, as he sees
to share personal information with me at her own fit, without anyone else looking over his shoulder
pace. I would be sensitive to her situation, realiz telling him how to act.
ing that a major relocation can be an extremely
stressful experience, and do as much as I could to 2. Using what you know about his preferred
help her ease the transition. I'd put together a communication style (based on his type pref
packet of information about the town and neigh erences), what specific strategies would you
borhood she is considering that would focus on use to connect with him?
those things I know she's interested in: tennis and
health clubs, churches, etc. Appeal to his Extraversion: I would first try to en
Appeal to her Perceiving: I would expect her to gage him in some small talk, perhaps by com
have lots of questions, and would prepare myself menting on the sports trophies and pictures that
to provide as much additional information as she adorn his walls. Once we got down to business, I
needed. I would not put pressure on her to make would keep the conversation light and moving,
decisions she didn't yet feel ready to make, but I getting to the point quickly, and leaving out all
would gently try to get her to narrow her choices extraneous information.
and ultimately make a decision in order not to Appeal to his Sensing: In a step-by-step manner, I
miss out on a good opportunity. would relay to him the details of each specific in
cident that caused my son to feel uncomfortable,
and, where possible, offer evidence (a friend of his
told us same thing) to corroborate the story. I
CASE# 3: THE SOCCER COACH might also tell him about a similar problem our
(PAGE 146) older child experienced, what the coach in that
case did, and how he created a positive outcome.
HIS TYPE: ESTP Appeal to his Thinking: I would try to get him to
Your objective: to encourage him to be more see that treating kids differently- because of their
sensitive with your son different personalities and needs- is neither un,
150 THE ART OF SPEEDREADING PEOPLE
fair nor inconsistent (two things that Thinkers rail and opportunities to exercise her creativity, con~
against), but rather an effective so:rategy based on tlnue to learn, and excel in a new situation.
flexibility. I would also point out that if our son
were to feel better about his experience, he would 2. Using what you know about her preferred
probably perform better, which would benefit the communication style (based on her type pref
whole team. erences), what specific strategies would you
Appeal to his Perceiving: Finally, I would make a use to connect with her?
few suggestions about how he might handle the sit
uation based on how well we know our son, but I Appeal to her Introversion: I would give her
wouldn't require him to commit himself to one par plenry of information to consider and review as
ticular course of action now. Rather, I'd suggest much of it in writing as possible. I would listen
that he think about the issues we'd raised as he ob carefully to her questions and give her plenty of
served our son in practice for the next week, and time to think about issues or concerns before ex
then talk again, after he's collected some more pecting her to discuss them.
information. Appeal to her Intuition: I would emphasize the
many possibilities and opportunities that exist
with this company, and talk about how this switch
would positively affect her long-range career plans.
I' CASE #4: THE
(PAGE 14 7)
HEADHUNTER'S CANDIDATE
Appeal to her Thinking: I would be organized and
'
1-' logical when making my pitch, resisting any temp
ration to discuss her feelings about a move, or pry
HER TYPE: INTP
ing into her personal life by asking how it might
Your objective: to convince the candidate to affect her family or personal plans. I would "net
switch companies
out" the advantages to her in terms of pay and
benefits, and try to compare them with her cur
Questions to answer: rent employment situation.
Appeal to her Perceiving: l would try to antici
1. What drives her? Based on her temperament, pate her many questions, so I could best respond
what are the things she values most that re to her concerns, and extend the invitation ro call
late to a possible job switch and will help you with questions she has during the next few days
meet your objective?
as she considers the opportunity. I would also try
As a Conceptualizer, she is driven by a strong to be prepared for her to want to negotiate various
desire to feel competent and intellectually chal aspects of the arrangement, and l would try to re
lenged by her work. She values her independence main flexible to her suggestions and/or demands.
I'
.,
!':1'
l.l
L
'
.
SPEEDREACHING PEOPLE: HOW TO COMMUNICATE WITH ALL TYPES 151
CASE #5: THE DISSATISFIED CUSTOMER how pervasive the problem is by citing local stores
(PAGE 147) he knows that have been forced out of business by
larger chains due to similar circumstances. Appeal
HIS TYPE: INFJ ing to his creativity, I might ask him if he had any
Your objective: to resolve his complaint and innovative suggestions about alleviating the prob
keep him as a customer lem if he were in my shoes.
Appeal to his Feeling: If he needed to, I would cer
Questions to answer: tainly give him adequate opportunity to vent his
feelings, be careful not to talk him out of them, and
1. What drives him? Based on his temperament, remember to express my understanding of his posi
what are the things he values most that relate tion. I would apologize for any inconvenience the
to his problem and your interaction and will situation had caused him, tell him that I was disap
help you meet your objective? pointed at the way the boots performed and that I
appreciated his taking the time to make me aware
As an Idealist, he is driven by a need to under of the problem.
stand, be understood, and create harmonious re Appeal to his Judging: I would act decisively to
lationships with others, while at the same time resolve his problem. I might see how he felt about
remaining faithful to his own convictions and receiving a partial refund applied to a new pair of
beliefs. boots, but if he still was not satisfied, I would take
the boots back at my expense.
2. Using what you know about his preferred
communication style (based on his type pref Hopefully, this exercise has helped you learn
erences), what specific strategies would you key SpeedReaching techniques. Since these are so
use to connect with him? phisticated new skills, you will lind that the more
you use them, the more proficient you become.
Appeal w his Introversion: I would listen patiently Eventually, they will become almost second nature
and give him my undivided attention as he de to you. It is important to point out that in this
scribed his problem and how he would like it chapter, we focused on how to use various compo
resolved. nents to SpeedReach people- specifically tem
Appeal to his Intuition: I would explain to him the perament (which reflects core values), and type
big picture: how manufacturers' policies threaten preferences (which influence preferred communi
the existence of small businesses like mine. I would cation style). This was a necessary approach, since
spell out the dilemma of trying to stay in business it is much easier to learn the process by starting
and keep customers happy. I would demonstrate with the pieces. But in reality~ no one is just a
,
151 THE ART OF SPEEDREADING PEOPLE
Sensor or just an Intuitive. So after you,ve become following four chapters, which are devoted to pro
proficient at SpeedReading and SpeedReaching viding in-depth insights into the sixteen types
I
! people, you will relate to them as a whole type grouped together by temperament, you will learn
(lNTPs, ESFJs, etc.) rather than just as Sensors or the specific clues for SpeedReading, as well as
lntuitives. detailed communication recommendations for
In order to be able to do that, you need to know SpeedReaching people of each type.
more about the subtleties and preferred commu
nication styles of each of the individual sixteen So, on to Part 3: "Getting to Know the Sixteen
types. That is what Part 3 is all about. In the Types."
~'
PART THREE
Getting to Know
the Sixteen Types
This course will end with Chapter 12, where we will share same final
thoughts and suggestions designed to help you maximize what you have
learned in this book, and provide you with a list of resources you will find
useful as you continue to sharpen your SpeedReading skills.
I CHAPTER EIGHT
COMMUNICATION
RECOMMENDATIONS
H 0 W T 0 S P E A K "E S T J"
and are driven to get it done, they can usually be need to clearly state that a course of action has
counted on to volunteer to take charge of any proj not yet been agreed to. Perhaps the greatest chal
ect. But they can also be domineering and bossy lenge, however, comes for Feelers, who may have
and, in the process, may unintentionally "roll to stretch the most by being assertive and not tak
over" people or hurt their feelings without any ing criticism or rejection of their ideas by EST]s
awareness that they did. Wherever they are, they personally.
are likely to be in charge, and so whether at work
or at play, they usually assume a leadership role.
EST]s are often found in management or other HOW TO SPOT AN ISTJ
positions of responsibility at work or at service in
their communities, churches, or synagogues. IST]s are generally quiet, yet extremely strong
willed people. Their lead Sensing makes them
probably the most realistic, down-to-earth, practi
Attention grabbers: Words or phrases that cal type. They are also often the most conserva
are likely to get the attention of most ESTJs tive. Typically meticulous and thorough, they are
especially precise and accurate with facts. Their
Let me net it out for you. appearance is usually neat, conservative, and un~
Let's cut to the chase. derstated. They do not tend to wear loud colors
Here's the bottom line. or trendy fashions, preferring a more classic, tai
Here's the plan. lored look, especially when dressed for work.
Their speech is usually slow, deliberate, and full of
specific references. They tell stories in the correct
Special Challenges time sequence and can rarely be diverted off a lin
ear path.
Not surprisingly, the challenges for reaching Cautious by nature, IS1Js often hesitate when
EST]s are greatest for people who are the most dif faced with a change or unfamiliar situation, and in
ferent from them. Specifically, Introverts need to stead may want to review what has worked in the
prepare themselves for the quick action EST]s past. They have a great drive to accomplish their
will want to take. lntuitives need to present their goals, are incredibly focused, and can concentrate
global ideas in very specific ways, emphasizing all of their energy on one thing at a time. "Slow
their practical application and workability. Since and steady wins the race" accurately describes the
Perceivers may find EST]s rather inflexible, their work style of most IST]s, who do not like to be
special challenge is helping EST]s to see the value hurried or rushed. They are very private, espe
in keeping options open until all the necessary in cially about personal matters, and are comfortable
formation has been considered. They may also spending long hours alone, either working or en
158 THE ART Of SPEEDREADING PEOPLE
H 0 W T 0 S P E A K "I S T J"
Provide them with plenty of facts and concrete them or expecting them to respond. When pos
documentation to support your position or idea. sible, submit all proposals in writing first, and be
Stress the practical application of the idea and, if explicit about when you need to get their reaction
possible, srecilically what it will accomplish, how or input.
it is to be implemented, where it has worked be Don't ask them to brainstorm possibilities or to dis
fore, and with what results. cuss things they haven't had adequate time to qui
Present your proposal in a sequential manner, one edy and thoughtfully consider in advance.
klea at a time. Lay out all the necessary sreps and, Simplify the message; boil it down to its basic com
if possible, provide a realistic schedule for accom ponents, and tty to avoid long, complicated, or tan
pUshing .your goals. gential explanations.
Give them plenty of time to think about ideas, Make logic-based arguments, rather than person
especially new or unusual ones, before discussing ally based ones.
joying hobbies such as reading, gardening, cook If it ain't broke, don't fix it.
ing, or other hands-on activities. While their abil Step-by-step.
ity to focus is among their greatest strengths, their Anything worth doing is worth doing right.
single-mindedness can also result in their being
stubborn and inflexible, and especially resistant to
Special Challenges
change. Always the straight arrow in work and in
play, they take things seriously and get their re
Extraverts need to be sure to respect ISTJs' need
sponsibilities met before indulging in leisure ac
to reflect before acting. Feelers need to make their
tivities. Their friends sometimes tease them about
presentations as logical as possible, and not take
being so ultraresponsible because they seldom do
criticism and feedback personally. Perceivers need
anything remotely crazy.
to realize that IS1]s may take a while deciding
something, but once they do, it is very hard to
Attention grabbers: Words or phrases that change their minds. Therefore, the more bona fide
are likely to get the attention of most ISTJs and relevant facts they provide, the longer the
ISTJ is likely to keep the door open to new possi
Here's what's worked before. bilities. The greatest challenge may be for !ntu
I have documentation. itives, who need to go to great lengrhs to make sure
GETTING TO KNOW THE TRADITIONALISTS: THE FOUR SJ TYPES 159
---------
their proposal' are realL"ic and workable. They Their language reflects their strongly held be
should prepare themselves for the ISTJ's charac liefs and values; they may use the word "should" a
teristic resistance to new and untested idea' and lot and freely offer opinions and reactions to
ready critique of any realistic concerns or flaws in everything going on around them. &SFJs are often
reasoning. the first to volunteer when something needs to be
done, and tend to take on projects with gusto and
purpose. This can sometimes mean they may act
HOW TO SPOT AN ESFJ
- - - - - -
somewhat controlling, determined to be sure every
detail is done the way they think is best. They of
ESFJs are perhaps the most friendly and outgoing ten see things in terms of black and white, and
of all the sixteen types. They are supremely help speak and act with great conviction.
ful to others in a myriad of real and concrete
ways. Usually polite and somewhat proper, ESFJs
are also physically demonstrative; pumping your Attention grabbers: Words or phrases that
hand when shaking it, touching an arm or shoul are likely to get the attention of most ESFJs
der when making a point, or even giving bear
hugs when appropriate. They wear their emotion' Can you lend me a hand with something?
on their sleeves, and their faces usually provide an Here's how I feel about it.
accurate reflection of their feelings. What's the right thing to do?
H 0 W i 0 S P E A K "E S F j"
II Respect their feelings! Don't try to talk them out Genuinely and explicitly express to them y()ur ap
of feeling a certain way, even if you don't share preciation when they do something that helps or
their view. Never accuse them of being irrational. benefits you; let them know they are valued for
Always mention points of agreement before offer their contributions and cooperation.
ing criticism. ESFJs tend to take things personally - Most ESFJs enjoy talking; be prepared to listen
and are less likely to be able to hear you clearly if and to contribute.
they are offunded. Be clear and preciSe. Outline steps in an accUrate
Be aware they are nm by their values; be careful sequence.
not to propose an idea ot course of action or be Try to adhere to agreed-up()n plans. If they must
have in a way that may offend their personal value be changed, appeal to the ESFJ's strong desire to
system. help and please others.
160 THE ART OF SPEEDREADING PEOPLE
Please ... thank you. ceivers may find ESFJs' twin needs for control and
I really appreciate your help. closure stifling, and need to work hard to meet
How do you usually do this? their deadlines and expectations. But the greatest
What has your experience been in the past? challenge is probably for Thinkers, who need to
realize that ESFJs take practically everything per
sonally and are easily hurt and offended. This is
Special Challenges particularly important to be mindful of because,
once hurt, ESFJs may very well burn their bridges
Introverts may find it hard to keep up with the and write off the offending party permanently.
quick-moving and long-talking ESFJs. Fortunately,
most Introverts are good listeners, and ESFJs are
sensitive to others' comfort levels, so they won't HOW TO SPOT AN ISFJ
overwhelm Introverts. Intuitives may be frustrated
by ESFJs' resistance to trying new things and their ISFJs are quiet, modest, patient people who enjoy
unwillingness to abandon old habits and beliefs. helping others without calling a lot of attention
They need to make the ESFJ see exactly how the to themselves. They are most often comfortable
new suggestion will work (preferably based on past working behind the scenes, both in their jobs and
experience) or prove the change will be worth the in their community or volunteer activities. They
stress and commotion it may initially cause. Per, have considerable facility working with facts and
H 0 W T 0 s P E A K "I S F J"
J'le. specific;; announce the tapic you are addressing terrupt them when they are speaking. Apologize
lit~startofa ~nvers>Jtion, quickly and sincerely if you hurt their feelings.
~ ~~~tj~:Aef; ~llyf1l. kfl9~ "!'acttv wiJat vou ex Don't rush them. Give them plenty of rime to col;l
~~a.~r~~ablv pi'Ovi~~ detailed in sider ideas, especiJ,Ily new ones. If you ask; t~elr
... ~nnsas~ to vague guidelines. opinion, wait patiently for them to give it; don't
~ ~tf ~it torivicy.;Do not pry into their per finish their sentences for them.
SQtJl;llalfai~orshare."?fmnationaboutthem, ev~ a Honor all your commitments to them.. & vigilant
if if~ /''tll~~tal\t' ~thpl'tthl\it1Jmnission. about meeting deadlines, fulfilling promiseS; l:Jeit1g
~P?li~, ~jd~re,cand nice, If possible, keep on time for dates and appointments, and generally
yO\Ir energy and voice level down, and don't in doing what you say you will do.
GETTING TO kNOW THE TRADITIONALISTS: THE FOUR SJ TYPES 161
details and are usually so tuned in to whatever they Do you need some time to think about this?
are doing in the present moment that they have May I share something private with you?
excellent recall. They have excellent memories for What's your recollection about that?
details, especially pertaining to experiences they've
had and those regarding people they care about.
Most ISFJs speak softly, slowly, and deliberately. Special Challenges
Their language is uncomplicated and full of refer
ences to specifics based upon personal experience. Extraverts may be impatient with the slower,
They are neither highly animated nor physically methodical, and contemplative sryle ISFJs pre
demonstrative, especially when they are talking fer, and may find dealing with them somewhat
with someone they don't know well. ISFJs rarely tedious. Even if this is the case, you must try to
make waves. Instead, they tend to faithfully follow be patient and respectful. Thinkers may not con
the rules and work hard to do what is expected sider ISFJs tough enough to handle certain tasks
of them. Their unassertive nature can sometimes or situations. And Thinkers may also fail to appre
mean they get taken advantage of by others. Al ciate ISFJs' sensitivity to others' feelings rather
though they care deeply for people and are loyal, than recognizing and valuing this as an innate
devoted friends, they are also intensely private ISFJ strength. Perceivers may be frustrated by
and are uncomfortable sharing much about their ISF]s' discomfort or unwillingness to change gears
personal lives with people they do not fully trust. or act spontaneously. Giving them information
Even after a full day's work, they often have a ahead of time will make it easier for ISFJs to try
hobby, volunteer effort, or other commitment that new things or make changes in their routines.
keeps them busy. However, the biggest challenge may be for lntui
tives, who can become impatient dealing with the
facts, details, and immediate applications rather
Attention grabbers: Words or phrases that than the big picture and possibilities. But slowing
are likely to get the attention of most ISFJs down and actually listening carefully to an ISFJs
story can prove much more interesting and en~
I promise. You have my word on it. gaging than the Intuitive might have erroneously
What would make you feel comfortable? assumed.
I CHAPTER NINE
COMMUNICATION
RECOMMENDATIONS
forward and usually includes plenty of realistic mary and offer it in writing. Most ESTPs will find
and accurate sensory details. comfort in having a physical outline, even if they
ESTPs often move gracefully and with a true do not plan to study it thoroughly. Feelers may
economy of motion. For the most part, they tend be put off by ESTPs' apparent failure to take im
to be very much aware of their bodies and at ease portant matters seriously. They may also misread
within them. They are often comfortable touching ESTPs' Extraverted Feeling as an indication of
others to demonstrate affection or to make a point. agreement when none really exists. Feelers might
Their appearance is generally casual, and they may try appealing to the ESTP's desire to be liked and
have a great sense of style. Aware of everything have everyone as friend (and hope for the best!).
that goes on around them, including the impres Judgers may find ESTPs' preference for keeping
sions they make on others, they often are skillful options open and changing plans inconvenient or
at working a room, and are socially relaxed in a even maddening. They need to appeal to ESTPs
host of different environments. While ESTPs are as Thinkers, to point out the logical consequences
found in many diverse occupations, they usually of delaying action or changing plans.
prefer their work, as well as spare-time activities, Perhaps the greatest challenge faces lntuitives,
to involve physical activity, variety, and possibly who want to make the ESTPs see the big picture
even some risk. They often enjoy sports, both as and the long-range implications of decisions,
participants and as observers. rather than to just pay attention to the present mo
ment. They may have success by linking new ideas
166 THE ART OF SPEEDREADINCi PEOPLE
cal devices and have a natural affinity for using with others. They are attracted most to occupa
tools. They usually prefer to work with objects tions that involve lots of physical activity, of
that can be logically understood- mther than ten with a component of danger or risk, such as
with people, who are emotionally complex and fire fighting, police work, opemting construction
much less predictable. equipment, or being part of an emergency medical
Most ISTPs would greatly prefer to engage in response team. Recreationally, they often seek ac
physical activities than social ones. And many are tivities that also involve adventure, physical chal
sometimes real adrenaline junkies, happiest when lenges, and risk, such as motorcycle racing, flying
they are focusing all their attention like a laser airplanes, and uextreme" sports.
beam on whatever (sometimes dangerous) activ
ity they are engaged in at the moment. ISTPs are Attention grabbers: Words or phrases that
usually fun to be around and enjoy having a good are likely to get the attention of most ISTPs
time. More concerned that they are comfortable
and that their clothes are functional, they do not I'll leave you alone to work on that.
tend to dress for others or especially care what oth Can you help me figure this out?
ers think of them. They do have very high needs Live and let live.
with regard to their personal freedom and personal Does that make sense to you?
space and are seldom physically demonstmtive What's the logical choice here?
H 0 W T 0 S P E A K "I S T P"
~~t theit: ~vacy, give them plenty of sp!lre, rules or too much structure. Be explicit about the
~!Jdllpn't push yourself on them; avoid attempting .;equitements you need or ~ib:ilities you ex
m~in;l,acy l)n!ess they initiate. or clearly desire it. Pect tbem to fulfill.
~~tic;r!Uikes~SIJlilgestionsorrequs~ate II Avoid making appeals based on emotion; rather,
well~hw.>ght out, realistic, pt:ac:tical, and workable. make sure. there is a logical rationale for sUgg<S
II A.~r ~ their need f6racri~m \Vhenever pos tions and prop<)Sak
sible, ~<I ~dvanrage of their ability to sraycaltn, Listen carefully when they do share personal infor,
think cleatly, and respond quickly in a crisis o:r !Ipltion' Most ISTPs will say Something only once,
emetgejj'<i\1' and if you miss it, they may still assume you heard
Try not to overschedule their time or limit their them and not repeat it.
ability toilet spontaneously by imposing roo many
GETTING TO KNOW THE EXPERIENCERS: THE FOUR SP TYPES 167
Special Challenges to be, not as the personal attack Feelers are likely
to misinterpret it as.
Extraverts are most likely to be put off by ISTPs'
strong need for privacy, the fact that they are so
hard to get to know, and their insistence on par HOW TO SPOT AN ESFP
ticipating only on their own terms. If Extraverts
need lSTPs' participation, they should appeal to ESFPs are warm, friendly, approachable, and usu
their natural desire for action, recognizing that ally have an easygoing nature. They truly enjoy
may be their most potent motivation. lntuitives people and doing nice things for them. They are
may find ISTPs' focus on the present and their also playful and energetic, love parties, and have a
tendency toward immediate action a bit short real zest for living. They enjoy being the center of
sighted. They need to convince lSTPs- through attention by playing an instrument or telling sto
their logical Thinking and ability to see cause and ries and delight in getting others involved and
effect- that other factors, which may not yet making people laugh. ESFPs are extremely obser
he apparent, should be taken into consideration. vant and aware of whatever is happening around
Judgers may find ISTPs' general unwillingness to them. Not particularly complicated, they are unas
comply with anything that does not grab their suming and down-to-earth people.
attention and their resistance to working within ESFPs' language is straightforward. They use
narrowly defined boundaries like time, rules, and words simply to communicate, and mean exactly
policies a real source of frustration. Understanding what they say, without hidden agendas. Curious as
the independent nature of lSTPs is the first step. well as friendly, they tend to ask a lot of questions
Next, they need to find a way for ISTPs to feel and demonstrate genuine interest in other people.
ownership in the project. Once they become in But since ESFPs prefer action and having fun
vested in it, they will be more motivated to make above all else, they would much rather do some
sure it happens when it is supposed to. Feelers may thing with a group of friends than sit around and
be put off by how hard it is to establish a relation have serious talks. Their dress and appearance
ship with lSTPs and be easily wounded by their also reflect their casual, free-flowing attitude to
remoteness. It takes a long time to get close to ward life. They prefer sensual textures in fabric,
ISTPs, and, even if you do, remember that it is es and wear bold and bright colors more often than
sentially out of character and against their nature subdued ones. While they are happiest surrounded
for these strong Introverted Thinkers to be out by people they like, they can be quite private about
wardly warm and affectionate. Feelers also need to their deep, personal feelings, and are comfortable
step back and accept criticism from ISTPs as the sharing these only with their closest friends. The
objective, honest feedback it is usually intended kinds of jobs they gravitate toward often involve
168 THE ART Of 5PEEDREADINt:i PEOPLE
H 0 W T 0 S P E A K "E S F P"
Be direct and straightfo(wru:d; do not present ideas be completed, and be very clear about what is
in tl!rms of complicated thtrorles, conc$ts, or expected.
hypothetical situations. Stick with what is real Be polite and complimentary. Show your appreci
and realistic. !ltion for their efforts. If you have any cdtidsm,
Be frielldly, ielaJted, and casual, since ESFPs tend mlikesure to poinroutsomethipg positive and tan
not to respb!ld well to uptight people; be attentive gible lirst;
to their physical nel!dsll!J!] comforts. Respond immediately to their requests. Dmit ask
Make your pitth based on the practical ways your them to wait too long o.r postpone activities
idea or proposal will benefit others; appeal to..their into the future, if possible. These action-oriented
common sense~ peoplelive for today.
Respect their privacy; don't mistead their gregari Surprise. them; Whenever appropriate, make a
ousness as a desire to. reveal intimate details o.r party or a game out of everyday chores or
feelings. activities.
Describe sequentially the wily projects ate to
lots of interaction with the public that allows them I'm having a rotten day. Can you cheer me up?
to help people in concrete ways, such as through I need scme help with this project. How
sales of products or providing a service. Recrea about it?
tionally, they often have a wide circle of friends
and a large number of different hobbies, sports,
and activities, all of which keep them very busy. Special Challenges
high value on being nice and helping others when to gently remind ESFPs that something that seems
ever the need arises. While ESFPs can usually ideal today may not look as good tomorrow.
rake a joke well, they are likely to be offended if
they are criticized or dismissed as being too sensi
tive. Judgers may be frustrated by ESFPs' apparent HOW TO SPOT AN ISFP
lack of organization skills and/or their difficulty
making and sticking to decisions. ESFPs' "live for ISFPs are gentle, soft-spoken, and modest. While
the moment" mentality may result in their being on the surface they may appear cool to strangers,
unprepared for future events. Instead, appeal to they are extremely sensitive and nurturing people
the ESFP's desire for action, emphasizing that the who are run by their own set of values. Once they
sooner a decision is made, the quicker everyone get to know you, they can be very affectionate and
can get the desired outcome and move on to some warm. Easygoing and relaxed, ISFPs have very
thing more fun. lntuitives may find these highly little need or desire to control or influence others,
realistic people resistant to unusual or completely but will often go to great lengths to please the
new ideas, and unwilling or unable to look beyond people they care about. Sensitive and concerned,
the moment to consider the future consequences they find it very important that people get along
or implications of their present actions. They need and that there is harmony around them. ISFPs
H 0 W T 0 S P E A K "I S F P"
tend to dress casually and comfortably, in clothes Take your time, I'll wait for you.
that are functional but are also soft, aesthetically Your good manners and considerate behavior
pleasing, and colorful. However, they do not gen are appreciated.
erally like to call a lot of attention to themselves.
Not highly verbal, they prefer to express them
selves through their actions and gestures, which Special Challenges
often includes doing something thoughtful or
considerate for someone in need. Just as they shy Extraverts may be frustrated with the time it takes
away from the limelight, unassuming ISFPs go to to get ISFPs moving on a project. They need to re
great lengths to avoid confrontation or arguments, alize that ISFPs do love to act on things, but only
and become anxious around loud, overbearing after they've had time to think them through first.
people. lntuitives may find ISFPs are unable or unwilling
When it comes to their careers, ISFPs may not to see beyond the moment and consider the long
be terribly ambitious, but they are fully engaged in term implications of actions. They need to show
whatever they are doing at the moment. They of ISFPs how factoring in these other considerations
ten seek work that involves helping people in tan will benefit people in real ways, not only now, but
gible ways, such as child care and nursing. ISFPs in the future as well. Judgers may become annoyed
generally treasure their free time and often enjoy with ISFPs who don't seem very ambitious or
exploring nature, beach combing, hiking in the driven to make and stick with plans. They also may
mountains, and spending time with animals. They consider them too indecisive. Although judgers
also enjoy a variety of sports, making crafts, and can usually push ISFPs into doing what they want
other sensory experiences such as going to the them to do, they will have better results if they
movies, concerts, or other cultural events. can gently move ISFPs toward their position in
small steps, rather than dominating them. But
Thinkers are liable to find the greatest challenge
Attention grabbers: Words or phrases that lies in not offending these very sensitive people.
are likely to get the attention of most ISFPs The best advice for them is to remember they are
speaking to people who first and foremost value
Help! their own and other people's feelings, regardless
Can you keep a secret? of whether others think they are being logical or
How thoughtful of you. rational.
I C HAPTER TEN
Getting to Know You'll remember that people who share the Con
ceptualizer temperament value competence above
the Conceptualizers: all else, so they are naturally driven to excel at
whatever they do. Global thinkers, they pride
the Four NT Types themselves on their creative problem-solving abil
ities-especially those involving complex issues.
COMMUNICATION
RECOMMENDATIONS
-------
Demonstrate confidence in your position. Usually friendly and outgoing, ENT]s have lots of
Don't overwhelm them with details, or bore energy and think, speak, and move briskly, often
them with minutiae. leaning forward with intent and purpose. Great
Stress the logical consequences of your position; strategic thinkers, ENTJs grasp things quickly,
avoid emotional appeals. even issues that are complicated and complex.
Appeal to their sense of fairness and gift for Because they generally exude such great confi
objectivity. dence, they may appear condescending or even,
Expect them to be creative and resourceful, and at times, arrogant. Usually very organized and de
not to be bound by tradition or precedent. cisive, ENT]s frequently juggle several projects at
Be consistent and, above all else, demonstrate once, completing them all with great efficiency.
your competence. Creative and innovative, they understand and like
to use power, but may have a tendency to over
power people into doing their bidding. Their lan
guage is generally sophisticated, and they often
have extensive vocabularies. Most ENTJs are ex.
No shrinking violets, ENTJs make their presence tremely career driven, and although they can be
known and are the ultimate take-charge types. found in many occupations, they almost always
H 0 W T 0 S P E A K "E N T J"
Get to the point; don't beat around the bush and Don't be afraid to offer bold and innovative ap
waste their time; be conscientious about meeting proaches, as long as they are well thought out and
deadlines and delivering on your promises. logical.
Do your homework! Be prepared to defend your Sell yourselfas someone who is competent on your
positioo; expect them to challenge you and to play own but also capable of being a team player. Com
the devil's advocate. municate self-sufficiency and the ability to need
Prepare yourself to be assertive; don't worry about little direct assistance.
hurting their feelings, and don't let them intimi Tell them immediately if they hurt your feelings or
date you, which they may unintentiooally do. offend you. But be sure to tell them precisely what
Keep in mind how your proposal or idea fits into they did that bothered you, and do it honestly and
the big picture and their own and/or their organi calmly.
zation's long-mnge plans and objectives.
.....
I
GETTING TO KNOW THE CONCEPTUALIIERS: THE FOUR NT TYPES 173
gravitate to positions ofleadership; an inordinately considered and information gathered. But Feelers
high percentage of top-level managers and admin face perhaps the greatest challenge dealing with
istrators are ENTJs. Their spare-time activities ENTJs, who can easily, and inadvertently, hurt
often involve self-improvement, or if they are in their feelings with their insensitivity and blunt
volved in organizations, once again they are usually criticism. Feelers need to realize such comments
in charge. are almost always intended to be helpful and con
structive, rather than hurtful and undermining.
They do well to summon their courage and be
as objective and assertive as possible. ENTJs have
Attention grabbers: Words or phrases that
strong personalities and they most admire others
are likely to get the attention of most ENTJs
who possess that same quality.
H 0 W T 0 S P E A K "I N T J"
Submit new ideas and{or proposals iJi writing, Resist the temptation to finish their sentences.
and give them plenty of time to thinkabout them Even if they seem to be rambling and you think
before discussing. Preview new experiences ahead you know where they are heading, it is far better
of rime. to let them get there on their own.
Pay careful attention to the strllte/r.! necessary for Remember to make your case based on logic~ not
implementing your ideas.'Remember that INTJs personal preferences or extenuating circumstances.
place a very high value on competence. fl.emember they are most concerned with the big
Don't expert effusive appreciation or lavish praise picture and how the idea firs in with their larger
for a job well done. INTJs often consider both un mission.
necessary, meaningless, and, therefore, insulting.
ideas or projects perfect. They can be very impa Attention grabbers: Words or phrases that
tient with, and even dismissive of, others who don't are likely to get the attention of most INTJs
quickly grasp their meaning or whom they con
sider incompetent. We've got a very complicated problem.
lNTJs' movements are usually thoughtful and We need a completely original approach.
deliberate. While most dress fairly conservatively, What's your opinion?
they may have quite an individual look, since they What are the long-range implications?
are not particularly concerned about what others With all due respect ...
think of them. Since they set very high standards
for themselves and others, they are often de
manding bosses and parents. Both their work and Special Challenges
recreational activities usually involve some form
of self-improvement or intellectual challenge, Extravens may be frustrated by the depth to which
such as learning a new language, playing bridge, INTJs wish to explore issues, and the pace at which
chess, doing difficult crossword puzzles, reading, or they make decisions. They need to recognize that
exploring the Internet and using complex com if the INTJ is forced to act without benefit of re
puter programs. flection, the answer may well be no. Feelers may
GETTING TO KNOW THE CONCEPTUALIZERS: THE FOUR NT TYPES 17S
be put off by INT]s' lack of warmth, sometimes dividualistic people wide latitude and stop trying
brusque manner, and apparent lack of concern for to make them more accommodating. Sensors may
people issues and concerns. They need to not take have the hardest time dealing with INT]s because
comments personally, nor expect a lot of com of their capacity for creativity. Sensors should wait
pliments or enthusiastic approval. With INT]s, before discounting the INT]'s radical ideas and
silence often indicates consent. They need to con strive to see their practical use.
vince INT]s of the importance and logical conse
quences of not factoring in the human element,
enlightening them as to the simple truths of how HOW TO SPOT AN EIIP_~-----
others' reactions will affect their support for their
initiatives. Perceivers may find INT]s too rigid and ENTPs are often very charming, charismatic, and
stubborn. They need to logically make the case for even flirtatious people. Enthusiastic and energetic,
not closing down options, and force themselves to they love people and come alive in the spotlight.
meet the !NT]'s deadlines. But they might just do Clever and quick studies, they often seem to be
better to accept the need to give these highly in- working on sotne new creative idea or schetne. Of~
H 0 W T 0 S P E A K "E N T P"
176 THE ART Of 5PEEDREADIHG PEOPLE
ten masterful communicators and great story or I've got a proposition for you.
joke tellers, ENTPs have a great affinity and facility This may be a little off the wall, but ...
for language. They especially like using unusual There're some people I'd like you to meet.
words, and concocting puns and plays on words.
Given their flair for the dramatic and their capac
ity to express a great range of emotion- smiling
or even crying easily- it is sometimes hard to tell Special Challenges
if they are being genuine. They also use their bod
ies to connect with others, and are often com~ Introverts are likely to find ENTPs' pace dizzying
fortable placing their hand on a shoulder, giving and their energy level draining. It may help them
someone a hug, or standing close and speaking in to try and anticipate the kind and volume of
timately. Curious and observant, they are surpris questions they are likely to encounter from the
ingly perceptive about people and quick to point ENTP and rehearse some of their answers in ad
out their insights. ENTPs like to impress others vance. Feelers are likely to connect with ENTPs
and are very conscious of their image. They typi on a superficial level, but may get their feelings
cally dress well and surround themselves with as hurt or feel betrayed if the ENTP turns out not to
much luxury as they can afford. Spontaneous and be as sensitive or genuine as he or she first ap
impulsive, they are ready to go at a moment's no~ peared. They need to recognize that ENTPs like
tice and rarely resist an opportunity to have fun, to please people and be liked, and sometimes they
leaving their commitments to finish later. simply overextend themselves and make promises
ENTPs are happiest in jobs or other activities they cannot keep. But in the final analysis, ENTPs
that involve a lot of interaction with people, vari will usually make the tough decisions based on
ety, and the opportunity to use their considerable what is logical, regardless of how they or others
creativity. They may have a wide variety ofoutside personally feel. Judgers may become exasperated
interests, but most involve being around people, by ENTPs' inabiliry and/or unwillingness to make
such as playing team sports, coaching, acting, or decisions and stick with them! They need to gently
entertaining. push them toward closure by reassuring the ENTP
that few decisions are irrevocable, and most can
always be changed later. Finally, Sensors may find
Attention grabbers: Words or phrases that these creative and imaginative people too imprac
are likely to get the attention of most ENTPs tical and unrealistic to take seriously. They need
to recognize the ENTP's gift for naturally seeing
How about this good idea? what they cannot, while at the same time try to
Let's brainstorm some possibilities. temper the ENTP's vision with reality.
GETTING TO KNOW THE CONCEPTUALIZERS: THE FOUR NT TYPES 177
H 0 W T 0 S P E A K "I N T P"
Attention grabbers: Words or phrases that with other Introverts to see if they consider them
are likely to get the attention of most INTPs substantial or too superficial. Sensors may not ap
preciate lNTPs' long-range vision and may find
Would you give this some thought? their explanations unnecessarily complicated and
Take all the time you need. confusing. They need to ask for clarification at
Here's an interesting challenge. times and recognize the lNTP's future orienta
l don't know how we're going to figure this tion as an asset. Judgers may find pinning lNTPs
one out. down an exercise in futility. While they can gently
l respect your privacy. push for closure, and appeal to the lNTP's natural
need for logical order, it is essentially impossible
to hurry or control these independent people. But
Special Challenges Feelers may have the most difficulty dealing with
superlogical lNTPs. Feelers need to learn not to
Extraverts are liable to be frustrated by the depth take comments, critiques, and lack of praise per
i lNTPs apply to their analysis. Therefore, Extra sonally, but rather to view them as an opportunity
I
,'
verts need to carefully think their ideas through in
advance, but may benefit from checking them out
to receive some honest, constructive feedback.
r
--
_j CHAPTER ELEVEN
-----" - - - - - - - - - - - - - - - - - -
Share your personal feelings with them; gen verbal and nonverbal language to express their
erally, the more genuine personal disclosure of many value-based opinions. They prefer talking
fered, the more connected to them you will about personal topics, and can spend long periods
become. of time discussing relationships.
Be sincere. Idealists value integrity and react Comfortable and poised in social settings of
strongly to people they consider not genuine or all sizes and varieties, ENFJs instantly respond to
phony. the emotional climate of a person or a group. Of
ten charismatic, they easily persuade others to go
along with their good ideas, which inevitably in
HOW TO SPOT A_N EIIFJ volve helping people in some way. However, they
can be so nice and try so hard to please others that
Energetic, friendly, talkative, and articulate, ENF}s some people may doubt their sincerity. ENFJs
often have the best communication skills of all actively avoid confrontation and may be quick to
types. ENFJs enthusiastically maintain good eye apologize and forgive. They are very sensitive to
contact, touch people .frequently but always ap criticism and may withdraw from a contentious
propriately, lean into conversations, and register discussion rather than express their hurt feel
approval and disapproval on their faces. They use ings. ENFJs-especially women ENF}s-are very
H 0 W T 0 S P E A K "E N F J"
\IJ'~t~~know~j how much you appreciate Avoid confrontation whenever J?OS!lible. Tty to
, <<<(~~ ,lh~lr contributions. With ENFjs, words cooperate and find middle gtoUnd.
,!){~speak ilmder than actions. Make sure to fullow through on commitments you
i"f!~~-~~idi~i~mn. triake sure to point make to them. Don't change plans unless it is ab
j-<~~arf~~~~~~t first. Alernhem tom solutely necessary. And if it is, give them pl(;'l"lry .of
<e~<!!!Ltill!S(n'B!laaskthemro receive it in the time to adjust to the changes and t()shift gears,
. . in:Whi.~!t:!SI!i~' .When pitching an idea or proposal, ~~~you
'lfj~rit,di$t(liss, ornmkelightoftheirpet have fully considered how. the action Will llilec;t
fl\llli,m..!S, ~Pt!m issue, even if you don'tfeel others, and emp~size all piJsii:iV<! aspects.
.. -~1$-~~~\~~J-~1 R'.~eal basis for them to feel Use their first name and maintah1 eye.pontact. Be
~~~: l>J~er ttY t() ~alk them out of how they patient with their sometimes long aniltarigential
' ;.fe~~ ~ten, rather than tty to fix their probletp. story-telling style.
GETTING TO KNOW THE IDEALISTS: THE FOUR NF TYPES 181
conscious about their appearance and concerned on those specifics that relate to the ENFJ's larger
about how others will judge them. Therefore, they vision and concerns. Perceivers are likely to be
dress appropriately for the occasion; their outfits frustrated by ENF)s' drive for closure and what Per
and accessories are well coordinated. While they ceivers may consider a premature decision-making
are often attracted to helping professions, such as style. They need to gently try to keep ENFJs from
counseling or teaching, they also enjoy a great va foreclosing options too early, and get them to agree
riety of jobs as long they believe in the product or to a particular point in time when the decision
service and the job involves lots of positive inter really will be made (and then they need to stick to
action with others. Whether at work or at a social it!). The greatest challenge may be for Thinkers,
gathering, ENFJs are frequently in leadership roles who might see ENFJs as hypersensitive, illogical,
and are typically found organizing other people or and overly emotional. They need to be especially
juggling many ideas and projects at the same time. careful not to offend ENF)s. For if they do, even
unintentionally, they run the risk of jeopardizing
their relationship permanently.
Attention grabbers: Words or phrases that
are likely to get the attention of most ENFJs
_ HOW TO SPOT AN IIFJ
Can I tell you how I feel?
How do you feel about this? INFJs are complex, creative people with deep feel
I have a problem. ings and strong convictions, but are often some
What's the plan? what difficult to get to know. Usually reserved, and
What's your opinion? sometimes a bit uncomfortable in social situations,
Give compliments freely. INF)s generally prefer dealing with people one
to-one, where they can really zero in and concen
trate all their attention on the other person. They
Special Challenges are usually very good listeners, skilled at generat
ing enlightened and creative solutions to people's
Some Introverts may feel overwhelmed by ENF)s' problems. INF)s are generally not very demonstra
energy and enthusiasm. In the case of a strong In tive, either verbally or physically. Their posture is
trovert dealing with a strong Extravert, they may usually erect and they walk and move with real
even need to limit the time they spend with that purpose. INF)s often have strong opinions based
person to avoid getting burned out. Sensors may on their values and convictions, and once they
feel ENF)s are unrealistic, too idealistic, and at have staked out a position, it may be very difficult
times impractical. They need to not overwhelm to convince them to change it. Their language is
ENFJs with lots ofdetails, but instead should focus thoughtful, figurative, and filled with deep mean
182 THE ART OF SPEEOREAOING PEOPLE
H 0 W T 0 S P E A K "I N F J"
Give them plenty of time to consider your idea their ideas, appeal to their creativity. and talk
or proposal in-depth before expecting feedback or about possibilities.
discussion. Bepatlent with what might be long, coroplicated
Present the idea in terms of your vision'"'-'- tbe big explanations; don't hesitate to take your time care
picture, and how it may fit into their larger per fully cOnsidering their proposals-they like to do
sonal or organizational goals, rather than focusing the same.
on.the specifics and .details. If relevant, provide information regardiog the tim
Discuss the benefits it will have oft people-espe ing of the implementation of the plan; be sure to
cially how it will positively affect them in tbe fu meet all agaeed-upon deadlines, and honor your
ture as well as in the presept. commitments.
Especially with regard tn problem solving, solicit
ing. But it is often complex and some<imes difficult Attention grabbers: Words or phrases that
to follow. Since INFJs are rather formal, their ap are likely to get the attention of most INFJs
pearance tends toward the conservative. They are
seldom flashy dressers, and since they may also be I need a creative solution. Can you help me?
both frugal and resourceful, they may consider ex What am I not seeing?
pensive clothes more of a luxury than a necessity. What do you feel is the right thing to do?
The jobs that appeal most to them are ones that Take your time, and we'll talk when you're
allow them m be "thinker-uppers," leaving the ready.
derails and execution to others. While there are Let's plan it out.
INFJs in all fields, they tend to be drawn to oc
cupations that let them work one-on-one with
people, like counseling or teaching. They also en Special Challenges
joy writing. Whatever they do, they must feel a
sense of personal integrity for it to have any Some Extraverts may be impatient with INFJs'
meaning or real satisfaction. lNFJs have va<ied slower, thoughtful, more reflective pace, as well as
interests, but often enjoy hobbies that can be the depth they naturally apply to their analysis.
done alone or with their family or a few close Extraverts need to slow down and try to focus
friends. their attention on only the issue being discussed.
GETTING TO KNOW THE IDEALISTS: THE FOUR NF TYPES 183
Thinkers may find INFJs both too sensitive and too HOW TO SPOT AN EIFP
::.::.:._.c.___ _ __
subjective. Instead, they might view the INF]'s
acute perceptiveness about people as a valuable as ENFPs are first and foremost energized by new
set that can be very useful in many practical ways. ideas and possibilities. Outgoing, friendly, and talk
Perceivers may find INF]s stubborn, resistant, in ative, they love being around people, and often
flexible, and unable to be spontaneous. They need have a large and varied assortment of friends and
to tap into lNF]s' love of possibilities, which rep acquaintances. ENFPs are usually quick and clever,
resents the more open-ended side of their person and commonly use language to capture people's at
alities. But Sensors may have the most difficulty tention and entertain them, as well as to express
dealing with these imaginative, theoretical, and their creative, offbeat personalities. They like to
sometimes mysterious people. Likely to see them tell stories, jokes, and use puns and plays on words.
as impractical dreamers, Sensors need to appeal to Naturally irreverent, they usually speak rapidly,
INF]s' desire to turn their ideas into a tangible their language is peppered with humor and meta
result- something that also appeal, to the more phors, and they may even swear more often than
practical, results~driven Sensors. some other types. Insatiably curious, ENFPs are
H 0 W T 0 S P E A K "E N F P"
Be prepared to discuss many topics and answer a h<;lpipg othersa9hieye something ti,at is. itnpC11:
lot ofquestions. tant. to them.
Don't overwhelm them with derails, es[reeially Respect their personal privacy. bori't ask them to
those concerning projects or ideas they are not share their feelings publicly. While they like !() .be
already heavily invested in. appreciated lbr their contributions, they are often
Challenge their creativity. ENFPs love hothing embarrassed when praised pllb!idy.
better than seeing possibilities and generating Keep presentations interesring and the pace mov
unique, helpful solutions. ing. The more you involve them, tl:u:: mote in
Present them with lots of options. If lit all possible, vested th,ey will become. Make chores and required
don't limit their choices or restrict their abiliry tasks fun.
to come up with alternatives. Never immediately Don't be too formal or structured, or overwhelm
point out why their ideas won't work. them with too many rules ot procedures. If at all
Appeal to their enormous sense of the possible, es possible, encolltl:!ge (or at least tolerate) their de
pecially with regard to getting what they want or sire to act spontaneously.
184 THE ART OF SPEEDREADING PEOPLE
quick to strike up conversations with strangers, ask Instead, talk with them one-on-one, when they
lots of questions, and tend to finish other peoples' will be more responsive and quieter. Keep in mind
sentences. Their conversation can be very scat~ that with ENFPs, the larger the group, the greater
tered as they move from one thought to the next the ENFP's energy. Thinkers may be irritated by
without finishing the first as new inspirations strike ENFPs' inconsistent behavior and eagerness to
them. With regard to appearance, ENFPs often find extenuating, albeit compelling circumstances.
have an original, artsy look, and dress more for Couching any objections or resistance in terms
themselves than for others, or to make a statement. of fairness to people is usually the most effective
Privately, ENFPs are very sensitive and senti strategy. judgers may find it challenging and frus
mental, but tend to be more reluctant to share their trating to get ENFPs to make choices, stick to de
deep personal feelings unless they are with those cisions, and respect deadlines. judgers can help
they know well and trust. ENFPs have enormously nudge ENFPs into committing themselves to a
varied occupational interests and often change course of action by reminding them that decisions
jobs or careers frequently. The most satisfying jobs aren't irrevocable; they can always be changed.
for ENFPs are ones that allow them to be creative This is often all it takes to relieve ENFPs' stress
and spontaneous while in the service of others. around decision making. As for deadlines, judgers
ENFPs also have a wide range of recreational inter may try setting up two deadlines for ENFPs: the
ests, but enjoy most being with friends and having first one is when they tell the ENFP the work is
a good time with friends. due, the second, when they actually need to have
it done. Since they are remarkably resourceful,
even when it looks as though they'll never make
Attention grabbers: Words or phrases that
their deadline, they usually pull it off. Sensors may
are likely to get the attention of most ENFPs
have the hardest time with ENFPs' wildly imagina
tive style. They may need to work particularly hard
It's impossible .... It just can't be done.
at not putting a damper on ENFPs' creativity and
were having a rennion.
enthusiasm. They may also need to trust the fact
We've got plenty of time; let's finish it tomorrow.
,,I,
that just because they cannot see a viable option
I've got a great idea!
at the moment, doesn't mean one doesn't exist.
Do you know anyone who can ... ?
There's some people I'd like you to meet.
I: Special Challenges
HOW TO SPOT AN IIFP
Iii
GETTING TO KNOW THE IDEALISTS: THE FOUR Nf TYPES 185
H 0 W T 0 S P E A K "I N F P"
/ it ;/!~:!;
lNFPs are very sensitive to criticism and view If televant, convey your si~~e ~lief~~~~;.!~~
everything pet>onally. However, they may never of what you ate prop<)!iill~,lfy<>V~!)%~f'~e;
come out and tell you that you've hurt their feel it will lJe obvio~ to them, an~t~ey ~~~~!~'~'
.ingSi lf>in doubt, stay away f:rom or ttead lightly ately, ai!d pethapspexmariently, tef~tv(l(lr ii!tlif!ttl
with topics .you think they may he sensitive about. proposal.
Be V""f cate!UI not ro dismiss, discount, or make Respect their style of decision maki~, ~~~~usu<
light !>(things they consider important; lfyou do, ally re<j)lires rilll~ and privacy to mull.~~ ~
you run the risk ofdamaging your telationshippet consider alternatives all along the """Y~. <:)jj~
'!Uani:J;ltl)> il:\ce INF~s may bold grudges 1()1:\get plans as new information is discoveret!.i pet,
d!anpther ~ . . haps even start all over ifthe central missiOn
tf~ble, !iJ1d out ho\l' your idea, su!lllesrion, or or concept is corrupted by too. much exterrial
pt(lpos!>Ui~ it). with one of their ~i<)rts. and rry influence.
rolink the two, or point out commonalties' Remember that INFPs ate proc.,s; people.l:{ui\d
Give thetjl plenty of rime to consider your ideas. time for revision, modification, and reflection into
l3e ptepared to discuss the impact they will have any schedule.
on oi'hers, "tnCtudlng ihe luture iml)lications.
tive and feel things very deeply. Many lNFPs have when it comes to their own projects, about which
an otherworldly quality about them, and seem to they can be surprisingly protective and at which
be unconcerned about many of the more mundane, they will work tirelessly. While they like to help
day-to-day requirements ofmodern life. They seem people and are natural counselors, most INFPs are
nearly oblivious to the details of daily living, like very selective and share their true selves with only
being on time, knowing where their glasses are, or a few very special people. With strangers, they may
keeping up with the Joneses. The least practical appear cold and aloof. Their appearance is often
of all types, they march to the beat of a different original and they dress to please themselves. They
drummer, which is defined completely by them. may wear funky clothes from another era that ap
INFPs are usually thoughtful and soft-spoken, and peals to them, or mix and match styles. But their
use language carefully and as a means of self clothing and accessories, while making a state
expression. Many have a natural talent for poetry ment about their uniqueness, are also selected to
and other creative writing. They are seldom ag, make them comfortable. Many INFPs are drawn to
gressive and are not especially ambitious, except the arts- music, literature, painting- and topsy~
186 THE ART OF SPEEDREADING PEOPLE
chology, both in their occupations and in their they see the value of their ideas. Judgers may be
spare time. come frustrated with INFPs' apparent lack of or
ganization and how long it takes them to make
decisions. They can shorten the decision-making
process by presenting a select few options for the
Attention grabbers: Words or phrases that
INFP to consider, being absolutely clear about any
are likely to get the attention of most INFPs
deadline, and by not leaving things completely
open-ended. But the greatest challenge will be for
What feels right to you?
iiI Thinkers, who are likely to feel they need to walk
Can I speak with you privately about something?
on eggshells in order to avoid hurting the feelings
I'd love to hear about your latest project.
of INFPs. In fact, they do have to be careful deal
There's no rush. Take all the time you need.
ing with INFPs and may benefit from first testing
out ideas on other Feelers (friends or coworkers)
to get their reactions and suggestions for present
Special Challenges ing the information in the most positive way.
Some Extraverts may find INFPs very difficult to Now thar you have mastered the SpeedReading
get to know and even harder to get moving. They and SpeedReaching system, and have gotten to
need to slow their pace and recognize that INFPs know all sixteen types, you're almost ready to go
need plenty of time to do their best work. They out and start using these techniques to understand
also need to be careful not to rush INFPs into re and he more effective with everyone you meet.
lationships before they are ready. Sensors may be But before we leave you, we have some final
likely to consider INFPs impractical and their sug words and important suggestions, warnings, and
gestions unrealistic and unworkable. They need to resources for you in Chapter 12.
be patient to hear the INFP all the way out before
~---bPT~!_TWELVE ----------------------
At the beginning of this book, we told you that
"How Will I Ever Look at mastering the art of SpeedReading people would
forever change the way you look at and relate to
People the Same Way Again?" people. Hopefully, you've achieved an understand
ing of the tremendous power of Personality Type,
and gained the skills necessary to facilitate effec
Final Thoughts on tive communication.
SpeedReading people is a sophisticated life skill.
a New Beginning
And like most new skills, the more you use it,
the better you become. However, SpeedReading
people is different from learning to ride a bike,
build a house, or learn a foreign language, because
it involves understanding and predicting human
behavior. This has been a subject of intense study
for thousands of years and one that is so complex,
scientists readily admit they've only just scratched
the surface of what they someday hope to learn.
We are certain that long before you've reached
this page, you may have tried practicing your new
SpeedReading skills. And you may have made a
simple, yet oftentimes painful observation: some
people do not like to be figured out and may feel
quite threatened by your ability to do so. Poten
tially, this can be a real problem, since the whole
point oflearning to SpeedRead people is to enable
you to connect with others, not alienate them. For
tunately, there a few steps you can take to mini~
mize the likelihood of this happening:
2. Don't portray yourself as some kind of mind greater refinement as you gather more informa
reader. Being able to SpeedRead people doesn't tion until you reach the point where you have
make you clairvoyant. to ask yourself the ultimate confirming ques
3. Never insist that you know something about tion: "What else could he or she ber'
a person that he or she considers private. And
never share that information with anyone else. If you follow these suggestions, we are confident
4. Practice your newly developing skills cau that you will be able to use your SpeedReading
tiously, in a safe environment where the stakes people skills effectively, ethically, and to every
aren't too high. It would be as foolish for you to one's best advantage. Best of luck!
li make major decisions based upon SpeedRead
I ing people while still a novice as it would be to The next page describes the SpeedReading People
'
try and fly a plane without rwlly knowing what video, an exciting resource which can help you in
you are doing. your quest to implement SpeedReading people
5. Always allow for the possibility that your guess more quickly and effectively. We also list several
about a person's type could be wrong. Rather, organizations and books that we recommend for
consider it a working hypothesis, subject to further reading or study.
i
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FINAL THOUGHTS ON A NEW BEGINNING 189
This book has been designed to be self time" to hone your SpeedReading and Speed
contained- that is, you can learn the art of Reaching skills. One tape is devoted entirely to
SpeedReading people from this book alone. How helping you SpeedRead people over the phone.
ever, there is another resource available to you The kit also comes with the Portable Speed
that can enhance your learning and drastically Reader-a sort of crib sheet that summarizes key
reduce the time it takes to fully master these clues for SpeedReading and SpeedReaching each
techniques. of the sixteen types and is small enough to lit into
Developed exclusively and only for those who a jacket pocket or purse for discreet use.
have first learned the art of SpeedReading people
PLEASE NOTE: The SpeedReading People kit
by studying this book, the Advanced Video Train
is not a stand-alone course. While you can learn
ing Kit gives you something we simply could not
how to SpeedRead people without the kit, you
provide in a book format: a visual demonstration
cannot learn it using only the kit. It is not sold sep
of what each SpeedReading due-type prefer
arately and it can be purchased only by people who
ences, temperaments, and a person's E/[,feeling
have already bought the book, or as part of a com
pattern -looks like in real people. If "one picture
plete package that includes: a copy of The Art of
is worth a thousand words," then one moving pic,
SpeedReading People, the video, the audiotapes,
ture- i.e., videotape- is worth many times that.
the User's Guide, and the Portable SpeedReader.
An additional advantage of the SpeedReading
The cost of the complete package is $149.95. The
People kit is that you can stop the videotape and
cost of the kit without the book is: $129.95.
rewatch the dues as many times as necessary un,
til you are comfortable you can identify them in ORDERING INFORMATION
others.
The SpeedReading People kit comes with a To order, see the inside back cover. Please have
comprehensive workbook, which includes ad your copy of this book handy.
ditional skill-building exercises so you can test Your total satisfaction with the kit or com
yourself to determine how well you've learned plete package is absolutely guaranteed. If for any
the clues. Also included is a set of audiotapes that reason you are not 100 percent satisfied, you
allows you to use otherwise unproductive "car will promptly receive a complete refund.
Ii
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I
I
Organizations and Resources
Now that you have learned of the power of Person
ality Type and how relevant it is to so many aspects
of your life, we encourage you to increase your depth
of understanding, and learn how Type can be ap
plied in specific areas of interest to you, such as
careers, personal relationships, business, education,
spirituality, and so forth. We have assembled a com
prehensive list of books, journals, training op~
portunities, and organizations to assist you in this
endeavor. Some of the books referenced here are
available at bookstores. But many can only, or can
more easily, be found through organizations that
specialize in publishing and distributing books
about Personality Type. All the organizations listed
also provide training courses relating to Personality
Type. Call or write them for information.
Organizations
Communication Consultants, LLC
20 Beverly Road
West Hartford, CT 06119
800-YOUR-TYPE
Fax: 860-232-1321
Communication Consultants, LLC, provides special
ized training for career professionals from introductory
to advanced~level programs. Programs based on out
books, Do What You Are, Nurture by Nature, and The
Arr of SpeedReading People, are open to the public or
can be arranged for organizations and companies.
3803 E. Bayshore Road the use of the Myers~ Briggs Type Indicator instrument.
The publisher of the Myers-Briggs Type Indicator in Kroeger Associates offers a variety of books, tapes, and
materials.
The Temperament Research Institute
wide range of professionals, including teachers, educa An organization specializing in applications of Keir~
tional consultants, and career counselors in the new seyan Temperament Theory and Type dynamics, the
physiological insight known as the Benziger Break Temperament Research Institute provides a variety
through. The Benziger Type Assessment is an exciting of services, workshops, and products to promote the
and useful next-step tool that tracks Falsification of growth and development of individuals and or,
book, The Art of Using Your Whole Brain, i> available Bcx ZOO
80044 7-897 3
personal. team, and corporate effectiveness. An organization that specializes in consulting and
Otto Kroeger Associates Myers~ Briggs Type Indicator instrument in the areas
3605 Chain Bridge Road of team building, counseling, conflict resolution, and
Fax: 703-591-8338
ORGANIZATIONS AND RESOURCES 14}5
198 BIBLIOGRAPHY
Myers, Katharine D., and Kirby, Linda K. Intro Bowman-Kruhm, Mary, and Wirths, Claudine G.
duction to Type Dynamics and Development. Palo Are You My Type or Why Aren't You More Like
Alto, Calif.: Consulting Psychologists Press, Me! Palo Alto, Calif.: Consulting Psychologists
i
i: 1994. Press, 1992.
1:
Quenk, Naomi L. Beside Ourselves: Our Hidden Fairhurst, Alice M., and Fairhurst, Lisa. Effective
Personality in Everyday Life. Palo Alto, Calif.: Teaching, Effective Learning: Making the Personal
Consulting Psychologists Press, 1993. ity Connection in Your Classroom. Palo Alto,
Saunders, Frances. Katharine and Isabel: Mother's Calif.: Davis-Black Publishing, 1995.
Light, Daughter's Journey. Palo Alto, Calif.: Con Ginn, Charles W. Families: Using Type to Enhance
sulting Psychologists Press, 1983. Mutual Understanding. Gainesville, Fla.: Center
Saunders, Frances. Katharine and Isabel. Palo Alto, for Applications of Psychological Type, 199.5.
Calif.: Consulting Psychologists Press, 1991. Golay, Keith. Learning Patterns and Temperament
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)'
Index
action vs. thought, I 7, 46
Carlin, George, 70
as clue to type preference, 142,
Conceptualizer, 96-97
#I The New Boss, 130, 145,
comfort and, 140-142
Experiencer, 93
148
Conceptualizer, 97-98, 171
Extravert/Introvert, 65
#2 The Home Buyer, 131, 146,
178
Idealist, I 00
148
Experiencer, 93, 163-170
judger/Perceiver, 80-82
#3 The Soccer Coach, 132,
Extravert/Introvert, 64-65,
Sensor/Intuitive, 72-73
146, 149
143
Traditionalist, 89-90
#4 The Headhunter's Candi
Golden Rule rewritten for, 139
19-20
chological Type {CAPT),
SpeedReaching, 139-152
avocation (interests and hob~ challenges, speciaL See communi Traditionalist, 90, 155-156
98-99
style demeanor
change, resistance to, 43, 44
Communication Consultants,
Ball, Lucille, 70
children, Extraverted or Intro
LLC, 193
Berens, Linda, 88
Clinton, Bill, and ''Clinton Stan
Thinkers), 39, 98, 103,
102
style
171-178
style
(mentioned), 181-186
Consulting P>-ychologists Press
Briggs, Katharine, 10
(mentioned)
{CPP), IOn, 194
104 INDEX
21-22
Feeling, Perceiving), 39,
42-43, 114, 115
decision-making
INn, 144
and communication with ISTJ,
,I
for judgers or Perceivers, 29 how to spot and speak to,
142, 144
31,33
183-184
how to spot and speak to,
,1
27
ENTJ (Extraverted, Intuitive,
as Traditionalist type, 90, 92
.1
demeanor
Thinking, judging), 39,
ESTP (Extraverted, Sensing,
Conceptualizer, 96
50-51, 114, 115
Thinking, Perceiving), 39,
Experiencer, 93
and communication with
46-47, 110, 112, 113
1: judger/Perceiver, 79-80
as Conceptualizer type, 97, 98,
with, 136-137, 149-150
,.
I
Thinker/Feeler, 74-76
99, 103
as Experiencer type, 91, 94, 95
,,i:i Traditionalist, 89
how to spot and speak to,
how to spot and speak to,
'
(Case #5), 134, 147,
ENTP (Extraverted, Intuitive,
Experiencers (SPs, Sensing
'i 151
Thinking, Perceiving), 39,
Perceivers), 39, 103,
Barron-Tieger), 37n
as Conceptualizer type, 97, 98,
clues to, 93-96
175-176
four types, 95, 163 -1 70
education, 72
ESFJ (Extravened, Sensing, Feel number of, in population, 92
E/1-Feelingpartem, 110,121,122,
ing, judging), 39, 44-45,
in Personality Type Pyramid,
125-129 (mentioned)
110, 112
95
verts, 11,13-18
as Traditionalist type, 90, 92
Extraverts (E) or Introverts (1),
energy level, 64
ESFP (Extraverted, Sensing, Feel 11-18
lffOEX 105
143
and body language, 78-79
58-59,87, 114. 115
demeanor, 65
and Extraversion or lntrover~ how to spot and speak to,
17-18
and Thinking or Feeling, 29,
as Idealist type, 100, 101, 103
126-127, 129-130
"Headhunter's Candidate, The"
ENFP, 144
work styles, 17
communication with, 100 and communication with
or Feelers (F)
number of, in population, 99
99
eye contact, 65
in Personality Type Pyramid,
how to spot and speak to, I 77
102
178
or Feelers (F)
dues to and communication ISFJ {Introverted, Sensing, Feel
115. See also Thinkers (T) how to spot and speak to,
llO, ll2
future. See present vs. future, per as Idealist type, I 00, I 0 I, 103
160-161
106 INDEX
clues to and communication judging, Traditionalist prefer Mitchell, Wayne D., IBn
with, 135-136, 148-149
ence for, 88, 89
Most- to Least-Favored Func
as Experiencer type, 95, %
number of, in population, tions, 39, 41. See also per
how to spot and speak to, 169 34, 79
sonality type
170
occupational choice, 84
movement. See body awareness
,':!
ISTJ (Introverted, Sensing,
perceiving, Experiencer prefer~
and movement; body Ian
,,,, Thinking, Judging), 39,
ence for, 92
guage
43-44, 87, 114, 115, 116
perceiving as function, 46-50,
Myers, Isabel, 10, 38n, 88
I
EST), 142, 144
and punctuality, 31-3Z
(MBTI), 10
how to spot and speak to, I 57 as viewed by each other, 141 A Guide ro the Development and
1.59
142
Use of (Myers and Me-
I as Traditionalist type, 90, 92,
work styles, 32-34, 82-84
C-aulley), 38n
,,I 103
)ung, Carl G., 10, 38n
appearance, 80-82
nication style Experiencer, 94
bodylanguage,84
"Lead" and "Least" functions. See Extravert/Introvert, 66-67
143
judger/Perceiver, 84
1~1I
decision-making, 29-31, 33
McCaulley, Mary, 17, 38n, 40n Sensor/Intuitive, 71
demeanor, 79-80
Manual: A Guide ro the Develop Thinker/Feeler, 79
,! determining which you are, ment and Use of the Myers- Traditionalist, 90-91
!! 29-34, 103
Briggs Type lndicaror organizations and resources (list),
(: differentiating between, 79 (Myers and McC_aulley), 191, 193-195
I
85, 126
38n Otto Kroeger Associates, 194
INDEX 107
Perceivers. See Judgers ( J) or Per Please Understand Me (Keirsey intuition, Conceptualiz:er and
ceivers (P) and Bates), 88n Idealist preference for, 96,
Personaliry Type
population percentages
99
attitudes or orientations, 38
Extraverts and Introverts, 18
intuition as function, 46, 4 7,
!22, 126
Thinkers and Feelers, 74
number of, in population, 23
determining another person's,
preference clues, 121, 122, 135,
24,68
63-138
136, 137, 142-144
occupational choice, 71
cautions, 187-188
present vs. future, perception of,
and perception of information,
different approaches, 124 21,42,46,49, 70-71,92
108
130
Psychological Types ( Jung), 38
political views, 22
skill-building exercises,
Psychometrics Canada Ltd., 195
sensing as function, 42-50, 52,
138, 145-152
18
sensing, Traditionalist and Ex
by telephone, 123-124
punctuality, 31-32,49
periencer preference for,
determining and verifying your
88,89,92
103
work styles, 22-23
40, 142
punishment, 21-22
"Soccer Coach, The" (Case #3),
hierarchy of, 3 7-40
communication style, 69-70,
132, 146, 149
letters describing, 3 5
143
social interaction, 65-66
and synergy, 3 5
determining which you are,
space needs, 65
Conccptualizers in, 99
differentiating between, 67 also communication/
Experiencers in, 95
73, 121, 126
communication
Idealists in, 102
education, 72
style
103
70-71
SPs (Sensing Perceivers). See
123-124, 189
108-116
communication with, 90, 155
temperament Extraverted, 109, 110-112,
161
as clue, 142
113, 114, 137
four rypes, 90, 155-161
127,128,130, 135-138
115, 128, 130
number of, in population, 88
(mentioned)
gender "difference," 29, 74,
in Personality Type Pyramid,
87-106
occupational choice~ 79
Type and Temperament, Inc., 194
88, 194
erence for, 96
Type Resources organization, 194
143
128
Williams, Robin, 34
decision-making, 24-27
as viewed by each other, 141
women. See gender
demeanor, 74-76
"thinker~uppers~" 22
WORKSHOP WAY system, 195
119
115-116, 135. See also
judgers/Perceivers, 32-34,82
determining which you are, Thinkers (T) or Feelers
84
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