This presentation uses the Jung/Myers/Briggs personality model to explain how to "speed read" other people and earn their support by adapting your behavior to their preferred communication style.

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© Copyright 2012, 2013 by Al Cini. All rights reserved.

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7. CONCRETE
Exact facts, literal, tangible  ABSTRACT intangible
Figurative, symbolic,
REALISTIC
Sensible, matter-of-fact, seek efficiency  IMAGINATIVE seek novelty
Resourceful, inventive,
PRACTICAL
Pragmatic, results- oriented, applied  CONCEPTUAL intellectual
Scholarly, idea-oriented,
 EXPERIENTIAL
Hands-on, empirical, trust experience
 THEORETICAL
Seek patterns, hypothetical, trust theories
TRADITIONAL  ORIGINAL
Conventional, customary, tried-and-true Unconventional, different, new and unusual
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8. Impersonal, seek impartiality, objective analysis EMPATHETICharmony, central values
LOGICAL
Personal, seek
 REASONABLE effect, apply principles  COMPASSIONATE
Truthful, cause-and- Tactful, sympathetic, loyal
QUESTIONING
Precise, challenging, want discussion  ACCOMMODATING harmony
Approving, agreeable, want
CRITICAL
Skeptical, want proof, critique  ACCEPTING give praise
Tolerant, trusting,
TOUGH  TENDER
Firm, tough-minded, ends-oriented Gentle, tender-hearted, means-oriented
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9.  INITIATING
Sociable, congenial, introduce people  RECEIVING are introduced
Reserved, low-key,
 EXPRESSIVEeasier to know, self-revealing
Demonstrative,  CONTAINED to know, private
Controlled, harder
 GREGARIOUS circle, join groups
Want to belong, broad  INTIMATE one-on-one, find individuals
Seek intimacy,
 ACTIVE want contact, listen and speak
Interactive,  REFLECTIVE space, read and write
Onlooker, prefer
 ENTHUSIASTIC spotlight
Lively, energetic, seek  QUIET solitude, seek background
Calm, enjoy
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10. SYSTEMATIC
Orderly, structured, dislike diversions  CASUAL
Relaxed, easygoing, welcome diversions
PLANFUL
Future-focused, advance planner, make firm  OPEN-ENDED go with the flow, make
Present-focused,
plans flexible plans
MotivatedSTARTING steady progress,  PRESSURE-PROMPTED and spurts,
EARLY
by self-discipline, Motivated by pressure, bursts
late start stressful early start not stimulating
SCHEDULED
Want routine, make lists, procedures help  SPONTANEOUSthe unexpected,
Want variety, enjoy
METHODICAL procedures hinder
Plan specific tasks, note subtasks, organized  EMERGENT
Plunge in, let strategies emerge, adaptable
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35. Iv = 1 - P( Ie )
Iv
P( Ie )
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36. … + You
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© Copyright 2012 by Al Cini. All rights reserved.

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© Copyright 2012 by Al Cini. All rights reserved.