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understand your audience and it will understand you Dr. Matthias Senn
Extremely hard working Extremely fast in decisions Never smiling, never drinking a beer Never showing any feelings Never willing to change Not even able to imagine others feelings
No staying power Never sets goals Always starts new things before
the old stuff is done
Group the 24 types in 4 major types Give them what they need
N and S T and F P and J
Matthias Senn, 2004, All Rights Reserved
Receiver
output filter
input filter
communication path
Receiver
researchable
input filter
always diverse!
It is
It is not
Sociable Broad interests Energized by others Active Expressive Speaker Change the world
Private Depth and profoundness Intrinsic energy Reflective Calm and quiet Listener Understand the world
Making decisions
Think Feel
Making decisions
Think Feel
Subjective Feeling Heart Social values Personal, emotional Sympathy Gut feeling
Goal oriented Well ordered, structured Planning Tidiness Makes decisions Final
Process oriented Flexible and spontaneous Adjustment Creative Chaos Defers decisions Temporary
Extravert versus Introvert How do you recharge your batteries iNtuition vs. Sensing How do you perceive your environment Think vs. Feel On what do you base your decisions Judge vs. Perceive What is your preferred interaction mode
N vs. S
T vs. F
J vs. P
A personality type is identified by 4 characters: e.g. ENFP Where each dimension has a continuous scale
Matthias Senn, 2004, All Rights Reserved
Exercise 1
Exercise
Ask your neighbour to describe his living room at home. Listen carefully!
Learning
Can you draw conclusions on his personality type? If so, in which dimension?
Exercise 2
Exercise
Learning
Can you draw conclusions on his personality type? If so, in which dimension?
Exercise 3
Exercise
Find a question that will tell you about your neighbours preferred interaction mode. (Perceive vs. Judge)
xSxP
Sensing
? xSxJ
?
xNTx
iNtuition
? xNFx
Guardians 40 - 45% Highly skilled in logistics Concrete in communicating Cooperative in implementing goals Famous: Colin Powell, G. Washington 5 - 7% Rationals Highly skilled in strategic analysis Abstract in communicating Utilitarian in implementing goals Famous: Albert Einstein, Bill Gates
8 -10% Idealists Highly skilled in diplomatic integration Abstract communicators Cooperative in implementing goals Famous: M. Grobatschov, M. Gandhi
Matthias Senn, 2004, All Rights Reserved
Talk about concepts Give an outline Structure your content Announce when you go into details (N-type will start to sleep) Keep it short Use colours and make it nice (for NF)
as well as
Talk about specific observations Avoid speculations Give examples Details, details, details!! Watch out for typos
Base your reasoning on logic Base your reasoning on measurable observations Forget about the lachrymal gland (Trnendrse) Appeal to exchanging (if you do this, you get )
as well as
Socialize Base your reasoning on values Appeal to humanity Appeal to their honor Show how you make the world a better place
Have a clear structure Explain your structure Do not get side tracked, stay with your structure Stay in time
as well as
Stay flexible Leave time for questions during your presentation Show that you are willing to adapt to your audiences needs
Your audience always consists of different personality types The four dimensions of the Meyers Briggs Type Indicator are
Extravert vs. Introvert iNtuition vs. Sensing Think vs. Feel Perceive vs. Judge
Understanding MBTI will improve your communication Give them what they need Pay attention to your complementary personality type!
Matthias Senn, 2004, All Rights Reserved
Questions