People Skills

Knowing People


Myers-Briggs Type Indicator (MBTI)

A Description of How People Prefer to Operate in Their Daily Lives


Adapted from
Introduction to Types
Isabel Briggs Myers



Key Elements

Inspiration: How You Are Energized

Extrovert (E)

Introvert (I)

Outer world

Inner world

Exposing feelings

Concealing feelings



People, things

Ideas, thoughts

Interaction, action

Concentration, reflection


Perception: What You Pay Attention To

Senser (S)

Intuiter (N)

The 5 senses

Intuition (the 6th sense)

Practical, facts

Theoretical, insights

Present, what is real

Future, what could be

Using established skills

Learning new skills

Utility, step by step

Novelty, radical change



Information: How You Make Decisions

Thinker (T)

Feeler (F)

Head, reason, principles

Heart, empathy, harmony

Logical system

Value system



Justice, critique

Mercy, compliment

Firm but fair



Lifestyle: How You Live and Work

Judger (J)

Perceiver (P)

Setting goals, planning, organizing

Getting data, spontaneous, flexible

Regulating, controlling

Flowing, adapting



Run your life

Let life happen





Understanding Preferred Styles

"Man is not the sum of what he has but the totality of what he does not yet have, of what he might have." ~ Jean-Paul Sartre    

You don't need a degree in psychology to be an effective manager, leader, and coach, but you do need some way to figure out the different styles of interaction different people prefer to use.

Same Reality, Different Perceptions

4 NLP Perceptual Positions

There are many models for understanding and characterizing the styles of interaction different people prefer to employ. A widely used approach is the Myers-Briggs Type Indicator (MBTI). It is based on the following four dimensions of a person's preferred approach to Life.

❶  How you are energized (Extrovert vs. Introvert)

An Extrovert is energized by the outer world of people and things

An Introvert is energized by the inner world of thoughts and ideas

❷  What you pay attention to (Sensing vs. Intuition)

A Senser focuses on facts and the five senses

An Intuiter focuses on what might be and the sixth sense

❸  How you make decisions (Thinking vs. Feeling)

A Thinker tends to use reason and logic

A Feeler tends to use values and subjective judgment

❹  How you live and work (Judgment vs. Perceptions)

A Judger prefers to be planned and organized

A Perceiver prefers spontaneity and flexibility

Taking the Preferred Styles Into Account

To work effectively with people, take their preferred style into account.

Many misunderstandings derive from differences in style. For example, "Perceivers" may see "Judgers" as unwilling to take the time to explore creative options. Conversely, "Judgers" can become irritated by "Perceivers" who may stray from the agenda.

An ISTJ person (Introvert-Senser-Thinker-Judger) may think that an ENFP person (Extrovert-Intuiter-Feeler-Perceiver) is lax and disorganized, while the latter may think that the other is unimaginative and afraid of taking risk. These two persons could also form a perfect team where the ENFP person would focus on coming up with creative ideas, and the ISTJ person on checking their practicality.  >>>

To achieve better understanding of each other and collaboration among your team Download PowerPoint presentation, pdf e-book members, have everyone completed Type Indicator questionnaires, and share their results.

Cultural Differences  Download PowerPoint presentation, pdf e-book    

Selling to
Intuiters, Sensors, Thinkers,
and Feelers

Sell Benefits

Intuiters are tend to look at the big picture and avoid the details. They are very interested in the possibility of what's coming next. This is why this type of person would be receptive to a differentiation strategy based on your product being the next generation in its category... More

Understand EGA of Your Audience

Case Studies Behavioral Change Program at Monsanto

... The information was augmented from the feedback surveys with two personality inventories: the Sixteen Personality Factors and the Myers-Briggs Preference Indicator...  More