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To Communicate with Extraverts
- Talk to the, preferably
face to face; don't use writing (as a primary means of communicating)
to them unless necessary or as a follow-up.
- Present to groups,
since extraverts will want to interact/consult with others.
- Respond immediately
to questions, comments, etc.
- Emphasize action.
- Entertain them
socially in addition to (or even while) doing business.
To Communicate
with Introverts
- Write to them
first, then talk.
- Allow them plenty
of time for prior thought.
- Allow them plenty
of time for reflection afterwards.
- Present to individuals.
- Gently draw them
out.
- Don't drag them
to social functions; just stick to business, in the business setting.
To Communicate
with Sensing Types
- Be certain to make
clear to them what you are talking about.
- Stay down to earth
and practical.
- Give plenty of
facts and evidence.
- Go into detail,
and don't skip over things.
- Emphasize tangible
results (especially near term as opposed to far in the future).
- Use plenty of concrete
examples.
- Keep it simple
if possible and appropriate, and be careful to ensure and verify that
they are following you.
To Communicate
with Intuitive Types
- Give the big picture,
the broad implications, the long term possibilites.
- Emphasize concepts
and ideas.
- Don't get bogged
down in details.
- Stress unmet challenges
that could be overcome; try to inspire them.
- Emphasize the novel,
the unusual, the innovative.
- present what they
need, and then let them "take the ball and run with it"; expect
and welcome their ideas and additions, modifications, etc.
To Communicate
with Thinking Types
- Get straight to
the point; be as brief, concise, and pithy as you can and still be able
to present a complete and cogent argument.
- Present clear goals
and objectives; precisely define terms and explain what you mean.
- Present advantages
and disadvantages, including all know pros and cons.
- Emphasize rational
processes and consequences.
- Use logical, not
emotional, arguments; play to the head, not the heart.
To Communicate
with Feeling Types
- Be warm and friendly;
treat them kindly in large ways and small; make them feel special.
- Begin with appreciation,
areas of agreement.
- Emphasize human
benefits and happiness.
- Remember that you
cannot "logic them into submission."
- Use personal anecdotes
and examples, and let them know some personal details about you.
(This gives them the chance to like you and feel they have things in
common with you, considerations that are especially important to feeling
types).
To Communicate
with Judging Types
- Be prompt and punctual.
(If presenting to a group, and some..most likely the Ps..haven't shown
up, note the scheduled starting time and announce exactly how long you
will wait for stragglers; if possible, go ahead and do something the
others can catch up with later).
- Be sure you are
well organized in your presentation; let them know your plan, and follow
it; be sure to begin at the beginning and end at the end.
- Be decisive, not
wishy-washy; draw conclusions.
- Expect a quick
decision on their part; don't figure you can go back and fill in the
blanks or change things later.
- Emphasize schedules,
deadlines, and timetables (but remember you will be held to them).
- Don't bomb them
with the unexpected-they hate surprises!
To Communicate
with Perceiving Types
- If presenting to
a group, don't start right on the dot; half of them won't be there,
and they will be mad at you for following the schedule so tightly.
- Present things
in tentative, modifiable form; present options.
- Let them draw the
conclusions.
Avoid deadlines if possible, and don't press them for an immediate decision.
(Presented with a now or never demand, they may very well react by doing
nothing.
- Follow up, since
they may need a gently nudge once they've had plenty of time to make
up their minds.
- Don't be too slick
in your presentation; you can actually turn them off and/or make them
suspicious this way.
Summary prepared
and (c) 1993 by Tom Carskadon Mississippi state University Psychology
Department
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