CS 501: When Type doesn‟t explain everything –
Working with International Clients
Doris Füllgrabe, German ENFJ
www.buildin...
My journey so far…
 Germany 

 Scotland BA w/ Honors

 England

 Cataluña, Spain

 Canary Islands

 Mexico Coaching
...
I use Type & Culture awareness to
help Expats get
from there…
Picture seen on www.iucn.org / unknown artist
to here…
Passion: Explore where Type and
Culture meet
Myers-Briggs Type Indicator, Myers-Briggs, MBTI, and Introduction to Type
are...
What about…
Stereotypes?
 They‟re normal.
 They‟re an indication of what YOU think is strange.
 Culture has to be seen ...
Culture Warm-Up
How can you OFFEND someone
in your home country
in under 30 seconds?
What makes you, you?
You
Human
Nature
Type
Culture
Child-
hood
Edu-
cation
Exper-
iences
Skills
Context
Hobbies
“Do I cont...
What is Type?
Inborn
Dispositions
Aspects based on
habitual behavior &
attitudes; defense
mechanisms
reinforced over time
...
Type Preferences 101
Energy
Extraversion Introversion
Information Gathering
Sensing INtuiting
Se: Experiencing Si: Reviewi...
Type Preferences 101
We use our brains differently, e.g.:
EJ and IP types have
more left-side activity
q Give an explanation.
q Pick among opti...
Awareness
is the foundation for personal and
professional development
We all use all eight
functions, but two
will come mo...
What is culture?
What is Culture?
“The Culture Cycle”
Hazel Rose Markus & Alana Conner
CultureI‟s
Interactions
Ideas
Institutions
Awareness
is the foundation for personal and
professional development
What are five
words to describe
your culture??
7 Cultural Dimensions
Riding the Waves of
Culture,
by Fons Trompenaars & Charles Hampden-Turner
Universalism
Individualism...
How consistently we apply rules
Would you lie for your friend?
Universalism Particularism
97 % 93 % 87 % 53 % 32 %
97 % of...
“How far we get involved”
free-extras.com
infobarrel.com
“Peaches” (e.g. USA) have a
wide, soft public space, they‟re
easy...
Orientation to Self and Others
“Quality of Life will improve if everyone
has maximum freedom and
opportunity for self-deve...
How to work with international
clients:
Ask them about their VALUES.
What is important to them can often
be traced back to...
Underlying Values
 Specific
 Competition
 Mobility
 Particularism
 Flexibility
 Relationships
 Diffuse
 Collaborat...
Culture Follow-Up
How to ENGAGE someone
from another country
Knowing what you know now, how can you flex your
behavior to ...
How Type preferences influence
cultural adaptation in expats
www.buildingthelifeyouwant.com/research
 What‟s your confirm...
First Inklings
Culture is
values-driven
Fi gives
meaning to
values
Position of Fi
may indicate
values
awareness
Language /...
Words to describe the USA –
Type & Regional Differences
 ENTP –
grew up in North East
 Education, work hard, do your
bes...
Please participate!
If you know your Type and have
lived abroad for at least 12 months,
please add your voice:
www.buildin...
Resources
 Gifts Differing – Isabel Briggs
Myers with Peter B. Myers, CPP
1980
 8 Keys to Self-Leadership –

Dario Nardi...
Connect
doris@buildingthelifeyouwant.com
www.linkedin.com/in/coachdorisfuellgrabe
www.twitter.com/expats_MBTI
www.facebook...
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How to work with International Clients - engaging personality types and cultural preferences.
Self-awareness is the first step for personal and professional development.
What are your Type preferences?
How would you describe your culture?
People are complex, and to understand our complexities, the Personality Type and Culture frameworks can be helpful.

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How to work with international clients slideshare

  1. 1. CS 501: When Type doesn‟t explain everything – Working with International Clients Doris Füllgrabe, German ENFJ www.buildingthelifeyouwant.com Myers-Briggs Type Indicator, Myers-Briggs, MBTI, and Introduction to Type are trademarks or registered trademarks of the MBTI Trust, Inc., in the United States and other countries.
  2. 2. My journey so far…  Germany 
  Scotland BA w/ Honors
  England
  Cataluña, Spain
  Canary Islands
  Mexico Coaching
  Texas, USA MBTI® Master Practitioner, Neuroscience, Berens CORE™ FTWeekend„LondonGuide‟. ByKyleBeanandVictoriaLing.
  3. 3. I use Type & Culture awareness to help Expats get from there… Picture seen on www.iucn.org / unknown artist to here…
  4. 4. Passion: Explore where Type and Culture meet Myers-Briggs Type Indicator, Myers-Briggs, MBTI, and Introduction to Type are trademarks or registered trademarks of the MBTI Trust, Inc., in the United States and other countries.
  5. 5. What about… Stereotypes?  They‟re normal.  They‟re an indication of what YOU think is strange.  Culture has to be seen in context (interpersonal, historical, sociological, anthropological, economical, political, systemic…). It developed the way it did for a reason.  It‟s ok to enquire what behaviors mean as long as you‟re coming from a true spirit of curiosity and willingness to learn
  6. 6. Culture Warm-Up How can you OFFEND someone in your home country in under 30 seconds?
  7. 7. What makes you, you? You Human Nature Type Culture Child- hood Edu- cation Exper- iences Skills Context Hobbies “Do I contradict myself? Very well, then I contradict myself, I am large, I contain. multitudes” Walt Whitman
  8. 8. What is Type? Inborn Dispositions Aspects based on habitual behavior & attitudes; defense mechanisms reinforced over time Single experiences at crucial times  There is both stability and development in type preferences over a lifetime  Not all stability is the product of genes  Cf plasticity paradox  Cultural practice can lead to biological changes.  Asian students in USA learn to pay more attention to detail
  9. 9. Type Preferences 101 Energy Extraversion Introversion Information Gathering Sensing INtuiting Se: Experiencing Si: Reviewing Ne: Interpreting Ni: Foreseeing
  10. 10. Type Preferences 101
  11. 11. We use our brains differently, e.g.: EJ and IP types have more left-side activity q Give an explanation. q Pick among options. q Notice an error. q Ignore distracting input. q Focus on our own goals. EP and IJ types have more right-side activity q Engage in brainstorming. q Track a process. q Freely express ourselves. q Accept novel input. q Focus on the group process. Copyright Dario Nardi 2009, dnardi@ucla.edu
  12. 12. Awareness is the foundation for personal and professional development We all use all eight functions, but two will come most naturally to you. What are your preferences?
  13. 13. What is culture?
  14. 14. What is Culture? “The Culture Cycle” Hazel Rose Markus & Alana Conner CultureI‟s Interactions Ideas Institutions
  15. 15. Awareness is the foundation for personal and professional development What are five words to describe your culture??
  16. 16. 7 Cultural Dimensions
Riding the Waves of Culture, by Fons Trompenaars & Charles Hampden-Turner Universalism Individualism Affective Specific Achievement Sequential Internal Particularism Communitarianism Neutral Diffuse Ascription Synchronic External
  17. 17. How consistently we apply rules Would you lie for your friend? Universalism Particularism 97 % 93 % 87 % 53 % 32 % 97 % of Swiss said No 68 % of Venezuelans said Yes
  18. 18. “How far we get involved” free-extras.com infobarrel.com “Peaches” (e.g. USA) have a wide, soft public space, they‟re easy to get to know, and share their lives in segments. “Coconuts” (e.g. Germany) have a narrow, hard public shell, they are difficult to get to know, but once you‟re in, they share everything.
  19. 19. Orientation to Self and Others “Quality of Life will improve if everyone has maximum freedom and opportunity for self-development.” Individualism Communitarianism 89 % 69 % 63 % 53 % 32 % 89 % of Israelis agree 68 % of Mexicans disagree
  20. 20. How to work with international clients: Ask them about their VALUES. What is important to them can often be traced back to cultural preferences.
  21. 21. Underlying Values  Specific  Competition  Mobility  Particularism  Flexibility  Relationships  Diffuse  Collaboration  Loyalty  Communitarianism  Interdependence  Affiliations  Individualism  Independence  Attributes  Universalism  Consistency  Structure
  22. 22. Culture Follow-Up How to ENGAGE someone from another country Knowing what you know now, how can you flex your behavior to suit the other culture‟s preferences?
  23. 23. How Type preferences influence cultural adaptation in expats www.buildingthelifeyouwant.com/research  What‟s your confirmed best-fit MBTI® Type result?  What‟s your home country?  What are 5 words or phrases you would use to describe your home culture?  Where have you moved to?  What are 5 words or phrases you would use to describe your new host culture?  I prepared for this international move by…  I realized I was in a different / new country when…  What‟s causing me the most stress…  What‟s helping me through the difficult times…  The main differences between my home and host cultures are…  What I never knew but learned about myself is…  What advice would you give someone else who‟s also moving to your new host country?
  24. 24. First Inklings Culture is values-driven Fi gives meaning to values Position of Fi may indicate values awareness Language / Descriptors are key Step II facets can be interpreted through Type & Culture lenses Germans easily identify with Theorist™ Temperament Culture Shock = Brain Shock 4th Function helps clarify stress triggers 3rd Function helps indicate release options
  25. 25. Words to describe the USA – Type & Regional Differences  ENTP – grew up in North East  Education, work hard, do your best, fairness, justice  ENFJ – grew up in Manhattan  Freedom-loving, Important to protect rights of the Individual, Success is what you do, Land of Opportunity, Spiritual Poverty  ENFP – grew up in the Midwest  Reliable, responsible, solid, guarded, “old suburban”  INTP – grew up in the Midwest  “Pioneer values”, helping neighbors, very friendly but stays at the surface, honest, “we don‟t do the stuff that you hear on Oprah”
  26. 26. Please participate! If you know your Type and have lived abroad for at least 12 months, please add your voice: www.buildingthelifeyouwant.com/res earch
  27. 27. Resources  Gifts Differing – Isabel Briggs Myers with Peter B. Myers, CPP 1980  8 Keys to Self-Leadership – 
Dario Nardi, Ph.D., Unite Business Press 2005  Neuroscience of Personality – 
Dario Nardi, Ph.D., Radiance House 2011  Introduction to the 4 Temperaments – Linda Berens, Ph.D., Radiance House 2010  Introduction to Interaction Styles - Linda Berens, Ph.D., Radiance House 2008  www.aptinternational.org  www.cpp.org  Clash! 8 Cultural Conflicts That Make Us Who We are – Hazel Rose Markus, PhD & Alana Conner, PhD, 2013  The Art of Crossing Cultures and Cross- Cultural Dialogues, 
Craig Storti, 2004 and 1994  Coaching Across Cultures, Philippe Rosinski, 2003  Riding the Waves of Culture, 
Fons Trompenaars & 
Charles Hampden- Turner, 1997  Beyond Culture, Edward T. Hall, 1976  www.theexpatcoachassociation.com  www.sietarusa.org  The Brain that Changes Itself, Dr. Normal Doidge, Scribe Publications, 2007  A Cognitive Neuroscience Perspective, Denise C. Park & Chih-Mao Huang, 2010
  28. 28. Connect doris@buildingthelifeyouwant.com www.linkedin.com/in/coachdorisfuellgrabe www.twitter.com/expats_MBTI www.facebook.com/buildingthelifeyouwantllc www.pinterest.com/expatsmbti 972-757-5591

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