3. Construct of Introversion-Extraversion
• Personality Trait popularized by Carl Jung
– Extraversion
• outgoing, talkative, energetic behavior
– Introversion
• reserved and solitary behavior
• Included in major contemporary personality models
– Big Five model
– Minnesota Multiphasic Personality Inventory
– Myers–Briggs Type Indicator
• Extraversion and introversion have been
conceptualized both as on a single continuum AND as
related but distinct variables
4. Characteristics of Introversion/Extraversion
• Level of external stimulation needed
• Work styles
• Social styles
• Introversion ≠ Shyness
• Variability at the behavioral level
“There is no such thing as a pure introvert or a pure
extravert. Such a man would be in the lunatic asylum.”
~Carl Jung
6. Empirical Research:
Extraversion is associated with emergent leadership
However:
• Correlation is modest and variable
• Based on self-report (vs. objective roles)
• Does not deal with leadership effectiveness
7. Team Performance
Extraverted leaders do better with employees
who are “passive”
• “Passive” = prefer complete, detailed instructions
& react to leader’s vision vs. initiating own (NOT an
indicator of drive or effort)
Introverted leaders do better with proactive
employees/initiative takers
• Speak up, take charge, attempt to persuade
8. Why this matters?
• Managers can optimize leadership style and
design of the team
• Team members perform better and are happier
• Organizations need to cultivate and select
leaders who are listeners as well as those who
are talkers
10. Characteristics of
“Powerless Communication”
• Reveal own shortcomings
– Makes you more relatable
– Only works if otherwise competent
• Adopt a tentative approach
– Hesitation, hedging, disclaimers, etc..
– Signal openness to ideas of others
• Ask questions
– “Joy of talking” gift
11. “We all admire the
wisdom of people
who come to us for
advice.”
~Benjamin Franklin
12. Why “Powerless Communication” Works
• When people think you’re trying to influence
them, their guard goes up
• When people think you’re trying to…
– help them
– are searching for effective answers yourself
– are honest about your limitations
…. they are more likely to feel trust and
connection
