If you are like most people, you have probably taken Myers-Briggs at some point. But you do you actually remember what it means? This presentation will help you understand your type and give you an exercise that applies what you learn in a business context.

1. Understanding Yourself and Your Audience
The Power of Myers-Briggs in Business
January 4, 2014
For more information, contact:
Rob.Duboff@hawkpartners.com
Greg.Faxon@hawkpartners.com
Created by HawkPartners
Source: Myers & Briggs Foundation. (2003)

2. 2
Common Uses of the Myers-Briggs Type Indicator
• Understand self
• Explore implications for communication
– Understand that others are different from you
– Understand others’ preferences and how to speak their
“language”
There are several important uses of MBTI:

3. 3
It is important to remember what MBTI is, and what it is not
• A theory describing observable
personality distinctions
- Use of survey
• A measure of individuals‘ (stated)
preferences in communication
- Differences do exist
• A way to explain perceptual biases
and decision-making styles
What It Is
• Based on actual empirical data or
“provable” experiments
• A statement about who someone is
or about their skills
• An all-encompassing explanation of
personality, thought process, and
individual psychology
What It Is Not

4. 4
The Four Scales
Extravert Introvert
Where do you get energy?
Sensing Intuition
Thinking Feeling
Judging Perceiving
How do you deal with the outside world?
How do you take in information?
How do you make decisions?
E I
S N
T F
J P

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Extraversion vs. Introversion
• Focused on outer world of people
and external events
• Prefer to communicate
by talking
• Tend to speak first, reflect later
• Sociable and expressive
• Drawn to inner world of ideas and
thoughts
• Prefer to communicate in writing
• Tend to reflect before acting
or speaking
• Private and reserved
Extravert Introvert
Where do you get energy?
E I

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7. 7
Extraverts and Introverts within the U.S. Population
49%
51%
Extraverts (E)
Introverts (I)
Men: 48% E 52% I
Women: 50% E 50% I
Source: Center for Applications of Psychological Type

8. 8
Sensing vs. Intuition
• Take in information through five
senses
• Focus on what is concrete/present
• Value practical applications,
common sense
• Want information step-by-step
• Trust experience and facts over gut
instinct
• Take in information through
“sixth sense”
• Focus on possibilities/future
• Value innovation and imaginative
insight
• Jump around, leap in anywhere
• Trust inspiration, “gut feel”
Sensing Intuition
How do you take in information?
S N

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10. 10
Sensors and Intuitives within the U.S. Population
30%
70%
Inuitives
(N)
Sensors (S)
Men: 68% S 32% N
Women: 72% S 28% N
Source: Center for Applications of Psychological Type

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Thinking vs. Feeling
• Use cause-and-effect reasoning
• Look for outcome that “makes
sense”
• Strive for impersonal, objective
truth
• Reasonable
• Guided by values and feelings
• Look for outcome that “feels
right”
• Strive for personal harmony
• Compassionate
Thinking Feeling
How do you make decisions?
T F

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13. 13
Thinkers and Feelers within the U.S. Population
55%45%Thinkers
(T)
Feelers
(F)
Men: 61% T 39% F
Women: 29% T 71% F
Source: Center for Applications of Psychological Type

14. 14
Judging and Perceiving
• Systematic, organized, structured
• Plan – and stick to it
• Like closure – to have things decided
• Like to make lists – and want to get
everything crossed off
• Create agendas – and stick to them
• On time
• Spontaneous, open-ended, flexible
• Adapt – strive for quality
• Like things open to change
• Avoid lists, or at least completing
everything on them
• Don’t always stick to agendas
• Casual about time
Judging Perceiving
How do you make decisions overall
and about your time?
J P

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16. 16
Judgers and Perceivers within the U.S. Population
43%
57%
Judgers
(J)
Perceivers (P)
Source: Center for Applications of Psychological Type
Men: 58% J 42% P
Women: 56% J 44% P

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Tips for Communicating with…
Es
• “Rope-a-dope”
• Meetings
• Respond quickly
Is
• Materials in advance
• Breaks from meetings
• Respect personal space

18. 18
Tips for Spotting…
Es
• Speaking with their arms
• Talking with their mouth
Is
• Quiet
• Polite, don’t interrupt

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Tips for Communicating with…
Ns Ss
• Start with the headline,
conclusions, big pictures
• Get to the point
• Use analogies
• Focus on
possibilities/future
• Start with the data…let
them play with it
• Exhaust all questions
• Be specific
• Focus on process

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Tips for Spotting…
Ns Ss
• Casual about specifics
• Interested in big picture;
implications
• Detail-oriented
• Focused on reality

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Tips for Communicating with…
Ts Fs
• Appeal to logic; “I think…”
• State criteria first
Include human issues
as a criteria if
appropriate
• Deal with logic, structure
• Appear organized
• Appeal to emotions
 “I feel…”
• Focus on the human
implications
 Include the need for
people to think the
decision is good
• Deal with values, impact
on others
• Appear friendly

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Tips for Spotting…
Ts Fs
• Not a hugger
• Says “think”
• Interest in rules, criteria
• Smiler/hugger
• Says “feel”
• Interest in people

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Tips for Communicating with…
Js Ps
• Expect, respect
schedules, deadlines,
etc.
Come to a
conclusion
• Provide a time for a
decision to be made
• Set expectations for
outcome
• Don’t (appear to) force a
decision
Provide choices,
outcomes
• Provide a time (in the
future) for a decision to
be made
• Do not appear to expect
a particular outcome

24. 24
Tips for Spotting…
Js Ps
• On time
• Lists
• Worry about schedules
• Late
• Spontaneous
• Not (overly) concerned
with schedules

25. 25
Exercise Scenario
Imagine that you are working on a multi-phase research project. You
company has already completed and reported out on the first phase,
which involved qualitative research. We now have to put together a
report and presentation on the second phase related to the
subsequent quantitative research.
Your client has just informed you that the report and presentation are
to be shared with the CMO. The CMO is new to the organization and
no one on your team has ever met or spoken to her / him. In
addition, your client has never presented to the CMO before and
knows nothing about her / his style.

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Exercise Instructions
 Please put together the report / presentation topic outline in the sequence
you would use assuming the audience is the CMO
 Assume that potential topic areas include, but are not limited to, the following:
1. Objectives
2. Executive Summary
3. Recommendations
4. Conclusions / Implications
5. Methodology
6. Data Tables
7. Background / Context
8. Detailed Findings
 NOTE: you do not have to include all of the topics above – only use the ones
you would recommend in this scenario
 Be prepared to share your recommended outline and rationale with the group

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The 16 Types – General Population
ISTJ ISFJ INFJ INTJ
Sensing Types Intuitive Types
ExtravertsIntroverts
ISTP ISFP INFP INTP
ESTP ESFP ENFP ENTP
ESTJ ESFJ ENFJ ENTJ
5% 9% 4% 3%
12% 14% 2% 2%
4% 9% 8% 3%
9% 12% 3% 2%
Source: Myers & Briggs Foundation. (2003). How Frequent Is My Type?. Retrieved March 14, 2014,
from http://www.myersbriggs.org/my-mbti-personality-type/my-mbti-results/how-frequent-is-my-
type.asp

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16 Type Descriptions (1)
ISTJ
Quiet, serious, earn success by thoroughness and dependability. Practical, matter-of-fact, realistic, and
responsible. Decide logically what should be done and work toward it steadily, regardless of distractions.
Take pleasure in making everything orderly and organized – their work, their home, their life. Value traditions
and loyalty.
ISFJ
Quiet, friendly, responsible, and conscientious. Committed and steady in meeting their obligations. Thorough,
painstaking, and accurate. Loyal, considerate, notice and remember specifics about people who are
important to them, concerned with how others feel. Strive to create an orderly and harmonious environment
at work and at home.
INFJ
Seek meaning and connection in ideas, relationships, and material possessions. Want to understand what
motivates people and are insightful about others. Conscientious and committed to their firm values. Develop
a clear vision about how best to serve the common good. Organized and decisive in implementing their
vision.
INTJ
Have original minds and great drive for implementing their ideas and achieving their goals. Quickly see
patterns in external events and develop long-range explanatory perspectives. When committed, organize a
job and carry it through. Skeptical and independent, have high standards of competence and performance –
for themselves and others.
Source: www.myersbriggs.org

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16 Type Descriptions (2)
ISTP
Tolerant and flexible, quiet observers until a problem appears, then act quickly to find workable solutions.
Analyze what makes things work and readily get through large amounts of data to isolate the core of practical
problems. Interested in cause and effect, organize facts using logical principles, value efficiency.
ISFP
Quiet, friendly, sensitive, and kind. Enjoy the present moment, what’s going on around them. Like to have
their own space and to work within their own time frame. Loyal and committed to their values and to people
who are important to them. Dislike disagreements and conflicts, do not force their opinions or values on
others.
INFP
Idealistic, loyal to their values and to people who are important to them. Want an external life that is
congruent with their values. Curious, quick to see possibilities, can be catalysts for implementing ideas. Seek
to understand people and to help them fulfill their potential. Adaptable, flexible, and accepting unless a value
is threatened.
INTP
Seek to develop logical explanations for everything that interests them. Theoretical and abstract, interested
more in ideas than in social interaction. Quiet, contained, flexible, and adaptable. Have unusual ability to
focus in depth to solve problems in their area of interest. Skeptical, sometimes critical, always analytical.
Source: www.myersbriggs.org

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16 Type Descriptions (3)
ESTP
Flexible and tolerant, they take a pragmatic approach focused on immediate results. Theories and
conceptual explanations bore them – they want to act energetically to solve the problem. Focus on the here-
and-now, spontaneous, enjoy each moment that they can be active with others. Enjoy material comforts and
style. Learn best through doing.
ESFP
Outgoing, friendly, and accepting. Exuberant lovers of life, people, and material comforts. Enjoy working with
others to make things happen. Bring common sense and a realistic approach to their work, and make work
fun. Flexible and spontaneous, adapt readily to new people and environments. Learn best by trying a new
skill with other people.
ENFP
Warmly enthusiastic and imaginative. See life as full of possibilities. Make connections between events and
information very quickly, and confidently proceed based on the patterns they see. Want a lot of affirmation
from others, and readily give appreciation and support. Spontaneous and flexible, often rely on their ability to
improvise and their verbal fluency.
ENTP
Quick, ingenious, stimulating, alert, and outspoken. Resourceful in solving new and challenging problems.
Adept at generating conceptual possibilities and then analyzing them strategically. Good at reading other
people. Bored by routine, will seldom do the same thing the same way, apt to turn to one new interest after
another.
Source: www.myersbriggs.org

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16 Type Descriptions (4)
ESTJ
Practical, realistic, matter-of-fact. Decisive, quickly move to implement decisions. Organize projects and
people to get things done, focus on getting results in the most efficient way possible. Take care of routine
details. Have a clear set of logical standards, systematically follow them and want others to also. Forceful in
implementing their plans.
ESFJ
Warmhearted, conscientious, and cooperative. Want harmony in their environment, work with determination
to establish it. Like to work with others to complete tasks accurately and on time. Loyal, follow through even
in small matters. Notice what others need in their day-by-day lives and try to provide it. Want to be
appreciated for who they are and for what they contribute.
ENFJ
Warm, empathetic, responsive, and responsible. Highly attuned to the emotions, needs, and motivations of
others. Find potential in everyone, want to help others fulfill their potential. May act as catalysts for individual
and group growth. Loyal, responsive to praise and criticism. Sociable, facilitate others in a group, and provide
inspiring leadership.
ENTJ
Frank, decisive, assume leadership readily. Quickly see illogical and inefficient procedures and policies,
develop and implement comprehensive systems to solve organizational problems. Enjoy long-term planning
and goal setting. Usually well informed, well read, enjoy expanding their knowledge and passing it on to
others. Forceful in presenting their ideas.
Source: www.myersbriggs.org

32. Want to learn more?
To learn how the MBTI can be applied to your company, please contact:
Rob.Duboff@hawkpartners.com
Greg.Faxon@hawkpartners.com
Or, visit our website:
www.hawkpartners.com