Executive Coaching & MBTI
Sponsored By
Presented by Mike R. Jay, MBC
Mike is the founder of www.b-coach.com
“Developing World-Class Business Coaches!”
877.901.COACH
1
REMEMBER
Performance = f(person + situation)
IMPORTANT!
All Types are valuable and NECESSARY
STOP Trying to predict…listen!
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Things you need to know!
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Answers were based on where you were
Your own assessment is more important
Reported type can be different then true
type
You may have different ideas of preferences
at home and work
Creating awareness is first step
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Type & Trait
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Most people confuse them
Type is sorted
Trait is measured!
You can’t have a high T or a extreme J
Type is about preference
Trait is about behavior
OCEAN confuses things!
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Hysterical History
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Only the good die Jung?
People still don’t know what the hell he said
Myers-Briggs starting typing the military?
Most widely used (misunderstood)
Added fourth dichotomy
Looking for predictive instruments?
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Four Dichotomies
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Extraversion – Introversion
Sensing – (I)Ntuition
Thinking – Feeling
Judging – Perceiving
Scores indicate clarity NOT degree!
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FOUR PREFERENCE SCALES
The four scales are:
 Energizing - How a person is
energized
 Perceiving – How person takes in
information
 Deciding - How a person decides
 Living - Lifestyle a person prefers
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1. Energizing - How a person is energized:
Extroversion (E)
• Preference for drawing energy from the
outside world of people, activities or things.
Introversion (I)
• Preference for drawing energy from one's
internal world of ideas, emotions, or
impressions.
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[Note: In a deeper sense, energizing is only one facet of this scale -it's really a measure of a person's whole orientation towards either
the inner world (I) or the external world (E).]
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2. Perceiving* - What a person pays attention to:
Sensing (S)
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Preference for using the senses to notice
what is real.
Intuition (N)
•
Preference for using the imagination to
envision what is possible - to look beyond
the five senses. Jung calls this
"unconscious perceiving".
*[Note: How a person attends to information]
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3. Deciding - How a person decides:
Thinking (T)
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Preference for organizing and structuring
information to decide in a logical,
objective way.
Feeling (F)
•
Preference for organizing and structuring
information to decide in a personal,
value-oriented way.
[Feeling does not mean emotion!]
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4. Living - Life style a person prefers:
Judgement (J)
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Preference for living a planned and
organized life.
Perception (P)
•
Preference for living a spontaneous and
flexible life.
[Note: An alternative definition of this scale is "Closure - whether
or not a person prefers an open-ended lifestyle."]
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1300 Community College students
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This is validated type, not tested type. Rounded off.
ENFJ 3%, ENFP 10%, ENTJ 2%, ENTP 5%, ESFJ
10%, ESFP 9%, ESTJ 7%, ESTP 6%,
INFJ 2%, INFP 6% INTJ 1%, INTP 3%, ISFJ 11%,
ISFP 8%, ISTJ 10%, ISTP 5%.
(adds up to 98%)
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Percentages in CCL Programs
ISTJ = 18.2
ISFJ = 3.1
INFJ = 1.7
INTJ = 10.5
ISTP = 3.5
ISFP = 1.1
INFP = 2.5
INTP = 6.9
ESTP = 3.4
ESFP = 1.2
ENFP = 1.2
ENTP = 8.0
ESTJ = 16.0
ESFJ = 3.2
ENFJ = 3.0
ENTJ = 13.1
TJ = 57.8, TP = 21.8, FJ = 11, FP = 9.3 [T=79.6] [J=68.9]
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And the Survey said…
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Once statistics are gathered, it is possible to test
the original Myers-Briggs theory that these four
preference scales are orthogonal (independent) of
one another. Some studies indicate they are indeed
orthogonal, while other studies seem to indicate
that they are orthogonal with the exception of some
observed minor correlation between the S-N and
the J-P scales.
There is also a small gender shift in the T-F scale,
with approximately 60% of all females being 'F', and
60% of the males being 'T'.
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E-I PREFERRED VOCABULARY
Extroversion, E
Introversion, I
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sociability
breadth
external
extensive
interaction
expenditure of energy
interest in external events
multiplicity of relationships
territoriality
depth
internal
intensive
concentration
conservation of energy
interest in internal reaction
limited relationships
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S-I PREFERRED VOCABULARY
Sensing, S
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Intuition, N
================
experience
past
realistic
perspiration
actual
down-to-earth
utility
fact
practicality
sensible
hunches
future
speculative
inspiration
possible
head-in-clouds
fantasy
fiction
ingenuity
imaginative
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T-F PREFERRED VOCABULARY
Thinking, T
===============
objective
principles
policy
laws
criterion
firmness
impersonal
justice
categories
standards
critique
analysis
allocation
Feeling, F
===============
subjective
values
social values
extenuating circumstances
intimacy
persuasion
personal
humane
harmony
good or bad
appreciate
sympathy
devotion
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J-P PREFERRED VOCABULARY
Judgment, J
Perception, P
settled
decided
fixed
plan ahead
run one's life
closure
decision-making
planned
completed
decisive
wrap it up
urgency
deadline!
get show on the road
pending
gather more data
flexible
adapt as you go
let life happen
open options
treasure hunting
open ended
emergent
tentative
something will turn up
there's plenty of time
what deadline?
let's wait and see...
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SIXTEEN PERSONALITY TYPES
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The two preferences for each of the four
independent scales give 16 unique combinations
(2x2x2x2), each combination being designated a
personality type. The commonly accepted order for
describing each combination is given as:
Energizing
Attending
Deciding
Living
E
S
T
J
---- I
---- N
---- F
---- P
Attitude
Perception
Judgment
Orientation
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EN’s
ENFJ "Pedagogue". Outstanding leader of groups. Can be
aggressive at "helping others to be the best that they can be".
5% of the total population.
ENFP "Journalist". Uncanny sense of the motivations of others. Life
is an exciting drama; emotionally warm; empathic. 5% of the
total population.
ENTJ "Field Marshall". The basic driving force and need is to lead.
Tends to seek a position of responsibility and enjoys being an
executive. 5% of the total population.
ENTP "Inventor". Enthusiastic interest in everything and always
sensitive to possibilities. Non-conformist and innovative. 5% of
the total population.
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ES’s
ESFJ "Seller". Most sociable of all types. Nurturer of harmony.
Outstanding host or hostesses. 13% of the total population.
ESFP "Entertainer". Radiates attractive warmth and optimism.
Smooth, witty, charming, clever. Fun to be with. Very generous.
13% of the total population.
ESTJ "Administrator". Much in touch with the external environment.
Very responsible. Pillar of strength. 13% of the total population.
ESTP "Promoter". Action! When present, things begin to happen.
Fiercely competitive. Entrepreneur. Often uses shock effect to
get attention. Negotiator par excellence. 13% of the total
population.
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IN’s
INFJ "Author". Motivated and fulfilled by helping others. Complex
personality. 1% of the total population.
INFP "Questor". High capacity for caring. Calm and pleasant face
to the world. High sense of honor derived from internal values.
1% of the total population.
INTJ "Scientist". Most self-confident and pragmatic of all the types.
Decisions come very easily. A builder of systems and the
applier of theoretical models. 1% of the total population.
INTP "Architect". Greatest precision in thought and language. Can
readily discern contradictions and inconsistencies. The world
exists primarily to be understood. 1% of the total population.
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IS’s
ISFJ "Conservator". Desires to be of service and to minister to
individual needs - very loyal. 6% of the total population.
ISFP "Artist". Interested in the fine arts. Expression primarily
through action or art form. The senses are keener than in other
types. 5% of the total population.
ISTJ "Trustee". Decisiveness in practical affairs. Guardian of timehonored institutions. Dependable. 6% of the total population.
ISTP "Artisan". Impulsive action. Life should be of impulse rather
than of purpose. Action is an end to itself. Fearless, craves
excitement, master of tools. 5% of the total population.
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THE FOUR KEIRSEY-BATES TEMPERAMENTS
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There are other systems that have been developed to model human
personality. The most well-known and oft-used ones are those that
divide human personality into four major groups or temperaments.
Hippocrates in ancient Greece described the first four temperament
system, also known as the "Four Humors": Sanguine, Melancholic,
Choleric, and Phlegmatic.
More recently, Keirsey and Bates took the sixteen personality types
and categorized them into four recognizable temperaments based on
certain combinations of three of the four scales: SJ, SP, NT, and NF. In
addition, they named each temperament after the Greek mythological
figure who best exemplifies the world-view attributes of that
temperament:
NF Apollo ("Reach for the Sky").
NT Prometheus ("Foresight")
SJ Epimetheus ("Hindsight")
SP Dionysius ("Let's Drink Wine")
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NF: SPIRIT/ETHICS (Apollo)
Key Focus/Emotional Need: Search for Self, and/or Peace and Harmony
Beliefs/behaviors
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"How do I become the person I really am?"
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Value relationships
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Harmony with others - can be very amiable
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Desire to inspire and persuade
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Need to live a life of significance
•
Search for unique identity
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Tend to focus on the good in others
•
Especially abhors "evil", which is anything that violates
cherished values
•
Management Style: Catalyst, Spokesperson, Energizer
•
Spiritual Style: St. Augustine
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NT: SCIENCE/THEORETICAL (Prometheus)
Key Focus/Emotional Need: Competence, Knowledge, and/or To Lead
and Control
Beliefs/behaviors
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Tries to understand "whys" of the universe (especially if a 'P')
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Very demanding of selves and others
•
Goal setter
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A driver (especially if a 'J')
•
"Should have known" and "Should have done better" (especially
'P')**
•
Cooly objective; straightforward and logical in dealing with others
•
Reluctance to state obvious; little redundancy in communications
•
Work is for improvement, perfection, proof of skills
•
Love of knowledge
•
Management Style: Visionary, Architect of Systems, Builder
•
Spiritual Style: St. Thomas Aquinas
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SJ: DUTY/COMMERCE/ECONOMIC (Epimetheus)
Key Focus/Emotional Need: Responsibility, Tradition and/or To
Maintain Order
Beliefs/behaviors
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Conserves heritage and tradition, or establishes new ones
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Very attentive to details
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Belief in hierarchy: subordination and superordination
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Rules: compelled to be bound and obligated
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My duty is to serve, give, care, save, share
•
"Shoulds" & "oughts"; "be prepared" (see footnote below)**
•
Fosters and creates social units: clubs, church groups
•
Management Style: Traditionalist, Stabilizer, Consolidator
•
Spiritual Style: St. Ignatius
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SP: JOY/ARTISTRY/AESTHETIC (Dionysus)
Key Focus/Emotional Need: Freedom, Independence, Spontaneity
and/or To Have Fun
Beliefs/behaviors
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Impulsive
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Can be very expressive (esp. if an 'E')
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To do what I want, when I want
•
Action to fulfill my current needs, impulses, not as
investment for longer term need
•
Works dramatically and quickly in crisis
•
Hungers for action without constraints
•
Tremendous stamina
•
Management Style: Troubleshooter, Negotiator, Fire Fighter
•
Spiritual Style: St. Francis of Assisi
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REMEMBER
Performance = f(person + situation)
IMPORTANT!
All Types are valuable and NECESSARY
STOP Trying to predict…listen!
©Copyright B\Coach Systems, LLC
29
Type Dynamics!
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Highest leverage for a coach!
Difficult to get, easy to use.
Use the Orientation and Attitude
Hierarchy of use
Most Conscious wins!
Dominant explains great deal of
behavior?
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Type this!
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ISTJ :
ENTP:
INFP:
ESTJ:
Dominant =
Dominant =
Dominant =
Dominant =
__________
__________
__________
__________
Your Type_______ Dominant = _____
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Coaching Consciousness
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“A major issue that is getting practically no attention in the
management literature is the reality in many cases the chief
executive officer does not have the conceptual capacity to
grasp the degree of complexity that he or she must now
confront. In short, they simply do not know what they are
really up against and what is happening to them and to their
organizations, let alone knowing what to do about it. They
simply can’t absorb the range of information they should and
organize it from multiple sources and focus it on the
organizations’ problems in a way that would both become
vision and strategy.”
Harry Levinson, Why the Behemoths Fell,
American Psychologist, May 1994
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Using Type in Executive Coaching
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Know your typology or don’t use it!
Development concerns type
Awareness of type takes time
Noticing type of others can help
People misuse type horribly!
Don’t toss around jargon, keep it to yourself
BE CAREFUL with type
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Introvert
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You seldom meet the general!
Deal through the lieutenant
WYSINWYG!
Uses energy (extraverts steal it!)
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Coaching the Introvert
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Closed System of principles—in the box (S
or J)—keeping in mind person is open
Private–difficult to draw out assumptions
Contained (Subjective Dominant Function)
Building Trust over time (skepticism)
Focusing on one thing at a time (N/S)
 Need to process, uses energy-internal
Processor
External Conclusions Only (Scripted by Lt)
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The big modifier--Extraversion
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Why is extraversion so important?
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Defines the dominant function
Dictates internal energy use—give/get
Dictates internal attitudes
Dictates closed or open system
Dictates WYSIWYG
Dictates processing orientation
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Coaching the Extravert
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Open Systems – permeable—easy to draw
out—however could be closed!
Trusting
Thinking out loud – don’t confuse with
conclusions--External Processing
Don’t know what they think until they speak
it or talk about it
Confrontive, debating style
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Using Type Dynamics in Coaching
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Analyze impact of function, e.g. E – I
Explore emphasis of J or P
Examine orientation to outer world
Contrast dynamics with colleagues
Explore impact of teritiary/inferior functions
Create opportunity to discuss inferior
Discuss emergence of non-preferred
functions
Analyze environments for demand/support
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REMEMBER
Performance = f(person + situation)
IMPORTANT!
All Types are valuable and NECESSARY
STOP Trying to predict…listen!
©Copyright B\Coach Systems, LLC
39
@ Edge-Type & Development
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Type @ various stages of development
Cognition & affection occur simultaneously
Type & subject/object relationships
Subject = organizing principle of experience
Object = the contents of an experience
Blind spots represent our subject
experience
Coaches help people “change” their S-O
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Mike Jay, MBC (ENTP) is a practicing master business coach
writing and coaching on business issues relevant to "generati"-generative ideas, people, business and organizations.
Mike is the author of:
COACH2 THE BOTTOM LINE: “An Executive Guide to Coaching Performance,
Change and Transformation in Organizations”
Now What? “A Strategic Leadership System for Discovering and Operationalizing
What Really Matters.”
COACHING as a Transformational Leadership Competency
Coach of Many Colors: CosMos Coaching Model utilizing Spiral Dynamics
CPR For The Soul: Creating Personal Resilience By Design
Emergenics: How to Solve More Problems Than You Create
Mike is the founder of www.b-coach.com and www.leadershipuniversity.com
“Developing World-Class Leaders & Coaches!”
877.901.COACH
41