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Chapter 6. Reading the Other Person How ... > HOW TO USE PERSONALITY TYPE WHEN PER...

HOW TO USE PERSONALITY TYPE WHEN PERSUADING

To determine a Personality Type quickly, ask yourself four questions:

  1. Does the person I want to persuade usually prefer to talk about an issue out loud before acting (extrovert) or prefer to reflect on a problem before talking and acting (introvert)?

  2. When listening to a presentation, does the person I want to persuade pay attention to specific and detailed information (sensor) or respond to the global or big picture (intuitive)?

  3. When making a decision, does the person I want to persuade base a decision on the quality of facts and evidence (thinkers) or consider first the impact on people's values and feelings (feelers)?

  4. Does the person I want to persuade prefer to proceed quickly once a decision has been made (judger) or prefer to keep options open (perceiver)?


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