People have been agonizing over their ability to influence others long before Dale Carnegie wrote his 30 million copy best seller How to Win Friends and Influence People in 1936. Leaders such as Warren Buffet, who proudly displays his Dale Carnegie diploma in his office, also have recognized the significance of influencing skills.
Now, new research shows that Myers-Briggs® (MBTI®) personality type is intricately connected with the successes and failures of interpersonal influencing. In Myers-Briggs® Type and Influencing: Effects and Impacts, authors Damian Killen, founder of the consultancy Thrive, and Rich Thompson, Senior Director of Research at CPP, Inc., the Myers-Briggs company, unveil the results of their study collected from 3,500 people in 85 countries.
The Four Patterns of Influence
The study found that MBTI types have a significant and unique pattern for influencing and being influenced. Four categories of influencing behavior that align with the middle two letters of people’s MBTI type emerged:
- SF: “Let’s work together”--A practical, positive, and collaborative influencer who empathizes with others to build a “real” relationship.
- ST: “Let’s do the right thing”--A straight-forward, direct, and efficient influencer.
- NF: “Here’s another way” --An encouraging, inspiring, and impactful influencer, who engages people and considers the overall benefits.
- NT: “Here’s the way forward”--A confident, reasoned, and convincing influencer, who presents an informed and intellectual argument.
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