The Art of SpeedReading People: How to Size People Up and Speak Their Language PDF
Preview The Art of SpeedReading People: How to Size People Up and Speak Their Language
How to Size People Up and Speak Their Language Mantesh BUSINESS I SELF-HELP "THE TIEGERS TEACH YOU HOW TO SPEEDREAD OTHERS SO WHAT YOU COMMUNICATE WILL BE CLEARLY UNDERSTOOD AND APPRECIATED-" -Ken Blanchard, coauthor, The One-Minute Manager Wouldn't it be great to have x-ray vision into other people's personalities-to know what they are thinking, what they care deeply about, their likes and dislikes? With x-ray vision you'd know how best to approach people, how to pique their interest in your ideas, how to strike a bargain, resolve a conflict, or simply help others feel more at ease relating to you_ A salesperson pitching a customer. A manager try ing to motivate an employee. A teacher attempting to make a point with a student. In each of these sit uations, how do you determine what strategy is best? Should you joke around? Stick to the facts? Make small talk? Cut to the chase? The right approach can spell the difference between get ting what you want from people and getting your signals crossed. In The Art of SpeedReading People, Paul D. Tieger and Barbara Barron-Tieger show how easy it is to identify key personality characteristics and how you can use this knowledge to communicate more effectively and achieve faster results. Filled with real-life examples and easy-to-follow directions, their book draws on the same scientifically vali dated Personality Type model that most Fortune 500 companies use. It will help you: • Instantly identify the preferred communication styles of others • Present ideas in ways more likely to lead to "Yes" • Recognize the natural strengths and weaknesses of other people (and also understand your own) • Identify the 4 different temperaments and 16 different personality types Whether your goal is dealing more successfully with coworkers or employees, friends or family members, prospective customers or clients, The Art of SpeedReading People offers you a powerful advan tage in communicating with all types of people. PAUL D. TIEGER AND BARBARA BARRON-TIEGER, authors of the bestselling Do What You Are and Nurture by Nature, are well-known authorities in the application of Personality Type and have trained thousands of managers, counselors, and teachers over the past fifteen years. They live in West Hartford, ConncLiicm. Cover design by Jon Valk Cover art by Merle Nacht Author photograph by Robert Benson Visit the web site at http://www.personalitytype.com Printed in the U.S.A $16.95 FPT $14.95 in Canada ISBN 0-316-84518-3 �9 7801,J 845182 516j5 Mantesh �I The Art of SpeedReading People Mantesh Other Books by the Authors Do What You Are Nurture by Nature The Art of SpeedReading People T HOW TO SIZE PEOPLE UP AND SPEAK THEIR LANGUAGE PAUL D. TlEGER BARBARA BARRON- TI EGER Little, Brown and Company New York Boston Mantesh l Copyright © 1998 by Paul D. Tieger and Barbara Barron-Tieger Illustrations copyright © 1998 by Merle Nacht All rights reserved. No part of this book may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval systems, without permission in writing from the publisher, except by a reviewer who may quote brief passages in a review. Little, Brown and Company Time Warner Book Group 1271 Avenue of the Americas, New York, NY 10020 Visit our Web site at www.twbookmark.com Originally published in hardcover by Little, Brown and Company, 1998 First Little, Brown paperback edition, 1999 SpeedReading People is a trademark of Communication Consultants, LLC Library of Congress Cataloging-in-Publication Data Tieger, Paul D. The art of speedreadmg people: how to size people up and speak theIr language' by Paul D. Tieger and Barbara Barron-Tieger. p. cm. ISBN 0-316-84525-6 (hc) 0-316-84518-3 (ph) I. Interpersonal communication. Z. Behavioral assessment. 3. Myers-Briggs Type Indicator. I. Barron-lieger, Barbara. II. Title. BF637.C45T54 1998 1 58.Z-dCZ I 98-2364 10 9 8 76 5 4 Q-FF PRINTED IN THE UNITED STATES OF AMERICA Mantesh To Danny and Kelly-two of the best SpeedReaders we know l I CON T E N TS Acknowledgments ix CHAPTER SEVEN SpeedReaching People: PART ONE How to Communicate with All Types 139 What Really Makes People Tick! Introduction 3 PART THREE CHAPTER ONE The Principles of Personality Type: Getting to Know the Sixteen Types Why We Do the Things We Do 9 CHAPTER EIGHT CHAPTER TWO Getting to Know the Traditionalists: To Thine Own Self Be True: The Four SJ Types ISS Verifying Profiles 37 CHAPTER NINE Getting to Know the Experiencers: The Four SP Types 163 PART TWO CHAPTER TEN The System: Learning How Getting to Know the Conceptualizers: to SpeedRead People The Four NT Types 171 CHAPTER THREE CHAPTER ELEVEN The Preferences as Clues 63 Getting to Know the Idealists: The Four NF Types 179 CHAPTER FOUR Temperament: CHAPTER TWELVE Four Different Human Natures 87 "How Will I Ever Look at People CHAPTER FIVE the Same Way Again?" Why What You See ... Final Thoughts on a New Beginning 187 Is Not Always What You Get 107 Organizations and Resources 191 CHAPTER SIX Bibliography 197 Putting the System to Work 121 Index 203 Mantesh Acknowledgments This book is the culmination of fifteen years of studying and applying Personality Type in a va' riety of exciting and challenging ways. During that time we have been very fortunate to study with and learn from some of the world's fore' most authorities on Type, including Mary Mc, Caulley, Gordon lawrence, and Naomi Quenk. We are especially indebted to Terry Duniho, whose generosity in sharing his knowledge with us has been particularly instrumental in helping us develop the SpeedReading system. We also wish to thank the many attorneys and their clients whom we served in our capac, ity as trial consultants, for their faith and trust and for the opportunity to apply our SpeedRead, ing skills to assist them in their search for justice. We also appreciate the competence and profes, sionalism of our associates Carolyn Koch and Brigid Donohue in applying their considerable talents on our behalf. We thank our editor, Geoffrey Kloske, for his responsiveness, many good suggestions, and es, pecially for his patience in dealing with such "involved" authors. And, once again, we are grateful to our literary agent and good friend, Kit Ward, for her continuous faith, support, en' couragement, and, of course, sound advice. In researching this book we called upon many of our friends in the Type community, including Gerry Macdaid and Jamie Delong of CAPT, and Beatrice Kallungal of Type Resources. For their responsiveness, expertise, and generosity, we are most grateful. THE ART OF SPEEDREADING PEOPLE We wish to thank our family and friends who, for 10 these many years, have endured {with ex� traordinary patience and good humor} our grand obsession with Personality Type. This especially applies to Bob and Susan Stem, Bert Miller, Bob and Martha Baumwoll and the entire Baumwoll clan, Keats Jarmon, Jesse Treff, Helen Barron, Debbie Barron, and Marc and Judy Tieger. Your encouragement and support, although not ac knowledged nearly often enough, are everlastingly appreciated. A special thanks to Glenn Orkin for his thoughtful review of the manuscript and tal ented collaboration on the SpeedReading video. And, finally, thank you to Evelyn, whose re minder "When you're right, you're right!" gives us confidence to follow our inspirations. And to Her bie, who gave us the best advice about understand ing and communicating with others. You're right, Dad, people are fwmier than anyone! b The Art of SpeedReading People ,
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