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How to work with International Clients - engaging personality types and cultural preferences. Self-awareness is the first step for personal and professional development. What are your Type preferences? How would you describe your culture? People are complex, and to understand our complexities, the Personality Type and Culture frameworks can be helpful.
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CS 501: When Type doesn’t explain everything –
Working with International ClientsDoris Füllgrabe, German ENFJwww.buildingthelifeyouwant.com
Myers-Briggs Type Indicator, Myers-Briggs, MBTI, and Introduction to Type are trademarks or registered
trademarks of the MBTI Trust, Inc., in the United States and other countries.
My journey so far…
Germany Scotland BA w/ Honors England Cataluña, Spain Canary Islands Mexico Coaching Texas, USA
MBTI® Master Practitioner,
Neuroscience, Berens CORE™
FT W
eeke
nd
‘Lo
nd
on G
uid
e’.
By K
yle
Bean a
nd
Vic
tori
a L
ing
.
I use Type & Culture awareness to help Expats get
from there…
Picture seen on www.iucn.org / unknown artist
to here…
Passion: Explore where Type and Culture meet
Myers-Briggs Type Indicator, Myers-Briggs, MBTI, and Introduction to Type are trademarks or registered trademarks of the MBTI Trust, Inc., in the United States and other countries.
What about…
Stereotypes?
They’re normal.
They’re an indication of what YOU think is strange.
Culture has to be seen in context (interpersonal, historical, sociological, anthropological, economical, political, systemic…). It developed the way it did for a reason.
It’s ok to enquire what behaviors mean as long as you’re coming from a true spirit of curiosity and willingness to learn
Culture Warm-Up
How can you OFFEND someone in your home country in under 30 seconds?
What makes you, you?
You
Human Nature
Type
Culture
Child-hood
Edu-cation
Exper-iences
Skills
Context
Hobbies
“Do I contradict myself? Very well, then I contradict myself,
I am large, I contain.
multitudes”
Walt Whitman
What is Type?
Inborn Dispositions
Aspects based on habitual behavior & attitudes; defense
mechanisms reinforced over
time
Single experiences
at crucial times
There is both stability and development in type preferences over a lifetime
Not all stability is the product of genes Cf plasticity paradox
Cultural practice can lead to biological changes. Asian students in USA
learn to pay more attention to detail
Type Preferences 101
Type Preferences 101
We use our brains differently, e.g.:
Awareness is the foundation for personal and professional development
We all use all eight functions,
but two will come most naturally to
you.
What are your preferences?
What is culture?
What is Culture?“The Culture Cycle”Hazel Rose Markus & Alana Conner
CultureI’s
Interactions
Ideas
Institutions
Awareness is the foundation for personal and professional development
What are five words to
describe your culture??
7 Cultural DimensionsRiding the Waves of Culture, by Fons Trompenaars & Charles Hampden-Turner
Universalism
Individualism
Affective
Specific
Achievement
Sequential
Internal
Particularism
Communitarianism
Neutral
Diffuse
Ascription
Synchronic
External
How consistently we apply rules
Would you lie for your friend?
Universalism Particularism
97 % 93 % 87 % 53 % 32 %
97 % of Swiss said No 68 % of Venezuelans said Yes
“How far we get involved”
free-extras.com infobarrel.com
“Peaches” (e.g. USA) have a wide, soft public space, they’re easy to get to know, and share their lives in segments.
“Coconuts” (e.g. Germany) have a narrow, hard public shell, they are difficult to get to know, but once you’re in, they share everything.
Orientation to Self and Others
“Quality of Life will improve if everyone has maximum freedom and opportunity for self-development.”
Individualism Communitarianism
89 % 69 % 63 % 53 % 32 %
89 % of Israelis agree 68 % of Mexicans disagree
How to work with international clients:
Ask them about their VALUES.
What is important to them can often be traced back to cultural
preferences.
Underlying Values
Specific Competition Mobility
Particularism Flexibility Relationships
Diffuse Collaboration Loyalty
Communitarianism Interdependence Affiliations
Individualism Independence Attributes
Universalism Consistency Structure
Culture Follow-Up
How to ENGAGE someone from another country
Knowing what you know now, how can you flex your behavior to suit the other culture’s
preferences?
How Type preferences influence cultural adaptation in expats www.buildingthelifeyouwant.com/research What’s your confirmed best-
fit MBTI® Type result?
What’s your home country?
What are 5 words or phrases you would use to describe your home culture?
Where have you moved to?
What are 5 words or phrases you would use to describe your new host culture?
I prepared for this international move by…
I realized I was in a different / new country when…
What’s causing me the most stress…
What’s helping me through the difficult times…
The main differences between my home and host cultures are…
What I never knew but learned about myself is…
What advice would you give someone else who’s also moving to your new host country?
First Inklings
Culture is values-driven
Fi gives meaning to
values
Position of Fi may
indicate values
awareness
Language / Descriptors are
key
Step II facets can be
interpreted through Type & Culture lenses
Germans easily identify with Theorist™
Temperament
Culture Shock =
Brain Shock
4th Function helps clarify
stress triggers
3rd Function helps
indicate release options
Words to describe the USA – Type & Regional Differences
ENTP – grew up in North East
Education, work hard, do your best, fairness, justice
ENFJ – grew up in Manhattan
Freedom-loving, Important to protect rights of the Individual, Success is what you do, Land of Opportunity, Spiritual Poverty
ENFP – grew up in the Midwest
Reliable, responsible, solid, guarded, “old suburban”
INTP – grew up in the Midwest
“Pioneer values”, helping neighbors, very friendly but stays at the surface, honest, “we don’t do the stuff that you hear on Oprah”
Please participate!
If you know your Type and have lived abroad for at least 12
months, please add your voice:
www.buildingthelifeyouwant.com/research
Resources
Gifts Differing – Isabel Briggs Myers with Peter B. Myers, CPP 1980
8 Keys to Self-Leadership – Dario Nardi, Ph.D., Unite Business Press 2005
Neuroscience of Personality – Dario Nardi, Ph.D., Radiance House 2011
Introduction to the 4 Temperaments – Linda Berens, Ph.D., Radiance House 2010
Introduction to Interaction Styles - Linda Berens, Ph.D., Radiance House 2008
www.aptinternational.org www.cpp.org
Clash! 8 Cultural Conflicts ThatMake Us Who We are – Hazel Rose Markus, PhD & Alana Conner, PhD, 2013
The Art of Crossing Cultures and Cross-Cultural Dialogues, Craig Storti, 2004 and 1994
Coaching Across Cultures, Philippe Rosinski, 2003
Riding the Waves of Culture, Fons Trompenaars & Charles Hampden-Turner, 1997
Beyond Culture, Edward T. Hall, 1976 www.theexpatcoachassociation.com www.sietarusa.org
The Brain that Changes Itself, Dr. Normal Doidge, Scribe Publications, 2007 A Cognitive Neuroscience Perspective, Denise C. Park & Chih-Mao Huang, 2010
Connect
www.linkedin.com/in/coachdorisfuellgrabe
www.twitter.com/expats_MBTI
www.facebook.com/buildingthelifeyouwantllc
www.pinterest.com/expatsmbti
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