One Minute Pause No 3

In Mindwatching - Why we behave the way we do, Hans Eysenck proves that shy or introverted people have higher habitual levels of mental arousal than extroverted or outgoing people, who have a low level of arousal.

At first this may seem surprising - even counter intuitive. However, it begins to make sense given:

a. Introverted people tend to engage in low-key activities to avoid contact with too many people. Why? Because too much contact or mixing with others increases their mental
arousal to an unpleasant degree.

b. In contrast, extroverted people tend to be sensation-seekers and attempt to top-up their normally low arousal levels by seeking brighter colours, variation, more people and louder music. However if things are dull, it lowers their naturally low arousal level to a painful new
low.

What does this mean for your next business presentation, meeting or engagement?

For starters, don’t assume that the audience is the same personality type as you. For example, an extrovert might wrongly assume that, like her everyone appreciates ‘get to know you’ games and other forms of ‘on the spot’ audience interaction. Likewise, an introverted speaker might think his audience is appreciating his methodical approach and taking valuable notes during the presentation - whereas in fact half the audience has switched off 2 minutes in and started drawing pictures of the person opposite.

Here’s a few thoughts to help maximise the success of your next presentation or meeting:

1. Take a few moments to think about your audience. Try to determine whether each member is introverted or extroverted. Some job-roles can help you to determine this: analytical or back-office roles may indicate introversion; customer facing or front-office may suggest extroverted personalities. A short conversation with each audience member can help – eg: “What do you expect from tomorrow’s presentation?”. Note their response in terms of emotive language (extroverted) or more analytical, business linked outcomes (introverted).

2. If dealing with larger numbers, think about breaking up meeting or presentation groups according to their personality style. This is a more certain way to achieve the outcome you desire.

3. Think about neutralising your personal style. This means toning down some more obvious signs of flamboyance, and lifting some potentially dry areas of your presentation
style. Note: this doesn’t mean a departure from your natural style, which is the right style for you. It is suggesting however that some subtle changes in language or support materials can help get the audience’s support. Some personal coaching from a more experienced mentor can help.

This entry was posted on Tuesday, March 1st, 2005 at 12:29 pm and is filed under One Minute Pause. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.