EXTERNAL BEHAVIOUR

– Introvert
“When it’s time to recharge your batteries do you like to be alone or with – Extrovert
someone else?” (How many people?)

INTERNAL PROCESS

“In gathering information about something new that you are learning do you – Sensor – details
prefer the facts or are you more interested in the relationship between the – Intuitor – Big Picture
facts”

INTERNAL STATE
– Thinking – evaluates external world based
“ Is it more important for you that you are thought of as a reasonable and on what they think about it - logic and
rational person or a caring and feeling person?” reasonableness.

– Feeling – more into values and feelings

TIME
“If you are going to go somewhere to do something do you want to plan it or do – Judger – planner, lists, organised.
you want to just take it as it comes” – Perceiver – take things as they come

DIRECTION FILTER
– Toward
“What do you want in a car/job/ relationship? “ – Toward with a little Away
“What’s important to you about _______?” – Both Toward and Away equally
– Away with a little Toward
– Away

REASON FILTER
– Possibility
“Why are you choosing to do what you’re doing?” – Necessity
– Both
FRAME OF REFERENCE FILTER
– Internal
“How do you know when you’re doing a good job?” – External
– Balanced
– Internal with External Check
– External with Internal Check

CONVINCER REPRESENTATIONAL FILTER

– See
“How do you know when someone else is good at what they do?” – Hear
– Read
– Do

CONVINCER DEMONSTRATION FILTER

– Automatic
“How often does someone have to demonstrate competence to you – Number of Times
before you’re convinced?” – Period of Time
– Consistent

MANAGEMENT DIRECTION FILTER

– Self and Others
– “Do you know what you need to do to be a success on a job?” – Self Only
– “Do you know what someone else needs to do?” – Others Only
– “Do you find it easy or not so easy to tell him?” – Self but Not Others

ACTION FILTER
– Active
– “When you come into a situation do you usually act quickly after sizing it – Reflective
up, or do you do a complete study of all the consequences and then act?” – Both
– Inactive

AFFILIATION FILTER – Independent Player

– “Tell me about a work situation in which you were the happiest, a one-time – Team Player
event” – Management Player
THE WORK PREFERENCE FILTER
– Things
– “Tell me about a work situation in which you were the happiest, a one-time – Systems
event.” – People

PRIMARY INTEREST FILTER

– People
– Place
– “ What’s your favourite restaurant? Tell me about it.” – Things
– Activity
– Information

CHUNK SIZE FILTER

– Specific
– “If we were going to do a project together, would you want to know the big – Global
picture first, or the details first. Would you really need to know the... “(ask – Specific to Global
other) – Global to Specific

RELATIONSHIP FILTER
– Sameness
– “What‘s the relationship between these 3 coins?” – Sameness with Exception
– “What is the relationship between what you’re doing this year on the job – Sameness and Differences Equally
and what you did at this time last year?” – Differences with Exception
– Differences

EMOTIONAL STRESS RESPONSE

– Thinking
– “Tell me about a situation (context-related) that gave you trouble, a one- – Feeling
time event.” – Choice

TIME STORAGE FILTER

– Through Time
– “What direction is the past and what direction is the future for you?” – In Time
MODAL OPERATOR SEQUENCE
– Modal operators
– “What was the last thing you said to yourself just before you got out of bed
this morning?”

ATTENTION DIRECTION
– Self
– (No question, just observe — you are looking for the compulsive Others – Others
person.

INFORMATION PROCESSING STYLE

– “When you need to work through a problem or a challenge in your life, is it – External
absolutely necessary for you to.........” – Internal
– “Talk about it with someone else, or
– “Think about it by yourself only?”

LISTENING STYLE
– Literal
– “If someone you knew quite well said to you, "I'm thirsty," would you...” – Inferential
– “Find the comment interesting, but probably do nothing about it, or....”
– “Would you feel really compelled to do something about it?””

SPEAKING STYLE

– “If you felt that someone around you was not performing as well as they – Literal
should, would you: – Inferential
– Come to the point and tell them directly, or would you
– Hint, imply and give them clues.”