Personality and Culture

Question 1

Personality

Answer 1

aspects of a person’s behavior that exhibit the most consistency across contexts

Question 2

personality measurement

Answer 2

much based on intuition, introspection and untested theories

Question 3

does personality testing work?

Answer 3

sometimes

Question 4

is myers-briggs fake?

Answer 4

yes

Question 5

the big 5

Answer 5

openness
conscientiousness
extraversion
agreeableness
neuroticism

Question 6

Conscientiousness

Answer 6

most likely predictor of job performance

Question 7

self monitoring

Answer 7

degree to which you monitor and adjust your behavior to accomodate the situation

Question 8

narcissism

Answer 8

grandiose sense of self-importance

more common among business visionaries

Question 9

values

Answer 9

personality and culture values can affect who you are

Question 10

what do cultures vary on

Answer 10

5 value dimensions

Question 11

What are variations that decrease conformity?

Answer 11

Having 1 person agree with the real participant
written (vs verbal) answers
small group (1-3) versus large (>3)

Question 12

What should you look for in a potential ally when you’re in a weak position?

Answer 12

similarity (sympathy)
lack of conviction (wavering)
Dissatisfaction with the majority (periphery)

Question 13

When should you seek out a private vote and when should you seek out a public vote?

Answer 13

When in the minority, ask for a private vote to encourage dissent
When in the majority, ask for a public vote to discourage dissent

Question 14

commitment and consistency

Answer 14

people are less likely to back down from a public commitment

Question 15

Central route of being persuasion

Answer 15

Calm, not defensive
Apparently no personal agenda
Soft sell – building & bridging, not attacking anyone
Well-reasoned

Question 16

PUSH tactics

Answer 16

-Persuading
Proposing
Reasoning

-Asserting
Stating expectations
Evaluating
Using incentives (pressures)

Question 17

PULL Tactics

Answer 17

-Attracting
Finding common ground
Visioning

-Bridging
Involving
Listening
Disclosing

Question 18

How to persuade from a minority position

Answer 18

• Look for allies: similar, lack conviction, on the periphery
• Ask for a private vote to encourage dissent
• Dissent must be framed as attacking the issue (not the people in the majority). Plant a seed of doubt.
• Must be “hyper-rational.” Emotion must be situationally appropriate, professional
• Use a “pull” (vs. “push”) approach until you achieve a majority