Business Writing and Presentations
    Wed., Sep. 4-Dec. 11, 2019
    6:25-9 p.m. ET
    New York University
    (graduate course)

    Presentation Skills for Introverts®
    Thu., Mar. 26 & Apr. 2, 2020
    6-8:55 p.m. ET
    New York University
    (2-session workshop)


    How to "Talk the Talk" at Professional Events (free)
    Columbia University Alumni Career Services

    How to Think on Your Feet: Improv Skills for Business
    Co-facilitators: Nancy Ancowitz and Carl Kissin
    American Management Association

    How to Deliver Powerful Presentations as an Introvert
    American Management Association

    Essential Management Skills for Introverts
    American Management Association

    How to Project Confidence with Demanding People
    American Management Association

    Secrets of Successful Public Speaking
    American Management Association


    Tango for Leaders
    For organizations

    Success Strategies for Introvert Leaders
    National Institutes of Health
    (Workshop for NIH employees only)

    Publisher's Weekly
    "Best Books"
    The New York Times
    "Currently winning our race for most intriguing book title of 2009 is the oxymoronic “Self-Promotion for Introverts” by Nancy Ancowitz (McGraw Hill). The 'how to' book is filled with tips (rehearse is a favorite). The author’s tone is supportive and she does not argue that introverts should become live wires. But what else would you expect from a book whose subtitle is 'the quiet guide to getting ahead'?"
    The Wall Street Journal
    "…showing how quiet people can turn their innate strengths into an advantage when networking."
    ABC News
    "Best Book Gifts"
    Los Angeles Times
    "Whatever's behind your reluctance to speak out for yourself, this is the first book I've seen with serious research on the topic that leads to a new game plan."
    CIO Insight
    "Must-Read Fall Books for IT Execs"
    "Best New Career Books"
    "Offers a solid dose of practical advice—alongside humorous anecdotes.... Ancowitz shows introverts how to take advantage of the unique qualities and strengths they can offer."
    The Independent Consultant
    "There is great value in this book, whether you are promoting your own business or consulting practice, or just want to be sure your talents are recognized within your larger organization."
    Small Business Trends
    "Written by an introvert for introverts."
    Ft. Myers Florida Weekly
    "'Self-Promotion for Introverts' is a primer on doing just that—helping 'quiet sorts' assert themselves by using their inherent tendencies in the most effective ways."
    Women and Leadership Australia
    "Pitched perfectly. Our rating: 10/10."

Advancing Your Career by Targeting Different Personality Types

In her new book, Personality Power, Shoya Zichy shares an idea that ultimately increased business with her clients by 60 percent during her private banking days. She targeted them using four distinct, color-coded categories, an approach she calls Color Q. Based on the work of Carl Jung and psychologist David Keirsey and the extensive research of the Myers-Briggs community, Zichy developed Color Q as a quick introduction to personality typing.

Zichy’s Color Q model is made up of four different colors—red (as in a quick decision maker), green (as in an empathetic people person), blue (or someone who analytical and theoretical), and gold (stable, orderly, born to organize)—each representing a major personality type. Yet, she stresses that the model is not a labeling system denying each person’s individuality. “There are billions of unique people on our planet and only four color groups,” she says.

Personality Power contains a quick quiz to tell what color—primarily and secondarily—your personality falls under, and whether you’re an introvert or extrovert. Zichy, who is currently a leadership consultant, believes that each color “confirms that every personality style is natural, equal, observable, and predictable, and that each can be equally effective at work.” She adds, “Once mastered, the system provides practical ways to maximize our natural talents, as well as those of others.” She says that Color Q can also be used as “a tool for understanding the sometimes-incomprehensible behaviors of colleagues, bosses, clients (and even dates, mates, and children!).”

With that as a backdrop, where do introverts and extroverts fit into each of the colors? The quick answer is that you’ll find both in every color. Take news personality Diane Sawyer, a “green” introvert whom Zichy interviewed for her book. Early in Sawyer’s career as the first female correspondent at 60 Minutes, Sawyer played to the strengths of her personality through what Zichy describes as her “ability to surgically get under a subject’s skin without drawing blood.” Zichy says that greens tend to “listen intently and question diplomatically.” She adds that they “do very well in the television and film industries with their natural authenticity. Famous or not, you need creative opportunities to impact the lives of others. You excel at written and verbal communications and are heavily represented among writers, TV hosts, and biographers.”

You can learn important insights about your personality as well as that of many other celebrities whom Zichy interviewed in her book. Meanwhile, here are Zichy’s favorite tips for introverts (of all stripes) who want to get ahead in their careers:

  1. Prepare questions prior to a meeting with an extrovert. This will fill the silences—and you will appear more engaged.
  2. Going to a networking event? Find an extrovert and ask that individual to introduce you to others as you circulate with him or her.
  3. Making a sales pitch or other one-on-one presentation to an extrovert? When you’re presenting, raise your energy level. Even when you are listening, be sure to nod and smile (a lot!). Extroverts need those external cues to tell you are paying attention.

Further to Zichy’s last point, what if you are presenting to someone new and don’t know if they are an extrovert? Engage in a brief, informal exchange with them before you dive in. Notice their body language and speech patterns. If they gesticulate a lot and have a loud/fast speech pattern, that often indicates that the person is an extrovert. Clearly, not every loud or fast speaker is an extrovert, but it is often a helpful clue.

Often, we focus on getting our words just right while overlooking the wealth of cues from our conversation partners. Learning more about personality styles increases our awareness of those cues and enables us to communicate with more impact—whether you’re selling yourself in a competitive job market, negotiating for higher pay, or want to be a successful leader at work.

Excerpts from Shoya Zichy with Ann Bidou, Personality Power, Discover Your Unique Profile—and Unlock Your Potential for Breakthrough Success, Amacom, 2013, pp. 3, 21.

Nancy Ancowitz © Copyright 2013

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