Unlocking the Personality Equation

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Introduction

How well do you really know the people in your life? For a moment, let’s take a short journey into the mind of a unique individual. As we step inside this “mind” we begin to grasp a picture of this person’s likes, dislikes, fears, thoughts, habits, beliefs, attitudes, preferences, rules, values and the like. We finally see them for who they really are, for what they stand for without camouflage or psychological deception, and we wonder… about the clues that their physical body leaves behind that will provide us with a deep unguarded insight into their mind.

This IQ Matrix Mind Map will specifically focus on unlocking the psychological ingredients that makeup a human personality. The knowledge and understanding you will gain from this analysis will provide you with a deep insight into people’s thoughts and motives no matter what their verbal language may suggest. This will likewise strengthen your persuasive and influential abilities to convince others to your way of thinking.

• The 1st Branch of this IQ Matrix Mind Map unlocks the human psychological recipe. It presents you with key signals you must attend to in order to gain a comprehensive insight into a person’s true motives, thoughts and intentions.
• The 2nd Branch of this IQ Matrix Mind Map breaks down the 4 common personality styles that make up human psychological behavior. Simply identify the traits and adapt your approach accordingly in order to influence these people to your way of thinking.
• The 3rd Branch of this IQ Matrix Mind Map pinpoints the 3 Communication Personality types. Simply identify the traits and adapt your approach accordingly in order to influence these people to your way of thinking.
• The 4th Branch of this IQ Matrix Mind Map unlocks the science of deception as it relates to a person’s body language and biological signals. Attending to these subtle signals will help you to pinpoint the deceptive tactics that others utilize to convince you of their honesty.

Unlocking the Human Psychological Recipe

The 1st Branch of this IQ Matrix Mind Map unlocks the human psychological recipe. It presents you with key signals you must attend to in order to gain a comprehensive insight into a person’s true motives, thoughts and intentions.

Identification Questions

As you are attending to a person’s behavior, it is important to keep in mind several questions. These questions will enable you to gather ever deeper insights into the meaning and the motives behind the subtle signals that each person gives away throughout their day. Your goal is to rotate these questions continuously in your mind, up until the moment you gather the necessary understanding that will unlock the other person’s psychological recipe and enable you to influence their way of thinking.

What does this mean?

What does it reveal about this person?

How is this of significance?

How must I modify my approach to better influence their behavior?

Your Psychological Perceptive Abilities

The following presents you with a series of categorized signals that you must become aware of while communicating or interacting with another person. Each signal has a specific and definite meaning that will reveal a world of information about others. Unlocking these signals will enable you to gather the necessary information you need in order to win this person over to your way of thinking.

In the beginning, this can be a rather overwhelming process that requires concentrated effort, questioning and careful observation. It is very difficult to pick up on everything right from the onset. However, you must keep in mind that this is a journey of discovery that you will progressively learn from and improve upon over time. You should therefore begin by paying attention to only a few of these signals and variables. As you grow in proficiency, you can can include further additions to this recipe, up until the point you are able to unlock a person’s hidden personality and motives in a matter of a minutes.

All the while as you attend to these signals, make sure that you are continuously and persistently isolating each variable and asking the Identification Questions that will enable you to unlock each person’s hidden motives, needs and wants.

Attend to a Person’s Physical Signals

The Physical Signals that we will be discussing here include body language, facial language and the other person’s spoken language. Each of these signals will reveal a world of knowledge and understanding about the other person. However keep in mind, that the insights you acquire will all depend on your personal ability and on the concerted effort you make to unlock each person’s psychological recipe.

Body Language

Our body language reveals a world of insight into our hidden patterns of thinking and emotional self-control. In fact, it is said that our body language is the door to the mind that unlocks the true meaning behind our words and motives. However, it is only when we are able to gather the necessary insights about each subtle sign, that we are truly able to grasp an understanding into the mind of those whom we interact with.

The discussion that follows does not delve into the intricate details and meaning behind every body language gesture. That is something we will do at a later time in a future IQ Matrix Mind Map that will break down our subtle patterns of movement in great detail. Instead, this quick discussion will focus on a handful of global signals that will enable you to gather deep insights about the other person’s hidden motives, thoughts and behaviors.

Breathing Patterns

How another person breathes, where they breathe from and the rate, depth and rhythm of their breath will provide great insight into their hidden thoughts, motives and patterns of behavior. For instance, quick, short breaths high in the chest can signify nervousness and anxiety. On the other hand, slow rhythmic deep breaths that originate in the diaphragm can signify that the person is relaxed and carefree. However, if these deep breaths are sporadic in nature, than this could signify tension. It is therefore important to read each person’s breathing patterns on a case-by-case basis taking all other signals into account.

Finally, we must keep in mind that breathing patterns are also heavily influenced by the person’s communication style, which we discuss in the 3rd Branch of this IQ Matrix Mind Map. For the purpose of this discussion, you must therefore not observe so much their pattern of breathing, but rather the variations in their patterns of breathing from the norm.

Fidgeting

Fidgeting can reveal nervousness, uneasiness, discomfort or even boredom. Again you must put the fidgeting actions of the other person into the context of the social situation and into perspective against all the other signals you are attending to. It’s also not so much that the person is fidgeting, but rather how they are fidgeting and where their attention is going that will provide you with an insight into their thoughts and hidden motives.

Posture

A person’s posture will tend to reveal their current levels of energy, level of interest and emotional patterns of behavior. How a person stands, sits or slouches will help you to determine their mental frame of mind and alertness to you, your message, and the social situation you find yourself in. As a general rule, a person who is slouched over is in a very fragile state of mind, and most likely requires a little encouragement and confidence. They may not admit to it, but there is probably something on their mind that is bringing dissatisfaction to their life, and they may very well feel that it is something that is out of their control or beyond their capability.

On the other hand, a person who holds a good upright posture while standing or sitting, is usually in a positive frame of mind and is open to the message you are sharing with them.

Movement Patterns

How a person moves their body will determine what they are thinking and feeling at any one moment in time. Watch and observe the movements and patterns of their body while they listen or communicate with you. These subtle signals can reveal a world of information about them and their feelings towards you and your message that their words are simply not verbalizing.

While observing the other person, identify subtle movements that can be arranged into patterns. For instance the person may say something, then immediately touch their nose, tilt their head to the left and lick their lips. You actually notice that whenever they discuss a specific topic that they always tend to make this unconscious patterned movement. Now you must ask yourself the Identification Questions presented above to unlock the meaning behind this pattern of movements and how this is of significance to them, to you, and the social context you find yourself in.

Position of Arms, Legs & Torso

A person’s arms, legs and torso are very expressive aspects of their body language. In fact, how a person moves, positions or gestures with their arms and legs, will provide you with a deep insight into their current emotion and patterns of thinking. However, don’t just attend to these body language signals without connecting them to the external triggers that influence the other person. For instance, whenever you talk about a specific topic you notice that the other person crosses their legs and folds their arms. This defensive position should signify to you that the other person does not approve of what you’re saying or simply does not want to discuss this topic.

As you progress with the conversation, you begin discussing other subjects. This naturally brings about a change in the person’s arm and leg position. They uncross their legs and reveal their palms as a show of openness, interest and approval. Since you have great perceptive abilities, you therefore make the instant connection that your topic has sparked an interest and that the other person is now more likely and willing to agree with you. This in essence is the only way you will be able to persuade them to your way of thinking.

The torso is another important aspect of body language. In general terms, where the other person’s torso is pointing, is where their attention is going. Therefore, if their torso is pointing away from you while you are conversing with them, than you must take this as a sign of disinterest and a desire to escape this social interaction. Yet, on the other hand, if the other person’s torso is pointing towards you, than you can be certain that you have captured their interest, and they will therefore be more susceptible to the influence of your words and actions.

Finally, it is critical to keep in mind that when it comes to body language, nothing is every laid in stone. Everyone will utilize a variety of alternating patterns of body positioning and movement that is dependent on the social context of the situation, their current state of mind and other variables that you must pinpoint throughout your interactions.

Facial Language

The face is probably the most expressive parts of our body. However, in many instances the expressions will be very subtle, and thusly, it will be easy to miss the signals if we are not paying attention.

There are essentially 4 aspects of facial language that you should be paying attention to. One of these aspects we will not discuss here. It is known as Face Reading, which basically unlocks the meaning of each geographic feature of a human face and the psychological traits that accompany it. Face Reading is quite an extensive topic and we will therefore dedicate an entire IQ Matrix Mind Map to help unlock the secrets behind this unusual science.

The other 3 aspects of facial language include gestures, biological responses, eye movement and behavior. Let’s break-down each of these aspects below in a little more detail.

Gestures

Facial gestures can reveal a world of information about a person’s thoughts, feelings and motivations. To become a great facial observer you must attend to the following:

• Lips and the movement of the tongue.
• The different types of smiles and frowns utilized.
• Eye movement and patterns of blinking.
• Squinting of the eyes.
• Where the person looks as they listen and converse with you.
• Eyebrow movement.
• Tension of facial muscles.
• Wrinkling of the nose and forehead, etc.

Each of these signals will help you to unlock different aspects of the person’s thoughts and feelings. However, you must pay careful attention to the patterns of these movements while at the same time identifying the triggers that stimulate them.

Paleness or Blushing

As you are observing a person’s face, pay careful attention to the changing colors and intensity of their skin-tone. Certain things you say may in very subtle ways affect the other person at a deep emotional level. In such instances, a person may not express how they are feeling through their body language or facial gestures, however you will see it as clear as daylight in the changing color of their face.

Barring any medical conditions, as a general rule when a person’s face takes on a lighter color (paleness), this usually signifies that they are scared or shocked by what they just heard or observed. On the other hand, when a person’s face takes on a darker color (blushing), this usually signifies embarrassment, disagreement or anger. Again you must put these into the context of the situation that the person finds themselves in, and interpret accordingly.

Pupil Constriction & Dilation

Identifying pupil variations also requires a good keen sense of awareness.

When the pupils of the eyes are dilated (large) this signifies that the person is relaxed, enjoying your company, open to your ideas, or madly in love with you . On the other hand, when their pupils are constricted (small) it can signify that they don’t agree with what you are saying, or simply don’t believe or trust you.

You must keep in mind that pupil dilation and constriction is heavily influenced by the lighting of the environment and the general state of mind and health that the person is experiencing at any one moment.

Spoken Language

Spoken language can reveal more about a person than words alone. In fact, it is not so much from the words themselves that you will derive the person’s hidden agenda or train of thought, but rather from the meaning and the emotional content hidden behind the words they utilize in conversation with you.

Here are some aspects of the spoken language that you must pay particular attention to if you seek to unlock a person’s psychological recipe:

Words Utilized

Pay attention to the specific words that the person utilizes while conversing with you and others. These words will reveal some of the following aspects of their personality:

• Personal biases about certain and specific topics.
• Levels and degrees of exaggeration.
• Hidden interests and agendas.
• Misunderstandings and assumptions.
• Facts or fictitious opinions and ideas, etc.

Once you are able to pick up on these subtle signals, you will be better prepared to adjust your conversation strategy accordingly to influence the other person’s thinking processes.

Emotional Undertones of Words

A person’s true intentions and motivations lie hidden behind their words, and not within the words themselves. As such, you must pay careful attention to the emotional undertones of the words that the other person uses. These emotional undertones can be identified through their tone of voice, body language and the facial expressions that the other person uses while communicating with you. For this very reason it is important to become aware of the bigger global picture as it relates to a person’s psychological makeup. It is only by reflecting on this “bigger picture” that you will be better able to unlock the other person’s psychological recipe.

Silences Utilized

Sometimes it isn’t so much what the other person says that reveals a world of information and insight about them, but rather the keys are hidden in what they don’t say and within the silences between their words.

When asking a person a direct question, pay attention to their answer, while at the same time making a mental note of what they didn’t say or talk about.

What does this tell me about this person’s hidden motives and intentions?

When a person pauses between their words, pay very careful attention to their body and facial language. This could very well provide you a world of insight into their patterns of thinking and emotional frame of mind.

What is this person doing with their face and body during these silences?

What does this tell me about this person’s hidden motives and intentions?

Physical Signal Variations

So far we have discussed and presented a variety of key physical signals that we must be aware of if we seek to unlock a person’s hidden thoughts, emotions and motives. Now we come to a realization that each of these signals can vary and are dependent upon some key factors that we must consider before rushing to make a series of assumptions about the person’s psychological recipe.

Cultural Background

A person’s physical behavior, gestures, words and actions may be significantly influenced by their cultural background and traditions. Hence we must interpret all their signals in accordance to the traditions and behaviors associated with their cultural heritage. To do this, you must learn about their cultural standards and norms, and adjust your interpretations accordingly.

Social Setting

A person’s physical behavior, gestures, words and actions may be significantly influenced by the social setting they find themselves in.

Most of us are very self-conscious about what we do and how we behave under certain social conditions. For instance, there are a variety physical signals and gestures that you would utilize at a party that would be considered completely inappropriate at a funeral.

We are very much like Chameleons who change color (behavior) dependent on the social setting we find ourselves in. This is why it is important to read into a person’s thoughts, emotions and motives in accordance to the social setting and the unspoken behaviors that are common practice in such instances.

Environment

A person’s behavior, gestures, words and actions may be significantly influenced by the environment they find themselves in. In some instances a specific kind of environment will tend to relax a person, while in other instances it may cause stress and anxiety. For this reason it is very important for us to interpret their thoughts, emotions and motives in accordance to their surroundings.

Demographics

A person’s behavior, gestures, words and actions may be significantly influenced by their demographics. Demographics may include:

• Age
• Gender
• Marital Status
• Employment Status
• Occupation
• Religion

Each of these variables will certainly influence how a person’s physical signals manifest in the real world. Hence you must interpret all these signals accordingly and in consideration of the demographic variables presented above.

Physical Health

A person’s behavior, gestures, words and actions may be significantly influenced by their physical health and ability.

A great many people’s thoughts, emotions and motives have been misinterpreted because of ill-health. Under these conditions people may significantly alter the movement of their body, their facial gestures, words and the like. Hence it is important to remain observant at all times and not jump to conclusions before determining that the other person is of sound mind and not affected by any physical ailments that may influence their behavior.

Attend to Person’s External Appearance

A person’s external appearance can provide you with a world of information and insight about their thoughts, emotions and habitual patterns of behavior. For instance a person with sound grooming habits who wears a pleasant cologne or perfume, and dresses well will naturally project a different set of qualities, personality traits and habits of behavior than a person who looks scruffy, smells of body odor and dresses in rags.

Above all else it is important not to judge a book by its cover. However, in such instances we must take this information and put it into context with all the other variables and signals we have been collecting about this person. Only in this way can we effectively piece together the puzzle that will unlock their personality equation.

Attend to Person’s Personality Building Blocks

The building blocks of personality are discussed in great length within the MasterMind Matrix Chart. Some of these building blocks manifest themselves on a conscious level of awareness, while others such as beliefs and values manifest at an unconscious level. The discussion that follows isn’t going to delve into too much detail about these aspects of personality, as the MasterMind Matrix Chart already covers this information. However, we will touch upon 4 key variables that you must attend to that will reveal a world of information about other people.

Beliefs

A person’s beliefs will determine what actions they regularly take and what decisions they will consistently make. Moreover, these beliefs will also determine what this person will never do or partake in; given that these activities go against the grain of their common belief patterns.

A significant aspect of the beliefs process is unlocked within the context of religion. All religions have a set of rules, standards, or commandments that they naturally expect their followers to abide by. Breaking these rules will inevitably lead to moral consequences leading to undesirable circumstances. Your first objective is to identify if the person you are interacting with has a set of religious beliefs. If they do, than your next step is to determine the level and conviction of their beliefs. Once you have this information you will be better able to predict their behavior, thoughts and emotional patterns, which will thusly enable you to influence them accordingly.

Religion is however only a very small aspect of the belief process. We have many more beliefs pertaining to life, love, self-expression, work, play, etc. All of these beliefs determine the decisions we will make and the actions we will take on a daily basis. The more thorough you are at identifying a person’s beliefs, than the more insight you will gain into their personality and you will thusly be better able to predict their future behavior.

To unlock a person’s belief patterns simply ask effective open-ended questions about their opinions and thoughts in respect to certain and specific situations. After which, you must listen to the words they speak and the accompanying physical expressions they make. All of these signals will provide you with a clear insight into the person’s belief systems. There is a great deal more that could be said about our belief systems and their effect on our lives. We will therefore dedicate an entire IQ Matrix Mind Map to Beliefs at a later time.

Values

Values like beliefs, will help you unlock a person’s decision making process and assist you in predicting their future behavior and patterns of thought and emotion.

All of us have an unconscious ranking system that we assign to our emotional experiences. Specific event will make us feel certain emotions that lead to either pain or pleasure. We interpret these events and give them a ranking from most pleasurable to least pleasurable. Hence we may associate the highest feelings of pleasure in the following order:

1. Hard Work (most pleasurable)
2. Love
3. Health
4. Adventure
5. Security (least pleasurable)

In accordance with this list, this person values Hard Work above all else. Hence they are very likely to sacrifice their health and relationships (love) in order to spend more time at work. This will likewise provide you with a clear insight into this person’s decision making process and will thusly enable you to better influence their behavior in accordance with their hierarchy of values.

The process of Value Creation and how this effects our decisions and actions is another extensive topic that deserves an entire IQ Matrix Mind Map explanation. We will therefore discuss the fundamental aspects behind Value Creation and how to identify the hierarchy of values in another person at a later time.

Attitude

A person’s attitude is the manifestation of their personality as it clashes with the unpredictable circumstances of their external environment. Pay careful attention to how a person reacts to specific events and circumstances within their environment. This will reveal their attitude and a plethora of other mysteries that lie hidden in the recesses of their mind.

Strengths & Weaknesses

We all have a set of “perceived” and “actual” strengths and weaknesses. The first we recognize via our own personal biased perspectives, while the second lies in a field of ignorance. It is important when you are interacting with another person, that you determine and make a distinction between both; the Perceived and the Actual. This distinction will help you to unlock a variety of personality characteristics that you can utilize to influence the other person to your way of thinking.

A person’s strengths and weaknesses are revealed through their words, body language, gestures and actions. The key is to remain vigilant, and once identified, to determine how you will utilize this information to your advantage.

Attend to Person’s Life

How a person lives their life, their interests and hobbies, the roles that they play, and their goals and objectives can reveal a world of mystery and intrigue, and will go a long way towards unlocking their psychological recipe.

Personal & Professional Roles

Everyone plays certain and specific Roles throughout life. We play roles as:

• Students
• Parents
• Business Professionals
• Teammates
• Friends, etc

Each of these Roles are accompanied by a set of decisions, actions, beliefs, emotions, and a whole plethora of psychological characteristics. How a person behaves while undertaking one Role, will most likely be very different when compared with the responsibilities that other Roles bring to the table. You must therefore take this into account when interacting with another person. The following set of questions will help you to gain some clarity:

What Role is this person currently playing?

How does this Role effect their thoughts, emotions, decisions, behavior and actions?

What insights does this provide me about their psychological recipe?

Above all else, keep in mind that “Roles” do not create the person, they are only one aspect of this person’s psychological makeup. Your objective is to unlock all the ingredients of the package and not only one piece of the puzzle.

Interests & Hobbies

What a person is interested in will help to reveal their hierarchy of values. You can also utilize this information to great effect to entice, motivate and create a common bond around similar interests that will likewise make the other person more susceptible to your influence.

You can determine a person’s hobbies and interests through simple conversation and by utilizing open-ended questions.

Goals & Objectives

By gaining an insight into a person’s goals and objectives, you are in essence unlocking their priorities and motivations that drive them forward on a daily basis. Your goal in any interaction is to pinpoint these objectives while at the same time searching for ways to find common ground that will enable you to develop deeper levels of rapport with the other person.

Attend to a Person’s Social Dynamics

For the purpose of this discussion, Social Dynamics are aspects of a Societal way of life. Attending to these aspects of a person’s life, will enable you to better predict their motives, beliefs, values, behaviors and actions.

Wealth

A person’s financial status will more often then not determine the:

• Decisions they make on a daily basis.
• Places they visit.
• Things they buy or resist purchasing.
• Social groups they relate to.
• Pleasures they seek.
• Values and Beliefs they cultivate within their mind, etc.

There is literally a plethora of things that one must consider and take into account here. The key however is to be vigilant and base part of your psychological interpretations on a person’s financial status.

Social Background

In the same fashion as was discussed for Wealth, a person’s Social Status will effect their daily thoughts, behaviors, decisions and actions. It is therefore a critical aspect of a person’s life that must be accounted for if you seek to unlock their psychological recipe to its full extent.

Level of Education

Education is like a balloon, the more you learn the bigger the balloon gets. Sometimes it even pops when it grows too big .

In all seriousness, education provides people with a different perspective on love, life, heartache, etc. These new perspectives dramatically alter a person’s beliefs, values and attitude to others and the world around them. Hence, it is critical that you take a person’s level of education into consideration throughout this process.

Attend to Situation Specific Behaviors

Situation Specific Behavior relate to the actions a person takes and the decisions that they make when encapsulated by certain social settings. Each of these social settings will provide you with unique insights about the person’s patterns of thinking and emotional self-control. Let’s take a look at a few of them briefly:

Influence of Peers & Role Models

Most people will behave differently as a direct result of the characteristics of the people within their social sphere of influence. Pay particular attention to a person’s decisions, actions and the subtle physical movements of their body and face while others are interacting with them. These signals will reveal a world of intrigue about them and how they relate to other people.

A person’s Role Models – the people they look up to for guidance and support – will also heavily influence their behavior, decisions and actions. It is therefore your responsibility to determine whom they aspire to, and how this influences this person’s patterns of thought, values, beliefs and emotional life.

Consumption of Food & Beverages

It is often said that “we are what we eat”. In a lot of instances this isn’t too far from the truth. The food that a person eats and the beverages they consume will provide you with insights into their values and beliefs. It may also reveal even deeper insights into their motives and underlying patterns of thought.

Patterns of eating can also reveal a person’s underlying health or state of mind. Some people will eat small meals because they want to lose weight. Others will eat high protein meals because they want to put on muscle. Suddenly you have unlocked aspects of this person’s life without ever talking to them. Of course eating small or high protein meals could signify a whole variety of things. But that’s not the point. The point is to gather a comprehensive understanding about the person from all angles and perspectives. Once you have all these variables clearly presented in your mind, you will be in a better position to influence them to your way of thinking.

Communication Style

Pay particular attention to a person’s style of communication. People essentially fall into 3 categories:

• Visual
• Auditory
• Kinesthetic

The characteristics accompanying each of these styles will be discussed in the 3rd Branch of this IQ Matrix Mind Map.

Social Specific Behavioral Tendencies

We must always keep in mind that people will reveal different aspects of themselves under a variety of social and emotional circumstances. You therefore never really know a person until you have seen them:

• Alone (at least when they think they’re alone).
• In a variety of social settings.
• When they are relaxed and at play.
• When they are working.
• And when they are stressed out of their mind.

Only once you have seen people in all the above scenarios, can you truly gather a clear picture of who they are. Let’s now take a look at some of these situations in a little more detail:

Behavior when Alone

When a person thinks that they are alone or that nobody is watching, they will very likely put down their social mask and reveal their true colors. People usually put on a show for others in social situations. We all want to be liked, appreciated and want to fit in with the crowd. Hence we will act, respond and do things that may go against the grain of our normal patterns of behavior.

Behavior when Stressed

It is said that, you don’t really know a person unless you have seen them stressed out of their mind. When people are experiencing high levels of stress, they no longer have the strength or capacity to hide their true characteristics or intentions from the world. Hence, it is these PEAKS of high emotion that reveal a person’s deepest and darkest secrets. On the other hand, it could very well reveal a surprising positive aspect of their personality that displays their strength and ability to persist beyond the problems confronting their current reality.

Behavior when Relaxed

When a person is relaxed they may drink a little bit of alcohol, say things that they normally would hold back, or simply display characteristics that where hidden from public view. For this reason it is important to take the person outside of an unfamiliar environment and into a relaxed atmosphere that will allow them to kickback and reveal what is truly on their mind.

Behavior when Socially Interacting with Others

People will respond in a variety of ways to different types of people that they interact with on a daily basis. It is your objective to observe their behavior, decisions and actions throughout these periods of interaction. Determine how this person responds to people of a different culture, social status, educational background, gender, etc. Above all, keep in mind, that how this person acts, talks and expresses themselves around you, may be a very clear reflection, as to how they are with other people. Therefore if they talk dirt about others when they are not present, than you can be almost assured that they are doing the same to you.

Overall Congruency

Given all that we have discussed thus far, you must finally pay attention to the level of congruency that this person displays at any one moment, and also over time. Ask yourself:

Do this person’s beliefs, values, body language and gestures match their words, or are their inconsistencies?

What do these inconsistencies reveal about their patterns of thought and emotional frame of mind?

Influencing the Human Personality Styles

The 2nd Branch of this IQ Matrix Mind Map breaks down the 4 common personality styles that make up human psychological behavior. Simply identify the traits and adapt your approach accordingly in order to influence these people to your way of thinking.

Socializer Personality

The Socializer Personality style is direct and has a people oriented nature.

Style

• Direct
• People Oriented

Traits

A Socializer Personality will generally tend to display the following set of traits:

• Requires love, support & popularity
• Is achievement oriented
• Displays a nurturing and caring attitude
• Displays concern for Others
• Is a relationship builder
• Enjoys being at the center of attention
• Has a very talkative nature

Influenced by…

You will usually have great success influencing a Socializer Personality if you utilize the following set of guidelines:

• Give Regular Compliments
• Show sincere Interest
• Talk about other people
• Avoid arguments
• Communicate passionately
• Listen attentively
• Get them involved in activities
• Buzz with high levels of energy
• Ask questions about them
• Be positive and outgoing
• Make them the center of attention
• Give warm and inviting facial gestures

Analyzer Personality

The Analyzer Personality style is indirect and has a task oriented nature.

Style

• Indirect
• Task Oriented

Traits

An Analyzer Personality will generally tend to display the following set of traits:

• Is attentive to detail
• Thinks in logical steps
• Inverts feelings
• Concerned with accuracy
• Delays decision making
• Makes decisions “by the book”
• Is very private
• A systematic problem solver
• Has a very loyal and honest nature
• Enjoys working solo

Influenced by…

You will usually have great success influencing an Analyzer Personality if you utilize the following set of guidelines:

• Take on a serious approach
• Present solid facts, stats and data
• Provide precise details
• Provide logical and methodical sequences
• Don’t exaggerate
• Allow them thinking time
• Confirm things in writing
• Talk about specifics
• Talk slowly in sequence
• Provide them with detailed feedback

Relater Personality

The Relater Personality style is indirect and has a people oriented nature.

Style

• Indirect
• People Oriented

Traits

A Relater Personality will generally tend to display the following set of traits:

• Outspoken
• Enthusiastic
• Spontaneous
• Gets bored quickly
• Is a great listener
• Sensitive to Other’s opinions
• Acts and talks persuasively

Influenced by…

You will usually have great success influencing a Relater Personality if you utilize the following set of guidelines:

• Speak with deep conviction
• Display a passionate attitude
• Present a caring and patient disposition
• Acknowledge their feelings
• Show your agreement
• Compliment their opinions

Director Personality

The Director Personality style is direct and has a task oriented nature.

Style

• Direct
• Task Oriented

Traits

A Director Personality will generally tend to display the following set of traits:

• Socially insensitive and impatient
• Has poor listening abilities
• Goal oriented
• Very competitive
• Has strong self-belief
• Acts strategically, quickly and decisively
• Independent thinker
• Strong willed
• Results oriented and driven
• Precise in decision and action
• Very controlling
• Born leader

Influenced by…

You will usually have great success influencing a Director Personality if you utilize the following set of guidelines:

• Show them respect
• Support their goals, ideas and plans
• Do not argue with them
• Talk quickly, succinctly and realistically
• Discuss their great ideas and the bigger picture
• Get to the point quickly
• Utilize “power” words that stir up emotion
• Compliment their ideas

The Sensory Communication Types

The 3rd Branch of this IQ Matrix Mind Map pinpoints the 3 Communication Personality types. Simply identify the traits and adapt your approach accordingly in order to influence these people to your way of thinking.

The 3 Communication Types

Here we will briefly discuss the 3 communication types, how to identify them, and the strategies you can utilize to influence these people’s behavior. This is by no means a comprehensive discussion about this topic, but rather only an introduction that will help you to gather insight into human behavior at yet another level of understanding.

Each one of us naturally favors a certain communication style over all others. You either have a visual, kinesthetic or auditory nature. Your nature will essentially determine how you acquire, communicate and take information in from the external environment. In a previous IQ Matrix Mind Map we discussed Multi-Sensory Study Skills and how they can be applied to learning. Here we will discuss how we can identify a person’s dominant sensory type and utilize this to better influence their behavior.

Before we begin, it is important to understand that when we communicate on another person’s “sensory level” we naturally develop high levels of rapport. This signifies to the other person that the both of you have a great deal in common. They will therefore be far more willing to relax, communicate freely, and open up to your influence and suggestions.

Visual Sensory Type

A Visually oriented person predominantly utilizes their eyes to collect information about their external environment. They tend to breathe quickly from high up in their chest, and they speak at a furious tempo. Visually oriented people tend not to be great listeners as they are often distracted by the colors and movements of their environment. Finally, they often utilize visually descriptive words when talking about people, events and their environment.

Auditory Sensory Type

An Auditory person predominantly utilizes their ears to collect information about their external environment. They tend to be very rhythmic in nature, speak at a moderate pace and they enjoy listening intently to others. You may often find them listening to a conversation with their head tilted slightly in one direction. Finally, they tend to utilize auditory “sound” words to describe people, events and their environment.

Kinesthetic Sensory Type

A Kinesthetic person predominantly utilizes “touch” and “feeling” to collect information about their external environment. They tend to speak with a very slow and methodical nature. They also breathe deeply from their diaphragm, and will often look down to gather their thoughts and feelings. Finally, Kinesthetic people tend to utilize words that are coated with deep feeling and emotion.

Visually oriented people tend to become rather impatient with the Kinesthetic sensory type, due to the differences in the speed of thought and speech. On the other hand, Kinesthetically oriented people tend to become confused when communicating with Visual people, due to the variations in the speed of communication.

Influencing Behavior

You will find it rather difficult to influence someone to your way of thinking if you communicate in a style that goes against the way they perceive, interpret and describe their world. For this very reason we must all learn to match and mirror the other person in accordance with their communication orientation. Hence, we would mirror a person’s vocal rhythm, the words they speak, their breathing patterns, and anything else we can observe that is a natural outcropping of their communication type.

Keep in mind that while you are mirroring and matching a person’s communication type, you must also pay particular attention to their psychological recipe (1st Branch) and their personality style (2nd Branch). Only in this way will you unlock their Personality Equation, and consequently open them up to your influence.

The Science & Tactics of Deception

The 4th Branch of this IQ Matrix Mind Map unlocks the science of deception as it relates to a person’s body language and biological responses. Attending to these subtle signals will help you to pinpoint the deceptive tactics that others utilize to convince you of their honesty.

Questions to Ask

Unlocking a person’s hidden motives and deceptive tactics requires careful observation, attention to detail and an effective means of thinking that will help you to unlock the other person’s true intentions.

In order to improve our ability to recognize other people’s deceptive tactics, we must cultivate the habit of asking 3 key questions that will help reveal new insights and understandings into other people’s behavior. These questions are probably very familiar, as they were mentioned on the 1st Branch of this IQ Matrix Mind Map where we discussed how to unlock a person’s psychological recipe. Both branches are actually fundamentally important to the process of identifying deception in others.

What does this mean?

What does it reveal about this person?

How is this of significance?

The Subtle Signals of Deception

As a human species we don’t always tell the truth all of the time, due to a variety of personal reasons and circumstances. In fact we have become so proficient at deception that for some, it has become an art-form of sorts that involves careful preparation and attention to detail. Yet, as much as people may try and hide their true intentions, there is one overriding catch; we are all psychologically human, and as such we all display a series of unconscious and semi-conscious patterns of behavior that are predictable and commonplace. And it is these behaviors that unlock the secrets of our deceptive ways.

What follows is a brief discussion presenting a few common signals that will help you unlock another person’s deceptions. This is by no means an comprehensive list, but rather focuses primarily on a person’s body language and biological responses. Keep in mind, that you must never judge a person’s intentions or motives based on only one or two isolated signals. Instead, take everything that was discussed in the 1st Branch of this IQ Matrix Mind Map into account and piece it together with the signals of deception you are collecting here. Only then will you have a complete picture of the person and will be better able to judge whether or not their intentions are true.

The Eyes

It is said that the eyes are the window to the soul. In this case the eyes are also the windows that reveal a person’s deceptive ways.

Pay attention to the following common signals of deception:

• Eyes shut while talking
• Pupils are constricted (small)
• Avoiding to make eye contact with you
• Erratic blinking

The Face

The biological responses of the face are the primary telltale signs of deception. A person may be able to restrain their body language, however, their biological responses are an entirely different story. Also keep in mind, not to isolate these facial signals without taking into account the words the person speaks and the accompanying behaviors they make.

Pay attention to the following common signals of deception:

• Paleness
• Flushness or Blushing

The Hands

Our hands can be used in very expressive ways when communicating with others. Moreover, our hands can tell an entire story without our lips ever muttering a single word. This is something that must be taken into account when seeking to unmask a person’s deceptive signals.

In many instances when we are trying to deceive others, we will naturally tend to restrain our hands from mirroring our words and expressions. However, at an unconscious level, what may occur, is that our hands will tend to mimic our patterns of thinking and emotional tendencies. And it is these visual signals that reveal our deceptive ways.

Pay attention to the following common signals of deception:

• Covering of the neck and face
• Constant fidgeting
• Hand movement is significantly restricted

Overall Discomfort & Nerves

At times it is a person’s overall level of discomfort that raises the red flag and alerts you to their deceptive patterns of behavior.

Pay attention to the following common signals of deception:

• Twitching of the face, feet, body or hands
• Exaggerated head movements
• Licking of the Lips
• Erratic Breathing patterns
• Shaking of the voice

Eye Movement Interpretations

Our eyes reveal a world of information about our patterns of thought and visual representations. In fact, the position of our eyes can reveal whether we are reconstructing events in our mind, imagining things that never were, or tapping into hidden feelings or emotions that we regularly hide from others. Yes, all of these signals can be interpreted and revealed through the simple act of observing the eye movements of other people. And yes, they can also reveal other people’s deceptive ways.

The field of NLP has revealed that our eye positioning – while listening or communicating with other people – naturally accesses different aspects and segments of our brain. This thusly provides others with an insight into our patterns of thinking and processing of information. For the purpose of this discussion we will not break-down the intricate details of this process, but rather provide you with some knowledge and a few guidelines that will enable you to interpret the eye movements of others in social situations.

Before proceeding please keep in mind that what follows is a representation of characteristics that are commonly found in normally organized right-handed people. As such, it would be foolish to interpret everyone’s thought patterns in such a manner. However, these guidelines do provide us with solid building blocks that can be applied with consistent and solid results. In fact, with all things being considered equal, you can flip the eye accessing cues in the opposite direction for normally organized left-handed individuals.

The following points list the position of the eyes and their associated meaning:

• Right & Up – Visual Construct: The person is creating pictures in their mind.
• Right – Auditory Construct: The person is creating sounds in their mind.
• Right & Down – Kinesthetic: The person is sensing past feelings or creating future ones.
• Left & Up – Visual Remembered: The person is accessing pictures from memory.
• Left – Auditory Remembered: The person is accessing sounds from memory.
• Left & Down – Auditory Digital: The person is talking to themselves internally.

To utilize this knowledge effectively, you must first become aware and carefully observe the other person’s eye movements while they listen and communicate with you. After which, you need to pinpoint inconsistencies in the person’s words, body language and the eye accessing strategies they utilize on a consistent basis. In this way you will be better able to pick up on their deceptive tactics.

As an example, you ask two different people to provide specific details of what they saw yesterday at the scene of a crime. The 1st person begins responding to your answer and immediately swing their eyes UP and to the RIGHT. This tells you that they are creating (imagining) pictures in their mind that never were. On the other hand, the 2nd person communicates while swinging their eyes UP and to the LEFT. This tells you that they are accessing pictures from their actual memory and experience. What this signifies to the Detective is that the 2nd person is telling the truth, while the 1st person for some reason is not being completely honest and upfront about the events they saw the other day.

It can take some practice for these observations to become second nature, however over time, this could very well be one of the most important skills you ever learn.

Final Thoughts

There is no doubt that people are complex and very self-conscious creatures. We do what we can, when we can, in whatever way we can to hide a side of ourselves that we don’t want the rest of the world to see. However, even though we are seemingly unable to read people’s thoughts, we can however learn a great deal about them by utilizing some simple observation techniques that can reveal an unexpected world of surprising insights. Consequently we can utilize this information to better understand another person’s subtle patterns of behavior, and thusly influence them in ways that will promote greater fulfillment and well-being.

I hope you enjoyed this post. If you have any further queries or questions, or would like to share your experiences about this topic, than please do so in the comments section below.

Spotlight on the MasterMind Matrix

The Psychological Personality Equation is an important and indispensable component of the MasterMind Matrix.

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The MasterMind Matrix is a Psychological Chart of Personal Success and Achievement. It is used as an effective Self-Coaching tool that will help guide you through the personal obstacles, setbacks and limitations that may stand in your way as you progress towards the attainment of your goals and objectives in the field of academics, business, career, sports, or life in general.

Each IQ Matrix Mind Map that is available through this website represents a single cell fragment of the MasterMind Matrix. For more information and images, visit the MasterMind Matrix page.

Personality Assessments

Here are free Personality Assessment Tests that will help you to determine your pesonal strengths and weaknesses:

• Keirsey Temperament Sorter @ Keirsey
• Jung Typology Test @ Human Metrics
• Personality Type @ Personality Type
• Enneagram Test @ Similar Minds
• Type Focus @ Type Focus
• Personal DNA @ Personal DNA
• Big 5 Personality Typing Test @ Similar Minds

Free Articles & Online Resources

Here are a number of highly recommended free articles and online resources that will further help expand your understanding about this topic:

• Personality Theories, Types & Tests @ Business Balls
• 16 Personality Styles @ Personality Page
• How can You Tell if They are Lying @ eNot Alone
• Detecting Lies: 10 Subtle Signs of Lying @ Ego Development
• How to Root Out a Liar Like an Interrogator @ Persistence Unlimited
• The Personality Puzzle @ Hinter Nuttall
• How Neuroscience Can Teach You to Lie @ Dumb Little Man
• See Yourself as Others Do @ Look Far
• 12 Personality Types to Avoid @ Life Hack

Recommended Books

• How to Spot a Liar: Why People Don’t Tell the Truth and How You Can Catch Them by Gregory Hartley & Maryann Karinch
• You Can Read Anyone by David J. Liebernam
• Face Language Personality Speed Reading System: Advanced Social Technology for Today’s World by Jon E. Prescott & David E. Prescott
• Never Be Lied to Again: How to Get the Truth In 5 Minutes or Less In Any Conversation or Situation by David J. Lieberman
• The Definitive Book of Body Language by Barbara Pease
• The Art of Speed Reading People: How to Size People Up and Speak their Language by Paul D. Tieger & Barbara Barron-Tieger
• Personality Types: Using the Enneagram for Self-Discovery by Don Richard Riso & Russ Hudson
• What Type Am I?: The Myers’ Brigg Type Indication Made Easy by Renee Baron
• Type Talk: The 16 Personality Types that Determine How We Live, Love & Work by Otto Kroeger & Janet M. Thuesen
• Just the Type: Creating the Relationship You’ve Always Wanted Using the Secrets of Personality Type by Paul D. Tieger & Barbara Barron-Tieger
• Please Understand Me: Character and Temperament Types by David Keirsey

If you would like to download a copy of this IQ Matrix, it is available from the IQ Matrix Shop.