In this case, John (E-35) and Judy (E-44) could claim that their leading
role is E,but their work style and behavior will profoundly differ because
of the levelof the Enterpriser element.
John’s style would be to take charge only when he felt the other person
or the group wanted him to. His leadership would be cooperative and em-
pathic in nature.
Judy, however, would most likely take charge regardless of what others
thought about it. In Judy, the E is a highly pronounced and definitive fea-
ture of her personality.
A 30 on any letter is the middle of the road, or equator, for that par-
ticular role. Once you get to around eight points higher or lower (38 or
more, 22 or less) on any letter, you will fall into predictable behavior and
response patterns.
Although there are four basic personality styles, each person is a unique
recipe of those four basic ingredients. Each of us has within us all four per-
sonality roles to some degree—whether high or low—and is capable of re-
sponding in each role when necessary.
For example, a person with a 16 on the Analyzer line will dislike detail
and usually avoid it, but they are capable of becoming quite analytical if
necessary. When sensitivity is called for, we can shift into the Tside of our
personality no matter how low it may be. When results and action are
called, we can shift into our Emode. When caution and careful planning
are called for, we can shift into our Amode. And, when energy and opti-
mism are called for, we can shift into our Mmode.
Having a high number in one or two personality areas is a clear indi-
cator of communication style and response to stress or pressure. One caveat:
Personality patterns are not a predictor of a person’s values, beliefs, or temperament.
Moving from Me to We 19TEAM TEAMJohn Judy4830 304812 12FIGURE 2.5Enterpriser Contrast