"Are there personality differences between men and women?"

Invariably, this question is raised during a SST workshop when we are introducing Jung's theory and the four scales upon which SST is based. Indeed, on one of the four dimensions, Thinking-Feeling, roughly sixty percent of men show a preference for Thinking, while almost seventy percent of women are Feeling- preferred. This means most, but certainly not all, men are objective and logical in their decision making, while more women are sensitive to relationships and the impact decisions have on people.

Are men and women hardwired differently? Or are men taught and rewarded for being tough and analytical, while women are expected to be warm, nurturing and sensitive?

The authors of In the Company of Women, Pat Heim and Susan Murphy, write that one of the challenges women leaders have is that they tend to form friendships with people they lead instead of just being friends. The difference is that in friendships personal information is disclosed that can be used to hurt a leader when the Power Dead Even Rule is broken (see related article). Men, on the other hand, more naturally have lots of friends they hold at a personal distance making them less vulnerable as leaders.

I was contemplating these differences when I got an e- mail from a male friend (one with whom I also have a friendship, I might add) in which he enumerated nine ways he will continue to befriend me. The list makes the compelling case that there are indeed gender differences in being friends and having friendships.

Valerie Plame is the former CIA covert operations officer whose cover was disclosed by Scooter Libby, who prior to his conviction for lying about his role in the leak, was chief of staff to Vice President Dick Cheney. In her book, Fair Game (2007), Plame writes about the use of the MBTI (an assessment based on the same Jungian Theory as SST) by the CIA in selecting operations officers:

"We had all taken the Myers-Briggs psychological profile test during the interview process. Most of the future operations officers, myself included, scored varying degrees of _ _ _ _. _ _ _ _ types tend to be strong leaders and feel the need to take command of a situation. The Myers-Briggs description of _ _ _ _ says that 'although _ _ _ _ s are tolerant of established procedures, they can abandon any procedure when it can be shown to be indifferent to the goal it seemingly serves.' They are tireless in their devotion to their jobs and can easily block out other areas of life for the sake of work."

Here is the introduction to that SST Seller profile. Hit the link below it to see which of the sixteen personality types the CIA seeks.

"_ _ _ _s are found in sales positions (6%) in about the same proportion as they are found throughout the rest of the population (5%). Many higher level _ _ _ _ executives have selling in their background, however. For example, at 17% _ _ _ _s are represented as sales managers in a proportion more than three times greater than what would be predicted. The most ambitious personality type, _ _ _ _s often see selling as an important step as they climb the corporate ladder. With their competitive nature and excellent organizational skills, _ _ _ _s make excellent sales persons.

_ _ _ _s are at their best when they are applying their natural strategic thinking and representing products and services which are significant in scope. They like meeting new people and are often imaginative in their approaches. Typically, they're gifted at persuading with logic."