Business Chemistry

Creating Powerful Relationships with Colleagues, Customers, and Everyone Else

By now it's no doubt clear to you that each type can contribute significant value—as a partner, within a team, and to an organization—and that the needs of each differ, often dramatically. We've shared lots of details about each type's nightmare work scenarios, how these situations can negatively affect their performance, and what can help make things better for them (and for you). Now we're going to tackle this issue from a slightly different angle. In this chapter we'll specifically address how your type impacts the ways in which you should flex to best work with others.

Flex is a funny word, because it can mean seemingly contradictory things—to bend and stretch, but also to tighten and contract. We like that apparent incongruity because the concept here is that sometimes you need to tweak your style to adjust to other people's needs, while also being true to yourself. There's an inherent and healthy tension in that. You shouldn't become a different person and act completely out of character, but you should make an effort to accommodate others' preferences and needs. That's how you exercise that gem-grade empathy mentioned in Chapter 1, and how you ultimately create powerful relationships. And hopefully ...