CHAPTER FIVE

Charmer Power Plays

When Charmers describe what gets them excited, it tends to sound like a high-stakes game show. The focus is on who’s winning, who’s losing, and where the latest tally of cash and prizes stands. Few things are more engaging than working around a Charmer who’s playing for high stakes. Whether it’s a poker championship in Las Vegas or an investment banking deal on Wall Street, when a seasoned Charmer enters the fray, everyone plays the game at a higher level.

One of the Charmer’s greatest gifts is the ability to shape other people’s perceptions of reality—from peers and colleagues to their top managers. While other types on the grid may consider the Charmer’s talent for “sculpting the facts” to be manipulative and ...

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