Predicting Personality

Predicting Personality

by Drew D'Agostino, Greg Skloot
Released November 2019
Publisher(s): Wiley
ISBN: 9781119630999

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Book description

The ultimate playbook for using artificial intelligence to communicate effectively, build teams, and win customers

Not long ago, we imagined a hyper-connected world full of trust and openness—a world where effortless communication would bring about a new understanding between people everywhere. Judging from our current environment, this vision of the future may have been overly optimistic. With infinite channels and countless voices flooding them with messages, most people have become highly skeptical and guarded by necessity. As a result, communication is much harder than ever before.

Despite the unprecedented connectivity enabled by modern technology, we are far less likely to trust and to invest the time needed to build strong relationships. How can we use technology to reverse this trend? A groundbreaking new branch of artificial intelligence—Personality AI—may be the answer. Combining traditional machine learning, data analytics, and behavioral psychology, Personality AI helps professional communicators tear down walls, establish trust with their audiences, and utilize data to build meaningful relationships, strengthen empathy, and win more customers.

Predicting Personality is a practical, real-world playbook for any individual or business whose success hinges on the ability to communicate effectively and build teams. Authors Drew D’Agostino and Greg Skloot—CEO and President, respectively, of Crystal, the app that tells you anyone's personality—show you how businesses can leverage Personality AI and machine learning to grow faster and communicate more effectively than was previously possible. This reader-friendly guide teaches you what Personality AI is, how it works, and demonstrates its practical applications in both life and business. This book:

●      Explains how to understand personality types in various contexts, including sales, recruiting, coaching

●      Provides guidelines for using personality data to learn and execute

●      Explores ethics and compliance considerations surrounding the use of Personality AI

●      Offers valuable insights from a leader in the business applications of Personality AI

Predicting Personality: Using AI to Understand People and Win More Business is a must-have guide for C-suite executives, sales and marketing professionals, coaches, recruiters, and business owners.

Table of contents

  1. COVER
  2. INTRODUCTION
    1. DOUBTING THE USEFULNESS OF PERSONALITY MODELS
    2. JOINING THE PERSONALITY REVOLUTION
  3. PART I: The Truth About Personality
    1. Chapter One: THE HIGH COST OF NOT UNDERSTANDING PEOPLE
      1. FLYING BLIND IN A COMPLICATED WORLD
      2. SEEING OTHERS THROUGH THE LENS OF PERSONALITY
      3. WHAT HAPPENS WHEN PERSONALITIES CLASH
      4. HOW CRYSTAL GOT STARTED
    2. Chapter Two: THE INGREDIENTS OF A UNIQUE PERSONALITY
      1. WHERE DO PERSONALITY DIFFERENCES COME FROM?
      2. PERSONALITY DIFFERENCES CREATE PROBLEMS
      3. NOTES
    3. Chapter Three: THE BIGGEST CHALLENGES TO SUCCESSFUL COMMUNICATION
      1. CHALLENGE #1: PEOPLE ARE COMPLEX
      2. CHALLENGE #2: PEOPLE HAVE BIASES
      3. CHALLENGE #3: PEOPLE ARE INCREASINGLY SKEPTICAL OF EACH OTHER
      4. NOTES
    4. Chapter Four: HOW TO UNDERSTAND ANYONE'S PERSONALITY
      1. THE EMPATHY EQUATION: A FORMULA FOR SUCCESSFUL INTERACTIONS
      2. THE BASICS OF PERSONALITY PROFILES
      3. QUICK OVERVIEW OF THE MOST POPULAR PERSONALITY MODELS
      4. NOTES
    5. Chapter Five: THE PERSONALITY MAP
      1. WHERE YOU FALL ON THE PERSONALITY MAP
      2. VERTICAL POSITION: HOW YOU INTERACT WITH YOUR ENVIRONMENT
      3. HORIZONTAL POSITION: HOW YOU INTERACT WITH OTHER PEOPLE
      4. NAVIGATING A COMPLEX, BIASED, HYPER-CONNECTED WORLD
      5. NOTE
  4. PART II: Read Your Own User Manual
    1. Chapter Six: PERSONALITY DIFFERENCES SHAPE EVERY RELATIONSHIP
      1. NOTES
    2. Chapter Seven: HOW TO FIND YOUR PERSONALITY TYPE
    3. Chapter Eight: TAKE A PERSONALITY ASSESSMENT
      1. USING YOUR PERSONALITY AT WORK
    4. Chapter Nine: THE 16 PERSONALITY TYPES
      1. TYPE D: THE CAPTAIN
      2. TYPE Di: THE DRIVER
      3. TYPE DI: THE INITIATOR
      4. TYPE ID: THE INFLUENCER
      5. TYPE I: THE MOTIVATOR
      6. TYPE Is: THE ENCOURAGER
      7. TYPE IS: THE HARMONIZER
      8. TYPE SI: THE COUNSELOR
      9. TYPE S: THE SUPPORTER
      10. TYPE Sc: THE PLANNER
      11. TYPE SC: THE STABILIZER
      12. TYPE CS: THE EDITOR
      13. TYPE C: THE ANALYST
      14. TYPE Cd: THE SKEPTIC
      15. TYPE CD: THE QUESTIONER
      16. TYPE DC: THE ARCHITECT
      17. HOW TO USE YOUR PERSONALITY TO YOUR ADVANTAGE
    5. Chapter Ten: HOW I FIRED (AND THEN REHIRED) MYSELF
      1. DIAGNOSING THE CAUSES OF STRESS, INEFFECTIVENESS, AND BURNOUT
      2. THE HIDDEN COST OF TRYING TO BE THE HERO
      3. DOUBLING DOWN ON STRENGTHS
      4. MANAGING BLIND SPOTS
      5. STAYING CLOSE TO HOME
      6. THE MULTIPLIER EFFECT
  5. PART III: How Personality AI Works
    1. Chapter Eleven: WHY THE SOFT SKILLS ARE THE HARDEST
      1. HOW TECHNOLOGY CREATES COMMUNICATION CHALLENGES
      2. HOW TECHNOLOGY CAN SOLVE COMMUNICATION CHALLENGES
    2. Chapter Twelve: BEFORE PERSONALITY AI: FLYING BLIND
    3. Chapter Thirteen: HOW AI IS ALREADY IMPACTING YOU
      1. AI FOR COMMUNICATION
      2. NOTES
    4. Chapter Fourteen: A GPS FOR COMMUNICATING WITH PEOPLE
      1. WHY PERSONALITY AI IS REVOLUTIONARY
      2. THE PERSONALITY ALGORITHM
      3. NOTES
    5. Chapter Fifteen: UNDER THE HOOD OF PERSONALITY AI
      1. ACCURACY VERSUS CONVENIENCE
      2. ASSESSMENTS
      3. TEXT-SAMPLE ANALYSIS
      4. ATTRIBUTE ANALYSIS
      5. PERSONALITY AND BEHAVIORAL CHANGES
      6. HOW PERSONALITY AI GETS SMARTER OVER TIME
      7. HOW PERSONALITY AI LEARNS FROM REAL PEOPLE
      8. VALIDATING AND CORRECTING PERSONALITY PROFILES
      9. NOTES
    6. Chapter Sixteen: USING PERSONALITY AI TO UNDERSTAND ANYONE
      1. USE CASES FOR PERSONALITY AI
      2. FINDING QUICK, ACCURATE, AND COMPLETE PERSONALITY PROFILES
  6. PART IV: Communicate Better
    1. Chapter Seventeen: COMMUNICATING WITH IGNORANCE VERSUS EMPATHY
    2. Chapter Eighteen: ADAPTING TO DIFFERENT PERSONALITY TYPES
    3. Chapter Nineteen: PERSONALITY AI FOR EMAIL OUTREACH
      1. PREPARING THE EMAIL
      2. WHAT DO THEY WANT?
      3. WHY DO THEY WANT IT?
      4. HOW DO THEY WANT TO INTERACT?
      5. WRITING THE EMAIL
      6. SENDING FOLLOW-UP EMAILS
      7. THE FOUR PRIMARY EMAIL STYLES
      8. NOTES
    4. Chapter Twenty: PERSONALITY AI FOR SALES MEETINGS
      1. EXAMPLE OF A SALES CONVERSATION IMPROVED BY PERSONALITY AI
      2. ADAPTING AND REACTING AS THE CONVERSATION PROGRESSES
      3. DRIVING SOMEONE TO TAKE ACTION
      4. HANDLING OBJECTIONS
      5. NOTE
    5. Chapter Twenty-One: PERSONALITY AI FOR DIFFICULT CONVERSATIONS
      1. SCENARIO: ASKING FOR A RAISE
      2. SCENARIO: GIVING FEEDBACK
      3. SCENARIO: RESOLVING CONFLICT
    6. Chapter Twenty-Two: PERSONALITY AI FOR MORE SITUATIONS
  7. PART V: Lead Better
    1. Chapter Twenty-Three: UNDERSTANDING THE DYNAMICS OF YOUR TEAM
      1. DWIGHT SCHRUTE: A CASE STUDY FOR HIGH PERFORMERS
      2. NOTE
    2. Chapter Twenty-Four: FACILITATING ONE-ON-ONE CHEMISTRY BETWEEN OTHERS
      1. HOW TO READ RELATIONSHIPS WITH THE PERSONALITY MAP
    3. Chapter Twenty-Five: CREATING CHEMISTRY WITHIN AN ENTIRE GROUP
      1. WHY GROUPS ARE SO HARD TO DEAL WITH
      2. UNDERSTANDING COMPLEX RELATIONSHIPS WITHIN A GROUP
    4. Chapter Twenty-Six: BECOMING AN EMPATHY-DRIVEN LEADER
      1. UNDERSTANDING YOUR LEADERSHIP STYLE
      2. SETTING OTHERS UP FOR SUCCESS
      3. BUILDING TEAMS WITH CHEMISTRY
      4. FILLING IN GAPS ON YOUR TEAM
      5. START UNDERSTANDING YOUR TEAM BETTER
      6. NOTES
  8. PART VI: Predict Responsibly
    1. Chapter Twenty-Seven: HOW TO PROPERLY USE PERSONALITY DATA
      1. SCIENCE FICTION VERSUS REALITY
      2. RESPECTING DATA PRIVACY
      3. THREE RULES FOR DATA PRIVACY
      4. AVOIDING BIAS AND OVERFITTING
      5. NOTES
    2. Chapter Twenty-Eight: RESTORING EMPATHY IN A HYPER-SKEPTICAL WORLD
  9. ACKNOWLEDGMENTS
  10. ABOUT THE AUTHORS
  11. INDEX
  12. END USER LICENSE AGREEMENT

Product information

  • Title: Predicting Personality
  • Author(s): Drew D'Agostino, Greg Skloot
  • Release date: November 2019
  • Publisher(s): Wiley
  • ISBN: 9781119630999