Predicting Personality

Chapter Twenty-OnePERSONALITY AI FOR DIFFICULT CONVERSATIONS

Empathy can make your outreach and sales conversations more productive, but it can likely make an even bigger impact on your most important (and most difficult) conversations. Even when you have known and worked with someone for a long time, stressful or unpredictable situations can force people to retreat into their base-level impulses and double down on their natural behavior patterns.

Personality profiles can give us really important insights about how someone is thinking when it matters most. In this chapter, we will cover some specific examples of common high-stakes situations that you may face in your career, and how to approach them with personality data.

SCENARIO: ASKING FOR A RAISE

For most people, one of the most difficult and anxiety-inducing conversations of their career can be asking their boss for a raise. It's an intimidating task, and a delicate subject. But in our economy, there aren't many better ways to directly and immediately impact your financial life.

Still, you can approach a meeting like this with the Empathy Equation and walk into the room with confidence. The preparation is very similar to our previous examples.

This time, let's say you're a designer working for an advertising agency. You are preparing to meet with your boss, Brittney, on your two-year anniversary of working at the firm, ready to ask for an ambitious, but reasonable 7% pay raise.

If you were getting general advice for ...