There are few walks of life that do not involve interacting with other people. Humans are social by nature, and much of our species’ success has come from forming social bonds and collaborating for mutual benefit. This is as true today as it was 52 million years ago, when our ancestors discovered they were safer from predators if they formed groups.
 
To collaborate well with others, you need to understand that people differ immensely in what they find important and what motivates them. You’ll need to modify what you say and do when dealing with different types of people if you want to influence them.
 
We’re all aware that getting to know someone well can be fascinating, but it also helps you build strong relationships. Understanding what people care about allows you to connect with them personally and talk about things in a way they’ll find relevant and interesting.
 
However, there will be occasions when you’ll be dealing someone you haven’t had a chance to get to know - for example, when pitching for new business. You may have to guess what their priorities and preferences are based on their behaviours. In these situations, it’s helpful to consider people in terms of four basic personality types. Few people fit any one type perfectly, but it’s a useful way of framing how you might want to approach them.

Here are some common characteristics of each type:
 
GETTING IT RIGHT
- Measured and logical
- Precise and succinct
- Refers to facts and figures
- Quiet and less inclined to make small talk
- May be less tactile
- Uncomfortable with prolonged eye contact 
 
GETTING IT DONE
- Authoritative and formal
- Direct and to the point
- Tends to be impatient
- Socially confident
- Has a firm handshake
- Good at maintaining eye contact 
 
GETTING SOMEWHERE NEW
- Energetic and enthusiastic
- Creative and inspirational
- Keen to explore ideas
- Talkative and animated
- Tactile
- Smiles a lot  
 
GETTING ON WELL
- Welcoming and friendly
- Willing to explore emotions
- Invites social banter
- Brings people into conversations
- Tends to be more tactile
​- Warm handshake

​Although people don’t fall neatly into these categories, being aware of how individuals differ can help you look out for these traits and adjust your style of interaction accordingly. The kinds of adjustments you can make are explored in the next section.