PeopleSmart in Business eBook - The Platinum Rule

tive and logical alternative for some Cautious Th inkers, but this type
seems less likely to tolerate what they perceive as cute nicknames for
themselves, such as Johnny, Ricky, Cindy, or Becky.
“May I speak with Mr. Holmes or Spock from Star Trek?”
Th ey prefer brief, to-the-point telephone calls. Although they may
not tell you, call them Mister or Ms. or Doctor or whatever their
titles happen to be. Cautious Th inkers sometimes view jumping into
a fi rst-name basis as invasion of privacy, so they deal with others on
a more formal basis. If you think you’re talking to Sherlock Holmes
or Spock, chances are you’ve contacted a Cautious Th inker. Th ey
typically retain their ground in stressful situations when they can
maintain their position with concrete facts or reverse-control questions.
Th ey do this quietly and independently, by fi rst avoiding others.
Th en they take on the problem in an orderly way that is aligned
with their own plan.
“Need to know” basis
Th ey’re inclined to talk in rather structured, careful speech patterns,
almost weighing their words as they say them. Th ey tend to
ask pertinent questions and talk in a quiet, observant, cautious way.
Additionally, they may not volunteer much about their personal
selves beyond the equivalent of name, rank, and serial number. “Yes,
I’m married with two children. We live in New York.” Th ey prefer
to keep the relationship formal, yet pleasant and businesslike. Less
can be more to a Cautious Th inker—less conversation, self-disclosure,
and verbal communication equals more comfort zone. So we
must learn to hear between the lines: Longer than average silences,
especially when we ask them more private questions, may signal annoyance
or reluctance. When this occurs, ask, “Am I getting too per-
67