The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success (Paperback)

by Tony Alessandra (Author), Michael J. O'Connor (Author) "You're such a terrific salesperson you could probably sell a stethoscope to a tree surgeon..." (more)
Key Phrases: four basic styles, behavioral styles, mixed styles, The Platinum Rule, Relating Socializing, Thinking Directing (more...)

Editorial Reviews

From Publishers Weekly
The Golden Rule is limiting in one sense, say Alessandra and O'Connor, who last collaborated on People Smarts, because it assumes all human beings are alike. The authors propose instead a Platinum Rule, "Do unto others as they'd like done unto them," and concentrate on how to read people better so as to use the rule to succeed in business and industry. At the start, they posit four behavioral styles: directors, who are forceful, competitive, decisive; socializers, who are outgoing, optimistic, gregarious; relaters, who are genial, stable, eager to please; and thinkers, who are self-controlled, cautious, analytical rather than emotional. The book continues with a checklist so readers can determine their own personality types and then advises learning to identify and adapt to the styles (or combinations of the styles) of others so as to advance, whether in peer groups, management, sales or interactions with other businesses. The book is simple, but it may help those who want to increase their sensitivity to others and their power to communicate. Author tour.
Copyright 1996 Reed Business Information, Inc. --This text refers to the Hardcover edition.

From Library Journal
Two veterans of the motivational chalk-talk circuit demonstrate how managers can better direct underlings by identifying their basic personality types.
Copyright 1996 Reed Business Information, Inc. --This text refers to the Hardcover edition.

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Product Details

• Paperback: 304 pages
• Publisher: Grand Central Publishing (February 1, 1998)
• Language: English
• ISBN-10: 0446673439
• ISBN-13: 978-0446673433
• Product Dimensions: 7.9 x 5.2 x 0.9 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars See all reviews (27 customer reviews)
• Amazon.com Sales Rank: #55,910 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

8 of 8 people found the following review helpful:

5.0 out of 5 stars The Best of the Personality Styles Books, February 26, 2005

By	Walter H. Bock "Wally Bock - Author, Blogger,... (Charlotte NC) - See all my reviews (REAL NAME)

The Golden Rule: "Do unto others as you would have them do unto you," is an excellent rule for ethical treatment of others. The Platinum Rule: "Do unto others as they prefer to be done unto," is an excellent rule for communicating with people in all kinds of environments.

Tony Alessandra and Michael O'Connor have written an excellent book similar to lots of other books that are out there. All the books and systems are based on the same Jungian Psychology of Personality Types.

You'll hear these different systems under a variety of names. You'll hear them as personality types or social styles or other things.

The most complex and best document of all of these is the Myers Briggs Type Inventory. It uses four dimensions to create sixteen basic personality types. Most of the social style systems are a bit simpler. They use two dimensions to create four personality types.

In my supervisory training and in using this material myself, I found that the MBTI is much more effective and nuanced in terms of analysis. But, I found that the social style systems are more likely to be used, and used effectively, when communicating in a social or business setting.

Essentially, you learn two things from any of these systems. You learn, first of all, how you tend to communicate, and what you value. Do you communicate directly or indirectly? Are you focused on the mission to be accomplished or on the relationship with the person you're communicating with?

The basic social style structure then shows you how to figure out what styles other people may use and a few other important things. You can learn how what you do can be very ineffective with some other people. And, you can use some things you can do differently to make your communication more effective.

There is a third advantage to this material if you are applying it in a work group where everybody uses the same material. That advantage is that this material will give you a common language for describing many types of communications in supervisory situations.

All of that is true for all the material that's out there on social styles. I think this is the best book, though.

What Alessandra and O'Connor have done that is different from others is they have given you the ability to use a very simple and rough-cut method and then also the ability to go deeper into more variance of style. It's almost like getting the best of the more complex instruments in with the simpler ones.

I've been using varieties of this material for almost thirty years in supervisory skills training. I've found that just about all of the reputable systems are first rate. But, you should buy this book if you want one solid insight and reference source to help you do more effective communicating.

8 of 8 people found the following review helpful:

5.0 out of 5 stars The golden rule... to the next level, March 20, 2001

By	John K. Reed (Harrisburg, PA United States) - See all my reviews (REAL NAME)

The basic premise is that you should treat others not as you would want to be treated but how THEY would like to be treated. And the manner of treatment that they prefer may differ drastically from the manner of treatment that you may like. This is so obvious in its' simplicity I had to kick myself for not thinking of it on my own.

Now the real key is the ability to identify the differing personality types. The book has a very straightforward methodology for determining the 4 basic personality types and associated subtypes. Once you can classify individuals into the major types it becomes much easier to identify the most effective methods for dealing. Many of which are explored in the book.

When I read the book originally I was working for a startup company with one chief executive, a marketing director, myself the technology director, a chief financial officer, and others. I was shocked at how accurately the book described each of us as we related to the major personality types. I only wish that I had come upon this text prior to this experience as it would have helped me immensely in dealing with each of these individuals.

This is a very important and practical text for anyone who has to deal with diverse styles and motivations either in business or in their personal lives.

7 of 7 people found the following review helpful:

5.0 out of 5 stars "It's about you, not me", April 26, 2006

By	Philip Hamilton (Austin, TX USA) - See all my reviews (REAL NAME)

The premise is simple: "Do unto others as they'd like done unto them."

The classic "Golden Rule" involves a perspective bias, the implicit selfishness of which can and will wreck your interactions with others. Even if you think you have the very best intentions, you'll unwittingly sabotage your objectives. By learning and applying the "Platinum Rule," you'll greatly improve the quality and effectiveness of your interactions with others.

So, how do you know what others would like do unto them? Ask them! Seriously, that's of course a necessary part, but the authors give very thorough treatment of the subject so the reader will know how to step into the worlds of others. They describe and discuss the four basic personality types and impart valuable knowledge about numerous blends of multiple types:

* Directors
* Relaters
* Socializers
* Thinkers

The book features twelve chapters:

1. Has the Golden Rule Lost its Glitter?
2. Getting to Know the Four Basic Styles
3. How to Tell Where You Fit In
4. The Key to Getting a Quick Handle on Anybody
5. How the Read the Mixed Styles
6. Coping Productively with the Other Styles
7. How to Adapt to Anyone...and Retain Your Own Identity
8. Using Individual Differences to Bring Out the Best in Groups
9. Creating a High-Performance Leadership Style
10. How to Sell by Style
11. Providing Service with Style
12. Changing the Rest of Your Life by Creating Positive Relationships

Each is excellent. Two quick examples of things that particularly resonated with me:

* Great discussion and example of the meaning and importance of adaptability (Ch. 7, pp. 131-133)
* Striking example and analysis of a sales environment and the ramifications of not fitting your sales style to the customer

This book is easy to read, practical, and powerful. I think everybody would benefit from reading and therefore highly recommend it to anyone.