University of Minnesota - UMN Executive Leadership Insights
The Platinum Rule
Book

The Platinum Rule

Discover the Four Basic Business Personalities - And How They Can Lead You to Success

Tony Alessandra and Michael J. O'Connor
Grand Central, 1998
Buy book or audiobook

Read offline

Amazon Kindle

Editorial Rating

7

Qualities

  • Applicable

Recommendation

Do you struggle to gain your co-workers’ cooperation on projects? When you pitch a great new idea, do some of your colleagues seem indifferent or unreceptive? The problem may be a personality clash, and Tony Alessandra and Michael J. O’Connor show you how to resolve it. First, learn to identify the four basic business personalities: “Directors, Socializers, Relaters and Thinkers.” Then, modify your behavior to accommodate each type. As you learn the strengths of the different personality types, you can use them to increase your team’s effectiveness. Being aware of each type’s weaknesses helps you mentor others toward greater success. getAbstract recommends this practical book to managers, and to anyone who wants to learn how to understand and motivate people. The authors include a section on how to apply “The Platinum Rule” to selling, which also makes the book useful for salespeople.

Summary

A Twist on the Golden Rule

You have likely heard of the Golden Rule: “Do unto others as you would have them do unto you.” Although helpful in some contexts, this rule can actually hinder communication. People’s personalities and inclinations may differ from yours, and if you apply this rule literally and communicate in ways that reflect your own preferences, you could offend them. To avoid that, use “The Platinum Rule,” which advises, “Do unto others as they’d like done to them.” Learn to recognize your colleagues’ personality types and communication styles, and adapt accordingly. Improving how you interact with them will translate to more success in your projects and in your overall career.

The Four Personality Types

Learn to identify personality types, so you can relate to people on their own terms. In business, you will encounter four basic personalities:

  1. “The Director: move over and let the big dog drink” – Directors are born leaders. Decisive and quick to act, they are in their element when they are solving problems or meeting their goals. Abstract ideas don’t really interest them; results do. They are generally very competitive...

About the Authors

Tony Alessandra, Ph.D., is the author of The Art of Managing People, Selling by Objectives and The Idea-a-Day Guide to Super Selling and Customer Service. Michael J. O'Connor, Ph.D., co-wrote Managing by Values and People Smart in Business.

Comment on this summary