Introvert or extrovert? There's now a third category

Are you an introvert or extrovert? Not so fast, there is a third category: ambivert. Consider your office mates.

There’s Ellen. She makes daily rounds to your coworkers’ offices, chatting up a storm while the sound of her laughter fills the hallway. She’s the morning shot of espresso we all need without the bitter aftertaste.

There’s Ian. Nothing against the guy, but you barely see him. He’s content to spend the majority of the workday in his office. Although he doesn’t often voice his opinion, when he does it’s easily the most enlightening comment of the meeting.

Then there’s you. With the exception of your lunch plate – usually piled high with the cafeteria’s starch of the day – you consider yourself a pretty balanced person. Most likely, you relate to both Ellen, the sociable extrovert, and Ian, the thoughtful introvert.

So that leaves you where? The answer is smack in the middle of the introverted-extroverted spectrum. Say hello to your new ambivert identity.

Carl Jung is responsible for popularizing the concepts of introversion and extroversion in the early 1920s. The ambivert, however, made its debut much later. Consequently, this personality type is not well understood by the public.

If there was an Ambivert.com, the following would surely be included in the FAQ section:

How many of us are there?

Rest assured, this isn’t a Roswell episode. According to Adam Grant, a psychology professor at the University of Pennsylvania’s Wharton School, roughly two-thirds of people are ambiverts. The remaining one-third are either strong introverts or strong extroverts.

What are ambiverts best at?

In one word: balance. Imagine your very extroverted co-worker is meeting with an introverted Spanish client. Unfortunately, he’s floundering.

Calling the client a “true horse” instead of a “true gentleman” probably isn’t helpful. You jump in, and five minutes later the client is secured. Note to self: exchange semesters in Spain have a surprisingly high return on investment.

Similar to someone who is bilingual, ambiverts have the ability to connect with a wider range of people. Their “chameleon skin” enables them to effortlessly transition between being social or being solitary, speaking up or listening carefully.

Why am I only hearing about ambiverts now?

Fair question. Because the world is chaotic, humans are inclined to cleanly categorize. The ambivert introduces ambiguity by shattering the illusion that you must conform to either the introvert or extrovert category. Accepting the introverted-extroverted spectrum for what it is – a wide range of unique personality combinations – is liberating.

So, if I’m an ambivert, I’m basically a shapeshifter?

Likely, the true superhuman ability here is self-deception.

Think you might be an ambivert but still unsure? Check out these 4 telltale signs:

1. Although you enjoyed the office holiday party, at the end of the night all you really wanted to do was go home. You’re like a light switch. When on, you’re often the life of the party.

Thanks to your natural intuition, you find it easy to connect with others, a quality which helps you navigate complex social landscapes. Without warning, however, you can suddenly crave peace and quiet.

That 45-minute, passion-filled conversation about Justin Trudeau as the new young face of Canadian politics?

Yeah, not happening again. When your “light switch” turns off, it’s difficult to reverse. This unpredictability makes it tricky for ambiverts to strike the right balance between time alone and time with others.

2. You’ve always had a knack for sales. True or false? Extroverts are the most productive salespeople. In a 2013 research paper in Psychological Science, Adam Grant of The Wharton School deconstructs the traditional belief that extroverts have a natural advantage in sales.

Over a three-month study, Grant discovered that ambiverts produced 32% more revenue than extroverts. It seems that at every turn extroverts are rewarded for their outgoing nature – why would sales be any different?

The answer is that ambivert salespeople excel at finding the appropriate balance between selling and serving. Grant sums it up nicely: “The ambivert advantage stems from the tendency to be assertive and enthusiastic enough to persuade and close, but at the same time, listening carefully to customers and avoiding the appearance of being overly confident or excited.”

3. It takes courage for you to be assertive, but when you are you typically rock it. Delegation, motivation, consistency – all leadership issues in the workplace. But which is most problematic? Apparently, none of the above.

In a 2007 study published in the Journal of Personality and Social Psychology, by Daniel Ames, a Columbia Business School professor, and Francis Flynne, a Stanford Business School professor, the most commonly reported weakness of leaders was degree of assertiveness.

Ames and Flynne argue that there are two approaches to speaking up for, defending, and pursuing your interests.

The first is average assertiveness – the chronic display of moderate assertiveness – and the second is situationally appropriateassertiveness – assertiveness which is adjusted based on the situation’s demands.

Results of the study showed that the latter was a better predictor of perceived manager effectiveness. In other words, the level of assertiveness that is adaptive in one situation may not be fitting in the next.

Ambiverts can count on their natural intuition to “know when to speak up and when to shut up, when to inspect and when to respond, when to push and when to hold back,” says best-selling author Daniel Pink.

4. Your high school yearbook superlative was “Most Outgoing,” but you’re not above visiting the bathroom to avoid a coworker. Sure, you may have a stereotypically extroverted façade. But your extroverted self is just that: only a single layer of your personality. It’s fair to say that some co-workers – or certain days – can push that layer far back, to be replaced by a more “introverted” layer.

This constant rearranging of layers may cause different people to view you differently. While friends would scoff at the suggestion that you’re reserved and quiet, co-workers would be more apt to endorse this statement.

Think of a layer cake – if you neglect the red velvet layer, the confection inevitably falls short. Similarly, by choosing to constantly fight your “introverted” or “extroverted” tendencies, you undersell just how awesome you are.

When you consciously decide to embrace and nourish all of your “layers,” something magical happens. The position on the introverted-extroverted spectrum strictly reserved for you? You start to own it.

Ambiverts be warned: You’re the jack-of-all trades, but master of none. Understand your strengths, however – namely adaptability and balance – and there’s a good chance you’ll be headed for that next promotion. So, what are you waiting for? Do yourself a favor and unleash your inner ambivert. The world will thank you.

Karl Moore, Ph.D. is associate professor at Desautels Faculty of Management and associate fellow at Green Templeton College, Oxford University.

Source: Forbes