The Power of Personality

How Introverts and Extroverts Can Combine to Amazing Effect

Sylvia Loehken

• Publisher: John Murray
• Year: 2015
• Print ISBN: 9781444792829
• eBook ISBN: 9781444792836
• Topic: Psychology
• Subtopic: Interpersonal Relations in Psychology
• Index: Psychology

Management writers have come up with many tools for explaining how different types of personalities can work best together. But they have ignored the most important personality difference of all - the difference between introverts and extroverts. This book is the first book to fill that gap.This book follows up from Sylvia Loehken's international bestseller Quiet Impact, published in the UK in June, and will be required reading for all managers and anyone who wants to understand their colleagues better.

PART I

Introverts – centroverts – extroverts

1.

Introversion and extroversion: facts and myths

Introverts and extroverts: the biological differences

The first big difference between introverts and extroverts derives from neurobiological factors: extroverts usually cope well with impressions received from the outside world; i.e. stimuli perceived by their sensory organs. What is more, extroverts also derive much of their energy and quality of life from these external stimuli and from exchanges with other people.

Key idea

Different brain structures are the cause of the difference between extroverts and introverts. Extroverts place greater value on external impressions, while introverts place greater value on intense inner processes.

Extroverts like activity and initiative; many extroverts are enthusiastic travellers and love variety. They are generally sportier and have more contacts and more sexual partners than introverts (see Cain, 2011, p. 231). Introverts become engaged without these external stimuli. Their activities are different from their extrovert counterparts as they are more reflective. Even an apparently inactive person can be operating at full speed inside. The result of this difference is that introverts are more easily overstimulated than extroverts.

Introverts value and need quiet periods for themselves – quite literally. Not too loud, not too bright, preferably without anyone else, at most with very few people. They derive their energy from periods of low stimulation without company. Extroverts can also behave like this after stressful periods. However, introverts are inherently dependent on this need to escape and quietly recharge their batteries.

Hypersensitivity is closely associated with this. Hypersensitive people are also easily overstimulated – and although the majority of them are introverts, American psychologist Elaine Aron (1999) concludes that 30 per cent of extroverts are also hypersensitive.

Space doesn’t permit a close look at this here, but what is certain is that overstimulation can be a problem for both introverts and the hypersensitive.

The second difference between extroverts and introverts is that extroverts like to take a chance and while introverts prefer to play it safe.

This can also be attributed to neurobiologically measurable differences. In the brains of introverts and extroverts, different parts of the neural emotional centre are active. Introverts have a more sensitive anxiety centre, while extroverts react more strongly to the prospect of reward. The concentrations of the different neurotransmitters also vary. Introverts have a higher level of acetylcholine, which is responsible for concentration, memory, learning and assessing.⁴ Extroverts on the other hand have a higher level of dopamine in their brains. This neurotransmitter promotes exercise, curiosity, the search for variety and striving for reward and exciting activities.

Key idea

‘No risk – no fun!’ or ‘Safety first!’ The biological differences between extroverts and introverts mean that they also need different experiences to make them happy.

This small difference has definite consequences for the personal inclinations of introverts and extroverts. Introverts prefer to distance themselves, need space to process their impressions and also have a strong self-preservation instinct. Acetylcholine especially ensures a relatively high need for safety. Introverts actually have fewer accidents and are more alert than average. Extroverts on the other hand value variety and activities which promise a reward. Dopamine means that extroverts accept challenges, take risks and sometimes even put themselves in danger to reach their desired reward. The need for stimulating variety and rewards is so strong that some extroverts will put relationships or possessions on the line that are actually really precious to them. Extroverts certainly have a bigger social and professional network but they are more inclined to put long-term partnerships at risk by engaging in other sexual relationships; they also have more of a tendency to gamble and even commit more crimes.⁵

Our choice of clothes is a clear example of how we express our tendency towards safety or risk. After all, we choose them to reflect our personalities. According to fashion expert Susanne Ackstaller, there are definite differences between introverts and extroverts.

Your appearance shows what sort of person you are

Susanne Ackstaller, texter and blogger

When it comes to questions of fashion and style, reality in fact matches our expectations. Introverts tend to dress in a classical, simple style, choose subdued colours and patterns and use make-up discreetly. But extroverts go the whole hog. They dress to impress, their business outfits are pepped up with striking accessories and instead of lip gloss they wear bright red lipstick. As for brand names, introverts prefer Jil Sander while extroverts are more likely to choose Escada.

Although I have certainly seen introverts with really wild shoes, the basic idea seems valid!

The impressive thing about extroverts is their capacity for enthusiasm and delight: this may range from deep longing to euphoria. These positive feelings are also a consequence of the high dopamine concentration in the brain and the very active nucleus accumbens (see later in this chapter). Enthusiasm and euphoria are reactions when something important has been achieved or an attractive target has been reached, resulting in a kind of reward doping in the brain.⁶ Introverts rarely tend towards exuberant feelings such as extreme excitement or wild joy. For those extroverts looking on pityingly, this does not in any way mean that their quality of life is any lower. It is just different. For example: where an extrovert might light a firework, an introvert will warm up in front of a coal fire.

Key idea

Where an extrovert enthusiastically lights a firework, an introvert warms up contentedly in front of a coal fire.

The flip side is that if there is no stimulus from the outside world, boredom and tedium can set in more quickly for an extrovert than for an introvert. This can lead to the under-stimulated extrovert taking unnecessary or excessive risks and suffering harm in order to reach a dopamine high – and other people usually suffer along the way. Overestimating yourself and behaving in a socially damaging way are also believed to be dopamine side-effects. Criminal behaviour or devastating financial crises are two key effects which give you an idea of the range of possible risks.

But the introvert’s neurotransmitter, acetylcholine, also has its disadvantages: caution, reflection and evaluation, which are encouraged by this neurotransmitter, often lead introverts to delay or to forget to act. Many brilliant ideas remain unrealized because the introvert brain baulks at the risk of putting ideas into action or has too many doubts.

Biological differences and their consequences: overview

Introverted: inward-looking	Extrovert: outgoing
Higher inner activity level, relatively high sensitivity ...

Table of contents

• Cover 
• Title
• Contents 
• Acknowledgements
• About the author
• Foreword by Anne M. Schüller
• Foreword by Hans Uwe L. Köhler
• Preface
• Introduction
• Part I: Introverts – Extroverts – Centroverts
• Part II: Differences Between Introverts and Extroverts in Practice
• Appendix
• Notes
• References and bibliography
• Online resources
• Copyright