Hustler-Artists are another contrary combination. Hustlers are social, manipulative and flexible. Artists are introverts, purists, and stubborn. Very high levels of these two components are rarely found together but when they do make for an interesting personality.
I describe them as creatively cunning. They often change their approach to another unexpected angle, dismaying their subordinates, who become exhausted by the lack of consistency. They are very cynical in their attitudes to people and are always ready to think the worse of others. They will attempt to use their influence and pull strings to advance their own interests and even create trouble for other people if it is expedient. When attacked they will not openly defend themselves but will subsequently lie readily to protect themselves.
HAs will only respect cunning in other people—you need to demonstrate that you have a shrewd awareness of their attitudes. A good approach is to appeal to their imagination and their excellent business acumen. Ask them for their ideas on the solution of problems; note that they will argue against your ideas but the next day act as if they were the originators. However do not condone their dishonesty. Freely acknowledge the past personal successes of the HA, especially where they have shown financial acumen or have struck a good bargain, but try to make sure they do not twist facts to suit themselves..
The archetype HA is Steve Jobs. I have blogged about him before but I have recently finished the authorised biography by Walter Isaacson. I highly recommend the book, but you will really enjoy it if you first understand the Humm (ie read my book.) Isaacson spends a considerable amount of time in the book asking other people what makes Steve Jobs tick and in the end fails to really come up with an answer. He talks about the intensity and focus of Jobs but does not understand why he was so visual, why he was such a product perfectionist, why when he rejoined Apple his salary was $1 per year but subsequently screwed the board for an unbelievable options package. Incident after incident in the book demonstrates an HA personality with low Normal. His Normal did grow over time but not by much.
My favourite story was about the development of the special ‘gorilla’ glass for the IPhone. John Seeley Brown, a friend of Jobs and a director of Corning Glass, suggested Jobs contact the Corning CEO, Wendall Weeks. Jobs tried via telephone, was trapped by the gatekeepers and complained bitterly to Brown that Corning was useless. Weeks, instead of getting upset. tried to contact Jobs via the telephone and he too was blocked by the gatekeepers. He fed back his difficulties to Brown and Jobs liking this attitude invited Weeks to the Apple head office. Jobs started to tell Weeks how glass was made, until Weeks told him to shut up and then explained actually how the gorilla glass might be made. Jobs fell silent, listened for an hour, then told Weeks he wanted it in production within six months. Weeks said that was impossible. Jobs fixed Weeks with his laser stare, told him not to be afraid and that he could do it. And Corning did it, to Weeks’s absolute amazement. On the wall of Weeks’s office hangs just one framed memento. It is an SMS text “This is the first message from Jobs sent on the first IPhone: We could never have done it without you.”
This story sums up the emotional leadership style of Jobs. Checklists of leaders generally contain factors such as empathy, realism, being a good listener, realistic, being a good follower, etc. Jobs was none of these, yet as Isaacson says in 100 years time, he will probably be mentioned in the same breath as Ford and Edison.
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"Put in a sales perspective, I loved your presentation! I got a lot from what you talked about and I will read your book."
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Your presentation on 'Lifting your Level of Emotional Intelligence" to 10 CEOs scored an average 8.9 out of 10 for the topic and 8.5 for the presentation which is great. A couple of the attendees gave you a 10 out of 10, and the comments were:
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Christi Spring CEO Institute. - web www.ceo.com.au.