Pink vs. blue business types

Shape, Sept, 2005 by Nancy Monson

When it comes to dealing with co-workers or clients, it's all about style--business style, that is. According to Ronna Lichtenberg, author of Pitch Like a Girl: How a Woman Can Be Herself and Still Succeed (Rodale, 2005), there are two distinct business personalities: Blue, which takes the traditional no-nonsense approach, and pink, which relies on tact and social connection with people. Learning to size up business styles "will help you get what you want out of others," Lichtenberg says, whether it's a bonus, a promotion or a deal. Here are the key qualities of pink and blue types and how to deal with them.

PINK DEFINING   HOW TO DEAL WITH   BLUE DEFINING    HOW TO DEAL WITH
QUALITY         THEM VS.           QUALITY          THEM

EMPATHIZES      Spend time         FOCUSES ON       Forget the
Will ask how    establishing a     THE TASK AT      pleasantries and get
you are and     connection before  HAND             right to the point.
compliment      getting down to    Has a long       Focus on numbers and
you on your     business. Nod or   to-do list and   data more than
clothing or     smile when she's   is interested    words, and present
work            talking. Show      in money         charts and graphs
performance,    interest in her    issues. Starts   when possible. Cover
talk about      as a person to     meetings         one subject at a
herself, her    make her feel      without          time. Don't expect
family or her   good about the     chitchat and     any emotional
pets and look   interaction.       tends to dress   feedback or approval
to you for                         to express       (a nod or a smile).
affirmation                        authority
when she's                         (high-contrast
talking.                           colors and big
Believes in a                      jewelry).
win-win
business
philosophy
and talks
about
creativity
and passion.

EXCELS AT       Make points by     BELIEVES         Know what her tasks
BUILDING AND    using stories      SUCCESS IS       and goals are and
NURTURING       about yourself or  INDEPENDENT OF   present your case
RELATIONSHIPS   others to bolster  RELATIONSHIPS    logically--and
Will go out     your case, as      Doesn't start    emphasize how it
of her way to   well as props      e-mails with     will improve
make you feel   such as            greetings or     business and make
comfortable     multicolored       end with         her look good. Defer
and included,   visuals and        signoffs or      to her rank if she's
expresses       pictures, and tie  have time for    your superior.
discomfort      benefits to other  lunch or
with the        members of her     coffee. Wants
office          team. Expect that  to be
hierarchy       she'll need to     positioned
(even when      discuss decisions  properly in the
she's the       with others.       office
boss) and                          hierarchy, and
tries to                           believes there
forge                              are winners and
connections                        losers in
between                            business.
people and
build teams.