Dim AT

Analytical or Sensitive?

First and foremost, this dimension is about cooperation vs. competition. Analytical types think in terms of winning and losing, and the more you are like this type, the more you like, want, need, value, and strive for competition -- victory, mastery, being on top, winning the contest. Sensitive types think in terms of mutuality, and the more you are like this type, the more you like, want, need, value, and strive for cooperation -- harmony, getting along with others, meeting everyone's needs, making sure that everyone is "heard" or everyone "wins". If the Analytical type's core metaphor is that of a war (or, at least, of a toughly fought sports event), the Sensitive type's core metaphor is that of a group hug.

This leads to (or, some might say, stems from) different ways of processing information and making decisions. The following may help you spot yourself.

	How does competition affect you? Does competition energize you? Then you're more likely to be an Analytical type, for whom competitive motives and situations bring out the best in you. Or does it demoralize you? Then you're more likely to be a Sensitive type, for whom competitive motives and situations are the kiss of death.
	How assertive are you? Analytical types tend to be more assertive and direct (sometimes bordering on behavior that strikes others as aggressive, autocratic, domineering), sometimes because they like to be in charge, sometimes simply because being right is more important than being kind. In contrast, Sensitive types tend to be more unassertive and indirect (sometimes bordering on behavior that strikes others as passive, weak, threctic), sometimes because they don't enjoy leadership, sometimes simply because being kind is a primary motive. Thus, when giving feedback to others, Analytical types tend to be no-nonsense, "tell it like it is", "call 'em as I see 'em" people, while Sensitive types tend to be more diplomatic, using liberal doses of sugar-coating in delivering a bitter pill.
	How do you make decisions? Ask a typical Analytical type how he or she makes decisions, and the answer will likely be, "I try to step back, to distance myself from the situation (so I can be analytical and objective), to look at things as if I weren't involved (even if I am)" -- to focus on costs and benefits, risks and gains, causes and effects. While Analytical types have feelings, of course, they are often seen as grit in the gears, dust on the lens, and need to be factored out to make a good decision. But ask a typical Sensitive type and you'll get the opposite answer: "I try to step forward, to put myself in the picture (so I can humanize and personalize the decision), to look at things as if I were involved (even if I'm not)" -- to focus on individual and group values, on the needs and feelings and concerns and wishes of others involved. While Sensitive types can use impersonal logic, that mode takes a back seat to a consideration of the people involved.
	What are your work preferences? Analytical types usually prefer working with impersonal entities -- whether a piece of machinery, a spreadsheet, a piece of computer software, or a scientific theory -- since these can be handled logically and rationally. But Sensitive types usually prefer working directly or indirectly with the needs of people (or other living beings) and their concerns and problems -- since these can be handled empathically and subjectively.

Again, don't be fooled by the stereotypes that each type tends to have about each other. To an Analytical type, Sensitive colleagues can seem to wear their heart on their sleeve, can take on problems that aren't their own, can get "enmeshed", can find it hard to see the dark side of what they care about, can be annoyingly lacking in objectivity or toughness. To a Sensitive type, Analytical co-workers can seem to have ice in their veins, can seem blind to feelings and subjective concerns (their own or other people's), can run roughshod over others' feelings and not even realize it, can be disturbingly lacking in empathy and tenderness. There's a grain of truth in both stereotypes, but also a hefty dose of exaggeration and distortion.

Professional assessment tools are available through Business Development Group if you want a formal evaluation of where you fall on this or the other dimensions explained here. But many people can make a reasonable guess about whether they are more Analytical or more Sensitive, even if they fall close to the middle of this dimension. Which are you?

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