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Ever have the unnerving experience of pitching what you thought was a great idea, or at least a defensible one—only to have it dismissed out of hand, with barely even a fair hearing? Of all the possible reasons why, here’s one you may not have thought of: your audience’s personality type.

Most employees of big companies have at least a passing acquaintance with the Myers-Briggs Type Indicator, which assigns a four-letter “type” to individuals according to how they answer 93 test questions. “It’s usually a tool for figuring out an individual’s strengths and blind spots, and for assigning people to teams,” notes Catherine Rains, a longtime trainer and coach at CPP, which owns and administers the MBTI.

Click here to read the full article found on #Fortune!