Introversion: Is it Undervalued?

US author and former lawyer Susan Cain has sparked an absorbing debate around her belief that the world needs more introversion, and less extroversion.

Cain’s book, Quiet – The Power Of Introverts In A World That Can’t Stop Talking – was in the New York Times Top Five Best Sellers list a few years ago, and her views revolve around the premise of: ‘More thinking – Less talking’.

In contrast to the widely-held belief that good leadership must revolve around a strong and extrovert personality, Cain – who is also co-founder of The Quiet Institute - advocates using natural skills such as your listening ability.

In a recent article in the Business News Daily, US senior business writer Ned Smith explains how Cain acknowledges being an extrovert, or with an alpha personality, is almost a prerequisite to shaping a successful career in the business world.

This is what she calls the ‘culture of personality’ - where we value people for being magnetic, charismatic and dominating.

However, Cain argues, the reality is that many of the great achievers and leaders of the 20th Century were actually introverts. 

These include Eleanor Roosevelt, George Orwell, Marcel Proust, Warren Buffett and the original Google and Apple co-founders Larry Page and Steve Wozniak.

Interestingly, Cain cites US President Obama as a good case in point – a leader who is an extrovert, but also an introvert.

So just how do introverts make the most of their innate qualities – such as reflectiveness, persistence and sensitivity – to succeed in what is perceived as a highly extrovert business world?

Cain says that by connecting closely with just one or two people at a meeting, for example, introverts can achieve just as much as the extroverts who gather business cards and make small talk with dozens of people.

She cites Microsoft founder Bill Gates as an introvert who is not shy.

In recent years, Cain says, the ICT industry has treated introverts extremely favourably – although she is not certain whether it is the nature of the people attracted to the technology or the characteristics of the technology itself, that have made for such a happy relationship.

Cain puts forward several ways for introverts to stamp their authority on a meeting or business event.

 These include:

• Doing ample preparation before a meeting in readiness for unexpected questions. This includes thinking things through beforehand so you are not caught out and can respond confidently and assuredly
• Speaking at a level slightly higher than the people around you -not shouting - but this is a very subtle way of introducing yourself to the conversation
• If you must field a question you are not sure about, respond forthrightly but gracefully: “Why don’t you come back to me? I really want to think that through”
• Enrol in a public speaking group such as Toastmasters. Cain herself did this before the launch of her book, knowing she would need to go out and promote it - necessitating exposure to large groups of people
• Managers should encourage fewer meetings and take a slightly different approach to them. This may mean letting people know in advance what you want to talk about, thus giving them much more time for reflection
• Call on the quieter people at meetings to take the floor. This can often work wonders, as introverts often do not feel comfortable being the centre of attention without an invitation.