The Platinum Rule

January 1, 1996
The Golden Rule is limiting in one sense, say Alessandra and O'Connor, who last collaborated on People Smarts, because it assumes all human beings are alike. The authors propose instead a Platinum Rule, "Do unto others as they'd like done unto them," and concentrate on how to read people better so as to use the rule to succeed in business and industry. At the start, they posit four behavioral styles: directors, who are forceful, competitive, decisive; socializers, who are outgoing, optimistic, gregarious; relaters, who are genial, stable, eager to please; and thinkers, who are self-controlled, cautious, analytical rather than emotional. The book continues with a checklist so readers can determine their own personality types and then advises learning to identify and adapt to the styles (or combinations of the styles) of others so as to advance, whether in peer groups, management, sales or interactions with other businesses. The book is simple, but it may help those who want to increase their sensitivity to others and their power to communicate. Author tour.

April 15, 1996
Two veterans of the motivational chalk-talk circuit demonstrate how managers can better direct underlings by identifying their basic personality types.

August 1, 1996
Inflation has apparently devalued even the maxims we live by. At least, that's the argument made by the authors as they put forth their new take on the Golden Rule. Alessandra has written a number of books on selling, and he left an academic career to become a popular motivational speaker. O'Connor specializes in behavioral research on human motivation and interaction. They suggest that to succeed in business one must "do unto others as they'd like done unto them." The problem with the more traditional precept is that it assumes others behave as ourselves. The authors identify four personality styles and corresponding behaviors and show how adjusting one's own behavior to each style improves communication and lessens conflict. Alessandra and O'Connor claim the new, improved "Platinum Rule" can be used to better customer service, ask for a raise, or close a sale. ((Reviewed Aug. 1996))(Reprinted with permission of Booklist, copyright 1996, American Library Association.)