A Huffington Post article entitled “13 Habits of Exceptionally Likeable People” listed these characteristics:
They ask questions
They put away their phones
They are genuine
They don’t pass judgment
They don’t seek attention
They are consistent
They use positive body language
They leave a strong first impression
They greet people by name
They smile
They know when to open up
They know who to touch
They balance passion and fun
Most of these habits could be found in extroverts; some align with introvert personalities. Clearly all of these habits are highly prized by many if not most decision makers and executives. In fact, personality factors appear to account for 20 to 30% of the variance in work performance according to occupational psychological research.
I once interviewed a couple of applications engineers who would be providing phone/email/on-site customer support. One particular candidate was not shy about expressing his preference to support customers solely through email. “I’m not a people person” he told us. He had an impressive résumé but his introversion was expressed not only with his words, but by his attitude, his body language, and manner of dress. We passed on hiring him.
Correlation between extroversion and strong social networks
In an academic paper (2005) entitled, “Predictors of Objective and Subjective Career Success: A Meta-Analysis,” the researchers/authors suggested that the breadth and quality of one’s external social network may influence the type of career experience an individual enjoys. Research on the “boundaryless career” suggests that the presence of strong external networks are indeed related to career success (there’s also an organization contribution component).
Generally speaking, extroverts are more likely than introverts to have strong external networks. The authors state that while career success is partly due to merit and job competency, another variable is obtaining organizational “sponsorship” that often reflects a more political explanation for career success. Other authors cited in the research report that individuals have to be similar to gatekeepers (managers), display a positive outlook, differentiate themselves from others, and engage in self-promotion in order to move ahead in their careers.
Not exactly the domain of introverts.
Susan Cain gave a TED talk whereby the presentation tagline read, “In a culture where being social and outgoing are prized above all else, it can be difficult, even shameful, to be an introvert." But, as Susan Cain argues in this passionate talk, introverts bring extraordinary talents and abilities to the world, and should be encouraged and celebrated. Cain states that many successful achievers (in the corporate world) who are self-proclaimed introverts have learned to manage themselves as they extend themselves out of their comfort zone.
Extroverts and introverts should gauge strength of interactions
Well, that’s why “likeability” is also known as “impression management” and is most prevalent in the hiring process. Even extroverts have to gauge the strength and direction of their interactions, depending on the perceived reward (a job offer, a marriage proposal, a contract negotiation). As long as many if not most decision makers continue to rely to varying degrees on intuition, gut instinct, and personal chemistry when making decisions (especially hiring decisions), people will have to stretch (or contract!!) themselves as necessary and as the situation dictates to remain viable candidates in the eyes of the decision maker.