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PQ Profiles for two separate companies, Company A (PQ = 110) and Company B (PQ = 83.5), are shown in Figure 5. Note that the companies’ average partnering quotient is 96.75 (180 is highest; 30 is lowest).

Given the significantly higher partnering quotient of Company A over Company B (26.5 points higher), coupled with their shared inability to trust, the two companies will have to take a number of steps to increase the likelihood of their partnering success. Given that both companies have relatively higher scores on Self-Disclosure and Feedback, they may want to hold a facilitated meeting to discuss issues, concerns, and strategies to address the issues indicated by the
disparate scores on the other attributes.

The two widest gaps between their profiles are in Win-Win Orientation and Comfort with Interdependence. The two companies may want to start by discussing what each means by “win-win” and “interdependence” so they can then put a plan into place to demonstrate those behaviors to each other, resulting in an increase in their ability to trust each other. By getting a clearer understanding of exactly how Company B feels that it will “lose” as well as how it will “win” in the partnership, the two companies could significantly improve the overall sense of mutual gain for both parties—not just Company A. The gap between their scores on Comfort with Interdependence also needs to be better understood. Company B tends to be more comfortable operating independently. This could cause some potential issues down the road when agreements are made and broken because the people at Company B chose to do it “their way.”This can cause mistrust and create win-lose outcomes in conflict resolution and problem solving.

The first of our four typical profiles, Joe Average, the PQ Profile of an individual. Joe’s partnering quotient—his total score from the assessment—is 97, which is about average (180 is highest; 30 is lowest). This indicates a willingness to partner effectively, provided some of the key issues are addressed during the partnering process. The higher rating on Win-Win Orientation indicates a willingness to move toward mutually rewarding outcomes once trust has been achieved. However, based on his Future Orientation score, Mr. Average begins with a less-trusting, past-focused orientation, so considerable effort should go into building trust both within Joe personally and as a key dimension of the partnership relationship.

Given the lower score on Future Orientation, perhaps Joe could start with some self-analysis. An inquiry into his rationale for his inability to trust based on past experiences could reveal ways for him to become more trusting and future-oriented and create the win-win partnerships he would like to experience.

Sometimes other character defects are disguised as patience. Overly optimistic investors are often mistaken for patient. Investors who rationalize away all negatives or who refuse to accept losses appear to be patient.

Unjustified patience combined with blind loyalty is common among those who bought tech stocks in the bubble only to see them become penny stocks in the tech wreck. Many of these investors loved the product or the idea the company represented. They bought the stock, knowing nothing of stock investing. Patience and loyalty caused them to hang on, until the company’s bankruptcy, if necessary. Many band together in chat rooms and bolster each other’s loyalty during the long decline toward de-listing of the stock.

Your part is the most important aspect of the inventory. The prior steps are designed to break down enough denial so you can look at your own character flaws. When you realize that your happiness and possibly your life are on the line, you will write down, with rigorous honesty, what you did to bring about the resentment, fear, uncomfortable feelings and ideas, impacts on the relationship, and what aspect of character led you to do those things.

If you have difficulty figuring out what your character flaws are, look at the list. Ask if in some way any of these character flaws played even a small part in any investment on your list.

No two investors have the identical list of character flaws. Moreover, identical investments can trigger different shortcomings in each investor. If four employees receive a bonus of 100 identical stock options, each employee may have entirely different reactions. One may fear the options will become worthless; another may be overly confident that the options will soar in value and purchase a new car expecting to pay down the loan with option profits; a grandiose employee may offer to buy the options of the others at a premium to their current estimated value; an employee expecting a cash bonus may be disappointed and encounter trouble at home as the spouse expected a cash bonus for a long awaited vacation. No matter what character trait you experience, write it down.