Mbti 4d4q6k

Psychological Types & Negotiations: Conflicts and Solutions Suggested by the Myers-Briggs Type Indicator Prof. John Barkai William S. Richardson School of Law University of Hawaii

The four basic personality types

Spring

Preferences

Write your name

Myers-Briggs Preferences Extraversion – Introversion Sensing – Intuitive Thinking – Feeling Judging - Perceiving E–I S–N T–F J-P

ISTJ

ISFJ

INFJ

INTJ

“Take Your Time and Do It Right”

“On My Honor, to Do My Duty…”

“Catalyst for Positive Change”

“Competence + Independence = Perfection”

ISTP

ISFP

INFP

INTP

“Doing the Best I Can With What I’ve Got”

“It’s the Thought That Counts”

“Still Waters Run Deep”

“Ingenious Problem Solvers”

ENFP

ENTP

“Anything’s Possible”

“Life’s Entrepreneurs”

ENFJ

ENTJ

“The Public Relations Specialist”

“Everything’s Fine – I’m in Charge”

ESTP

ESFP

“Let’s Get Busy!”

“Don’t Worry, Be Happy”

ESTJ

ESFJ

“Taking Care of “What Can I Do Business” For You?”

TYPE Table Quadrants ISTJ

ISFJ

INFJ

INTJ

Inspector

Protector

Counsellor

Investigator

ISTP

ISFP

INFP

INTP

Analyser

er

Idealist

Architect

ESTP

ESFP

ENFP

ENTP

Trouble Shooter

Energiser

Improviser

Catalyst

ESTJ

ESFJ

ENFJ

ENTJ

Co-ordinator

Harmoniser

Mentor

Strategist

Korean

Distribution of MBTI Types -Total ISTJ 11-14%

ISFJ 9-14%

INFJ 1-3%

INTJ 2-4%

ISTP 4-6%

ISFP 5-9%

INFP 4-5%

INTP 3-5%

ESTP 4-5%

ESFP 4-9%

ENFP 6-8%

ENTP 2-5%

ESTJ 8-12%

ESFJ 9-13%

ENFJ 2-5%

ENTJ 2-5%

Source: Center of Applications of Psychological Type - 2006

MBTI Types - Females ISTJ 7-10%

ISFJ 15-20%

INFJ 2-4%

INTJ 1-3%

ISTP 2-3%

ISFP 6-10%

INFP 4-7%

INTP 1-3%

ESTP 2-4%

ESFP 7-10%

ENFP 8-10%

ENTP 2-4%

ESTJ 6-8%

ESFJ 12-17%

ENFJ 3-6%

ENTJ 1-4%

Source: Center of Applications of Psychological Type - 2006

MBTI Types - Males ISTJ 14-19%

ISFJ 6-8%

INFJ 1-2%

INTJ 2-6%

ISTP 6-9%

ISFP 4-8%

INFP 3-5%

INTP 4-7%

ESTP 5-6%

ESFP 3-7%

ENFP 5-7%

ENTP 3-7%

ESTJ 10-12%

ESFJ 5-8%

ENFJ 1-3%

ENTJ 3-6%

Source: Center of Applications of Psychological Type - 2006

Percentages of Types E

I

S

N

T

F

J

P

Total

45-53

47-55

66-74

26-34

40-50

50-60

54-60

40-46

Females

45-55

45-55

70-75

25-30

24-35

65-76

55-60

40-45

Males

45-50

50-55

65-72

28-35

55-67

33-45

52-58

42-48

THINKING/FEELING (Myers-Briggs Dimensions - Richard, 1994) 19%

34%

66% 81%

Lawyers - Male

Lawyers Female 35%

40% 60%

Most Males

Thinking Feeling

65%

Most Females

MBTI General Population Frequencies Most & Least Law Students/Lawyers ISTJ

ISFJ

INFJ

INTJ

11-14% 11-17.8%

9-14% 2.4%

1-3% 2.7-3.2%

2-4% 9.2-14.1%

ISTP

ISFP

INFP

4-6%

5-9% 1.4%

4-5% 3.9%

ESTP

ESFP

4-5% 2.3-3.3%

4-9% .5-1.9%

ESTJ

ESFJ

8-12% 10.3-16.4%

9-13% 2.5-3.5%

ENFP

Least frequent law student/ lawyer types

INTP 3-5%

ENTP

6-8%

2-5% 7.3-10.6%

ENFJ

ENTJ

2-5%

2-5% 9-13.2%

Most frequent law student/ lawyer types

Points of View Viewing through type When you are really frustrated by another person’s behavior or comments, You probably are not seeing things from their point of view.

BARKAI'S THESIS:

People with certain preferences [combinations of letters] are more likely to have certain psychological needs or interests in negotiations

They may consider, decide, and act in rather predictable patterns. If you understand the patterns, you are better able to reduce and resolve conflicts.

Will you please take this test?

Descriptions Communication Style Negotiating with them

Tips for your type

Extraversion or Introversion E -I

Description Extraverts

Introverts

Outer directed Energy & excitement Love "people" action

Inner directed Quiet People drain them

Communication Style Extraverts

Introverts

• Fast & talkative • Think out loud • Ready, fire, aim

• Slow & quiet • Internally thoughtful • Ready, ready, ready

Negotiating with them Extraverts

Introverts

• Small talk is ok • Ask open-ended questions • Ime? Change energy

• Draw them out • Give them time to think • Send it in writing

Tips for you Extraverts

Introverts

• Slow down & listen • Warn them about you • Get them to brainstorm

• Be clear & forceful • Once is not enough • Smile

“Well, what d’ya know? I’m a follower too.!”

Judgment or Perception J-P

Description Judgers

Perceivers

Like control & structure Want to get it decided Aggressive at decisions

Want more information Keep options open Dislike schedules

Communication Style Judgers

Perceivers

Discuss aggressively Quick to decide Blame someone else

Informal style Love to brainstorm Discuss contingencies

Negotiating with them Judgers

Perceivers

They need structure

Don't constrain them Last minute changes Help them select options

Get details before closure They sound more definite than they are

Tips for you Judgers

Perceivers

Have all the facts? Avoid fast conclusions Allow others some time

Reduce the options Assert your preferences Just pick one

How fisherman blow their own minds.

Sensing or Intuition S-N

Description Sensors

Intuitivies

• The 5 senses • Practical reality • Status quo

• Possibilities • See the Big Picture • Theoretical overview

Communication Style Sensors

Intuitives

• Hear things literally • Step-by-step • They don't brainstorm

• Jump around a lot • Hear things figuratively • Consider facts as limits

Negotiating with them Sensors

Intuitives

• Stay in "here-and-now" • A concern for history • Factual & detailed

• Brainstorm novel ideas • Metaphors & analogies • Assist getting to action

Tips for you Sensors

Intuitives

• More than just the facts • Peel the onion • Same fact cuts both ways

• Stick to the issues • Settle easy things first • Don't overlook details

Thinking or Feeling T-F

Description Thinkers

Feelers

• Objective • Logical • Focus on the task

• Subjective values • Harmony • Sociable & friendly

Communication Style Thinkers

Feelers

• Brief & concise • Impersonal • Pros & Cons

• Talk story • Friendly • Perhaps time consuming

Negotiating with them Thinkers

Feelers

• Be logical & organized • Cost-benefit analysis • Avoid emotions

• Be interested in people • Start with agreements • Don't criticize them

Tips for you Thinkers

Feelers

• Allow some emotions • Don't take it personally • Find out what they feel • Be brief & don't repeat • Any "people" issues? • Forget harmony this time

Zig-Zag Pattern for Presenting Information Sensing

Intuition

Thinking

Feeling

Mottos Extraverts “Let’s talk this over.”

Introverts “I need to think about this.”

Sensors “Just the facts, please.”

Intuitives “I can see it all now.”

Thinkers “Is this logical?”

Feelers “Will anyone be hurt?”

Judgers “Just do something.”

Perceivers “Let’s wait and see.”