Transcript Psychological Types & Negotiations: Conflicts and Solutions Suggested by the Myers-Briggs Type Indicator Prof. John Barkai William S.

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
Supporter
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%
ISFP
INFP
5-9%
1.4%
4-5%
3.9%
ISTP
4-6%
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%
Least frequent
law student/
lawyer types
INTP
3-5%
ENFP
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
• Impasse?
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 terms
• 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.”