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Psychological Types Psychological Types & Negotiations:& Negotiations:
Conflicts and Solutions Conflicts and Solutions Suggested by the Suggested by the
Myers-Briggs Type IndicatorMyers-Briggs Type Indicator Prof. John BarkaiProf. John Barkai
William S. Richardson School of LawWilliam S. Richardson School of LawUniversity of HawaiiUniversity of Hawaii
Preferences
Write your name
Myers-Briggs Preferences
Extraversion – IntroversionSensing – IntuitiveThinking – Feeling
Judging - PerceivingE – IS – NT – FJ - P
Extraversion or
Introversion
E -I
Description
Extraverts
Outer directed
Energy & excitement
Love "people" action
Introverts
Inner directed
Quiet
People drain them
Communication Style
Extraverts
• Fast & talkative• Think out loud• Ready, fire, aim
Introverts
• Slow & quiet• Internally thoughtful• Ready, ready, ready
Negotiating with them
Extraverts
• Small talk is ok• Ask open-ended
questions• Impasse?
Change energy
Introverts
• Draw them out• Give them time to
think• Send it in writing
Tips for you
Extraverts
• Slow down & listen• Warn them about you• Get them to
brainstorm
Introverts
• Be clear & forceful• Once is not enough• Smile
Judgment or
Perception
J-P
Description
Judgers
Like control & structure
Want to get it decided
Aggressive at decisions
Perceivers
Want more information
Keep options open
Dislike schedules
Communication Style
Judgers
Discuss aggressively
Quick to decide
Blame someone else
Perceivers
Informal style
Love to brainstorm
Discuss contingencies
Negotiating with them
Judgers
They need structureGet details before closure
They sound more definite than they are
Perceivers
Don't constrain them
Last minute changes
Help them select options
Tips for you
Judgers
Have all the facts?
Avoid fast conclusions
Allow others some time
Perceivers
Reduce the options
Assert your preferences
Just pick one
Sensing or
Intuition
S-N
Description
Sensors
• The 5 senses• Practical reality• Status quo
Intuitivies
• Possibilities• See the Big Picture• Theoretical overview
Communication Style
Sensors
• Hear things literally• Step-by-step• They don't brainstorm
Intuitives
• Jump around a lot• Hear things figuratively• Consider facts as limits
Negotiating with them
Sensors
• Stay in "here-and-now"• A concern for history• Factual & detailed
Intuitives
• Brainstorm novel ideas• Metaphors & analogies• Assist getting to action
Tips for you
Sensors
• More than just the facts• Peel the onion• Same fact cuts both
ways
Intuitives
• Stick to the issues• Settle easy things first• Don't overlook details
Thinking or
Feeling
T-F
Description
Thinkers
• Objective• Logical• Focus on the task
Feelers
• Subjective values• Harmony • Sociable & friendly
Communication Style
Thinkers
• Brief & concise• Impersonal terms• Pros & Cons
Feelers
• Talk story• Friendly• Perhaps time consuming
Negotiating with them
Thinkers
• Be logical & organized• Cost-benefit analysis• Avoid emotions
Feelers
• Be interested in people• Start with agreements• Don't criticize them
Tips for you
Thinkers
• Allow some emotions• Find out what they feel• Any "people" issues?
Feelers
• Don't take it personally• Be brief & don't repeat• Forget harmony this time
ISTJ“Take Your
Time and Do It Right”
ISFJ“On My Honor,
to Do My Duty…”
INFJ“Catalyst for
Positive Change”
INTJ“Competence + Independence =
Perfection”
ISTP“Doing the Best
I Can With What I’ve Got”
ISFP“It’s the
Thought That Counts”
INFP“Still Waters Run Deep”
INTP“Ingenious
Problem Solvers”
ESTP“Let’s Get
Busy!”
ESFP“Don’t Worry, Be Happy”
ENFP“Anything’s
Possible”
ENTP“Life’s
Entrepreneurs”
ESTJ“Taking Care of
Business”
ESFJ“What Can I Do
For You?”
ENFJ“The Public
Relations Specialist”
ENTJ“Everything’s Fine – I’m in
Charge”
ISTJInspector
ISFJProtector
ISTPAnalyser
ISFPSupporter
TYPE Table Quadrants
INFJCounsellor
INTJInvestigator
INFPIdealist
INTPArchitect
ENFPImproviser
ENTPCatalyst
ENFJMentor
ENTJStrategist
ESTPTrouble Shooter
ESFPEnergiser
ESTJCo-ordinator
ESFJHarmoniser
