Psychological Types Negotiations Conflicts and Solutions Suggested by

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

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Preferences

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

ISTJ ISFJ INTJ “Take Your Time and Do It Right” “On My Honor, to Do My Duty…” “Catalyst for Positive Change” “Competence + Independence = Perfection” ISTP ISFP 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

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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 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) Lawyers - Male Most Males Lawyers Female Most Females

Least frequent law student/ lawyer types Most frequent law student/ lawyer types

Points of 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.

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Descriptions Communication Style Negotiating with them Tips for your type

Extraversion or Introversion E -I

Description Extraverts Introverts Outer directed Inner directed Energy & excitement Quiet Love "people" action People drain them

Communication Style Extraverts Introverts • Fast & talkative • Think out loud • Ready, fire, aim • Slow & quiet • Internally thoughtful • 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. ”