PSYCHOLOGICAL TYPES
&
CONFLICT
Myers-Briggs Type Indicator®
(MBTI®)
Professor John Barkai
William S. Richardson School of Law
University of Hawaii at Manoa
2515 Dole Street · Honolulu, Hawaii 96822
Phone (808) 956-6546 · Fax (808) 956-5569
E-mail: barkai@hawaii.edu
www2.hawaii.edu/~barkai
In the next section, we will be applying the concepts of Psychological Types (MBTI®) to
negotiation and conflict resolution. The purpose of this class is to understand various
"types" and how they differ from each other in ways that lead to conflicts. We will
explore ways to reduce those conflicts and how to improve your negotiations.
My type is:
___
_____
______
______
BOOKS AVAILABLE ABOUT THE MYERS-BRIGGS
O. Kroger & J. Thuesen, Type Talk At Work (1992).
O. Kroger & J. Thuesen, Type Talk (1988). *
D. Keirsey & M. Bates, Please Understand Me (1984).
I. Briggs Myers, Gifts Differing (1980).
G. Lawrence, People Types & Tiger Stripes (1979).
(MBTI in education. Good on learning styles.)
S. Hirsh & J. Kummerow, Lifetypes (1989). (Good book.)
Professor John Barkai
p. 2
Prayers for each of the Myers-Briggs Psychological Types
ISTJ
ISFJ
INFJ
INTJ
God, help me to begin
RELAXING
about little details
tomorrow at 11:41.32 am
Lord, help me to be
more laid back, and
help be to do it
exactly right!
Lord help me
not be a perfectionist.
(Did I spell
that correctly?)
Lord, keep me open
to others' ideas,
ISTP
ISFP
INFP
INTP
God, help me to
consider
people's feelings,
even if most of them
are hypersensitive
Lord, help me to
stand up for my
RIGHTS!
(if you don't
mind my asking)
Lord, help me to
everything
I
sta
Lord, help me be
less independent,
but let me
do it
MY way.
ESTP
ESFP
ENFP
ENTP
God,
help me to take
responsibility
for my own actions,
even though they're
usually not my fault!
God,
Help me to
take things more
seriously
especially
parties & dancing
God,
Help me keep
my mind on one th--Look! A Bird!
ing
at a time
God, help me
follow established
procedures today.
On second thought,
I'll
settle for a few minutes.
ESTJ
ESFJ
ENFJ
ENTJ
God, help me to not try to
RUN everything.
But, if you
need some help,
JUST ASK!
Lord, give me
patience
and
I mean right
God, help me to do
only what I can,
and trust you for the rest.
Do you mind putting that
in writing?
God, help me to
slow
downandnot
rushthrough
whatIdoAmen
NOW!
finish
WRONG
though they maybe!
1987 Ellis Harsham
Professor John Barkai
p. 3
Guesses of Psychological Types of Famous People (from various web sources)
ISTJ
Sparky Anderson, Rosalynn Carter, Sam Donaldson, Jesse
Helms, Jackie Joyner-Kersee, Cathy Rigby, Jack Webb, U.S.
Presidents: (most frequent type) George H. W. Bush, Calvin
Coolidge, Dwight D. Eisenhower, Benjamin Harrison, Herbert
Hoover, Andrew Johnson, George Washington
ISFJ
Louisa May Alcott, Alfred Lord Tennyson, Barbara
Bush, Princess Diana, Charles Dickens, Queen
Elizabeth II, Michael Jordan, Robert E. Lee, Ed
McMahon, Mary Tyler Moore, Marie Osmond, O. J.
Simpson, Kristi Yamaguchi, U.S. President William
Howard Taft, Fictional: David Copperfield, Ophelia,
Porky Pig, Watson (Sherlock Holmes' sidekick)
INFJ
Woody Allen, Clara Barton, Shirley Temple Black,
Geoffrey Chaucer, Agatha Christie, Billy Crystal,
Bob Dylan, Martin Luther King, Michael Landon,
Shirley MacClaine, Florence Nightingale, Ryan
O'Neal, Tom Selleck, Paul Stookey (Peter, Paul
and Mary), Mother Teresa, Oprah Winfrey, U.S.
Presidents Martin Van Buren & Jimmy Carter
INTJ
Dan Akroyd, Susan B. Anthony, Arthur Ashe, Caesar,
Jane Austen, William F. Buckley, Raymond Burr,
Chevy Chase, Phil Donahue, Michael Dukakis, Bryant
Gumbel, Hannibal, Charles Everett Koop, C. S. Lewis,
Joan Lunden, Edwin Moses, Martina Navratilova,
Pernell Roberts, Maria Shriver, U.S. Presidents:
Chester A. Arthur, Thomas Jefferson, John F.
Kennedy, James Polk, Woodrow Wilson
ISTP
Humphrey Bogart, Charles Bronson, Johnny Cash, Cher, Tom
Cruise, James Dean, Clint Eastwood, Peter Fonda, Ernest
Hemingway, Kris Kristofferson, Willie Nelson, Burt Reynolds,
Keith Richards, Frank Sinatra, Sylvester Stallone, Patrick
Swayze, Frank Zappa, U.S. Presidents Millard Fillmore &
Zachary Taylor, Fictional: "The Fonz," Hedda Gabler, Popeye
the Sailor, Willy, the killer whale
ISFP
Paula Abdul, Andre Agassi, Fred Astaire, Yogi
Berra, Doris Day, Michael Jackson, Ervin "Magic"
Johnson, Greg Louganis, Marie Antoinette, Marilyn
Monroe, Olivia Newton-John, Dan Quayle, Debbie
Reynolds, Doc Severinson, Brooke Shields, Donald
Sutherland, Elizabeth Taylor, U.S. President
Ulysses S. Grant
INFP
Tom Brokaw, Joyce Brothers, Dick Clark, Neil
Diamond, Anne Frank, Judy Garland, Audrey
Hepburn, Homer, Helen Keller, Henry Wadsworth
Longfellow, St. Luke, Mary - mother of Jesus,
Jacqueline Kennedy Onassis, Donna Reed, Carl
Rogers, Amy Tan, James Taylor, Virgil, Fictional:
Calvin, E.T., Hamlet - Prince of Denmark
INTP
John Barkai, Macauley Culkin, Charles Darwin, Rene
Descartes, Albert Einstein, Thor Heyerdahl, Ron
Howard, Midori Ito, C. G. Jung, Henry Mancini, Bob
Newhart, Sir Isaac Newton, Leonard Nimoy, Blaise
Pascal, Rob Reiner, Socrates, Meryl Streep, U.S.
Presidents: John Quincy Adams, Gerald Ford, James
Madison, John Tyler, Fictional: Linus ("Peanuts")
ESTP
Lucille Ball, Jimmy Conners, Michael J. Fox, W. C. Fields, Joe
Garagiola, Marvin Haglar, King Henry VIII, Reggie Jackson,
Evel Knievel, John Madden, Madonna, Eddie Murphy, Jack
Nicholson, Colin Powell, Don Rickles, Joan Rivers, Roy
Rogers, Wesley Snipes, Mr. T, John Wayne, Mae West,
Chuck Yeager, U.S. Presidents: James Buchanan, Andrew
Jackson, Franklin Pierce, Theodore "Teddy" Roosevelt,
Fictional: Scarlett O'Hara
ESFP
Gracie Allen, Peggy Cass, Carol Channing, Dale
Evans, Eva Gabor, Kathy Lee Griffith, Arsenio Hall,
Woody Harrelson, Goldie Hawn, Bob Hope, Mary
Queen of Scots, Jim Nabors, Dolly Parton, Kyle
Petty, Mary Lou Retton, Will Rogers, Meg Ryan,
Willard Scott, Red Skelton, Suzanne Somers, Jim
Varney (Ernest_ movies), U.S. President Warren G.
Harding
ENFP
Julie Andrews, "Dr." Seuss, Burl Ives, Captain
Kangaroo, Hayley Mills, Elizabeth Montgomery,
Geraldo Rivera, Andy Rooney, Mickey Rooney,
Dave Thomas (owner of Wendy's hamburger),
Robin Williams, Cathy (comic strip character)
ENTP
Alexander the Great, John Candy, Lewis Carrol, Sir
Winston Churchill, Bill Cosby, Thomas Edison, Alfred
Hitchcock, Groucho Marx, Wolfgang Amadeus Mozart,
British Admiral Nelson, Sir Walter Raleigh, George
Bernard Shaw, John Sununu, Lily Tomlin, Oscar
Wilde, Gene Wilder, Weird Al Yankovic, U.S.
Presidents: John Adams, James A. Garfield,
Rutherford B. Hayes, Finctional: Bugs Bunny, Wile E.
Coyote, Garfield The Cat
ESTJ
Bonnie Blair, Lloyd Bridges, Bette Davis, Rev. Billy Graham,
Carl Lewis, John D. Rockefeller, U.S. Senator Robert A. Taft,
U.S. Presidents: Grover Cleveland, Lyndon B. Johnson,
James Monroe, Harry S. Truman, Fictional: Lucy (Peanuts
cartoon character)
ESFJ
Desi Arnaz, Jack Benny, Carol Burnett, LeVar
Burton, John Connally, Nancy Kerrigan, Don
Knotts, Griffith Show", Reba McIntire, Vincent Price,
Marilyn Quayle, Julia Roberts, Steve Spurrier,
Jimmie Stewart, Sally Struthers, U.S. Presidents:
William J. Clinton, William Henry 'Tippecanoe'
Harrison, William McKinley, Ronald M. Reagan,
Fictional: Hoss Cartwright, Donald Duck, Ricky
Ricardo ("I Love Lucy")
ENFJ
Mario Cuomo, David - King of Israel, Elizabeth
Dole, Dick Van Dyke, James Garner, Andy Griffith,
Abraham Maslow, Francois Mitterand, Wayne
Newton, Ross Perot, President Abraham Lincoln
ENTJ
Alan Alda, Lamar Alexander, Les Aspen, Candace
Bergen, Anita Bryant, Julius Caesar, Cicero, Sean
Connery (James Bond - 007), Howard Cosell, Queen
Elizabeth I, Harrison Ford, Whoopi Goldberg, Al Gore,
Garrison Keillor, Jay Leno, Dave Letterman, Rush
Limbaugh, Tony Orlando, Antonin Scalia, Norman
Schwarzkopf, Margaret Thatcher, Sigourney Weaver,
U.S. Presidents Richard M. Nixon & Franklin D.
Roosevelt, Daffy Duck, Yogi Bear
Professor John Barkai
p. 4
DESCRIPTIONS OF EACH TYPE
ENFJ: Everyone Need Fulfillment & Joy
"Pedagogue". Outstanding leader of groups. Can be aggressive at helping
others to be the best that they can be. 5% of the total population.
INFJ: Inner Nuances Foster Journeys
"Author". Strong drive and enjoyment to help others. Complex personality.
1% of the total population.
ENFP: Every day, New Fantastic Possibilities
"Journalist". Uncanny sense of the motivations of others. Life is an exciting
drama. 5% of the total population.
INFP: I Never Find Perfection
"Questor". High capacity for caring. Calm and pleasant face to the world.
High sense of honor derived from internal values. 1% of the total population.
ENTJ: Executives Need Tough Jobs
"Field Marshall". The basic driving force and need is to lead. Tend to seek
a position of responsibility and enjoys being an
executive. 5% of the total population.
INTJ: It's Not Thoroughly Justified
"Scientist". Most self-confident and pragmatic of all the types. Decisions
come very easily. A builder of systems and the applier of theoretical models.
1% of the total population.
ENTP: Each New Thought Propels
"Inventor". Enthusiastic interest in everything and always sensitive to
possibilities. Non-conformist and innovative. 5% of the total population.
INTP: It's Not Theoretically Possible
"Architect". Greatest precision in thought and language. Can readily discern
contradictions and inconsistencies. The world exists primarily to be
understood. 1% of the total population.
Professor John Barkai
p. 5
ESTJ: Execution Saves The Job
"Administrator". Much in touch with the external environment. Very
responsible. Pillar of strength. 13% of the total population.
ISTJ: I Save Things Judiciously
"Trustee". Decisiveness in practical affairs. Guardian of time-honored
institutions. Dependable. 6% of the total population.
ESFJ: Extra Special Friendly Joiner
"Seller". Most sociable of all types. Nurturer of harmony. Outstanding host
or hostesses. 13% of the total population.
ISFJ: I Serve Family Joyfully
"Conservator". Desires to be of service and to minister to individual needs very loyal. 6% of the total population.
ESTP: Everyone Seems Too Proper
"Promotor". Action! When present, things begin to happen. Fiercely
competitive. Entrepreneur. Often uses shock effect to get attention.
Negotiator par excellence. 13% of the total population.
ESFP: Extra Special Friendly Person
"Entertainer". Radiates attractive warmth and optimism. Smooth, witty,
charming, clever. Fun to be with. Very generous. 13% of the total
population.
ISTP: I See The Problem
"Artisan". Impulsive action. Life should be of impulse rather than of
purpose. Action is an end to itself. Fearless, craves excitement, master of
tools. 5% of the total population.
ISFP: I Seek Fun & Pleasure
"Artist". Interested in the fine arts. Expression primarily through action or
art form. The senses are keener than in other types. 5% of the total
population.
Professor John Barkai
p. 6
BARKAI'S THESIS:
People with certain
preferences
[combinations of letters]
are more likely to have
certain psychological
needs or interests.
Professor John Barkai
p. 7
You do not have to read any
more pages in this handout
before class.
Professor John Barkai
p. 8
USING THE MYERS-BRIGGS FOR CONFLICT RESOLUTION
DESCRIPTIONS
EXTRAVERTS
INTROVERTS
SENSORS
INTUITIVES
THINKERS
FEELERS
JUDGERS
PERCEIVERS
E
I
S
N
T
F
J
P
Outer directed
Inner directed
The 5 senses
Energy &
excitement
Quiet
Practical reality
IF YOU ARE
Want more
information
Harmony
Want to get it decided
Keep options open
Sociable & friendly
Aggressive decision
makers
Dislike schedules
Fast & talkative
Slow & quiet
Hear things literally
Jump around a lot
Brief & concise
Talk story
Discuss aggressively
Informal style
Think out loud
Internally thoughtful
Step-by-step
Hear things
figuratively
Impersonal terms
Friendly
Quick to decide
Love to brainstorm
Ready, fire, aim
Ready, ready, ready,
aim, aim
They don't
brainstorm much
Pros & Cons
Perhaps time
consuming
Look for someone to
blame
Discuss contingencies
Small talk is ok
Draw them out
Stay in the "hereand-now"
Brainstorm novel
ideas
Be logical &
organized
Be interested in
people
They need structure
Don't constrain them
Ask open-ended
questions
Give them time to
think
A concern for
history
Use metaphors &
analogies
Cost-benefit
analysis
Start w/ points of
agreement
Get details before
closure
Expect last minute
changes
If impasse, change
energy
Send it in writing
They sound definite
Factual, precise &
detailed
Assist getting to
action
Avoid emotions
Don't criticize them
Help them select
among options
Slow down & listen
Be clear & forceful
More than just the
facts
Stick to the issues
Allow some
emotions
Don't take it
personally
Do you have all the
facts?
Reduce the options
available
Warn them about
you
Once is not enough
Find out what they
feel
Be brief & don't
repeat
Don't speak in
conclusions
Assert your
preferences
What are the
"people" issues?
Maybe you can't
have harmony
Allow others some
time
Just pick one
THIS TYPE
Consider facts as
limits
Peel the onion
Settle easy things
first
Same fact cuts both
ways
Don't overlook
details
Smile
Get them to
brainstorm
Professor John Barkai
Like control &
structure
Focus on the task
Theoretical
overview
WITH THIS TYPE
TIPS
Subjective, personal
values
Logical
Status quo
Love "people" action
NEGOTIATING
Objective
See the Big Picture
People drain them
COMMUNICATION
STYLE
Possibilities, not
realities
p. 9
Psychological Types and Negotiations:
Conflicts and Solutions as Suggested by
the Myers-Briggs Classification
EXTRAVERSION
SENSING
THINKING
JUDGMENT
INTROVERSION
INTUITION
FEELING
PERCEPTION
E - I
S - N
T - F
J - P
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%
E
I
S
N
T
F
J
P
75%
25%
75%
25%
50%
M60/W40
50%
50%
50%
1/16 = 6.25%
Professor John Barkai
p. 10
HOW WOULD YOU NEGOTIATE WITH THESE TYPES?
John Barkai - University of Hawaii Law School
DESCRIPTIONS
EXTRAVERTS
INTROVERTS
SENSORS
INTUITIVES
THINKERS
FEELERS
JUDGERS
PERCEIVERS
E
I
S
N
T
F
J
P
Outer directed
Inner directed
The 5 senses
Energy &
excitement
Quiet
Practical reality
Love "people"
action
COMMUNICATION
STYLE
People drain
them
Status quo
Possibilities, not
realities
Objective
Slow & quiet
Think out loud
Internally
thoughtful
Focus on the
task
Hear things
literally
Jump around a
lot
Brief &
concise
Step-by-step
Hear things
figuratively
Impersonal
terms
Consider facts
as limits
Pros & Cons
They don't
brainstorm
much
NEGOTIATING
WITH THIS TYPE
TIPS
IF YOU ARE
THIS TYPE
Professor John Barkai
Want more
information
Harmony
Want to get it
decided
Keep options
open
Aggressive
decision makers
Dislike schedules
Discuss
aggressively
Informal style
Sociable &
friendly
Talk story
Friendly
Ready, fire, aim
Ready, ready,
ready, aim, aim
Like control &
structure
Logical
See the Big
Picture
Theoretical
overview
Fast & talkative
Subjective,
personal values
p. 11
Quick to decide
Perhaps time
consuming
Look for
someone to
blame
Love to
brainstorm
Discuss
contingencies