PSYCHOLOGICAL TYPES
&
CONFLICT
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
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.
20 Question Psychological Type Indicator
Which answer comes closer to telling how you usually feel or act?
1.
2.
3.
4.
5.
6.
7.
8.
9.
Are you
(1) easy to get to know, or
(2) hard to get to know?
If you were a teacher, would you rather teach
(1) fact courses, or
(2) theory courses?
Are you usually
(1) a "good mixer," or
(2) rather quiet and reserved?
Do you prefer to
(1) arrange meeting, parties, etc., well in advance, or
(2) keep your options open?
Would you rather be considered
(1) a practical person, or
(2) a person with vision?
In a large group, do you more often
(1) introduce others, or
(2) get introduced?
Does following a schedule
(1) appeal to you, or
(2) cramp you?
Do you
(1) talk easily to almost all people for as long as you
have to, or
(2) find a lot to say only to certain people or under
certain conditions?
When you go somewhere for the day, would you rather
(1) plan what you will do and when, or
(2) just go?
Which word in each pair appeals to you more? Think what the words
mean, not how they look or how they sound.
1 Point
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
Thinking
Facts
Hearty
Convincing
Scheduled
Statement
Analyze
Systematic
Determined
Concrete
Firm-minded
2 Points
Feeling
Ideas
Quiet
Touching
Unplanned
Concept
Sympathize
Spontaneous
Devoted
Abstract
Warm-hearted
Transfer the 1 or 2 points from each question above
to the columns below and total. BE CAREFUL, the
question numbers are not in sequence!
1.
2.
10.
4.
3.
5.
13.
7.
6.
11.
16.
9.
8.
15.
18.
14.
12.
19.
20.
17.
Total
Total
Total
Total
Circle the one letter in each column that is next
to your total points in that column above.
E
5
6
7
S
5
6
7
I
8
9
10
N
8
9
10
T
F
5
6
7
8
9
10
J
P
5
6
7
8
9
10
My type is:
Adapted from the Myers-Briggs Type Indicator
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.) *
*(means available in most book stores and in the public library.)
Characteristics Frequently Associated with each of the Myers-Briggs Psychological Types
Source: Myers & McCaulley, Manual: A Guide to the Development and Use of the Myers-Briggs Type Indicator
ISTJ
ISFJ
INFJ
INTJ
Serious, quiet, earn success by concentration and
thoroughness. Practical, orderly, matter-of-fact,
logical, realistic, and dependable. See to it that
everything is well organized. Take responsibility.
Make up their own minds as to what should be
accomplished and work toward it steadily, regardless
of protests or distractions.
Quiet, friendly, responsible, and
conscientious. Work devotedly lo meet their
obligations. Lend stability lo any project or
group. Thorough, painstaking, accurate.
Their interests are usually not technical. Can
be patient with necessary details Loyal,
considerate, perceptive, concerned with how
other people feel
Succeed by perseverance, originality, and
desire to do whatever is needed or wanted.
Put their best efforts into their work. Quietly
forceful, conscientious, concerned for
others. Respected for their firm principles.
Likely to be honored and followed for their
clear convictions as to how best to serve the
common good
Usually have original minds and great drive
for their own ideas and purposes. In fields
that appeal to them, they have a fine power
to organize a job and carry it through with or
without help. Skeptical, critical, independent,
determined, sometimes stubborn. Must learn
to yield less important points in order to win
the most important.
ISTP
ISFP
INFP
INTP
Cool onlookers-quiet, reserved, observing and
analyzing life with detached curiosity and unexpected
flashes of original humor. Usually interested in cause
and effect. How and why mechanical things work, and
in organizing facts using logical principles.
Refiring, quietly friendly. sensitive. kind,
modest about their abilities. Shun
disagreements, do not force their opinions or
values on others. Usually do not care to lead
but are often loyal followers. Often relaxed
about getting things done, because they
enjoy the present moment and do not want
to spoil il by undue haste or exertion.
Full of enthusiasms and loyalties, but seldom
talk of these until they know you well. Care
about learning, ideas, language, and
independent projects of their own. Tend to
undertake too much, then somehow get it
done. Friendly, but often too absorbed in
what they are doing to be sociable. Little
concerned with possessions or physical
surroundings.
Quiet and reserved. Especially enjoy
theoretical or scientific pursuits. Like solving
problems with logic and analysis. Usually
interested mainly in ideas, with little liking for
parties or small talk. Tend to have sharply
defined interests. Need careers where some
strong interest can be used and useful.
ESTP
ESFP
ENFP
ENTP
Good at on-the-spot problem solving. Do no, worry,
enjoy whatever comes along. Tend to like mechanical
things and sports, with friends on the side Adaptable,
tolerant, generally conservative in values. Dislike long
explanations. Are best with real things that can be
worked, handled, taken apart, or put together.
Outgoing, easygoing, accepting, friendly,
enjoy everything and make things more fun
for others by their enjoyment. Like sports
and making things happen. Know what's
going on and join in eagerly. Find
remembering facts easier than mastering
theories. Are best in situations that need
sound common sense and practical ability
with people as well as with things.
Warmly enthusiastic, high-spirited,
ingenious, imaginative. Able to do almost
anything that interests them. Quick with a
solution for any difficulty and ready to help
anyone with a problem. Often rely on their
ability to improvise instead of preparing in
advance. Can usually find compelling
reasons for whatever they want.
Quick, ingenious, good at many things.
Stimulating company, alert and outspoken.
May argue for fun on either side of a
question. Resourceful in solving new and
challenging problems, but may neglect
routine assignments. Apt to turn to one new
interest after another. Skilful in finding logical
reasons for what they want.
ESTJ
ESFJ
ENFJ
ENTJ
Practical, realistic, matter-of-fact, with a natural head
for business of mechanics. Not interested in subjects
they see no use for, but can apply themselves when
necessary, Like to organize and run activities. May
make good administrators, especially if they
remember to consider others' feelings and points of
view.
Warm-hearted, talkative, Popular,
conscientious, born cooperators, active
committee members. Need harmony and
may be good at creating it. Always doing
something nice for someone. Work best with
encouragement and praise. Main interest is
in things that directly and visibly affect
People's lives.
Responsive and responsible. Generally feel
real concern for what others think or want,
and try to handle things with due regard for
the other person's feelings. Can present a
proposal or lead a group discussion with
ease and tact. Sociable, popular,
sympathetic. Responsive lo praise and
criticism.
Hearty, frank, decisive, leaders in activities
Usually good in anything that requires
reasoning and intelligent talk, such as public
speaking Are usually well informed and
enjoy adding to their fund of knowledge. May
sometimes appear more positive and
confident than their experience in an area
warrants.
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
Guesses of Psychological Types of Famous People
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
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.
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.
WHAT IS THE MBTI?
The following few pages, adapted from the book Introduction To Type In Organizations
by Sandra Krebs Hirsh & Jean Kummerow, (3rd ed. 1998), will help you understand your results
on the Myers-Briggs Type Indicator (MBTI). The MBTI concentrates on eight personality
preferences that everyone uses at different times. These eight preferences are organized into
four opposite pairs. The four preferences (one from each pair) are combined into what is called a
type.
The four pairs of preferences describe four activities:
Energizing
- how a person is energized, either Extraversion E or Introversion I
Perceiving
-what a person pays attention to, either Sensing (S) or Intuition (N)
Deciding
-how a person decides, either Thinking (T) or Feeling (F)
Living
-the lifestyle a person adopts, either Judging (J) or Perceiving (P)
Some characteristics of each preference are presented below.
Energizing
Extraversion (E)
Preference for drawing energy from the outside world of people, activities, and
things.
Introversion (I)
Preference for drawing energy from one's internal world of ideas, emotions, and
impressions
Perceiving
Sensing (S)
Preference for taking in information through the five senses and noticing what is
actual
Intuition (N)
Preference for taking in information through a "sixth sense" and noting what might
be
Deciding
Thinking (T)
Preference for organizing and structuring information to decide in a logical,
objective way.
Feeling (F)
Preference for organizing and structuring information to decide in a personal,
values-oriented way.
Living
Judging (J)
Preference for living a planned and organized life.
Perceiving (P)
Preference for living a spontaneous and flexible life.
In general, the MBTI functions as a tool that helps people:
Understand themselves and their behaviors
Appreciate others so as to make constructive use of individual differences
Approach problems in different yet healthy ways and thus be more productive
Specifically, organizations use the MBTI to:
Make the most of their human resources.
Leverage individuals' natural strengths
Improve teamwork.
Understand and adapt to differences in leadership/ management style.
Enhance effective communications between supervisors, peers, employees, and
customers.
Resolve conflict.
Coach individuals.
Design training activities.
Recognize employees' unique contributions.
The MBTI was developed in the United States by a mother-and-daughter team,
Katharine Briggs and Isabel Myers. The Indicator is based on the work of C. G. lung's theory of
psychological type.
In understanding your results, remember that the MBTI:
Describes rather than prescribes; therefore, it is used to open possibilities, not limit
options.
Identifies preferences, not skills, abilities, or competencies.
Assumes that all preferences are equally important, valuable, and necessary.
States that all preferences can be used by each person
Is well documented with thousands of scientific studies conducted during a fifty-year
period
Has ongoing research to support its application
Because the results on the MBTI are subject to a variety of influences (i.e., work tasks, family
demands, and/or cultural norms), they need to be treated with caution and individually verified.
The eight MBTI preferences are explained in three ways:
By presenting a list of vocabulary words commonly associated with each preference
By examining the effects of the preferences in work situations
By looking at how the preferences affect communication
As you read the following pages, you may find it helpful to check or circle all those words and
phrases that apply to you and see which preferences describe you best.
VOCABULARY
ENERGIZING (orientation of energy)
Extravert (E)
Introvert (I)
external/exterior
outside thrust
talk thoughts out
breadth
involved with people, things
interaction
action
do-think-do
internal/interior
inside pull
keep thoughts in
depth
work with ideas, thoughts
concentration
reflection
think-do-think
PERCEIVING (perception)
Sensing (S)
Intuition (N)
present orientation
what is real
practical
facts
perfecting established skills
utility
step-by-step
the five senses
future possibilities
what could be
theoretical
inspirations
learning new skills
novelty
insight-by-insight
the sixth sense, a hunch
DECIDING (judgment)
Thinking (T)
Feeling (F)
logical system
head
objective
justice
critique
principles
reason
firm but fair
value system
heart
subjective
mercy
compliment
harmony
empathy
compassionate
LIVING (orientation to the outside world)
Judging (J)
Perceiving (P)
decide about information
regulate
control
settled
run one's life
set goals
closing off
organized
attend to/gather information
flow
adapt
tentative
let life happen
seek options
opening up
flexible
PREFERRED METHODS OF COMMUNICATION
Extraversion (E)
Introversion (I)
Communicate energy and enthusiasm.
Keep energy and enthusiasm inside.
Respond quickly without long pauses to think.
Pause and reflect before responding.
Converse about people, things, and ideas in the
external.
Thoroughly consider ideas, thoughts, and
impressions environment.
May need to moderate expression.
May need to be drawn out.
Seek opportunities to communicate with groups.
Seek opportunities to communicate one-to-one.
Prefer face-to-face over written communication,
voice mail, over e-mail.
Prefer written over face-to-face communication, email over voice mail.
In meetings, like talking out loud to build their ideas.
In meetings, verbalize ideas that have been thought
through.
Sensing (S)
Intuition (N)
Like evidence (facts, details, and examples)
presented first.
Like global schemes, with broad issues presented
first.
Want practical and realistic applications shown with
any.
Want to consider future possibilities and challenges
relationships between the facts clearly explained.
Rely on direct experience to provide information and
anecdotes.
Use insights and imagination as information and
anecdotes.
Use an orderly step-by-step approach in
conversations.
Rely on a roundabout approach in conversations.
Like suggestions to be novel and unusual.
Like suggestions to be straightforward and feasible.
Refer to general concepts.
Refer to specific examples.
In meetings, use the agenda as a starting point.
In meetings, follow the agenda.
13
PREFERRED METHODS OF COMMUNICATION
Thinking (T)
Feeling (F)
Prefer to be brief and concise.
Prefer to be personable and in agreement.
Want the pros and cons of each alternative
to be listed.
Want to know an alternative's impact on
people and values.
Can be intellectually critical and objective.
Can be interpersonally appreciative and
accepting.
Convinced by cool, impersonal reasoning.
Convinced by personal authenticity.
Present goals and objectives first.
Present points of agreement first.
Use emotions and feelings as secondary
data.
Consider logic and objectivity as secondary
data.
In meetings, seek involvement with people
first.
In meetings, seek involvement with the task
first.
Judging (J)
Perceiving (P)
Want to agree on schedules, timetables,
and reasonable deadlines.
Willing to discuss timetables but resist tight
deadlines and unchangeable schedules.
Dislike surprises and want advance
warning.
Enjoy surprises and adapt to last-minute
changes.
Expect others to follow through and count
on this.
Expect others to respond to situational
requirements.
State their positions and decisions as final.
Present their views as tentative and
modifiable.
Want to hear about results and
achievements.
Want to hear about options and
opportunities.
Focus on purpose and direction.
Focus on autonomy and flexibility.
In meetings, concentrate on task
completion.
In meetings, concentrate on the process
being used.
EFFECTS OF PREFERENCES IN WORK SITUATIONS
14
Extraversion (E)
Introversion (I)
Like participating actively in a variety of
tasks.
Are often impatient with long, slow jobs.
Like quiet and private space for
concentration.
Tend to be comfortable working on one
project for a long time
without interruption.
Are interested in the facts and/or ideas
behind their work.
Like to think before they act, sometimes to
the point of not
acting.
Find phone calls intrusive when
concentrating on a task.
Develop ideas alone through reflection.
Like working by themselves or occasionally
in small groups.
Are interested in the activities of their work
and in how other
people do them.
Act quickly, sometimes without thinking.
Find phone calls a welcome diversion when
working on a task.
Develop ideas by discussing them with
others.
Like having people around and working on
teams.
Sensing (S)
Intuition (N)
Like using experience and standard ways to
solve problems.
Enjoy applying skills already perfected.
Seldom make errors of fact, but may ignore
inspirations.
Like to do things with a practical bent.
Like to present the details of their work first.
Prefer continuation of what is, with fine
tuning.
Proceed step-by-step or piece-by-piece,
accurately estimating
the time needed.
Like solving new, complex problems.
Enjoy the challenge of learning something
new.
Seldom ignore insights but may overlook
facts.
Like to do things with an innovative bent.
Like to present an overview of their work
first.
Prefer change, sometimes radical, to
continuation of what is.
Proceed in bursts of energy, following their
inspirations as
time goes by.
15
EFFECTS OF PREFERENCES IN WORK SITUATIONS
Thinking (T)
Feeling (F)
Use logical analysis to reach conclusions.
Can work without harmony. concentrating
instead on the task.
Upset people inadvertently by overlooking
their emotions.
Decide impersonally, sometimes paying
insufficient attention
to people's wishes.
Tend to be firm-minded and ready to offer
critiques.
Use values to reach conclusions.
Work best in harmony with others,
concentrating on the
people.
Enjoy meeting people's needs, even in
small matters.
Let decisions be influenced by their own
and other people's
likes and dislikes.
Are sympathetic and dislike, even avoid,
telling people
unpleasant things.
Look at the underlying values in the
situation.
Want appreciation throughout the process
of working on
a task.
Look at the principles involved in the
situation.
Want recognition after task requirements
are met or exceeded.
Judging (J)
Perceiving (P)
Work best when they can plan their work
and work their plan.
Enjoy organizing and finishing tasks.
Want flexibility in their work.
Enjoy starting tasks and leaving them open
for last-minute
changes.
Want to include as much as possible, thus
deferring needed
tasks.
Feel comfortable staying open to
experiences, not wanting to
miss anything.
Postpone decisions because of a search for
options.
Adapt to changing situations and feel
restricted with too
much structure.
Use lists to remind them of possible things
to do when time
allows.
Keep the focus on what needs to be
completed, ignoring other
things that come up.
Feel more comfortable once a decision has
been made on a
thing, situation, or person.
Decide quickly in their desire for closure.
Seek structure and schedules.
Use lists to prompt action on specific tasks.
16
BARKAI'S THESIS:
People with certain
preferences [combinations
of letters]
are more likely to have
certain psychological
needs or interests.
17
You do not have to
read any more pages
in this handout before
class.
We will use the
following pages in
class.
18
USING THE MYERS-BRIGGS FOR CONFLICT RESOLUTION
John Barkai - University of Hawaii Law School
DESCRIPTIONS
EXTRAVERT
S
INTROVERT
S
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
NEGOTIATING
People drain
them
Objective
Fast & talkative
Slow & quiet
Think out loud
Internally
thoughtful
Hear things
literally
Jump around a
lot
Step-by-step
Hear things
figuratively
Ready, fire, aim
Subjective,
personal values
Like control &
structure
Want more
information
Harmony
Want to get it
decided
Keep options
open
Aggressive
decision makers
Dislike schedules
Discuss
aggressively
Informal style
Logical
See the Big
Picture
Focus on the
task
Theoretical
overview
Sociable &
friendly
Brief & concise
Talk story
Impersonal
terms
Friendly
Quick to decide
Love to
brainstorm
Look for someone
to blame
Discuss
contingencies
Pros & Cons
Perhaps time
consuming
Brainstorm
novel ideas
Be logical &
organized
Be interested in
people
They need
structure
Don't constrain
them
A concern for
history
Use metaphors
& analogies
Cost-benefit
analysis
Start w/ points
of agreement
Get details before
closure
Expect last
minute changes
Factual, precise
& detailed
Assist getting to
action
Avoid
emotions
Don't criticize
them
They sound
definite
Help them select
among options
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
Once is not
enough
Peel the onion
Settle easy
things first
Find out what
they feel
Be brief & don't
repeat
Don't speak in
conclusions
Assert your
preferences
Ready, ready,
ready, aim, aim
They don't
brainstorm
much
Consider facts
as limits
Small talk is ok
Draw them out
Stay in the
"here-and-now"
Ask open-ended
questions
Give them time
to think
If impasse,
change energy
Send it in
writing
Slow down &
listen
Warn them
about you
WITH THIS TYPE
TIPS
Status quo
Possibilities,
not realities
IF YOU ARE
THIS TYPE
Same fact cuts
19
Get them to
brainstorm
Smile
both ways
20
Don't overlook
details
What are the
"people"
issues?
Maybe you can't
have harmony
Allow others
some time
Just pick one
Psychological Types and Negotiations:
Conflicts and Solutions as Suggested by
the Myers-Briggs Classification
EXTRAVERSION ...... INTROVERSION
E - I
SENSING
......
INTUITION
S - N
THINKING
......
FEELING
T - F
PERCEPTION
J - P
JUDGMENT
......
ISTJ
6%
ISFJ
6%
INFJ
1%
INTJ
1%
ISTP
6%
ISFP
6%
INFP
1%
INTP
1%
ESTP
12%
ESFP
12%
ENFP
5%
ENTP
5%
ESTJ
12%
ESFJ
12%
ENFJ
5%
ENTJ
5%
E
I
S
N
T
F
J
P
75%
25%
75%
25%
50%
M60/W40
50%
50%
50%
1/16 = 6.25%
21
HOW WOULD YOU NEGOTIATE WITH THESE TYPES?
John Barkai - University of Hawaii Law School
DESCRIPTIONS
EXTRAVERT
S
INTROVERT
S
SENSORS
INTUITIVES
THINKERS
FEELERS
JUDGERS
PERCEIVERS
E
I
S
N
T
F
J
P
The 5 senses
Possibilities,
not realities
Outer
directed
Inner
directed
Energy &
excitement
Quiet
Love
"people"
action
Fast &
talkative
COMMUNICATION
STYLE
Think out
loud
Ready, fire,
aim
Practical
reality
Objective
Logical
See the Big
Picture
Focus on
the task
People drain
them
Status quo
Slow & quiet
Hear things
literally
Jump around
a lot
Brief &
concise
Step-by-step
Hear things
figuratively
Impersonal
terms
Consider
facts as
limits
Pros & Cons
Internally
thoughtful
Ready,
ready,
ready, aim,
aim
NEGOTIATING
WITH THIS TYPE
TIPS
22
Theoretical
overview
Subjective,
personal
values
Like control &
structure
Want more
information
Want to get it
decided
Keep options
open
Sociable &
friendly
Aggressive
decision
makers
Dislike
schedules
Talk story
Discuss
aggressively
Informal style
Harmony
Friendly
They don't
brainstorm
much
Perhaps
time
consuming
Quick to
decide
Look for
someone to
blame
Love to
brainstorm
Discuss
contingencies
IF YOU ARE
THIS TYPE
23