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

Preferences

Write your name

Myers-Briggs Preferences
Extraversion Introversion
Sensing Intuitive
Thinking Feeling
Judging - Perceiving
EI
SN
TF
J-P

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

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

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

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 Ive Got

Its the
Thought That
Counts

Still Waters
Run Deep

Ingenious
Problem
Solvers

ENFP

ENTP

Anythings
Possible

Lifes
Entrepreneurs

ENFJ

ENTJ

The Public
Relations
Specialist

Everythings
Fine Im in
Charge

ESTP

ESFP

Lets Get
Busy!

Dont 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