Myers-Briggs Type Indicator® (mbti®)



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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.)

Prayers for each of the Myers-Briggs Psychological Types




ISTJ
God, help me to begin

RELAXING

about little details

tomorrow at 11:41.32 am

ISFJ
Lord, help me to be

more laid back, and

help be to do it

exactly right!

INFJ
Lord help me

not be a perfectionist.

(Did I spell

that correctly?)

INTJ
Lord, keep me open

to others' ideas,

WRONG


though they maybe!

ISTP
God, help me to

consider

people's feelings,

even if most of them

are hypersensitive


ISFP
Lord, help me to

stand up for my

RIGHTS!


(if you don't

mind my asking)


INFP
Lord, help me to

finish

everything



I

sta

INTP
Lord, help me be

less independent,

but let me

do it


MY way.

ESTP
God,

help me to take

responsibility

for my own actions,

even though they're

usually not my fault!

ESFP
God,

Help me to

take things more

seriously

especially

parties & dancing

ENFP
God,

Help me keep

my mind on one th---

Look! A Bird!

ing


at a time

ENTP
God, help me

follow established

procedures today.

On second thought,

I'll


settle for a few minutes.

ESTJ
God, help me to not try to

RUN everything.

But, if you

need some help,

JUST ASK!


ESFJ
Lord, give me

patience

and


I mean right

NOW!

ENFJ
God, help me to do

only what I can,

and trust you for the rest.

Do you mind putting that

in writing?

ENTJ
God, help me to

slow

downandnot



rushthrough

whatIdoAmen



1987 Ellis Harsham
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

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.

BARKAI'S THESIS:
People with certain
preferences [combinations of letters]
are more likely to have
certain psychological
needs or interests.

You do not have to read any more pages in this handout before class.

USING THE MYERS-BRIGGS FOR CONFLICT RESOLUTION



EXTRAVERTS


INTROVERTS


SENSORS

INTUITIVES

THINKERS

FEELERS

JUDGERS

PERCEIVERS



E

I

S

N

T

F

J

P


DESCRIPTIONS

Outer directed


Energy & excitement
Love "people" action

Inner directed


Quiet
People drain them

The 5 senses


Practical reality
Status quo

Possibilities, not realities


See the Big Picture
Theoretical overview

Objective


Logical
Focus on the task

Subjective, personal values


Harmony
Sociable & friendly

Like control & structure


Want to get it decided
Aggressive decision makers

Want more information


Keep options open
Dislike schedules

COMMUNICATION

STYLE

Fast & talkative
Think out loud
Ready, fire, aim

Slow & quiet


Internally thoughtful
Ready, ready, ready, aim, aim

Hear things literally


Step-by-step
They don't brainstorm much

Jump around a lot


Hear things figuratively
Consider facts as limits

Brief & concise


Impersonal terms
Pros & Cons

Talk story


Friendly
Perhaps time consuming

Discuss aggressively


Quick to decide
Look for someone to blame

Informal style


Love to brainstorm
Discuss contingencies

NEGOTIATING


WITH THIS TYPE

Small talk is ok


Ask open-ended questions
If impasse, change energy

Draw them out


Give them time to think
Send it in writing

Stay in the "here-and-now"


A concern for history
Factual, precise & detailed

Brainstorm novel ideas


Use metaphors & analogies
Assist getting to action

Be logical & organized


Cost-benefit analysis
Avoid emotions

Be interested in people


Start w/ points of agreement
Don't criticize them

They need structure


Get details before closure
They sound definite

Don't constrain them


Expect last minute changes
Help them select among options

TIPS
IF YOU ARE


THIS TYPE

Slow down & listen


Warn them about you
Get them to brainstorm

Be clear & forceful


Once is not enough
Smile

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

Allow some emotions


Find out what they feel
What are the "people" issues?

Don't take it personally


Be brief & don't repeat
Maybe you can't have harmony

Do you have all the facts?


Don't speak in conclusions
Allow others some time

Reduce the options available


Assert your preferences
Just pick one

Psychological Types and Negotiations:

Conflicts and Solutions as Suggested by

the Myers-Briggs Classification



table below has lines removed EXTRAVERSION INTROVERSION

SENSING INTUITION

THINKING FEELING

JUDGMENT 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%

HOW WOULD YOU NEGOTIATE WITH THESE TYPES?

John Barkai - University of Hawaii Law School




EXTRAVERTS


INTROVERTS


SENSORS

INTUITIVES

THINKERS

FEELERS

JUDGERS

PERCEIVERS



E

I

S

N

T

F

J

P


DESCRIPTIONS

Outer directed


Energy & excitement
Love "people" action

Inner directed


Quiet
People drain them

The 5 senses


Practical reality
Status quo

Possibilities, not realities


See the Big Picture
Theoretical overview

Objective


Logical
Focus on the task

Subjective, personal values


Harmony
Sociable & friendly

Like control & structure


Want to get it decided
Aggressive decision makers

Want more information


Keep options open
Dislike schedules

COMMUNICATION

STYLE

Fast & talkative
Think out loud
Ready, fire, aim

Slow & quiet


Internally thoughtful
Ready, ready, ready, aim, aim

Hear things literally


Step-by-step
They don't brainstorm much

Jump around a lot


Hear things figuratively
Consider facts as limits

Brief & concise


Impersonal terms
Pros & Cons

Talk story


Friendly
Perhaps time consuming

Discuss aggressively


Quick to decide
Look for someone to blame

Informal style


Love to brainstorm
Discuss contingencies

NEGOTIATING


WITH THIS TYPE

















TIPS


IF YOU ARE
THIS TYPE





















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