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MBTI Personalities & Negotiation

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Ellen Marie

on 6 December 2013

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Transcript of MBTI Personalities & Negotiation

MBTI Personalities & Negotiation
What is the Myers Briggs Type Indicator?
--> personality instrument inspired by Carl Jung's studies on personalities

--> created by a mother/daughter team

--> goal is to identify the basic preferences of people in regard to perception and

--> scope of practical applications is very wide
8 preferences, 16 personality types...
E vs I (Extroversion vs Introversion):
--> How a person is energized

S vs I (Sensing vs Intuition):
--> What a person pays attention to/perceives

T vs F (Thinking or Feeling):
--> How a person makes decisions

J vs P (Judging vs Perceiving):
--> How a person organizes his or her life

Negotiation Tendencies
KQ: How can an understanding of the MBTI personality preferences help us to have successful negotiations?

--> What is the MBTI?

-> What are the 8 preferences of the MBTI?

-> How does each preference handle negotiations?

--> Practical applications

Enjoy verbal interactions

Enjoy working with the team

Some tendencies to talk and not listen

Speak before developing thoughts

May over-answer questions

May provide too much information

Seek feedback

Not as talkative (better listeners)

Selectively disclose information

Not as good at thinking on their feet

Not always team players

Offer slower responses

Measure clearly and concretely what has been
done and what steps have yet to be accomplished

Ask many questions in order to gather facts

Focus on existence of a settlement zone

Tend to be well-prepared

Use technically precise language

Focused on the details/specifics

Focused on identifying needs

More focused on general concerns

Use metaphors and analogies

Come up with abstract solutions

Prefer harmony and agreement

Don't favor a win/lose agreement

Concerned with relationship with other negotiators

Not as effective when dealing with an adversarial opponent

Emphasize logical arguments

Demonstrate impersonal form of assertiveness

Harder time considering needs of others
--> impersonal decision making

Tend to respond to attacking comments
with strong counter-attacks

Extensively prepare

Desire structure

Want to make decisions and get things done

Use plans and schedules

Like control

Get frustrated with lack of progress

Avoid commitment in hopes to improve suggestions

Wants to ensure that solution meets needs of all parties

Always want to learn more

Have to be careful about not sharing too much

Tendency to be spontaneous

More difficulty preparing & planning

Practical Application/Case Study
Wrap up...
Understanding the MBTI personality preferences will help negotiators to:
create a climate where differences are seen as interesting and valuable, rather than problematic;

learn the approaches that are most likely to earn agreement and cooperation from each type;

select groups with sufficient diversity to solve problems;

resolve problems in a mutually beneficial way that previously would have been unresolvable.
Barkai, J. (n.d.). Psychological types and conflict. Lecture presented at William S. Richardson School of Law, University of Hawaii at Manoa.

Brown, A.R. & Chadwick, G.S. (1986). Using psychological type to enhance negotiation skills. Developments in Business Simulation & Experiential Exercises, 13, 3-42.

Halverson, L. (1997). Negotiations Matrix. Retrieved 13 October 2013 from http://www.halverson-law.com/negot.htm

Kaczorowski, M. M., & Pinto, H. (2009). Getting Personal. AALL Spectrum, 18.

Myers-Briggs Personality Types for Negotiation. (Spring 2010). Powerpoint lecture presented in College of Law Research Center, Florida State University.

Nelson, G. (2008). Myers-Briggs Type Indicator (MBTI) Applications in a Law Practice. Retrieved 13 October 2013 from http://www.mediate.com/articles/nelsonMBTI.cfm#top
T vs F

T vs T

F vs F
Full transcript