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MBTI Personalities & Negotiation
Transcript of 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
KQ: How can an understanding of the MBTI personality preferences help us to have successful negotiations?
TOPICS TO COVER
--> 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
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
Want to make decisions and get things done
Use plans and schedules
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
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