Negotiation with MBTI Personalityes

Negotiation with MBTI Personalities

Presentation made by:

Hannah Pickett

Questions to Address:

Do Personality types matter in negotiations?

If so, how should they affect your negotiation strategy?

Why does it matter?

Knowing the personality type of the person you're negotiating with can give you the edge in negotiating! ( Buhler, 1999)

And according to Milo O. Frank,

it's very important to know who

you are negotiating with!

Therefore, it is important to know

the person's personality and how

they will react to different things.

So, the big question:

What Personality Types are we going to look at today?

We will look at the....

MBTI PERSONALITY TYPES

Also known as the

Myers-Briggs Type Indicator

According to Myers and Briggs Foundation, there are 16 different combinations of personality types and 8 different characteristics to consider a personality.

Here are the eight types of characteristics that

define a personality

Here are the 16 types of personalities

But how do we negotiate with these different personality types?

According to Florida State University College of Law Research center, here's what you should concern when negotiation with different personalities

Sensors

The sensing preference is inclined

to value concrete, detailed, factual information that can be verified by the five senses

Sensors typically like to

measure clearly and concretely what has been done and what steps remain to be accomplished.

Sensors tend to gather more information and ask more questions and are more likely to be well prepared.

Although Sensors are good at negotiating positions, if compromise can't be reached, deadlock is very likely to happen with this personality type!

Intuitives

Less focus on step by step behavioral patterns such as reciprocal concessions and information exchange

But Intuitives sometimes don’t pay sufficient attention to the details

Abstract search for interests and solutions

This takes too much times for Sensors sometimes, which could frustrate them !

Thinkers

One tendency a thinker personality is likely to do is to not focus on the needs of others

You know, because thinking about what others want deals with emotion....

Thinkers are likely to respond to attacking comments with a very well thought out even more attacking counter comment!

This is likely to cause conflict in negotiations when dealing with feelers.

Feelers

Feelers are naturally attracted to problem solving situations!

Feelers tend to aim towards harmony and agreement when negotiating!

Feelers are concerned about the relationship with others when negotiating

Feelers do not do well in negotiating positions and are likely to give in if they feel like it will ruin the relation-

ship with the other negotiators.

Judge

The Judge type personality is very likely to come to a negotiation extra prepared.

They would like to stick to the plan and go as the plan that they prepared.

Judges attempt to control...

Schedules

Agendas

and OTHERS

Judges are likely to convince themselves that they are right, even though that might not be the case.....

Perceivers

Perceivers are likely to come in to solve a problem, not with a set idea of how something should be.

Because they are likely to come in with a set idea, they are likely to make an attempt to come up with a solution that will intersect the needs of all parties.

Perceivers like to ask a lot of questions!

Sometimes, too many questions and their spontaneousness may frustrate Judges!

Extraverts

Extraverts are GREAT at brain storming

They are able to seek feedback from others.

They are great at discussing ideas that have yet to be fully developed

BUT.....

Extraverts tend to speak before they even form a though.

They may over answer question and leak some crucial information.

They may rush to make an offer while there are still things to consider.

Introverts

Introverts are not as talkative as extraverts.

They are able to recognize earlier when their opponent is trying to block their strategy and needs.

They are not the best team players.

Also, not as good as making spontaneous decisions.

Sometimes, the lack of sharing of ideas may frustrate the extroverts!

When negotiating with an introvert, extraverts need to understand that they are no willing to share all of the ideas they have to avoid tension.

Now we know how to negotiate with the different personality types!

Now, though, not in this presentation, we must strive to understand HOW to figure out other's personality types.

Over all conclusion, if we know other's personality types, it is great to consider the facts written earlier.

But since we can't tell everyone's personality type, it is best to consider all parties and be fair with all, because most people are content with that negotiation strategy.

Sources

Buhler, Alan. "Knowing personality types aids negotiations - Austin Business Journal." Widgets RSS. http://www.bizjournals.com/austin/stories/1999/09/27/smallb2.html?page=all (accessed May 28, 2014).

Florida State University College of Law Research Center. "Myers-Briggs Personality Types for Negotiation". Spring 2010. Accessed May 28, 2014

Frank, Milo O.. How to get your point across in 30 seconds--or less. New York: Simon and Schuster, 1986.

Dessert, Lynn. "Myers-Briggs Type Indicator (MBTI)." Leadership Breakthrough. http://leadershipbreakthrough.com/assessments-we-use/myers-briggs-type-indicator-mbti/ (accessed May 29, 2014).

The Myers and Briggs Foundation. MBTI Basics.

http://www.myersbriggs.org/my-mbti-personality-type/mbti-basics/ Accessed May 28, 2014.