The four basic personality types

1. Psychological Types & Negotiations:Conflicts and Solutions Suggested by the Myers-Briggs Type IndicatorProf. John BarkaiWilliam S. Richardson School of LawUniversity of Hawaii

4. The four basic personality types

10. Characteristics of the Myers-Briggs Psychological Types

11. Joke Prayers for Myers-Briggs Psychological Types

12. Guesses of Psychological Types of Famous People

13. Myers-Briggs Preferences Extraversion – Introversion Sensing – Intuitive Thinking – Feeling Judging - Perceiving E – I S – N T – F J - P

15. Preferences

18. Distribution of MBTI Types -Total Source: Center of Applications of Psychological Type - 2006

19. Points of View Viewing through type When you are really frustrated by another person’s behavior or comments, You probably are not seeing things from their point of view.

21. 十人十色 Juu-nin to-iro Ten people, ten colors

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

23. They may consider, decide, and act in rather predictable patterns. If you understand the patterns, you are better able to reduce and resolve conflicts.

24. Will you please take this test?

26. Extraversion or Introversion E -I

27. Extraverts Outer directed Energy & excitement Love "people" action Introverts Inner directed Quiet People drain them Description

28. Extraverts Fast & talkative Think out loud Ready, fire, aim Introverts Slow & quiet Internally thoughtful Ready, ready, ready Communication Style

29. Extraverts Small talk is ok Ask open-ended questions Impasse? Change energy Introverts Draw them out Give them time to think Send it in writing Working with them

30. Extraverts Slow down & listen Warn them about you Get them to brainstorm Introverts Be clear & forceful Once is not enough Smile Tips for you

31. Judgment or Perception J-P

32. Judgers Like control & structure Want to get it decided Aggressive at decisions Perceivers Want more information Keep options open Dislike schedules Description

33. Judgers Discuss aggressively Quick to decide Blame someone else Perceivers Informal style Love to brainstorm Discuss contingencies Communication Style

34. Judgers They need structure Get details before closure They sound more definite than they are Perceivers Don't constrain them Last minute changes Help them select options Working with them

35. Judgers Have all the facts? Avoid fast conclusions Allow others some time Perceivers Reduce the options Assert your preferences Just pick one Tips for you

36. Sensing or Intuition S-N

37. Sensors The 5 senses Practical reality Status quo Intuitivies Possibilities See the Big Picture Theoretical overview Description

38. Sensors Hear things literally Step-by-step They don't brainstorm Intuitives Jump around a lot Hear things figuratively Consider facts as limits Communication Style

39. Sensors Stay in "here-and-now" A concern for history Factual & detailed Intuitives Brainstorm novel ideas Metaphors & analogies Assist getting to action Working with them

40. Sensors More than just the facts Peel the onion Same fact cuts both ways Intuitives Stick to the issues Settle easy things first Don't overlook details Tips for you

41. Thinking or Feeling T-F

42. Thinkers Objective Logical Focus on the task Feelers Subjective values Harmony Sociable & friendly Description

43. Thinkers Brief & concise Impersonal terms Pros & Cons Feelers Talk story Friendly Perhaps time consuming Communication Style

44. Thinkers Be logical & organized Cost-benefit analysis Avoid emotions Feelers Be interested in people Start with agreements Don't criticize them Working with them

45. Thinkers Allow some emotions Find out what they feel Any "people" issues? Feelers Don't take it personally Be brief & don't repeat Forget harmony this time Tips for you

46. Zig-Zag Pattern forPresenting Information Sensing Intuition Thinking Feeling

47. Mottos