MGT 348 Myers Briggs

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E. Rudio Application of Myers-Briggs Personality Types to Negotiation MGT 348

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Application of Myers-Briggs Personality Types to Negotiation: 

Application of Myers-Briggs Personality Types to Negotiation Erwina Rudio Negotiation in Business MGT 348

Agenda: 

Agenda Background Myers-Briggs 4 Dichotomies Dichotomies: A closer look Application of MBTI MBTI in Negotiation Negotiation: Behaviors to examine

Background: 

Background Myers-Briggs Type Indicator (MBTI) Measure preferences in how people perceive the world and make decisions Extrapolated from the work of Carl Gustav Jung (typological theories) Original developers: Katharine Cook Briggs / Isabel Briggs Myers CPP Inc. – publisher of MBTI instrument

Myers-Briggs Dichotomies: 

Myers-Briggs Dichotomies Four Dichotomies: Attitudes: Extraversion (E) vs. Introversion (I) Perceiving Functions: Sensing (S) vs. Intuition (N) Judging Functions: Thinking (T) vs. Feeling (F) Lifestyle: Judgment (J) vs. Perception (P)

In depth: Extraversion (E): 

In depth: Extraversion (E) Meaning: Outward turning Draw energy from external world Tends to act, then reflect, then act further Interactions maximized If inactive, motivation tends to decline

In depth: Introversion (I): 

In depth: Introversion (I) Meaning: Inward turning Expend energy from internal world Tend to reflect, then act, then reflect again Withdraw from external world Prefers privacy / isolation

In depth: Sensing (S): 

In depth: Sensing (S) Trust information that is in the present, tangible and concrete Distrust ‘hunches’ Prefers to look for details and facts Meaning is in the data

In depth: Intuition (N): 

In depth: Intuition (N) Trust information that is more abstract / theoretical Trust flashes of insight in unconscious mind Meaning is how the data relates to the pattern or theory

In depth: Thinking (T): 

In depth: Thinking (T) Tend to decide from a more detached standpoint Decision measured by what seems reasonable, logical, and consistent w/ a set of rules

In depth: Feeling (F): 

In depth: Feeling (F) Tend to decide by associating and empathizing with the situation Achieve balance and consensus that fit the needs of the people involved.

In depth: Judging (J): 

In depth: Judging (J) Like to have the matters settled Prefer a structured, planned environment Tend to be organized, capable of making a stress free decision

In depth: Perceiving (P): 

In depth: Perceiving (P) Prefer to keep decisions open Tend to be flexible and spontaneous

MTBI Test: 

MTBI Test Website: http://www.humanmetrics.com/cgi-win/JTypes2.asp

16 Personality Types: 

16 Personality Types ISTJ ISFJ INFJ INTJ ISTP ISFP INFP INTP ESTP ESFP ENFP ENTP ESTJ ESFJ ENFJ ENTJ

Application of MBTI: 

Application of MBTI MBTI is used for a wide variety of purposes: Self-understanding and development Career development and exploration Management and leadership training Relationship / Academic counseling Negotiation

Negotiation: 

Negotiation Negotiation is a stress event Under stress, we resort to our strongest behavior type or dominant personality The most effective negotiators are those who understand and adapt to the personalities of the people with whom they are negotiating.

Negotiation: 

Negotiation In analyzing our own negotiating skill in the context of MBTI, what specific behaviors do we use or fail to use?

E’s in Negotiating: 

E’s in Negotiating Works extremely well with others Loves verbal interactions Weakness: Quick to make an offer Leaks too much information

I’s in Negotiating: 

I’s in Negotiating Does not work well with others Disclosing information: very selective Weakness: Not good at thinking on their feet

E/I’s in Negotiating: 

E/I’s in Negotiating Style: clashes with each other Extraverts ask too many questions Introverts slow to answer Result: feels pressured by extraverts

S’s in Negotiating: 

S’s in Negotiating Value concrete, detailed, factual info. Ask a lot of questions Focus: is there a settlement zone? Prefer an adversarial strategy Advantage: Good at articulating/justifying position Well prepared Accurate language Detail oriented

N’s in Negotiating: 

N’s in Negotiating Tend to use problem solving strategy Focus on the general concerns rather than specific details

T’s in Negotiating: 

T’s in Negotiating Focus on rational, impersonal aspect of negotiation Prefer an adversarial approach Reacts with aggressive comments with strong counter attacks Not concerned with other people’s interest

F’s in Negotiating: 

F’s in Negotiating Prefer win-win agreements Concerned with ties with other negotiators Tend to use a problem solving strategy Ignore their own needs to please others

J’s in Negotiating: 

J’s in Negotiating Well prepared Rigorous planning and scheduling Takes control of situation

P’s in Negotiating: 

P’s in Negotiating Favor a problem solving approach Provide proposals and solutions Strength in generating ideas Eager to learn more Difficulty in preparing and planning

Conclusion: 

Conclusion Better understanding about personality types Greater appreciation in the differences among people Become a better negotiator!!

Resources: 

Resources The Myers-Briggs Foundation website: http://www.myersbriggs.org/ Peters, D., (1993). Forever Jung: Psychological Type Theory, The Myers-Briggs Type Indicator and Learning Negotiation. Drake Law Review 42,1. Lewicki et al., (2011). Essentials of Negotiation, 6 th Edition. McGraw-Hill.