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Florida State University College of Law Research Center Myers-Briggs Personality Types for Negotiation College of Law Research Center Workshop Spring 2010.

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Presentation on theme: "Florida State University College of Law Research Center Myers-Briggs Personality Types for Negotiation College of Law Research Center Workshop Spring 2010."— Presentation transcript:

1 Florida State University College of Law Research Center Myers-Briggs Personality Types for Negotiation College of Law Research Center Workshop Spring 2010

2 Florida State University College of Law Research Center Myers-Briggs Dichotomies Four dichotomiesFour dichotomies Extraversion / Introversion (E/I)Extraversion / Introversion (E/I) Sensing / Intuition (S/N)Sensing / Intuition (S/N) Thinking / Feeling (T/F)Thinking / Feeling (T/F) Judging / Perceiving (J/P)Judging / Perceiving (J/P)

3 Florida State University College of Law Research Center Test win/JTypes2.asphttp://www.humanmetrics.com/cgi- win/JTypes2.asphttp://www.humanmetrics.com/cgi- win/JTypes2.asphttp://www.humanmetrics.com/cgi- win/JTypes2.asp

4 Florida State University College of Law Research Center 16 Personality Types ISTJISFJINFJINTJ ISTPISFPINFPINTP ESTPESFPENFPENTP ESTJESFJENFJENTJ

5 Florida State University College of Law Research Center Population Distribution

6 Florida State University College of Law Research Center Temperament Temperament predisposes us to certain ways of thinking, understanding, conceptualizing and acting.Temperament predisposes us to certain ways of thinking, understanding, conceptualizing and acting.

7 Florida State University College of Law Research Center Extraversion More interested in the external world of people and thingsMore interested in the external world of people and things They derive meaning from connections with the external environmentThey derive meaning from connections with the external environment They maximize interactionsThey maximize interactions

8 Florida State University College of Law Research Center Introversion Interested more in the internal world of ideas and conceptsInterested more in the internal world of ideas and concepts Enjoy solitude and introspectionEnjoy solitude and introspection Prefer to withdrawal from external activitiesPrefer to withdrawal from external activities

9 Florida State University College of Law Research Center Sensing A tendency to perceive by relying on observable facts or happenings through the sensesA tendency to perceive by relying on observable facts or happenings through the senses Persons with this preference are inclined to use practical fact oriented approachesPersons with this preference are inclined to use practical fact oriented approaches

10 Florida State University College of Law Research Center Intuition Emphasizes concepts, theories, relationships and possibilitiesEmphasizes concepts, theories, relationships and possibilities Values inspirationValues inspiration

11 Florida State University College of Law Research Center Thinking Make decisions impersonally, logically assessing cause and effect relationships related to dataMake decisions impersonally, logically assessing cause and effect relationships related to data These people evaluate ideas and data objectively and value inferences reasonably drawn from events and circumstances more than any other type of evidence.These people evaluate ideas and data objectively and value inferences reasonably drawn from events and circumstances more than any other type of evidence.

12 Florida State University College of Law Research Center Feeling They emphasize the effect the decision will have on people and interpersonal relationshipsThey emphasize the effect the decision will have on people and interpersonal relationships The attend more to human than to technical aspects of problems and value these concerns more than any other type of evidenceThe attend more to human than to technical aspects of problems and value these concerns more than any other type of evidence

13 Florida State University College of Law Research Center Judging Prefer a structured, scheduled, planned and controlled environmentPrefer a structured, scheduled, planned and controlled environment Tend to be organized, deliberate and capable of making decisions with a minimum of stress.Tend to be organized, deliberate and capable of making decisions with a minimum of stress. They are usually scheduled, develop fixed ideas of how things should be done.They are usually scheduled, develop fixed ideas of how things should be done. They push strongly for closure.They push strongly for closure.

14 Florida State University College of Law Research Center Perceiving Prefer a flexible, spontaneous and adaptive environment.Prefer a flexible, spontaneous and adaptive environment. They tend to continue to collect information rather then make a decision.They tend to continue to collect information rather then make a decision. Have a wait and see attitude.Have a wait and see attitude. Spontaneous lifestyleSpontaneous lifestyle

15 Florida State University College of Law Research Center Extravert/Introvert at Work Extraverts may see introverts as secretive, unfriendly aloof, self absorbed, slow and awkwardExtraverts may see introverts as secretive, unfriendly aloof, self absorbed, slow and awkward When dealing with Extraverts, allow them to think out loud, use verbal communication, expect action, keep the conversation flowing. Let them work in groups and make oral presentations.When dealing with Extraverts, allow them to think out loud, use verbal communication, expect action, keep the conversation flowing. Let them work in groups and make oral presentations. Introverts may see extraverts as superficial, too talkative, loose canons, overwhelming, pushy and rudeIntroverts may see extraverts as superficial, too talkative, loose canons, overwhelming, pushy and rude When dealing with Introverts ask a question and then stop to listen. Give them time to work alone, to finish their sentences, to learn through structure, to reflect, to communicate in writing first.When dealing with Introverts ask a question and then stop to listen. Give them time to work alone, to finish their sentences, to learn through structure, to reflect, to communicate in writing first. To Marin for providing the at work slides

16 Florida State University College of Law Research Center Sensors/Intuitives at Work Sensors can regard intuitives as unrealistic “Space cadets,” new age, careless about details, unrealisticSensors can regard intuitives as unrealistic “Space cadets,” new age, careless about details, unrealistic Work with an intuitive by talking about the big picture, possibilities, implications, analogies, before talking about details.Work with an intuitive by talking about the big picture, possibilities, implications, analogies, before talking about details. Intuitives can view sensors as resisting new ideas, boring, unimaginative, “old school.”Intuitives can view sensors as resisting new ideas, boring, unimaginative, “old school.” Work with a sensor by drawing on past proven experience, focus on practical applications, and step by step solutions.Work with a sensor by drawing on past proven experience, focus on practical applications, and step by step solutions.

17 Florida State University College of Law Research Center Thinkers/Feelers at Work Thinkers may see feelers as illogical, too emotional or trying too hard to pleaseThinkers may see feelers as illogical, too emotional or trying too hard to please With thinkers: Be organized, consider cause and effect, pros and cons, focus on consequences, appeal to fairnessWith thinkers: Be organized, consider cause and effect, pros and cons, focus on consequences, appeal to fairness Feelers may see thinkers as insensitive or distant or self- involvedFeelers may see thinkers as insensitive or distant or self- involved With feelers: mention points of agreement, focus on their core values, appreciate their contributions, state legitimacy of their feelings, discuss emotional impact of situationWith feelers: mention points of agreement, focus on their core values, appreciate their contributions, state legitimacy of their feelings, discuss emotional impact of situation

18 Florida State University College of Law Research Center Judgers/Perceivers at Work Judgers may view perceivers as wishy-washy procrastinators, unproductive, unreliable, not seriousJudgers may view perceivers as wishy-washy procrastinators, unproductive, unreliable, not serious With judgers: be on time, come with agenda and conclusion, stick to plan, organizeWith judgers: be on time, come with agenda and conclusion, stick to plan, organize Perceivers view judgers as rigid, controlling black and white, stubborn, trigger happyPerceivers view judgers as rigid, controlling black and white, stubborn, trigger happy With perceivers: focus on process, be open to new information, expect questions, allow for discussionWith perceivers: focus on process, be open to new information, expect questions, allow for discussion

19 Florida State University College of Law Research Center The Article The following is based on the article: Peters, Don, Forever Jung” Psychological Type Theory, The Myers-Briggs Type Indicator and Learning Negotiation, 42 Drake Law Review 1 (1993)The following is based on the article: Peters, Don, Forever Jung” Psychological Type Theory, The Myers-Briggs Type Indicator and Learning Negotiation, 42 Drake Law Review 1 (1993)

20 Florida State University College of Law Research Center WHY?

21 Negotiation Negotiation strategies require behaviors that many people may be adept with butNegotiation strategies require behaviors that many people may be adept with but they may also require behaviors that many are not drawn to naturallythey may also require behaviors that many are not drawn to naturally

22 Florida State University College of Law Research Center Negotiation In analyzing your own negotiating skill in the context of MBTI what specific behaviors do you use, or fail to useIn analyzing your own negotiating skill in the context of MBTI what specific behaviors do you use, or fail to use

23 Florida State University College of Law Research Center Why? Type Theory suggest behaviors strongly connected to a preference may become well- developed and comfortable making it harder for persons to perform tasks associated with the opposite scale without conscious thought and substantial practice.Type Theory suggest behaviors strongly connected to a preference may become well- developed and comfortable making it harder for persons to perform tasks associated with the opposite scale without conscious thought and substantial practice.

24 Florida State University College of Law Research Center Adversarial/Problem Solving AdversarialAdversarial Gain MaximizingGain Maximizing Problem SolvingProblem Solving Fair deal makingFair deal making

25 Florida State University College of Law Research Center Adversarial Strategies Proceed in a linear fashionProceed in a linear fashion Negotiators attempt to induce, persuade or deceive other into deviating from the positionsNegotiators attempt to induce, persuade or deceive other into deviating from the positions Threats and attacks are usedThreats and attacks are used Inquires regarding facts and issues are evaded or shared reluctantlyInquires regarding facts and issues are evaded or shared reluctantly

26 Florida State University College of Law Research Center Problem Solving Strategies Involves a cognitive commitment to searching for fair solutionsInvolves a cognitive commitment to searching for fair solutions FlexibleFlexible Non-linearNon-linear First indentifies underlying needsFirst indentifies underlying needs Looks for solutions that maximize potential for all partiesLooks for solutions that maximize potential for all parties Information is used to generate understanding about each other’s interestsInformation is used to generate understanding about each other’s interests

27 Florida State University College of Law Research Center Sensing/Intuitive The sensing/intuitive preference exerts the most influence on legal negotiations.The sensing/intuitive preference exerts the most influence on legal negotiations. ¾ of the general population are sensors¾ of the general population are sensors In this study about 55 % of the law students were intuitives.In this study about 55 % of the law students were intuitives. *Peters, Don, Forever Jung” Psychological Type Theory, The Myers-Briggs Type Indicator and Learning Negotiation, 42 Drake Law Review 1 (1993)

28 Florida State University College of Law Research Center Sensors The sensing preference is inclined to value concrete, detailed, factual information that can be verified by the five sensesThe sensing preference is inclined to value concrete, detailed, factual information that can be verified by the five senses This tendency can influence attitudinal and behavioral orientations that may be directly related to important components of an adversarial strategy that they may cause sensors to favor this approach.This tendency can influence attitudinal and behavioral orientations that may be directly related to important components of an adversarial strategy that they may cause sensors to favor this approach.

29 Florida State University College of Law Research Center Sensors Sensors tend to prefer an adversarial strategy because it tends to unfold in a structured and easily tracked and linear fashion.Sensors tend to prefer an adversarial strategy because it tends to unfold in a structured and easily tracked and linear fashion. Adversarial approaches focus on limited or fixed resources and single bargaining dimension.Adversarial approaches focus on limited or fixed resources and single bargaining dimension. Sensors typically like to measure clearly and concretely what has been done and what steps remain to be accomplished.Sensors typically like to measure clearly and concretely what has been done and what steps remain to be accomplished.

30 Florida State University College of Law Research Center Sensors Sensors in an effort to gather more facts tend to ask more questionsSensors in an effort to gather more facts tend to ask more questions Focus on whether a settlement zone exists between articulated positions.Focus on whether a settlement zone exists between articulated positions. Sensors tend to pursue adversarial strategies that “limit negotiators to searching for and using information within its linear framework.”Sensors tend to pursue adversarial strategies that “limit negotiators to searching for and using information within its linear framework.”

31 Florida State University College of Law Research Center Sensors While sensors may avoid problem solving strategies they use adversarial strategies effectivelyWhile sensors may avoid problem solving strategies they use adversarial strategies effectively They are good at articulating and justifying positionsThey are good at articulating and justifying positions They tend to be well preparedThey tend to be well prepared Use technically precise languageUse technically precise language Focus on detail helps them justify positionsFocus on detail helps them justify positions

32 Florida State University College of Law Research Center Sensors Sensors frequently feel uncomfortable with a problem solving approachSensors frequently feel uncomfortable with a problem solving approach Sensors more comfortable with the immediate, the concrete and the practicalSensors more comfortable with the immediate, the concrete and the practical Sensors better at recognizing when the opponent is blockingSensors better at recognizing when the opponent is blocking

33 Florida State University College of Law Research Center Sensors Sensors are naturally inclined to focus on the specifics.Sensors are naturally inclined to focus on the specifics. This helps them avoid imprecise or ineffective articulations of the problem.This helps them avoid imprecise or ineffective articulations of the problem. “Sensors deal with facts and details of situations …. But rarely implicates the meaning and possibilities that could be gleaned from them.”“Sensors deal with facts and details of situations …. But rarely implicates the meaning and possibilities that could be gleaned from them.” But, Deadlock may result if the compromise can’t be reached.But, Deadlock may result if the compromise can’t be reached.

34 Florida State University College of Law Research Center Sensors/Intuitives Sensors are less effective at articulating problem-solving strategiesSensors are less effective at articulating problem-solving strategies Problem solving strategies focus on general concerns rather than specific details.Problem solving strategies focus on general concerns rather than specific details. Problem solving proposals get to specifics more slowly while parties elaborate their needsProblem solving proposals get to specifics more slowly while parties elaborate their needs Sensors may get frustrated with this methodSensors may get frustrated with this method

35 Florida State University College of Law Research Center Intuitives Problem solving strategies used by Intuitives are much less structured.Problem solving strategies used by Intuitives are much less structured. Focus on identifying needsFocus on identifying needs Less focus on step by step behavioral patterns such as reciprocal concessions and information exchangeLess focus on step by step behavioral patterns such as reciprocal concessions and information exchange Abstract search for interests and solutionsAbstract search for interests and solutions But Intuitives sometimes don’t pay sufficient attention to the detailsBut Intuitives sometimes don’t pay sufficient attention to the details

36 Florida State University College of Law Research Center Intuitives A female ENFP wrote:A female ENFP wrote: I … am horrible with figures (thus the J.D. as opposed to the M.D.), and when I was hit with percentages … my brain… slowed considerably and I lost my train of thoughtI … am horrible with figures (thus the J.D. as opposed to the M.D.), and when I was hit with percentages … my brain… slowed considerably and I lost my train of thought A male INTP wrote:A male INTP wrote: Hell, I’m the worst numbers person there is …. I don’t want to talk numbers. Give me some abstract solutions, then I’ll be on cloud nine. We can hash out the details later.Hell, I’m the worst numbers person there is …. I don’t want to talk numbers. Give me some abstract solutions, then I’ll be on cloud nine. We can hash out the details later.

37 Florida State University College of Law Research Center Intuitives/Sensors Proposed solutions in problem solving strategy should initially emphasize general concerns rather than specific detailsProposed solutions in problem solving strategy should initially emphasize general concerns rather than specific details Articulating proposals in problem solving strategy effectively requires behaviors inconsistent with the natural tendency of sensors to focus on specific details.Articulating proposals in problem solving strategy effectively requires behaviors inconsistent with the natural tendency of sensors to focus on specific details. Emphasis on general concerns rather than specific details Emphasis on general concerns rather than specific details

38 Florida State University College of Law Research Center Thinking/Feeling Thinkers emphasize logical and impersonal aspects of negotiationThinkers emphasize logical and impersonal aspects of negotiation Impersonal form of assertivenessImpersonal form of assertiveness Usually prefer an adversarial approachUsually prefer an adversarial approach Competing to maximum gainCompeting to maximum gain Cooperation based on legitimate interests of others is more difficult for thinkersCooperation based on legitimate interests of others is more difficult for thinkers

39 Florida State University College of Law Research Center Thinkers Not focusing on the needs of others is consistent with the impersonal decision making tendencies of thinkersNot focusing on the needs of others is consistent with the impersonal decision making tendencies of thinkers Focusing on the interests of others involves dealing with emotional issuesFocusing on the interests of others involves dealing with emotional issues Thinkers tend to respond to attacking comments with strongly phrased counter attacks - this intensifies conflict and my lead to impasseThinkers tend to respond to attacking comments with strongly phrased counter attacks - this intensifies conflict and my lead to impasse

40 Florida State University College of Law Research Center Feelers Feelers are naturally attracted to problem- solving strategiesFeelers are naturally attracted to problem- solving strategies Feelers prefer harmony and agreementFeelers prefer harmony and agreement Do not favor a winner take all strategyDo not favor a winner take all strategy Feelers more concerned about their relationship with other negotiatorsFeelers more concerned about their relationship with other negotiators

41 Florida State University College of Law Research Center Feelers Feelers tend to give in to impersonally assertive competitive behaviorsFeelers tend to give in to impersonally assertive competitive behaviors They tend to neglect one’s own concerns to satisfy another’s needsThey tend to neglect one’s own concerns to satisfy another’s needs May make undue concessions to avoid conflictMay make undue concessions to avoid conflict Feelers may not be effective when dealing with an adversarial opponentFeelers may not be effective when dealing with an adversarial opponent

42 Florida State University College of Law Research Center Feelers Feelers are usually good at ‘active listening’Feelers are usually good at ‘active listening’ This can facilitate cooperationThis can facilitate cooperation Active listening is an effective way to deal with strong emotionsActive listening is an effective way to deal with strong emotions Feelers have greater sensitivity to relational aspects of personal interactions. This helps them monitor process issues (process refers to the way negotiations unfold rather than the intrinsic merits of the issues discussed.)Feelers have greater sensitivity to relational aspects of personal interactions. This helps them monitor process issues (process refers to the way negotiations unfold rather than the intrinsic merits of the issues discussed.)

43 Florida State University College of Law Research Center Judging/Perceiving Judging/Perceiving scale can be seen as closure/spontaneityJudging/Perceiving scale can be seen as closure/spontaneity Judgers want to make decisions – get things doneJudgers want to make decisions – get things done Judgers favor an adversarial strategyJudgers favor an adversarial strategy Judgers like to control the flow of informationJudgers like to control the flow of information Judgers favor an adversarial approach that defines and orders issues, while the problem solving approach seeks to address the needs and interests of the parties.Judgers favor an adversarial approach that defines and orders issues, while the problem solving approach seeks to address the needs and interests of the parties.

44 Florida State University College of Law Research Center Judging Extensively prepareExtensively prepare Judgers more inclined to plan and scheduleJudgers more inclined to plan and schedule Stick rigidly to plans (stand firm) (sometimes convince themselves of the rightness of their view despite the empirical evidenceStick rigidly to plans (stand firm) (sometimes convince themselves of the rightness of their view despite the empirical evidence Judgers attempt to controlJudgers attempt to control Schedules, agenda, others, (one way communication)Schedules, agenda, others, (one way communication)

45 Florida State University College of Law Research Center Judgers Judgers tend to become frustrated with a lack of progressJudgers tend to become frustrated with a lack of progress Frustration may lead to threatsFrustration may lead to threats Threats are sometimes used prematurely and haphazardly.Threats are sometimes used prematurely and haphazardly. Threats made without due consideration are usually a negotiating errorThreats made without due consideration are usually a negotiating error

46 Florida State University College of Law Research Center Perceivers Perceivers more comfortable with a problem solving approach avoid commitment while advancing proposals and solutionsPerceivers more comfortable with a problem solving approach avoid commitment while advancing proposals and solutions Remaining uncommitted helps insure that the proposals and solution intersect with the needs of all partiesRemaining uncommitted helps insure that the proposals and solution intersect with the needs of all parties It promotes refining and improving suggestions to provide optimal mutual benefit.It promotes refining and improving suggestions to provide optimal mutual benefit.

47 Florida State University College of Law Research Center Perceivers Tend more adept at generating alternative ways of completing tasksTend more adept at generating alternative ways of completing tasks This adeptness correlates well with a problem solving approachThis adeptness correlates well with a problem solving approach Perceivers always want to learn morePerceivers always want to learn more Perceivers however have to be careful about not revealing too muchPerceivers however have to be careful about not revealing too much Blocking a question by responding to a question with a question comes naturally to a perceiverBlocking a question by responding to a question with a question comes naturally to a perceiver

48 Florida State University College of Law Research Center Perceiving While perceivers always want more information – their tendency to be spontaneous or acceptance of ad hoc approaches sometimes leads to acting without careful consideration.While perceivers always want more information – their tendency to be spontaneous or acceptance of ad hoc approaches sometimes leads to acting without careful consideration. Perceivers preferring to act spontaneously have greater difficulty preparing and planning.Perceivers preferring to act spontaneously have greater difficulty preparing and planning. This is more a problem in adversarial situation than problem solvingThis is more a problem in adversarial situation than problem solving

49 Florida State University College of Law Research Center Extravert/Introvert Extraverts enjoy verbal interactions involved in negotiatingExtraverts enjoy verbal interactions involved in negotiating Extraverts enjoy working with teammatesExtraverts enjoy working with teammates Extraverts are more likely to seek out expert testimonyExtraverts are more likely to seek out expert testimony Extraverts are comfortable with stating their case in an adversarial strategyExtraverts are comfortable with stating their case in an adversarial strategy But also comfortable with stating clients needs in a problem solving strategyBut also comfortable with stating clients needs in a problem solving strategy

50 Florida State University College of Law Research Center Extraverts Extraverts can error in rushing out an offer while there is still uncertainty of valuationExtraverts can error in rushing out an offer while there is still uncertainty of valuation (Some tendency to talk and not listen)(Some tendency to talk and not listen) Speak before developing thoughtsSpeak before developing thoughts May inadvertently leak damaging informationMay inadvertently leak damaging information May over answer questions and provide too much informationMay over answer questions and provide too much information

51 Florida State University College of Law Research Center Extraverts While extraverts may be inclined to over share this is in fact an important aspect of a problem solving strategyWhile extraverts may be inclined to over share this is in fact an important aspect of a problem solving strategy BrainstormingBrainstorming Discussing ideas that aren’t yet fully developed without worry comes more naturally to extravertsDiscussing ideas that aren’t yet fully developed without worry comes more naturally to extraverts Good for preparationGood for preparation Extraverts seek feedbackExtraverts seek feedback

52 Florida State University College of Law Research Center Introverts Non-talkative (better listeners usually)Non-talkative (better listeners usually) InternalInternal Nondisclosure of information (selectively disclose information)Nondisclosure of information (selectively disclose information) Better blocking strategiesBetter blocking strategies Also recognize sooner when the opposition is blockingAlso recognize sooner when the opposition is blocking But not as good at thinking on their feet (being spontaneous)But not as good at thinking on their feet (being spontaneous) Tend not to be team playersTend not to be team players

53 Florida State University College of Law Research Center Introvert/Extraverts Sometimes clash in styleSometimes clash in style Extraverts become frustrated with introverts slower responsesExtraverts become frustrated with introverts slower responses Introverts get frustrated with the quantity of questions from an extraverted opponentIntroverts get frustrated with the quantity of questions from an extraverted opponent Extraverts interrupt moreExtraverts interrupt more Extraverts feel stonewalled/Introverts pressuredExtraverts feel stonewalled/Introverts pressured

54 Florida State University College of Law Research Center Lessons A simple cognitive understanding doesn’t mean that those behaviors can be producedA simple cognitive understanding doesn’t mean that those behaviors can be produced PracticePractice Identifying and evaluating studentsIdentifying and evaluating students

55 Florida State University College of Law Research Center Example Example [A male ISTJ] talked so much I thought he was an extravert, but he says he can only do that if he is solidly prepared…. This taught me that my only hope is to spend time planning what I will do, and considering what could possible happen, if I am to compete with the natural extraverts. (female INTP)[A male ISTJ] talked so much I thought he was an extravert, but he says he can only do that if he is solidly prepared…. This taught me that my only hope is to spend time planning what I will do, and considering what could possible happen, if I am to compete with the natural extraverts. (female INTP)

56 Florida State University College of Law Research Center Student Comment Because I am a judger, it is without fail that I have an intense urge that I come to closure during negotiations. (male ESFJ)Because I am a judger, it is without fail that I have an intense urge that I come to closure during negotiations. (male ESFJ)

57 Florida State University College of Law Research Center Student Comment In the past, I was aware of what I was feeling and its cause but I did not know how to respond in a way that did not add to the problem. Now I am learning how to use ‘I’ messages and process comments and it’s wonderful because it gives me a chance to defeat my self-perpetuating cycle of ineffective negotiating. (female ESFJ)In the past, I was aware of what I was feeling and its cause but I did not know how to respond in a way that did not add to the problem. Now I am learning how to use ‘I’ messages and process comments and it’s wonderful because it gives me a chance to defeat my self-perpetuating cycle of ineffective negotiating. (female ESFJ)

58 Florida State University College of Law Research Center Student Comment My inattention to detail affected my negotiations the most. Knowing the weakness, I can work to overcome it by writing everything down… or by having a partner focus on details while I focus on main ideas …. (male INFP)My inattention to detail affected my negotiations the most. Knowing the weakness, I can work to overcome it by writing everything down… or by having a partner focus on details while I focus on main ideas …. (male INFP)

59 Florida State University College of Law Research Center Student Comment I always have a million thoughts and ideas running through my head when I work on any project. Concentrating and really hearing the other negotiator’s ideas is best accomplished by my knowing that I will repeat his/her positions and interests. (female INTJ)I always have a million thoughts and ideas running through my head when I work on any project. Concentrating and really hearing the other negotiator’s ideas is best accomplished by my knowing that I will repeat his/her positions and interests. (female INTJ)

60 Florida State University College of Law Research Center Student Comment I totally shut down the listening process. I attributed this to my strong judging preference…. [During the last exercise when my position was attacked] my first instinct was to shut down…. But I realized what I was about to do mentally and stopped. I changed my posture in the chair and made concerted effort to listen. (male ESTJ)I totally shut down the listening process. I attributed this to my strong judging preference…. [During the last exercise when my position was attacked] my first instinct was to shut down…. But I realized what I was about to do mentally and stopped. I changed my posture in the chair and made concerted effort to listen. (male ESTJ)

61 Florida State University College of Law Research Center Student Comment I was prone to revealing information unilaterally. I worked on [being silent] throughout the semester and became good at it. (male ESTJ)I was prone to revealing information unilaterally. I worked on [being silent] throughout the semester and became good at it. (male ESTJ)

62 Florida State University College of Law Research Center The Article Based on the article: Peters, Don, Forever Jung” Psychological Type Theory, The Myers- Briggs Type Indicator and Learning Negotiation, 42 Drake Law Review 1 (1993)Based on the article: Peters, Don, Forever Jung” Psychological Type Theory, The Myers- Briggs Type Indicator and Learning Negotiation, 42 Drake Law Review 1 (1993)

63 Florida State University College of Law Research Center The End


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