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

6. The four basic personality types

11. Spring

16. Preferences

17. Write your name

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

21. TYPE Table Quadrants

22. Korean

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

24. MBTI Types - Females Source: Center of Applications of Psychological Type - 2006

25. MBTI Types - Males Source: Center of Applications of Psychological Type - 2006

26. Percentages of Types

27. THINKING/FEELING (Myers-Briggs Dimensions - Richard, 1994) Lawyers - Male Lawyers - Female Most Females Most Males

28. Least frequent law student/ lawyer types Most frequent law student/ lawyer types

29. 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.

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

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

33. Will you please take this test?

34. Descriptions Communication Style Negotiating with them Tips for your type

36. Extraversion or Introversion E -I

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

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

39. 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 Negotiating with them

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

41. “Well, what d’ya know? I’m a follower too.!”

42. Judgment or Perception J-P

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

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

45. 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 Negotiating with them

46. 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

47. How fisherman blow their own minds.

49. Sensing or Intuition S-N

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