PSYCHOLOGICAL TYPES

&
CONFLICT

Myers-Briggs Type Indicator®

(MBTI®)

Professor John Barkai

William S. Richardson School of Law
University of Hawaii at Manoa
2515 Dole Street · Honolulu, Hawaii 96822
Phone (808) 956-6546 · Fax (808) 956-5569
E-mail: barkai@hawaii.edu
www2.hawaii.edu/~barkai

In the next section, we will be applying the concepts of Psychological Types (MBTI®) to
negotiation and conflict resolution. The purpose of this class is to understand various
"types" and how they differ from each other in ways that lead to conflicts. We will
explore ways to reduce those conflicts and how to improve your negotiations.
My type is:
___ _____ ______ ______

BOOKS AVAILABLE ABOUT THE MYERS-BRIGGS

O. Kroger & J. Thuesen, Type Talk At Work (1992).
O. Kroger & J. Thuesen, Type Talk (1988). *
D. Keirsey & M. Bates, Please Understand Me (1984).
I. Briggs Myers, Gifts Differing (1980).
G. Lawrence, People Types & Tiger Stripes (1979).
(MBTI in education. Good on learning styles.)
S. Hirsh & J. Kummerow, Lifetypes (1989). (Good book.)

Professor John Barkai p. 2

 Prayers for each of the Myers-Briggs Psychological Types

ISTJ ISFJ INFJ INTJ

God, help me to begin Lord, help me to be Lord help me Lord, keep me open
RELAXING more laid back, and not be a perfectionist. to others' ideas,
about little details help be to do it (Did I spell WRONG
tomorrow at 11:41.32 am exactly right! that correctly?)
though they maybe!

ISTP ISFP INFP INTP

God, help me to Lord, help me to Lord, help me to Lord, help me be

consider stand up for my finish less independent,
people's feelings, RIGHTS! but let me
everything
even if most of them (if you don't do it
I
are hypersensitive mind my asking)
sta MY way.

ESTP ESFP ENFP ENTP

God, God, God, God, help me

help me to take Help me to Help me keep follow established
responsibility take things more my mind on one th--- procedures today.
for my own actions, seriously Look! A Bird! On second thought,
even though they're especially ing I'll
usually not my fault! parties & dancing at a time settle for a few minutes.

ESTJ ESFJ ENFJ ENTJ

God, help me to not try to Lord, give me God, help me to do God, help me to
RUN everything. patience only what I can, slow
But, if you and and trust you for the rest. downandnot
need some help, I mean right Do you mind putting that rushthrough
JUST ASK! NOW! in writing? whatIdoAmen
1987 Ellis Harsham

Professor John Barkai p. 3

 Guesses of Psychological Types of Famous People (from various web sources)
ISTJ
Sparky Anderson, Rosalynn Carter, Sam Donaldson, Jesse
Helms, Jackie Joyner-Kersee, Cathy Rigby, Jack Webb, U.S.
Presidents: (most frequent type) George H. W. Bush, Calvin
Coolidge, Dwight D. Eisenhower, Benjamin Harrison, Herbert
Hoover, Andrew Johnson, George Washington
ISTP
Humphrey Bogart, Charles Bronson, Johnny Cash, Cher, Tom
Cruise, James Dean, Clint Eastwood, Peter Fonda, Ernest
Hemingway, Kris Kristofferson, Willie Nelson, Burt Reynolds,
Keith Richards, Frank Sinatra, Sylvester Stallone, Patrick
Swayze, Frank Zappa, U.S. Presidents Millard Fillmore &
Zachary Taylor, Fictional: "The Fonz," Hedda Gabler, Popeye
the Sailor, Willy, the killer whale
ESTP
Lucille Ball, Jimmy Conners, Michael J. Fox, W. C. Fields,
Joe Garagiola, Marvin Haglar, King Henry VIII, Reggie
Jackson, Evel Knievel, John Madden, Madonna, Eddie
Murphy, Jack Nicholson, Colin Powell, Don Rickles, Joan
Rivers, Roy Rogers, Wesley Snipes, Mr. T, John Wayne, Mae
West, Chuck Yeager, U.S. Presidents: James Buchanan,
Andrew Jackson, Franklin Pierce, Theodore "Teddy"
Roosevelt, Fictional: Scarlett O'Hara
ESTJ
Bonnie Blair, Lloyd Bridges, Bette Davis, Rev. Billy Graham,
Carl Lewis, John D. Rockefeller, U.S. Senator Robert A. Taft,
U.S. Presidents: Grover Cleveland, Lyndon B. Johnson,
James Monroe, Harry S. Truman, Fictional: Lucy (Peanuts
cartoon character)
Professor John Barkai
ISFJ
Louisa May Alcott, Alfred Lord Tennyson, Barbara
Bush, Princess Diana, Charles Dickens, Queen
Elizabeth II, Michael Jordan, Robert E. Lee, Ed
McMahon, Mary Tyler Moore, Marie Osmond, O. J.
Simpson, Kristi Yamaguchi, U.S. President William
Howard Taft, Fictional: David Copperfield, Ophelia,
Porky Pig, Watson (Sherlock Holmes' sidekick)
ISFP
Paula Abdul, Andre Agassi, Fred Astaire, Yogi
Berra, Doris Day, Michael Jackson, Ervin "Magic"
Johnson, Greg Louganis, Marie Antoinette, Marilyn
Monroe, Olivia Newton-John, Dan Quayle, Debbie
Reynolds, Doc Severinson, Brooke Shields, Donald
Sutherland, Elizabeth Taylor, U.S. President
Ulysses S. Grant
ESFP
Gracie Allen, Peggy Cass, Carol Channing, Dale
Evans, Eva Gabor, Kathy Lee Griffith, Arsenio Hall,
Woody Harrelson, Goldie Hawn, Bob Hope, Mary
Queen of Scots, Jim Nabors, Dolly Parton, Kyle
Petty, Mary Lou Retton, Will Rogers, Meg Ryan,
Willard Scott, Red Skelton, Suzanne Somers, Jim
Varney (Ernest_ movies), U.S. President Warren G.
Harding
ESFJ
Desi Arnaz, Jack Benny, Carol Burnett, LeVar
Burton, John Connally, Nancy Kerrigan, Don
Knotts, Griffith Show", Reba McIntire, Vincent Price,
Marilyn Quayle, Julia Roberts, Steve Spurrier,
Jimmie Stewart, Sally Struthers, U.S. Presidents:
William J. Clinton, William Henry 'Tippecanoe'
Harrison, William McKinley, Ronald M. Reagan,
Fictional: Hoss Cartwright, Donald Duck, Ricky
Ricardo ("I Love Lucy")
INFJ
Woody Allen, Clara Barton, Shirley Temple Black,
Geoffrey Chaucer, Agatha Christie, Billy Crystal,
Bob Dylan, Martin Luther King, Michael Landon,
Shirley MacClaine, Florence Nightingale, Ryan
O'Neal, Tom Selleck, Paul Stookey (Peter, Paul and
Mary), Mother Teresa, Oprah Winfrey, U.S.
Presidents Martin Van Buren & Jimmy Carter
INFP
Tom Brokaw, Joyce Brothers, Dick Clark, Neil
Diamond, Anne Frank, Judy Garland, Audrey
Hepburn, Homer, Helen Keller, Henry Wadsworth
Longfellow, St. Luke, Mary - mother of Jesus,
Jacqueline Kennedy Onassis, Donna Reed, Carl
Rogers, Amy Tan, James Taylor, Virgil, Fictional:
Calvin, E.T., Hamlet - Prince of Denmark
ENFP
Julie Andrews, "Dr." Seuss, Burl Ives, Captain
Kangaroo, Hayley Mills, Elizabeth Montgomery,
Geraldo Rivera, Andy Rooney, Mickey Rooney,
Dave Thomas (owner of Wendy's hamburger),
Robin Williams, Cathy (comic strip character)
ENFJ
Mario Cuomo, David - King of Israel, Elizabeth
Dole, Dick Van Dyke, James Garner, Andy Griffith,
Abraham Maslow, Francois Mitterand, Wayne
Newton, Ross Perot, President Abraham Lincoln
p. 4
INTJ
Dan Akroyd, Susan B. Anthony, Arthur Ashe, Caesar,
Jane Austen, William F. Buckley, Raymond Burr,
Chevy Chase, Phil Donahue, Michael Dukakis, Bryant
Gumbel, Hannibal, Charles Everett Koop, C. S. Lewis,
Joan Lunden, Edwin Moses, Martina Navratilova,
Pernell Roberts, Maria Shriver, U.S. Presidents:
Chester A. Arthur, Thomas Jefferson, John F. Kennedy,
James Polk, Woodrow Wilson
INTP
John Barkai, Macauley Culkin, Charles Darwin, Rene
Descartes, Albert Einstein, Thor Heyerdahl, Ron
Howard, Midori Ito, C. G. Jung, Henry Mancini, Bob
Newhart, Sir Isaac Newton, Leonard Nimoy, Blaise
Pascal, Rob Reiner, Socrates, Meryl Streep, U.S.
Presidents: John Quincy Adams, Gerald Ford, James
Madison, John Tyler, Fictional: Linus ("Peanuts")
ENTP
Alexander the Great, John Candy, Lewis Carrol, Sir
Winston Churchill, Bill Cosby, Thomas Edison, Alfred
Hitchcock, Groucho Marx, Wolfgang Amadeus Mozart,
British Admiral Nelson, Sir Walter Raleigh, George
Bernard Shaw, John Sununu, Lily Tomlin, Oscar
Wilde, Gene Wilder, Weird Al Yankovic, U.S.
Presidents: John Adams, James A. Garfield,
Rutherford B. Hayes, Finctional: Bugs Bunny, Wile E.
Coyote, Garfield The Cat
ENTJ
Alan Alda, Lamar Alexander, Les Aspen, Candace
Bergen, Anita Bryant, Julius Caesar, Cicero, Sean
Connery (James Bond - 007), Howard Cosell, Queen
Elizabeth I, Harrison Ford, Whoopi Goldberg, Al Gore,
Garrison Keillor, Jay Leno, Dave Letterman, Rush
Limbaugh, Tony Orlando, Antonin Scalia, Norman
Schwarzkopf, Margaret Thatcher, Sigourney Weaver,
U.S. Presidents Richard M. Nixon & Franklin D.
Roosevelt, Daffy Duck, Yogi Bear
 DESCRIPTIONS OF EACH TYPE
ENFJ: Everyone Need Fulfillment & Joy
"Pedagogue". Outstanding leader of groups. Can be
aggressive at helping others to be the best that they can be.
5% of the total population.

INFJ: Inner Nuances Foster Journeys

"Author". Strong drive and enjoyment to help others.
Complex personality. 1% of the total population.

ENFP: Every day, New Fantastic Possibilities

"Journalist". Uncanny sense of the motivations of others. Life
is an exciting drama. 5% of the total population.

INFP: I Never Find Perfection

"Questor". High capacity for caring. Calm and pleasant face
to the world. High sense of honor derived from internal
values. 1% of the total population.

ENTJ: Executives Need Tough Jobs

"Field Marshall". The basic driving force and need is to lead.
Tend to seek a position of responsibility and enjoys
being an executive. 5% of the total population.

INTJ: It's Not Thoroughly Justified

"Scientist". Most self-confident and pragmatic of all the
types. Decisions come very easily. A builder of systems and
the applier of theoretical models. 1% of the total population.

ENTP: Each New Thought Propels

"Inventor". Enthusiastic interest in everything and always
sensitive to possibilities. Non-conformist and innovative. 5%
of the total population.

INTP: It's Not Theoretically Possible

Professor John Barkai p. 5

 "Architect". Greatest precision in thought and language.
Can readily discern contradictions and inconsistencies. The
world exists primarily to be understood. 1% of the total
population.

Professor John Barkai p. 6

ESTJ: Execution Saves The Job
"Administrator". Much in touch with the external
environment. Very responsible. Pillar of strength. 13% of
the total population.

ISTJ: I Save Things Judiciously

"Trustee". Decisiveness in practical affairs. Guardian of
time-honored institutions. Dependable. 6% of the total
population.

ESFJ: Extra Special Friendly Joiner

"Seller". Most sociable of all types. Nurturer of harmony.
Outstanding host or hostesses. 13% of the total population.

ISFJ: I Serve Family Joyfully

"Conservator". Desires to be of service and to minister to
individual needs - very loyal. 6% of the total population.

ESTP: Everyone Seems Too Proper

"Promotor". Action! When present, things begin to happen.
Fiercely competitive. Entrepreneur. Often uses shock effect
to get attention. Negotiator par excellence. 13% of the total
population.

ESFP: Extra Special Friendly Person

"Entertainer". Radiates attractive warmth and optimism.
Smooth, witty, charming, clever. Fun to be with. Very
generous. 13% of the total population.

ISTP: I See The Problem

"Artisan". Impulsive action. Life should be of impulse rather
than of purpose. Action is an end to itself. Fearless, craves
excitement, master of tools. 5% of the total population.

ISFP: I Seek Fun & Pleasure

Professor John Barkai p. 7

 "Artist". Interested in the fine arts. Expression primarily
through action or art form. The senses are keener than in
other types. 5% of the total population.

Professor John Barkai p. 8

 BARKAI'S THESIS:

People with certain

preferences
[combinations of
letters]

are more likely to have

certain psychological

needs or interests.
Professor John Barkai p. 9
 You do not have to
read any more pages
in this handout before
class.

Professor John Barkai p. 10

 USING THE MYERS-BRIGGS FOR CONFLICT RESOLUTION
EXTRAVERTS INTROVERTS SENSORS INTUITIVES THINKERS FEELERS JUDGERS PERCEIVERS

E I S N T F J P
Outer directed Inner directed The 5 senses Possibilities, not Objective Subjective, Like control & Want more
realities personal values structure information
Energy & Quiet Practical reality Logical
DESCRIPTIONS excitement See the Big Harmony Want to get it Keep options
People drain Status quo Picture Focus on the decided open
Love "people" them task Sociable &
action Theoretical friendly Aggressive Dislike schedules
overview decision makers

Fast & talkative Slow & quiet Hear things Jump around a Brief & concise Talk story Discuss Informal style
literally lot aggressively
Think out loud Internally Impersonal Friendly Love to
COMMUNICATION thoughtful Step-by-step Hear things terms Quick to decide brainstorm
STYLE Ready, fire, aim figuratively Perhaps time
Ready, ready, They don't Pros & Cons consuming Look for someone Discuss
ready, aim, aim brainstorm Consider facts to blame contingencies
much as limits

Small talk is ok Draw them out Stay in the Brainstorm Be logical & Be interested in They need Don't constrain
"here-and-now" novel ideas organized people structure them
NEGOTIATING Ask open-ended Give them time
questions to think A concern for Use metaphors Cost-benefit Start w/ points Get details before Expect last
WITH THIS TYPE history & analogies analysis of agreement closure minute changes
If impasse, Send it in
change energy writing Factual, precise Assist getting to Avoid Don't criticize They sound Help them select
& detailed action emotions them definite among options

TIPS Slow down & Be clear & More than just Stick to the Allow some Don't take it Do you have all Reduce the
listen forceful the facts issues emotions personally the facts? options available
IF YOU ARE
Warn them Once is not Peel the onion Settle easy Find out what Be brief & don't Don't speak in Assert your
THIS TYPE about you enough things first they feel repeat conclusions preferences
Same fact cuts
Get them to Smile both ways Don't overlook What are the Maybe you can't Allow others Just pick one
brainstorm details "people" have harmony some time
issues?

Professor John Barkai p. 11

 Psychological Types and Negotiations:
Conflicts and Solutions as Suggested by
the Myers-Briggs Classification

EXTRAVERSION INTROVERSION E - I
SENSING INTUITION S - N
THINKING FEELING T - F
JUDGMENT PERCEPTION J - P

ISTJ ISFJ INFJ INTJ

11-14% 9-14% 1-3% 2-4%
ISTP ISFP INFP INTP
4-6% 5-9% 4-5% 3-5%
ESTP ESFP ENFP ENTP
4-5% 4-9% 6-8% 2-5%
ESTJ ESFJ ENFJ ENTJ
8-12% 9-13% 2-5% 2-5%

E I S N T F J P
75% 25% 75% 25% 50% 50% 50% 50%
M60/W40

1/16 = 6.25%

Professor John Barkai p. 12

 HOW WOULD YOU NEGOTIATE WITH THESE TYPES?
John Barkai - University of Hawaii Law School

EXTRAVERTS INTROVERTS SENSORS INTUITIVES THINKERS FEELERS JUDGERS PERCEIVERS

E I S N T F J P

Outer Inner The 5 Possibilities, Objective Subjective, Like control & Want more
directed directed senses not realities personal structure information
Logical values
DESCRIPTIONS Energy & Quiet Practical See the Big Want to get it Keep options
excitement reality Picture Focus on Harmony decided open
People drain the task
Love them Status quo Theoretical Sociable & Aggressive Dislike
"people" overview friendly decision schedules
action makers

Fast & Slow & quiet Hear things Jump around Brief & Talk story Discuss Informal style
talkative literally a lot concise aggressively
Internally Friendly Love to
COMMUNICATION Think out thoughtful Step-by-step Hear things Impersonal Quick to brainstorm
STYLE loud figuratively terms Perhaps time decide
Ready, They don't consuming Discuss
Ready, fire, ready, brainstorm Consider Pros & Look for contingencies
aim ready, aim, much facts as Cons someone to
aim limits blame

NEGOTIATING

WITH THIS TYPE

TIPS
IF YOU ARE

THIS TYPE

Professor John Barkai p. 13

Professor John Barkai p. 14