Myers-Briggs diagnostics may be used as informal (at-table) attempts to determine one’s “personality type” in order to glean advantage or target a weak negotiator on the opposition team. The Myers-Briggs Type Indicator® includes four aspects of personality described by McCauley, each with two possible options[xiii]. Apply the following to the negotiation context:
- Attitude Extroversion (E): Seeks engagement with the environment, values external events observed in negotiations. Introversion (I): Seeks engagement with the interior, values concepts and ideas to explain observations in negotiation
- Perception Sensing (S): Engaged in what is real, immediate, practical, and observed by the senses during a negotiation. Intuition (N): Engaged in future possibilities, implicit meanings, and symbolic or theoretical patterns.
- Judgment Thinking (T): Makes rational decisions through a process of analysis of causes and effects. Feeling (F): Makes rational decisions by weighing relative importance or value of competing alternatives.
- Orientation Judging (J): Enjoys organizing, planning, and moving quickly to a decision, a “closer.” Perceiving (P): Enjoys being open to changes, preferring to keep options open in case something better turns up.
For example, if you believe that someone is an INTJ, you may expect that they will like objective evidence, make bright line judgments, and be wary of crowds. Stereotyping is a dangerous game, and this tactic should not be too heavily replied upon.
This is a type preference, not an absolute diagnostic. Time, place, and manner impact the preference. To counter this tactic, scan all over the M-B matrix or “act” a part other than your type. This is deceptive, but it prevents you from being read.