The
relationship between individuals of everyday life, problems often arise
that make a person frustrated by the words or actions of others. This problem is very likely arise because of differences in perspective and the inability to see things from the others. Every person has a fundamental character and the different tendencies in thought and action.
In
the scale of the MBTI (Myers-Briggs Type Indicator), a device
identifier that is rooted in the idea of personality Swiss
psychologist, Carl Jung, every person has eight dimensions of
personality-forming so-called ''preferences'', namely:
Extraversion (E) and introversion (I): the tendency to concentrate the energy or attention.
Sensing (S) and Intuitive (N): the type of information collected and believed.
Thinking (T) and Feeling (F): the tendency to make decisions.
Judging (J) and perceiving (P): how to deal with the environment, ''lifestyle''.
Of
these eight fundamental preferences, could be said that a person using
only the four dominant preference - E / I, S / N, T / F, J/P--, so it
would appear 16 personality types, each of which is marked with four
letters :
ISTJ (Inspector), ISTP (analyst), ESTP (reliever problems), ESTJ
(coordinator), ISFJ (protective), ISFP (supporters), ESFP (a refreshing
spirit), ESFJ (aligning), INFJ (counselor), INFP ( idealist) ENFP (improvisator), ENFJ (mentor), INTJ (investigator), INTP (architect), ENTP (catalyst), ENTJ (control strategy).
Barkai''s
thesis assumes that individuals with certain preferences (characterized
by a combination of letters above) is likely to have their own
psychological needs or interests in the negotiations. That person could be considered, make decisions, and act by means of a fairly predictable pattern. If we can understand this pattern, we have a better chance to reduce and resolve conflicts.
Negotiating Based Preferences
Ekstravert - Introvert
Description
Out-oriented - oriented toward the
Full of energy and cheerful - calm
Like the ''action'' to others - others ''exhausting''
Communication Style
Fast and talk a lot - slow / calm and quiet
Thinking outside the (revealed) - thinking to myself
Ready and shoot targets - always ready
Negotiating with the way these preferences
No problem with small talk - get them to talk
Ask open questions - give the opportunity to think
When a stalemate, to exchange energy - to convey in writing.
Sensing - Intuitive
Description
The five senses - the possibility, the association
Reality / facts, details - the big picture / holistic, imagination
The status quo, the practical application - a review of theoretical, future orientation
Communication Style
Literally hear - hear it figuratively
Step by step - jump around irregular
Factual - a fact the limiting
Negotiating with the way these preferences
Focus on the condition of the ''here and now'' - put forward fresh ideas
Consider the history - put forward metaphors and analogies
Point out the facts and details - help them to act.
Thinking - Feeling
Description
Objective - subjective value
Logical - matching
Focus on the task - focus on the relationship
Communication Style
Clear and concise - the more telling
Not affected by a particular person - the personal involvement of
Presents the pros and cons - explores the personal values
Negotiating with the way these preferences
Use a logical and organized mind - make the objects of interest
Cost-benefit analysis - start with the approval
Avoid emotion - avoid criticism
Judging (J) or perceiving (P)
Description
Like the control and structure - want more information
Want the final decision - like the flexibility / options open
Insist on implementing the decision - not like the schedule, spontaneous
Communication Style
Aggressive in the discussions - formal style
Quick decisions - like brainstorming
Tends to blame others - to discuss the possibilities
Negotiating with the way these preferences
Structured point out something - do not impose limits
Detail before a final decision - changes in last moments
More certain than that seen from the outside - help them to choose
Communication Tips for Every Preference
Ekstravert - Introvert
Slow speed and listen to - put forward a clear
Tell the other person about you - sometimes the words you need to be repeated
Encourage people to brainstorm - smile
Sensor - Intuitive
Pointed out more than just the facts - focus on issues
Dig deeper - an easy precedence
The same facts can be viewed from different angles - do not overlook the details
Thinking - Feeling
Let the emotions present - do not be too sensitive
Know what others feel - shortening and do not repeat
Find out whether a problem related to the person - forget the old harmony
Judging (J) or perceiving (P)
Have you had all the facts? - Minimize your options
Avoid making decisions quickly - assert your biases
Give chance to others - just choose one thing
No type is better than the other types. All have advantages and disadvantages of each. With good communication, of the effectiveness in dealing with others will increase. It is expected that the increase could have a positive impact within the family, workplace, and society.