Overview

With many different personalities floating around the world it is imperative to know how different ones act. When negotiating it will be worth knowing all you can about your counterpart, this includes their personality. Knowing if your counterpart will be aggressive if they are pressured or if the will be come defensive. Adjusting your negotiation strategy accordingly to both their and your personality strengths with impact the negotiation in a positive way. Planning is the most important part of any negotiation, not looking at personality can prove devastating in any negotiation.

The Myers-Briggs Types

The Myers-Briggs Personality Types Indicator (MBTI) has been in use since the 1940's. This test has been used in many industries and career counselors alike.
The way the MBTI works on a series of questions (98-88) and identifies the individual's natural way of doing  things. The answers are then analysed against 4 sets of opposite preferences, this forms 16 different personality types.

Preferences 

Get Energy; Extraversion (E) vs. Introversion (I)

Individuals that prefer to focus on the outer world of people and activities will lean towards the extraversion. These individuals will project their own energy outwards along with gaining their energy from interactions with others. The introvert will focus their energy inward on their own ideas and experiences, they gain ebergy form reflection. 

Taking in Information; Sensing (S) vs. Intuition (N)

Taking in information that is real and tangible and being observant about specifications of what is going on around will be in the sensing category. These  Individuals are attuned to practical realities. The intuition segment will look at the big picture with a focus on relationships and connections between the facts. These individuals are good at seeing new possibilities. 

Making Decisions; Thinking (T) vs. Feeling (F)

Making a decision based on logical consequences of a action or choice will make that individual a thinker. The thinking group will try and find a standard or principle that will apply in all similar situations. Preferring feeling leads one to make decisions based on personal values and what is important to them and others involved. 

Deal With Outer World; Judging (J) vs. Perceiving (P)

The preference for judging will live in a controlled world with structure and order. They live in the outer world in a planned, orderly way. They make decisions and move on with closure. Perceiving preference will live in the outer world with flexibility and in a spontaneous way.They want to experience life rather then control it. 

Since 16 different types of personalities is difficult and time consuming knowing the types that are common among other negotiators is useful. I would argue that Personalities in the ESTJ, ESFP, and ENTJ areas will most commonly be negotiators. But since sometimes individuals are forced or the only one to negotiate is will be wise to research they types you will presume that individual to be.

Knowing your own MBTI is important. If you are one that makes emotional gut decisions you may want a person that is more sensing and thinking to even you out. If you are that introvert thinker you may want someone that can make decisions fast and accurately.

Aranda, Richard, and Stan TiLton. "Myers-Briggs Personality Preferences May Enhance Physician Leadership Success In Non-Clinical Jobs." Physician Executive 39.3 (2013): 14-22. Business Source Premier. Web. 5 June 2013.

Intrinsic vs. Extrinsic Motivators

Knowing how the individuals you are negotiating with are motivated will give you leverage in your negotiation. The two basic motivation types are intrinsic and extrinsic.

Intrinsic Values

This motivation is derived from the person doing something for its own sake, or the value something has in itself is reason for doing it. Doing an activity for its inherent satisfaction rather than for some separable consequence. This motivation strategy is most effective with  personalities that don't need to show off. 

Extrinsic Values

Here the person is motivated by an outside (external) source. These sources include money, awards, and recognition. A physical or noteworthy object that can be shown or presented as a sign of accomplishment. Doing something in order to attain some separable outcome. 

Each of these motivation types can be used in negotiation. An intrinsically motivated person will be swayed with the knowledge of completion of a beneficial deal and having that knowledge and confidence for future endeavors. The Extrinsically motivated individual will be motivated with a lager compensation throughout the negotiation. This type of motivator is easier to recognize and produce in an negotiation. The intrinsic motivator is the one that needs some build up and maturing for the duration of the negotiation. People are rarely one or the other, they lean to one side of the spectrum or the other. This being said you must plan accordingly with who you are negotiating against. 

Zimmerman, Michael J., "Intrinsic vs. Extrinsic Value", The Stanford Encyclopedia of Philosophy (Winter 2010 Edition), Edward N. Zalta (ed.), URL = <http://plato.stanford.edu/archives/win2010/entries/value-intrinsic-extrinsic/>.

Ryan, Richard, and Edward Deci. "Intrinsic and Extrinsic Motivations: Classic Definitions and New Directions." Contemporary Educational Psychology. 25. (2000): 54-67. Print. <http://mmrg.pbworks.com/f/Ryan, Deci 00.pdf>.

The Intro

With 8 Billion people living on this plant, there are 8 billion different personalities each of which respond to different tactics and influences in different ways. The trick for negotiators is to find these entry points and use them to make the deal. This blog will dive into the factor of personalities and how different tactics are needed on different personalities. Understanding your counterpart in negotiations can make all the difference, knowing how they are going to respond to situations and how to make the best of their reaction. This will provide great insight into your preparation.

• Intrinsic and Extrinsic personalities traits 
• Myers-Briggs types
• Working with different types