15-12-15

Innate Preferences

• Exercise: Write down in a paper the

poem and sign your name

UNDERSTANDING AND MANAGING PEOPLE Friend

You and I are friends
You laugh, I laugh
Personality You cry, I cry
You scream, I scream
Mai Anh Linh You jump, I jump
Faculty of Economics and Management
International School of Thai Nguyen University You jump off a bridge
Email: [email protected] I’m going to miss you, buddy

1
 15-12-15

Introduction to Type Theory

• Swiss psychiatrist Carl Jung developed a theory early in

the 20th century to describe basic individual preferences
and explain similarities and differences between people

• Main postulate of the theory is that people have inborn

behavioral tendencies and preferences
• Your natural response in daily situations
• Used when we are generally not stressed and feel
competent, and energetic
• Could be defined as those behaviors you often
don’t notice

What are Preferences? Development of the MBTI Instrument

• Everyone has a natural preference for one of the • Jung’s theory important but inaccessible to the general
population
two opposites on each of the four MBTI
continuums. • Isabel Myers and Katherine Briggs (mother-daughter
team) expanded on Jung’s work by developing an
• When we use our preferred methods we are at instrument to help people identify their preferences
our best and feel most competent.
• The MBTI tool is an indicator of personality type (i.e.
innate preferences) that has proven to be remarkably
reliable and valid
– Represents the result of over 50 years of research
– Is used globally in both education and corporate settings; over 2
million people each year

The MBTI is ...

The MBTI does not measure...
• IQ • Learning
• a self-report instrument
• nonjudgmental • Psychiatric disturbances • “Normalcy”
• an indicator of preferences • Emotions • Maturity
• a way to sort, not to measure • Trauma • Illness
• well researched • Stress • Affluence
• rich in theory
• professionally interpreted
• used internationally

Using the Myers-Briggs Type Indicator in Organizations, Sandra Hirsch, Consulting Psychologists, Inc., 1991

2
 15-12-15

Value of the MBTI Four MBTI Dichotomies

• Distinctions from other psychological or career based

tools Extraversion – Introversion Where do you prefer to focus
– Does not assess psychological health E - I Dichotomy your attention – and get your
– Does not “tell” the client what to do or be energy?
– Involves client feedback and “agreement” to Type
Sensing – Intuition How do you prefer to take in
– Involves no scaling or value
S - N Dichotomy information?
– Inherent strengths and weaknesses associated with each type
profile Thinking – Feeling How do you make decisions?
T - F Dichotomy
Judging – Perceiving How do you deal with the
J - P Dichotomy outer world?

Where do you prefer to focus your attention? Where do you

Caution: MBTI Word Usage get energy? The E-I Dichotomy

• Words used to describe preferences in psychology do Extroversion ------------- Introversion

not mean the same thing as they do in everyday life • Attention focused • Attention focused inward:
outward: people, things, concepts, ideas, inner
– Extravert does not mean talkative or loud
action impressions, feelings
– Introvert does not mean shy or inhibited • Using trial and error with • Considering deeply before
confidence acting
– Feeling does mean emotional • Relaxed and confident • Reserved and questioning
• Scanning the environment • Probing inwardly for
– Judging does not mean judgmental stimulation
for stimulation
• Seeks quiet for concentration
– Perceiving does not mean perceptive • Seeks variety and action
• Wants time to be alone
• Wants to be with others
– Etc. • Live it, then understand it
• Understand it, before live it

Using the Myers-Brigge Type Indicator in Organizations , Sandra Hirsh, Consulting Psychologists Press, Inc., 1991

MBTI Key Words What is your E – I preference?

Extraversion Introversion • Exercise

– When you are going to a large
• Energized by being with • Energized by being alone party, what do you do?
others (outer world) (inner world)
• Breadth • Depth – What do you consider a large party
or group?
• Sociable • One-to-one discussion
• Initiates • Reflects
• Interaction • Concentration
• Multiple relationships • Close relationships
• Many • Few

3
 15-12-15

How do you prefer to take in information? The S-N MBTI Key Words
Dichotomy
Sensing INtuition
Sensing ---------------------- iNtuition
• Facts • Meanings
• Perceiving with the Five • Perceiving with memory and • Data • Associations
Senses associations (Sixth Sense) • Possibilities
• Detail
• Reliance on experience • Seeing patterns and meanings • Speculative
• Realistic • Figurative
and actual data • Innovation
• Literal • Theoretical
• Practicality • Seeing possibilities
• Actuality • Future
• In touch with physical realities • Future Achievement
• Present • Fantasy
• Attending to the present • Projecting possibilities for the
• Utility • Random
moment future
• Sequential • Variety
• Live life as it is • Change, rearrange life
• Repetition • Change
• Prefers using learned skills • Prefers adding new skills
• Pays attention to details • Looks at “big picture”
• Conserve
• Makes few factual errors • Identifies complex patterns
Using the Myers-Brigge Type Indicator in Organizations , Sandra Hirsh, Consulting Psychologists Press, Inc., 1991

How do you make decisions?

What is your S-N preference? The T-F Dichotomy

Thinking ----------------- Feeling

• Exercise
– How did you decide • Decisions based on the • Decisions based on impact
whom to support? logic of the situation on people
• Uses cause and effect • Guided by personal
reasoning values
• Strive for an objective • Strive for harmony and
standard of truth positive interactions
• Can be “tough-minded” • May appear “tenderhearted”
• Fair – want everyone • Fair – want everyone treated
treated equally as an individual

Using the Myers-Briggs Type Indicator, in Organizations Sandra Hirsh, Consulting Psychologists Press, Inc., 1991.

MBTI Key Words

What is your T-F Preference?
Thinking Feeling

• Analysis • Sympathy • Exercise

• Objective • Subjective – Little League Coach for
• Logic • Humane the championship game
• and you can only take 11
• Impersonal Personal
of 13 players to the game
• Critique • Appreciate
• Reason • Values – What do you do? How
• Criteria • Circumstances do you choose?
• Head • Heart
• Justice • Harmony
• Analyze • Empathize

4
 15-12-15

How do you deal with the outer world?

The J-P Dichotomy MBTI Key Words
Judging Perceiving
Judging --------------- Perceiving • Scheduled • Spontaneous
• Decisive
• • Tentative
• Focuses on completing • Focuses on starting Self-regimented
task tasks • Purposeful • Flexible
• Organized • Adaptable
• Deciding and planning • Taking in information
• Settled • Pending
• Organizing and • Adapting and • Plan ahead
scheduling changing • Flexible
• Control one’s life
• Controlling and • Curious and • Adapt as you go
• Set goals
regulating interested • Systematic • Let life happen
• Goal oriented • Open-minded • Structure • Undaunted by surprise
• Wanting closure even • Resisting closure in • Closure • Open to change
when data are order to obtain more • Decide information • Flow
incomplete data
• Options
• Wants only the • Wants to find out
essentials of the job about the job • Want more

Using the Myers-Briggs Type Indicator in Organizations , Sandra Hirsh, Consulting Psychologists Press, Inc., 1991.

What is your J-P Preference? To Take to the Office with You

• With similar types on a team:

• Exercise – The team will understand each other easily and quickly
– Sending you on a
– Will reach decisions quickly, but will be more likely to make
vacation
errors due to not taking in all viewpoints
– $2,000
– May fail to appreciate gifts of the “outlying” types
– What do you do? How
do you go about it?
• With a variety of types on a team:
– Longer to establish communication between the members of the
team
– Less likely to overlook possibilities and details
– Longer to reach consensus

Source: From Teambuilding Program (2nd Edition), E. Hirsh, K. W. Hirsh, S. Krebs Hirsh, 2003,
CPP, Inc.

Occupational Trends of 16 Types Occupational Trends of 16 Types

ISTJ ISFJ INFJ INTJ

Management, Administration Education, Health Care, Religion, counseling, teaching, Scientific or technical fields,
Law enforcement , Accounting Religious settings arts computers, law
Or any other occupations where Or any other occupations where Or any other occupations where Or any other occupations where
they can use their experiences and they can draw on their base they can facilitate emotional, they can use their intellectual
attention to detail to get the task experience to personally help intellectual, or spiritual creativity and technical knowledge
done people in a behind-the-scenes development to conceptualize, analyze, and get
manner the task done.
ISTP ISFP INFP INTP
Skilled trades, technical fields, Health care, Business, Law Counseling, Writing, Arts Scientific or Technical Fields
agriculture, law enforcement, Enforcement
Or any other occupations where Or any other occupations where
Military Or any other occupations where they can use their creativity and they can use their solitary, objective
Or any other occupations where they can use their gentle, service- focus on their values analysis of problems based on their
they can use their hands-on, related attentiveness to detail technical expertise
analytical work with data or things

5
 15-12-15

Occupational Trends of 16 Types Occupational Trends of 16 Types

ENFP ENTP
ESTP ESFP
Counseling, Teaching, Religion, Science, Management,
Marketing, skilled trades, Health care, Teaching, Coaching,
Arts Technology, Arts
Business, Law enforcement, Childcare worker, Skilled Trades
Applied Technology Or any other occupations where Or any other occupations where
Or any other occupations where
they can use creativity and they have the opportunity to take
Or any other occupations where they can use their outgoing nature
communication to foster the growth on new challenges continually
they can use their action-oriented and enthusiasm to help people with
of others
focus to attend to the necessary their practical needs
details ENFJ ENTJ
ESTJ ESFJ Religions, Arts, Teaching Management, Leadership
Management, Administration, Education, Health Care, Religion Or any other occupations where Or any other occupations where
Law Enforcement Or any other occupations where they can help others with their they can use tough-minded
Or any other occupations where they can use their personal concern emotional, intellectual, and spiritual analysis, strategic planning, and
they can use logic and organization to provide services to others growth organization to get the task done
of the facts to get the task done

Type and Work Environments Type and Work Environments

Extraverts.. Introverts Extraverts.. Introverts..

• Like variety and action • Like quiet for • Interested in activities of • Interested in details &
concentration their job, getting it done, ideas behind job
• Tend to be faster, dislike
complicated procedures • Careful with details (IS) and how others do it • Dislike telephone (IT)
(ES) • Do not mind telephone • Think before acting,
• Trouble with names & sometimes without acting
• Good “greeters” (EF) faces (IT) (EF)
• Work alone (IT)
• Impatient with long, slow • Can work for long periods • Act quickly, sometimes
without thinking it through • “In their heads” (IT)
jobs done alone of time on a project
without interruptions • Like people around (EF)
• Communicate freely (EF)

Type and Work Environments Type and Work Environments

Sensing.. Intuitive.. Sensing.. Intuitive..

• Focus on here and now • Focus on future and what • Reach a conclusion step by • Reach an understanding
and reality step (ISJ) quickly (ENP)
might be
• Standard ways of solving • Patient with details (ISJ) • Impatient with routine
problems • Solving problems in new details (ENP)
ways • Impatient when situations • Patient with complex
• Preferred established situations (IN)
order for doing things • Dislike routine (NP) get complicated (ES)
• Not often inspired, mistrust • Follow inspirations
(SJ) • Enjoy learning new skill regardless of data
inspiration
• Preferring using and more than using it • Make errors of fact,
perfecting learned skills • Seldom make factual errors
• Bursts of energy with • Good at precise work (IS) preferring big picture
• Steady workers with slack times (ENP) • Dislike precision (time)
realistic assessment of • Create new by adapting old
• Create something new with
time (ISJ) personal insight

6
 15-12-15

Type and Work Environments Type and Work Environments

Thinking.. Feeling.. Thinking.. Feeling..

• Like analysis and ordering • Like harmony
• Can get along without • Office feud by impair
• Need to be treated fairly • Need praise and attention
harmony efficiency in accordance with
• Tend to be firm minded • Tend to be sympathetic prevailing standards • Dislike, even avoid
• Do not show emotion • Aware of other people and • Able to reprimand people
readily and often their feelings (EF) unpleasant encounters
uncomfortable with others’ impersonally, though they
feelings • Enjoy pleasing others may not like doing so
• May hurt others’ feelings • More people oriented,
without knowing it
• More analytically- respond more easily to
• Decide impersonally, • Allow decisions to be oriented, respond best to
influenced by likes and others values
sometimes insufficient others’ thoughts (IT)
attention to others’ wishes dislikes

Type and Work Environments Type and Work Environments

Judging.. Perceiving..
• Adapt well to changing Judging.. Perceiving..
• Work best when they plan
work and follow plan situations • May not notice new things • May postpone unpleasant
• Prefer leaving things that need to be done while jobs while finding other
• Like to get things settled completing what they are things more interesting in
open for alterations
doing the moment
• May postpone decisions
• May decide too quickly (IP) • Want only the essentials • Want to know all about a
(EJ) needed to begin their work new job (INP)
• May start too many
(ESJ) • Curious and welcome a
• Dislike interrupting project projects and have
difficulty finishing them • Satisfied once they reach a new light on a thing,
for more urgent one (ISJ)
(ENP) judgment on a thing, situation, or person
situation, or person

HOMEWORK

A. Base on the personality test, in 16 types, which one are you? Do you
think that the result of the test reflects your characteristics accurately?
Base on Jung theory and your own evaluation, answer the following
questions
1. What is the most idea working environment for you to work? Why?
2. What is the most effective way for you to study? Why?
3. What is the most suitable career path for you? Why? (Don’t exclude
your personal objective or dream)

B. Ask your friends to do the test. What types are they? Base on Jung
theory, explain why do you get a long well.

NOTE: - Be precise, your explanation HAVE to based on personality

theory.
- You must include adequate explanations