Myers-Briggs Type Indicator: Form G Question Booklet, Answer Sheet; and Negotiation Methodology Notes

Citation preview

1

DIRECTIONS

There are no "right" or "wrong" answers to these questions. Your answers will help show how you like to look at things and how you like to go about deciding things. Knowing your own preferences and learning about other people's can help you understand where your special strengths are, what kinds of work you might enjoy and be successful doing, and how people with different preferences can relate to each other and be valuable to society. Read each question carefully and mark your answer on the separate answer sheet. Make no marks on the question booklet. Do not think too long about any question. If you cannot decide on a question, skip it but be careful that the next space you mark on the answer sheet has the same number as the question you are then answering. Read the directions on your answer sheet, fill in your name and any other facts asked for and, unless you are told to stop at some point, work through until you have answered all the questions you can.

11 Do you admire more the people who are A

Which answer comes closer to describing how you usually feel or act?

1 When you go somewhere for the day, would you rather A plan what you will do and when, or B just go?

B

12

2

conventional enough never to make themselves conspicuous, or too original and individual to care whether they are conspicuous or not?

Does following a schedule A appeal to you, or B cramp you?

13 Do you tend to have A

2 If you were a teacher, would you rather

teach A fact-based courses, or B courses involving theory? 3 Are you usually A B

B

14 Does the idea of making a list of what

you should get done over a weekend A appeal to you, or B leave you cold, or C positively depress you?

a good mixer", or rather quiet and reserved? 11

4 Do you prefer to A B

arrange dates, parties, etc well in advance, or be free to do whatever looks like fun when the time comes?

5 Do you usually get along better with A B

7

8

9

15 It is a higher compliment to be called A B

16

imaginative people, or realistic people?

6 Do you more often let A your heart rule your head, or B your head rule your heart? When you are with a group of people, would you usually rather A join in the talk of the group, or B talk with one person at a time? Are you more successful A at dealing with the unexpected and seeing quickly what should be done, or B at following a carefully worked out plan? Would you rather be considered A a practical person, or B an ingenious person?

deep friendships with a very few people, or broad friendships with many different people?

a person of real feeling, or a consistently reasonable person?

Among your friends, are you A one of the last to hear what is going on, or B full of news about everybody?

[On this next question only, if two answers are true, mark both.] 17

In your daily work, do you A rather enjoy an emergency that

makes you work against time, or hate to work under pressure, or C usually plan your work so you won't need to work under pressure?

B

18

19

Would you rather have as a friend A someone who is always coming up with new ideas, or B someone who has both feet on the ground? Do you A talk easily to almost anyone for as

10 In a large group, do you more often A introduce others, or B

get introduced?

long as you have to, or B find a lot to say only to certain people or under certain conditions?

3

20 When you have a special job to do, do you

like to A organise it carefully before you start, or B find out what is necessary as you go along? 21 Do you usually A value sentiment more than logic, or B

22

Which word in each pair appeals to you more? Think what the words mean, not how they look or how they sound. 27 A scheduled B

value logic more than sentiment?

In reading for pleasure, do you A enjoy odd or original ways of saying things, or B like writers to say exactly what they mean?

unplanned

28 A gentle B

firm

29 A facts B

ideas

30 A thinking 23

Can the new people you meet tell what you are interested in A right away, or B only after they really get to know you?

B

feeling

31 A hearty B quiet 32 A convincing

24 When it is settled well in advance that you

will do a certain thing at a certain time, do you find it A nice to be able to plan accordingly, or B a little unpleasant to be tied down? 25

B

33

A statement B

concept

34 A analyse B

In doing something that many other

people do, does it appeal to you more to A do it in the accepted way, or B invent a way of your own?

touching

sympathise

35 A systematic B

spontaneous

36 A justice 26 Do you usually A B

show your feelings freely, or keep your feelings to yourself?

Go on to Part2.

B

mercy

37 A reserved B talkative 38 A compassion B

foresight

39 A systematic B

casual

40 A calm B

lively

41 A benefits B

42

blessings

A theory B

certainty

43 A determined B

devoted

Go on to the nextpage.

44

45

46

literal B figurative A

63

firm-minded warm-hearted

64 A quick

B A

imaginative

65

A

B matter-of-fact

47

peacemaker B judge A

48 A make B

51

sensible B fascinating A

forgive

53

57

67 A sign B symbol

68 A party B theatre

69 A accept

70

B

what

A

speak write

uncritical B critical A

A

A

punctual leisurely concrete abstract

changing B permanent A

60 A wary

61

B

trusting

A

build invent

B

62

change

A

agree discuss

B

known unknown

Go on to Part3.

B

59

B

impulse B decision A

B

58

detached

71

B

56

theory experience

production B design A

54 A who

55

A

B

B tolerate

52

careful

66 A sociable

B hard A

B

B

create

49 A soft

50

foundation B spire A

orderly B easygoing A

A B

4

5 81

Which answer comes closer to describing how you usually feel or act?

72

Would you say you A get more enthusiastic about things than the average person, or B get less excited about things than the average person?

When you are in an embarrassing spot, do you usually A change the subject, or B turn it into a joke, or C days later, think of what you should have said?

82 Is it harder for you to adapt to A routine, or B constant change?

83

It is higher praise to say someone has

A vision,

73

Do you feel it is a worse fault to be A unsympathetic, or B unreasonable?

B

or

common sense?

84 When you start a big project that is due in

a week, do you A take time to list the separate things to

74 Do you

be done and the order of doing them, or

A prefer to do things at the last minute,

B plunge in?

or B find doing things at the last minute

85

hard on the nerves? 75

76

At parties, do you A sometimes get bored, or B always have fun?

know how you feel A about most things, or B only when you have had some special reason to tell them? 87 Would you rather work under someone

or

77

86 Do you think the people close to you

Do you think that having a daily routine is A a comfortable way to get things done, B

Do you think it more important to be able A to see the possibilities in a situation, or B to adjust to the facts as they are?

who is

painful even when necessary?

When something new starts to be the fashion, are you usually A one of the first to try it, or B not much interested?

A always kind, B always fair?

88 In getting a job done, do you depend on A starting early, so as to finish with time B

78 When you think of some little thing you

should do or buy, do you A often forget it till much later, or B usually get it down on paper to remind yourself, or C always follow through on it without reminders? 79

Are you A easy to get to know, or B hard to get to know?

80 In your way of living, do you prefer to

be A original, B

or

conventional?

or

to spare, or the extra speed you develop at the last minute?

89 Do you feel it is a worse fault A B

90

91

to show too much warmth, or not to have enough warmth?

When you are at a party, do you like to A help get things going, or B let the others have fun in their own way? Would you rather A support the established methods of B

doing good, or analyse what is still wrong and attack unsolved problems?

Goon to the next page.

6 92 Are you more careful about A people's feelings, or B their rights? 93 If you were asked on a Saturday morning what you were going to do that day, would you A be able to tell pretty well, or B list far too many things, or C have to wait and see? 94 In deciding something important. do you

find you can trust your feeling about what is best to do, or B think you should do the logical thing, no matter how you feel about it?

102 When you have a decision to make, do you usually A make it right away, or B wait as long as you reasonably can before deciding? 103 At the time in your life when things piled up on you the worst, did you find A that you had got into an impossible situation, or B that by doing only the necessary things you could work your way out?

A

95

96

97

Do you find the more routine parts of your day A restful, or B boring? Does the importance of doing well on a test make it generally A easier for you to concentrate and do your best, or B harder for you to concentrate and do yourself justice? Are you A inclined to enjoy deciding things, or B just as glad to have circumstances decide things for you?

98 In listening to a new idea, are you more anxious to A find out all about it, or B judge whether it is right or wrong? 99 In any of the ordinary emergencies of everyday life, would you rather A take orders and be helpful, or B give orders and be responsible? 100 After being with superstitious people, have you A found yourself slightly affected by their superstitions, or B remained entirely unaffected? 101 Are you more likely to speak up in A praise, or B blame?

104 Out of all the good resolutions you may have made, are there A some you have kept to this day, or B none that have really lasted? 105 In solving a personal problem, do you A feel more confident about it if you have asked other people's advice, or B feel that nobody else is in as good a position to judge as you are? 106 When a new situation comes up which conflicts with your plans, do you try first to A change your plans to fit the situation, or B change the situation to fit your plans? 107 Are such emotional "ups and downs" as you may feel A very marked, or B rather moderate? 108 In your personal beliefs, do you A cherish faith in things that cannot be proved, or B believe only those things that can be proved? 109 In your home life, when you come to the end of some undertaking, are you A clear as to what comes next and ready to tackle it, or B glad to relax until the next inspiration hits you? 110 When you have a chance to do something interesting, do you A decide about it fairly quickly, or B sometimes miss out by taking too long to make up your mind?

III

If a breakdown or mix-up halted a job on

120 Has it been your experience that you

often fall in love with an idea or project that turns out to be a disappointment so that you "go up like a rocket and down like a stone" - or do you B use enough judgment on your enthusiasms so that they do not let you down?

which you and a lot of others were working, would your impulse be to A enjoy the breathing spell, or B look for some part of the work where you could still make progress, or C join the "troubleshooters" in wrestling with the difficulty? 112

113

114

When you don't agree with what has just been said, do you usually A let it go, or B put up an argument?

A

121 When you have a serious choice to make,

do you almost always come to a clear-cut decision, or B sometimes find it so hard to decide that you do not wholeheartedly follow up either choice? A

On most matters, do you A have a pretty definite opinion, or B like to keep an open mind? Would you rather have A an opportunity that may lead to bigger things, or B an experience that you are sure to enjoy?

115

In managing your life, do you tend to A undertake too much and get into a tight spot, or B hold yourself down to what you can comfortably handle?

116

When playing cards, do you enjoy most A the sociability, or B the excitement of winning, or C the problem of getting the most out of each hand, or D don't you enjoy playing cards?

117

When the truth would not be polite, are you more likely to tell A a polite lie, or B the impolite truth?

118

Would you be more willing to take on a heavy load of extra work for the sake of A extra comforts and luxuries, or B a chance to achieve something important?

122

Do you usually A enjoy the present moment and make the most of it, or B feel that something just ahead is more important?

123

When you are helping in a group undertaking, are you more often struck by A the cooperation, or B the inefficiency, or C don't you get involved in group undertakings?

124 When you run into an unexpected

difficulty in something you are doing, do you feel it to be A a piece of bad luck, or B a nuisance, or C all in a day's work? 125

119

When you don't approve of the way a friend is acting, do you A wait and see what happens, or B do or say something about it?

Which mistake would be more natural for you: A to drift from one thing to another all your life, or B to stay in a rut that didn't suit you?

126 Would you have liked to argue the

meaning of A a lot of these questions, or B only a few?

7

8

•

Influence Style Questionnaire Please be as frank as you can. The questionnaire will be of little or no value unless you provide a truly accurate and objective description of your own behaviour. For each of the statements listed, please enter on the scoring sheet the number corresponding to your choice of the five possible responses given below. Enter the number: -2

if you definitely disagree; that is, if the statement definitely does not describe how you act

-1

if you are inclined to disagree; that is, if you are not definite, but think the statement does not tend to describe how you act

o

if you are uncertain whether to agree or disagree; that is, if you are not sure whether the statement does or does not tend to describe how you act

+ 1 if you are inclined to agree; that is, if you are not definite, but think that the statement tends to express how you act +2

if you definitely agree; expresses how you act

that is, if the statement definitely

1

I do not hesitate to point out others' mistakes.

2

I hand important tasks over to others even when there is a risk of my being personally criticised if they are not done well.

3

When others become uncertain or discouraged my enthusiasm carries them along.

4

I put forward lots of ideas and plans.

5

I am quick to praise or criticise another's performance.

6

I am willing to be influenced by others.

7

I can bring others to see the exciting possibilities in a situation.

8

I put together a good logical argument.

1

9 9

I articulate standards which I think others ought to meet.

10

I encourage people to come up with their own solutions to problems.

11

My way of speaking conveys a sense of excitement to others.

12

When opposed I am quick to come forward with a counter-argument.

13

I let people know the standards by which their performance will be judged.

14

I am receptive to the ideas and suggestions of others.

15

I communicate my belief in the value and importance of what the group is doing.

16

I provide detailed plans as to how the job should be done.

17

I tend to make moral judgements about what others do or say.

18

I am quick to admit my own mistakes and errors.

19

I articulate an exciting vision of what could be.

20

I suggest alternatives to the proposals which others have made.

21

I pass on praise and criticism which others have made about another's work.

22

I sympathise with others when they have difficulties.

23

My enthusiasm is contagious.

24

I push my ideas vigorously.

25

People can readily judge whether I approve or disapprove of what they do or say.

26

I listen to and try to use the ideas raised by others.

27

I am able to put into words the hopes, aspirations and fears which others may feel.

28

It is not unusual for me to stick my neck out with ideas and suggestions.

29

I use the power and authority I have to make others comply.

30

If others become angry or upset I listen with understanding.

31

I am skilful at using images and figures of speech to present exciting possibilities.

2

10 32

I put over my ideas clearly.

33

I let people know in advance what is required of them.

34

I readily admit my lack of knowledge and expertise in a situation.

35

I help people become more aware of their strengths and potentialities which they have as group.

36

I defend my own ideas energetically.

37

I offer bargains or deals to get what I want from others.

38

I put as much effort into developing the ideas of others as I do my own.

39

I am skilful in articulating the aims and goals which people have in common.

40

I anticipate objections in my point of view and am ready with a counter-argument.

41

I give frequent and specific feedback as to whether my requirements are being met.

42

I help others to get a hearing.

43

In persuading others I appeal to their values, emotions and feelings.

44

I frequently disregard the ideas of others in favour of my own proposals.

45

People always know whether or not they are measuring up to my standards.

46

I listen sympathetically to people who do not share my views.

47

I generate excitement and enthusiasm through my use of colourful language.

48

When other people disagree with my ideas, I don't give up but find another way to persuade them.

49

I make it clear what I am willing to give in return for what others want.

50

I am quite open about my hopes and fears, aspirations and personal difficulties in achieving them.

51

I foster an esprit de corps where others feel sense of common purpose.

52

I am ingenious in producing evidence in support of my own proposals.

3

11 53

I follow up the performance of others to find out whether my standards are being met.

54

I show tolerance and acceptance of others' feelings.

55

I use emotionally charged language to generate enthusiasm for a task.

56

I talk about my own ideas more than I listen to those of others.

57

I give orders and instructions which I expect to be obeyed.

58

I accept criticism without becoming defensive.

59

I help others to see how they can achieve more by working together.

60

I present my ideas in an organised way.

61

I check up to see whether others are keeping their side of the bargain.

62

I help others to express themselves.

63

I make others feel personally involved with and responsible for the future achievement of the group.

64

I draw attention to inconsistencies in the ideas of others.

65

I use rewards and punishments to make other people do what I want.

66

I go out of my way to show understanding of the needs and wants of others.

67

I strive to develop in a group a sense of unity and common purpose.

68

It is not unusual for me to interrupt others while they are talking.

69

I judge people on what they do rather than what they say.

70

I don't pretend to be confident when I feel uncertain.

71

I try to excite interest by using metaphors and analogues when encouraging others to perform a task.

72

I put a lot of energy into arguing about what to do.

4

• THE FIVE STYLES 1

Compromising Style This style is characterised by compromising, meeting the other party half way, looking for trade-offs, splitting the difference, and other half-way measures. Conflict reduction is valued more highly than synergistic problem solving. Usually some concern is shown for the longer terms relationship with the other party. This style is more likely to produce a reasonable result than an optimum settlement. Typical characteristics and beliefs: Agree to split the difference Meet half way Find a quick, easy solution we can both agree on Give something to get something Look for trade-ofts I'll scratch your back if you scratch mine The goal is to find an adequate agreement which can be arrived at, if possible, without spending much time.

2

Withdrawing Style This style is characterised by feelings of powerlessness, indifference to the outcome and taking whatever the other party is willing to concede. There is little interest in forging the best deal and little interest in maintaining and developing good business relationships. Typical characteristics and beliefs: You take whatever you can get because there are no other real options Indifferent, resigned Keep a low profile Avoid confrontational situations Do the minimum to keep up appearances Results are beyond my influence Realistically you take whatever the other person is willing to concede Other people are born negotiators and have more power Forego, waive, sacrifice, relinquish, surrender, yield, cede.

1

12

13 The negotiator's behaviour is to withdraw psychologically and sometimes physically.

3

Soft Bargaining Style This style is characterised by efforts to provide harmony, avoiding substantive differences, yielding to pressure to preserve relationships and placing interpersonal relationships above the appropriateness of the outcome. Minimal effort is spent to work out the best deal. The focus is on building a friendly relationship. Confrontation is avoided at any cost. Typical characteristics and beliefs: Good relationships produce good deals Maintain harmony, keep the peace, be friendly Avoid unpleasant confrontations Be agreeable - keep people happy Make concessions to further the relationship Yield to pressure to preserve the relationship Trust others without reservation The style is to accommodate the other party's needs.

4

problem Solving Style The style is characterised by searching for interests and satisfying them, problem solving behaviour, recognising that both parties must get their needs satisfied for the outcome to be successful. Not only is the substance of the 'deal' important but maintaining and building long term relationships are also critical. The negotiator using this style works to build a collaborative relationship so both parties can win. Typical characteristics and beliefs: Collaboration Win/win Negotiations are creative, problem solving situations We need to form a partnership to satisfy our respective interests Yield to principle not to pressure Try to reach a result which can be assessed against objective criteria No tricks Look for mutual gains Both parties get their respective needs satisfied Work at integrated solutions Instead of dividing the cake, bake a bigger cake or a second cake. The goal is to build a win-win outcome where each party's interests are satisfied and long term relationships enhanced.

2

14 5

Hard Bargaining Style This style is characterised by win-lose competition, pressure, intimidation and adversarial relationships. The other party's needs are not important, little or no concern is given to maintaining or rebuilding an effective, long term relationship. Typical characteristics and beliefs: Drive a hard bargain I win - you lose Total victory is the goal Me or them. Don't get taken Apply pressure, intimidate, browbeat, be belligerent, abuse, insult, harass, betray, haggle Power and control are everything Use threats, bluffs, surprises, deceit and trickery Two dogs, one bone You have to have a killer instinct Dig in - insist on your own position The goal is to defeat the other party at any cost.

MTD/267B

3

Mark Reflex® NCS Services (UK) Limited NM-00958:

Throughout this form, please fill in each of your chosen responses with an HB pencil making sure that the complete circle is filled in. Where applicable, also write in the number above the column (Identification Number, Age & Today's Date.)

MBTI® (FORM G) Answer sheet

MYERS - BRIGGS TYPE INDICATORTM

CORRECT MARK

INCORRECT MARKS

•

~@OQ

*

10 ® 20 ® 3® ® 4® ® 50 ®

®® 00 CV

60 ® 70 ® 80 ® 9® ® 10 ® ®

® ®

o ®

® Answers to the sections below are optional. They will be used to create statistical information to help us in research and will be anonymous.

I

o o o o o o o o 0

~~!?t: ~

ETHNIC BACKGROUND

o o o o

~

PART 2

PART 3

32 ® ® 33 ® ® 34 ® ® 35 ® ®

72@® 73 ®® 74 ® ® 75 ® ®

116 ® ® © ® 117 ® ® 118 ® ® 119 ®® 120 0 ®

36 ® ® 37 ® ® 38 ® ® 39 ® ® 40 ® ®

76 ® ® 77 ® ® 78 ® ® © 79 ® ® 80 ® ® 81 0 ® ©

121 ®® 122 ®® 123 0 ® © 124 ®®© 125 0 ® 126 0 ®

41 ®® 42 ® ® 43 0 ® 44 ® ® 45 ® ®

82 ®® 83 ® ® 84 ® ® 85 ® ®

11 0 ® 12 @@ 13 ® ® 14® ® © 15 0 ®

46 0 ® 47 ® ® 48 ® ® 49 0 ® 50 0 ® 51 0 52 0 53 0 54 0 55 0

® ® ® ® ®

86 0 ® 87 0 ® 88 ® ® 89 ® ® 90 ® ® 91 ®® 92 0 ® 93 ® ® © 94 0 ® 95 0 ®

16 ® ® 17 ® ® © 18 0 ® 19 0 ® 20 0 ®

56 ® ® 57 ® ® 580 ® 59 ® ® 60 0 ®

96 ® ® 97 ® ® 98® ® 99 ® ® 100 ® ®

21 0 ® 22 0 ® 23 0 ® 240 ® 25 ® ® 26 0 ®

61 0 ® 62 ® ® 63 0 ® 64 0 ® 65 0 ®

101 ® ® 102 0 ® 103 0 ® 104 0 ® 105 0 ®

Marr ied

PART 2

Live-in Partner

27 0 280 29 0 30 0 31 0

66 ® ® 67 ® ® 68 0 ® 69 0 ® 70 ® ® 71 ®®

106 ® ® 107 0 ® 108 0 ® 109 ® ® 110 0 ®

School - 4th Form School - 5th Form School - 6th Form or equivalent 1st year in any College or University

Bangladeshi Black-African Black-Caribbean Black-Other (specify)

2nd year in any College or University

--------------------------

Completely erase any changed answers or stray pencil marks -

PAR T 1

(DG)(D@(DG)

Printed in the U.K.

Mark your answers to the questions by filling in the appropriate circle using an HB pencil as shown in the example below

If you miss a question, miss its ci rcles to o .

®®®®®®

4 2 1

U>

m

I I

I

I

-u "

z -

I

II

c..

~

I

-0

0

z

-; (J)

I -0

~:n m Z

~ o

(J)

0 :n m (J)

8888 I

I I

I I

1

I

GG @8

t> -0 -0

~0:;. CS 0

~

~

Final year in any College or University M asters Doctor ate

OChinese

Post Doctorate

Olndian

o

Pakistani

OWhite

o

Other (specify)

W idow ed SeparatedlDivorced

COPYRIGHT © 1977, 1994 by Peter Briggs Myers and Katharine D Myers. All rights reserved. Translated and distributed under licence from the Publisher, Consulting Psychologists Press Inc.. Palo Alto. CA 94303, USA, by Oxford Psychologists Press Ltd. 311-321 Banbury Road, Oxford OX2 7JH, UK. No part of this answer sheet is reproducible under any photocopying licence scheme. MBTI and Myers-Briggs Type Indicator are trademarks of Consulting Psychologists Press, Inc.

® ® ® ® ®

11

111 0 ® © 112 ®® 113 ® ® 114 ® ® 115 ® ®

Ilj:I~1·':~i',jj3;l-i:13:J1k'~{.ij4;'I:,i3,11:I:J!IJ:tIii;t·~j:J33:11!!#ff·'!§j;'3:J;(.Jtll("M'Ij:{'~i:t;J4-4:;']:~il:'.:t.';jj!",:,.:t#.J;1=4;I'ti#,iij"J~

DO NOT MARK BELOW BAR

DO NOT FOLD

*

••

--

-

Your Occupational Title:

---,--

Please list the three key duties of your job:

o o

o o o o o o o o

o

o

o o o o o

Accounting Administration Computing Counselling Credit/Finance Customer Service Distribution Education Engineering Human Resources/Personnel

o o o

.0

o o o o

o

' :~rsj,tyilii~2fl.,'UJiffflD~: Law Manufacturing Marketing Materials Management! Purchasing Medicine/Health Operations Product Development Quality Control Research/Data Analysis

o

o o

o o

o o

o

o

Top - Chief Executive, Chairperson Senior Executive - Department Head, Managing Director, Director, Board level professionals Upper Middle - Departmental Executives, Factory Managers, Senior professional staff Middle - Office Managers, Professional Staff, Mid-Level Administrators First Level - Forepersons, Supervisors Waged Staff - Machine Operators, Clerical/Secretarial and Support Staff, Technicians Not relevant in my situation

o o o o o o o o o

Research and Development Sales Secretarial/Clerical Support Security Social Service Systems Analysis Training Other (please specify below)

Business/Industrial Business/Service (such as retail, banks, utilities) Educational Government Health Leisure (such as hotels, sports facilities) Military Nonprofit (such as social services, charities, foundations) Religious Other (please specify below)

Please fill in any that apply to yo u .

o o

o o o o o o o

••

Full-time paid work Part-time paid work Voluntary work Self employed Student Homemaker Unemployed less than 1 year Unemployed more than 1 year Retired

0

0

0

0

The kind of work you do?

0

0

0

0

The organisation in which you work?

0

0

0

0

Your future work opportunities?

j

Product Code 0003