Type Theory suggest behaviors strongly connected to a preference may become well-developed and comfortable making it harder for persons to perform tasks associated with the opposite scale without conscious thought and substantial practice.
Active listening is an effective way to deal with strong emotions
Feelers have greater sensitivity to relational aspects of personal interactions. This helps them monitor process issues (process refers to the way negotiations unfold rather than the intrinsic merits of the issues discussed.)
[A male ISTJ] talked so much I thought he was an extravert, but he says he can only do that if he is solidly prepared…. This taught me that my only hope is to spend time planning what I will do, and considering what could possible happen, if I am to compete with the natural extraverts. (female INTP)
In the past, I was aware of what I was feeling and its cause but I did not know how to respond in a way that did not add to the problem. Now I am learning how to use ‘I’ messages and process comments and it’s wonderful because it gives me a chance to defeat my self-perpetuating cycle of ineffective negotiating. (female ESFJ)
My inattention to detail affected my negotiations the most. Knowing the weakness, I can work to overcome it by writing everything down… or by having a partner focus on details while I focus on main ideas …. (male INFP)
I always have a million thoughts and ideas running through my head when I work on any project. Concentrating and really hearing the other negotiator’s ideas is best accomplished by my knowing that I will repeat his/her positions and interests. (female INTJ)
I totally shut down the listening process. I attributed this to my strong judging preference…. [During the last exercise when my position was attacked] my first instinct was to shut down…. But I realized what I was about to do mentally and stopped. I changed my posture in the chair and made concerted effort to listen. (male ESTJ)