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Understanding People. 16 Personality Types 

Myers-Briggs Type-Indicator - MBTI®


The Myers-Briggs Type-Indicator (MBTI®) has its roots in C. G. Jung's "Psychological Types." Katherine Cook Briggs and her daughter Isabel Myers, modified and further developed Jung's typology in 1944. The MBTI® distinguishes between four pairs of preferences or opposites, the expression of which each person uses to varying degrees. These so-called "dichotomies" consist of the four functions:

What are the 4 major pairs of opposites?

1. Extraversion (E) and Introversion (I)
Where do I recharge my batteries? Where do I get my energy from? Where do I direct my attention? Outward (E) or inward (I)?

2. Sensitive feeling (S) and Intuition (N)
How do I perceive my environment? How do I form a picture of the world? How do I take in data - with an eye for the big picture (S) or with attention to detail (N)? 

3. Thinking (T) and Feeling (F)
What is the basis for my decisions? My thinking(T) or my feeling (F)?

4. Judging (J) and Perceiving (P)
How do I deal with the outside world? - Do I experience it in an orderly and structured way, (J) or in a flexible and spontaneous way (P)?


The MBTI® covers many fields of activity:

  • Leadership style: information about the preferred leadership style. Managers recognize where their personal strengths lie. This enables them to deal more consciously with their, and other, leadership styles.
  • Conflict: Employees recognize conflict triggers depending on their type and the external impact of their own type in a conflict or dispute.
  • Working style: Employees recognize their own working style and learn how to delegate tasks according to their type.
  • Change: Are they positive or negative about change?
  • Sales: Are customers approached according to type in order to increase one's own persuasiveness and thus also customer satisfaction?
  • Team: Are the appropriate forms of perceiving and deciding present and respected?

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Book tips

For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.

Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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