negotiation approaches survey.pdf

Negotiation Approaches Survey *Do not distribute* Name: ___________________________________________ Please think of yourself in negotiation situations. Read each of the following statements and decide how much you agree with it. Respond according to the following scale. __________________________________________________________ 1 = strongly disagree 4 = slightly agree 2 = moderately disagree 5 = moderately agree 3 = slightly disagree 6 = strongly agree ___1. In negotiations, one needs to know how to solve joint problems. ___2. I try to avoid negotiations whenever I can. ___3. I feel strong when I negotiate. ___4. I feel challenged when I negotiate. ___5. I did not take part in a real life negotiation in the last year. ___6. When considering the issues to be negotiated, I try to figure out the priorities of the other side. ___7. When considering the issues to be negotiated I decide on which issues I can compromise. ___8. In order to get information from my counterpart I offer to give some information in return. ___9. I always think about ways to eliminate confrontation. ___10. In order to get information from my counterpart I ask questions directly. ___11. In my negotiations I do not ask my counterparts many questions. ___12. I try to make everyone happy with the results of the negotiation. ___13. I try to maximize the joint profits. ___14. I try to avoid shopping in places that require negotiating the price. ___15. In my negotiations I usually look for quick and fair solutions. ___16. When meeting for the first time I attempt to build relationships with the other side. ___17. People who negotiate with me often feel that I care a lot about the issues at stake. ___18. People who negotiate with me often feel that I care equally about the relationship and the issues at stake. ___19. People who negotiate with me often get the impression that I care about our relationship. ___20. In my negotiations, I usually look for creative, although sometimes complicated, solutions. ___21. At the negotiation table I adjust myself to the other side. ___22. I don’t have much patience for dealing with complex negotiations. ___23. I enjoy solving problems.

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NegotiationApproachesSurvey*Donotdistribute*Name:___________________________________________Pleasethinkofyourselfinnegotiationsituations.Readeachofthefollowingstatementsanddecidehowmuchyouagreewithit.Respondaccordingtothefollowingscale.__________________________________________________________1=stronglydisagree4=slightlyagree2=moderatelydisagree5=moderatelyagree3=slightlydisagree6=stronglyagree___1.Innegotiations,oneneedstoknowhowtosolvejointproblems.___2.ItrytoavoidnegotiationswheneverIcan.___3.IfeelstrongwhenInegotiate.___4.IfeelchallengedwhenInegotiate.___5.Ididnottakepartinareallifenegotiationinthelastyear.___6.Whenconsideringtheissuestobenegotiated,Itrytofigureouttheprioritiesoftheotherside.___7.WhenconsideringtheissuestobenegotiatedIdecideonwhichissuesIcancompromise.___8.InordertogetinformationfrommycounterpartIoffertogivesomeinformationinreturn.___9.Ialwaysthinkaboutwaystoeliminateconfrontation.___10.InordertogetinformationfrommycounterpartIaskquestionsdirectly.___11.InmynegotiationsIdonotaskmycounterpartsmanyquestions.___12.Itrytomakeeveryonehappywiththeresultsofthenegotiation.___13.Itrytomaximizethejointprofits.___14.Itrytoavoidshoppinginplacesthatrequirenegotiatingtheprice.___15.InmynegotiationsIusuallylookforquickandfairsolutions.___16.WhenmeetingforthefirsttimeIattempttobuildrelationshipswiththeotherside.___17.PeoplewhonegotiatewithmeoftenfeelthatIcarealotabouttheissuesatstake.___18.PeoplewhonegotiatewithmeoftenfeelthatIcareequallyabouttherelationshipandtheissuesatstake.___19.PeoplewhonegotiatewithmeoftengettheimpressionthatIcareaboutourrelationship.___20.Inmynegotiations,Iusuallylookforcreative,althoughsometimescomplicated,solutions.___21.AtthenegotiationtableIadjustmyselftotheotherside.___22.Idonthavemuchpatiencefordealingwithcomplexnegotiations.___23.Ienjoysolvingproblems.
___24.Icareaboutotherpeoplesproblemsandneeds.___25.Iwanttodobetterthanmycounterpartdoes.___26.Ishareinformationwithmycounterparts.___27.IfeeluncomfortablewhenInegotiate.___28.Ioftenfindmyselfimpatientinthecourseofalongnegotiation.___29.InstoreswherenegotiationsarecommonIusuallymakeaverylowinitialoffer.___30.AtthenegotiationtableIlettheothersideleadthediscussion.___31.Icanusuallyfinishmynegotiationsinashorttime.___32.IfIreachanimpasseinanegotiationIgiveup,understandingthatanegotiationagreementisnotalwayspossible.___33.IfIreachanimpasseinanegotiationIstandfirm.___34.IfIreachanimpasseinanegotiationIbecomeverycreativeinsolvingtheproblem.___35.IfthenegotiationisgettingtoocomplicatedItrytofindasimplecompromise.___36.Ienjoywinningthenegotiation.___37.Iliketoreachreasonablyfairnegotiationoutcomes.___38.Inmynegotiations,Iusuallylookforanopportunitytowin.___39.Itisimportantformetoendthenegotiationonagoodnote,evenifIdonotgetallIwant.___40.Successfulnegotiationsreachquickconclusions.CalculatingpersonalnegotiationstylesCalculateyouraverageoneachofthenegotiationstylesusingtheenclosedkeycode:Competing:_____Collaborating:_____Compromising:_____Avoiding:______Accommodating:_____Keycode:Collaborating:Average1,4,8,13,18,20,23,34(4.80*)Competing:Average3,10,17,25,29,33,36,38(4.70*)Accommodating:Average6,12,16,19,21,24,26,39(4.80*)Avoiding:Average2,5,9,11,14,27,30,32(3.60*)Compromising:Average7,15,22,28,31,35,37,40(4.30*)*Top25%