Negotiations

NEGOTIATING STYLE

SELF-ASSESSMENT

The purpose of this self-assessment is to help you examine your personal negotiating style.

Negotiation – a process by which two parties communicate with each other in order to reach an outcome on which they mutually agree.

Directions

1. PRINT THIS SELF-ASSESSMENT OUT!

2. Read the definition of negotiation above to make sure that you understand it.

3. Answer all questions to the best of your ability. There are no right or wrong answers. Don’t try to think of the “correct” or most “desirable” response, but simply respond with your honest reactions.

4. Respond by putting a check-mark or X in one column per question or statement.

5. Proceed to the second page where you will find a number of questions that ask you to consider how likely or unlikely you are to behave in a certain way when you are negotiating.

6. On the third page you are required to rate your level of agreement with a number of statements.

7. Proceed to the fourth page where you will find the scoring key and interpretation guide.

Questions

1. Once you have completed and scored the self-assessment, profile yourself (i.e., as High, Moderate to High, Moderate to Low, or Low) on each of the five negotiation styles. Which negotiation style or styles is/are dominant? Is this how you see yourself and do you agree with this assessment? Why or why not?

2. Profile yourself (i.e., as High, Moderate to High, etc.) with respect to Assertiveness and Cooperativeness. Do you agree with this assessment? Why or why not?

3. Look at Figure 1 again. Does your dominant negotiation style(s) match up with your Assertiveness and Cooperativeness scores on that two-dimensional matrix? For example, if you scored in the “High” category on both Assertiveness and Cooperativeness, your dominant style should be the Collaborating style. Does such a match exist for you?

4. If you scored most highly on Assertiveness, which of the...