Which of the following phrases have you used or heard used in a negotiation? Be honest. Better yet, ask your colleagues to fill this out for you. Give yourself 1 point if you have ever said this phrase and 2 points if you say something like it often. If that phrase is not in your vocabulary, give yourself a 0.
First add up your Power score (items #2, #3, #8). Then, add up your Rights score (items #1, #5, #7). Finally, add up your Interests score (items #4, #6, #9).
* * *
Jeanne Brett spent several years in coal mines watching extremely contentious negotiations between labor and management unfold. ...