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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Instructions

The Negotiation Style Survey is designed to provide you with an assessment of your preferred negotiating style. There are no right or wrong answers. Respond to each item based on the way you really react, rather than how you would like to react.

Allocate 10 points among the four alternative answers for each of the 12 items in the survey. Award the largest number of points to your most likely reaction to the situation as illustrated in the following example:

  1. When the other party does something that irritates me, my tendency is to:

Use strong, direct language and tell the person to stop.Try to persuade the person to stop.Listen and disclose my feelings.Say and do nothing.
2530
Be certain that your answers add up to 10.

Source: Adapted from Conflict-Management Style Survey, Marc Robert, The Pfeiffer & Company Library CD-ROM, by J. William Pfeiffer, Editor, Copyright 1996, by Pfeiffer & Company, San Diego, CA. Reprinted with permission of John Wiley & Sons, Inc.

Negotiation Style Survey
  1. I approach negotiation situations as:

Adversarial—us versus them.Competitive—each side working to get its needs met.Collaborative—both sides working together to resolve differences.To be avoided whenever possible.
    
  1. When the other party does something that irritates me, my tendency is to:

Use strong, direct language and tell the person to stop.Try to persuade the person to stop.Listen and disclose my feelings.Say and do nothing.
    
  1. In general, when I negotiate with the other party, I tend to: ...

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