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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Analysis

Use the following information to assist in the analysis of your survey:

A/C + A/P= _____ A Score
O/R+ A/W= _____ B Score

If your A score is significantly higher (20+ points), you tend toward a push style (Aggressive/Assertive). If your B score is significantly higher (20+ points), you tend toward a pull style (Collaborative/Passive).

A/C=Aggressive/confronting: High scores indicate a strong need to control situations and/or people. Described as persistent, tough-minded, dominating, decisive.

A/P=Assertive/persuasive: High scores indicate a direct approach using facts and logic to defend positions. Described as determined, persuasive and logical, willing to collaborate.

O/R=Open/responsive: High scores indicate a tendency to be open and listen carefully, to ask questions and respond regarding needs and issues. Described as open and flexible, conciliatory, approachable, seeking to understand.

A/W=Avoiding/withdrawing: High scores indicate a tendency to avoid confrontation, even to the point of withdrawal. Described as risk averse, cautious, and compromising.

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