CHAPTER 5Assessing Your Tendencies

A Disturbing Revelation

As they were returning to their seats, many of the XL participants were commenting that they had never really thought about looking at negotiations from the perspective of the four strategies. They also were recognizing the prevalence of negotiations in their business or personal lives. Even Eduardo had to admit that despite a successful sales career, he had been a practicing negotiaphobe.

Before giving the participants their break, Dr. Pat had asked each of them to start Step 2 of their negotiaphobia treatment process (assess) by completing his twenty-question negotiation self-assessment questionnaire. This would begin their journey toward more completely understanding themselves and ...

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