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You are given two statements in answer to each question. Circle the letter
which is most representative of your feelings, where:
Always A B C D E Rarely
Always A B C D E Rarely
Talk A B C D E Listen
Recognize the
Don’t make
A B C D E principles of giving
concessions
and getting
Frequently A B C D E Rarely
Now transfer your scores to the grid below. Circle the appropriate score for
each letter you have chosen for each question.
Question A B C D E
1 Score 5 4 3 2 1
2 Score 5 4 3 2 1
3 Score 5 4 3 2 1
4 Score 1 2 3 4 5
5 Score 1 2 3 4 5
6 Score 5 4 2 2 1
7 Score 3 4 5 2 1
8 Score 1 2 3 4 5
9 Score 1 2 3 4 5
10 Score 1 2 3 4 5
11 Score 1 2 3 4 5
12 Score 5 4 3 2 1
13 Score 5 4 3 2 1
14 Score 5 4 3 2 1
15 Score 1 2 3 4 5
16 Score 1 2 3 4 5
17 Score 1 2 3 4 5
18 Score 5 4 3 2 1
19 Score 1 2 3 4 5
20 Score 5 4 3 2 1
Total
Total each column, then add the totals to arrive at a final score: ___________
1–39 You need to develop a better understanding of the process and skills
of negotiating effectively. To help you, look at the ideal response.
2. To what extent do you consider the position and issues of the other party
prior to the negotiation?
12. If you have spent some time negotiating, but are not happy with the
suggested outcome, how likely are you to reach agreement during the
meeting?
• Do not reach agreement unless you are happy with the terms. You
can reconvene at a later date if you are not happy.
13. As you work to reach agreement, who usually sums up what has been
agreed along the way?
• Make certain that you sum up what has been agreed as you work
through the negotiation. This helps keep track of progress.
14. What do you do when you are in a negotiation and you don’t understand
something?
• Always ask if you are uncertain about what has been said.
15. What do you do when you are in a negotiation and the other party will
not give anything away?
• Do not give up if the other party will not give in. Summarize the
issues/areas where you have reached agreement. Ask questions
and invent options.
• By inventing options and putting forward new ideas you move the
negotiation forward.