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  Negotiation Styles

Please read the statements and click in the box that shows your degree of agreement or disagreement with them. Avoid trying to anticipate the 'correct' views because there are none.

Once you have answered all 20 questions, click on the Submit Questionnaire button at the bottom of the page.  Your answers will be processed and displayed on the next page.

Your reactions will be used to identify your preferred behaviour when negotiating. After completing this, please print off a copy of your results and bring it with you to your workshop.

  Strongly
Agree		 Agree Disagree Strongly
Disagree
1. I should not reveal my true feelings in case my opponents take advantage
2. Pursuing my interests is far more important than building a relationship.
3. A marginally acceptable deal is better than no deal at all.
4. If the relationship is very important I should be more accommodating.
5. If the other negotiator gives me an opportunity to quietly take advantage, that's their problem.
6. I should not give in to difficult people even if I lose their business.
7. I won't re-negotiate profitable deals just because my opponent claims she is in difficulties.
8. Maintaining a good relationship with someone is more important than secretly taking advantage of their weakness.
9. I look after my own interests and leave the others to look after theirs.
10. It is generally beneficial to be open about one's true intentions.
11 I am not worried about rejection when negotiating.
12 If they are too soft they deserve to be manipulated.
13 It is better to preserve goodwill than upset somebody by rejecting a marginal deal.
14 Something for nothing always beats something for something.
15 It is OK to take advantage of my opponent's unintentional mistakes.
16 I have to be cruel to be kind in business.
17 Power is more relevant than a good cause.
18 I do not consider the consequences to my opponents of my negotiating tactics.
19 I should practise using body language to conceal my feelings.
20 If they buckle under pressure I should push harder.


 

  
   
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