Negotiation Survey

Discover your personal negotiation style by answering a few questions.


Q1. I suggest an agenda and ground rules to facilitate an orderly and productive meeting.

Q2. I state my position or proposal clearly and concisely.

Q3. I share information about my underlying needs and priorities not known by the other party.

Q4. I make proposals or offers that the other party perceives as reasonable, rather than as one-sided.

Q5. I identify and try to remedy any past problems in the relationship that might create added tension.

Q6. I listen carefully to the other party\'s position, even when it conflicts with my own.

Q7. I solicit alternative ideas from the other party that might help us to reach a settlement.

Q8. I test carefully for commitment to an agreement, and continue the negotiation if either side expresses a concern.

Q9. I ask the other party for suggestions about how to conduct the meeting.

Q10. I summarize areas of agreement and differences to be resolved.

Q11. I suggest alternatives for consideration that will help us to reach an agreement

Q12. I make sure that any further steps, and a timetable for their completion, are agreed to before the meeting ends.

Here are your results!

Preliminary Stage

You are good at establishing rapport and creating a positive climate for the negotiation by finding common ground. If one or both parties harbor resentment toward the other, you take the time to discuss the issue and try to resolve it. You ask questions and listen to obtain agreement on the agenda and ground rules. If you think there may be a deadlock, you find alternatives to increase your power. By establishing clarity of role, purpose, and procedure, you help keep the negotiation moving forward.

Opening Stage

You state your opening position clearly so that the other party knows and acknowledges exactly where you stand on each issue of the negotiation. By expressing yourself in a language that accurately reflects your firmness or flexibility, you further help the other party understand your position. You are able to clarify the other party\s position by listening and summarizing it in your own words. You restate the logic and evidence, and test the other party's flexibility.

Exploring Stage

You ask questions and identify underlying needs, to understand the motives behind the other party's initial position. By disclosing hidden information, you encourage open discussion. Through exploration of the needs of the other party, you identify alternative currencies of exchange. You also test your currencies for their value to the other party, to help you determine what concessions will have the most impact on the agreement. By understanding how currencies satisfy needs, you encourage creative thinking in the negotiation.

Closing Stage

You identify the types and amounts of alternative currencies offered by the other party, as well as the currencies you have offered, which are to be included in an agreement. You construct an exchange of these currencies to create a satisfactory agreement for both parties. You ask questions and test for any lingering concerns expressed by the other party. By clarifying who is responsible for taking which actions, you create a map to implement the agreement. You encourage everyone to formally or informally ratify the agreement.

Your scores were the same for both styles which means you tend to use them both. Think about under what circumstances you might use either style based on the information above.

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