Assessment: What kind of Negotiator are you?

 

Complete this questionnaire to determine your strengths as a negotiator and areas that need improvement.  Add up each column and add the column totals together for final score.

 

Key:        1 = Not like me at all                    3 = Neutral                    5 = Typical of me

I enjoy dealing with other people, and I am committed to building relationships and creating win-win outcomes.

1

2 3 4

5

I have good self-esteem and tend to have a high level of aspiration and expectation.

1

2 3 4

5

I work to create a comfortable, professional atmosphere.

1

2 3 4

5

I enjoy coming up with creative solutions to problems.

1

2 3 4

5

I am well prepared prior to entering a negotiation.

1

2 3 4

5

I am able to clearly identify my bottom line in every negotiation. (If I go below or above a certain point, I will walk out.

1

2 3 4

5

I am willing to ask as many questions as it takes to get the information needed to make the best decision.

1

2 3 4

5

I communicate clearly and concisely.

1

2 3 4

5

I work to see each issue from my counterpart’s point of view.

1

2 3 4

5

I confront the issues, not the person.

1

2 3 4

5

I focus on shared interests, not differences.

1

2 3 4

5

I look for ways to “grow the pie”-rather than simply dividing up the existing pieces-thereby expanding the relationship with my counterpart.

1

2 3 4

5

I do not take my counterpart’s strategies, tactics and comments personally.

1

2 3 4

5

I like to uncover the needs, wants and motivations of counterparts so I can help them achieve their goals.

1

2 3 4

5

I recognize the power of strategies and tactics and use them frequently.

1

2 3 4

5

I know how to effectively counter a counterpart’s strategies and tactics.

1

2 3 4

5

I am willing to compromise when necessary to solve problems.

1

2 3 4

5

When a counterpart and I come to an agreement on an issue, I ensure that the issue is measurable and time-bound.

1

2 3 4

5

I am a great listener.

1

2 3 4

5

I present information clearly and I am a persuasive speaker.

1

2 3 4

5

Column Totals

         

Total Score = __________

 
Key:  
20 – 40 You are not a successful negotiator – you need to build skills and knowledge in this area.
40 – 60 You have some ability in negotiation but need to learn ways of meeting your own needs while maintaining relationships.
60 – 80 You are a good negotiator and have developed skills to help you reach win-win in negotiations.
80 – 100 You are an excellent negotiator who has a record of successful negotiations.