Determine Your Negotiation Style

For each of the following statements listed below, Select the statement that best applies to you. There is no “right” or “ideal” style.

  1. In preparation for a negotiation, you…

      Wonder what your counterpart will be like and hope you will not be taken advantage of in the negotiation process.

      Mentally prepare to compete with your counterpart and begin to plan your strategy.

      Cautiously prepare your case, making sure you have supporting data and research to strengthen your position.

  2. When initially meeting your counterpart, you…

      Take time to connect on a personal level and concern yourself with setting a positive tone before beginning the negotiation.

      Push to quickly present your goals, facts and data, having little need for social formalities before getting down to business.

      Begin the process slowly, listening to your counterpart’s position before presenting your information.

  3. In presenting information during the negotiation, you…

      Want to make sure your counterpart knows your concerns, but also knows that you are concerned with his/her position.

      Present only information that will strengthen your position.

      Have a strong need to present all factual information in a detailed, sequential and complete manner.

  4. When it is difficult to gain agreement on a point, you are likely to…

      Compromise your position if it means you can obtain agreement and preserve the relationship.

      Keep pursuing your options until you gain what you want.

      Ask questions to further understand your counterpart’s position, while continuing to present facts to support your position.

  5. When your counterpart surprises you with important information you did not have, you…

      Feel that your trust has been violated.

      Quickly counter assertively with new information of your own.

      Examine the new information in close detail.

  6. In trying to reach an outcome, at times you have…
      Let the other party determine the outcome for the sake of reaching agreement.

      Used the other party’s weakness to your advantage.

      Not budged from your position if you felt that you were right and the other party was not being ethical.

  7. During the negotiation, your communication with the other party…

      Is informal and not always related specifically to the negotiation.

      Is assertive, direct and specific to the negotiation.

      Is cautious, reserved and unemotional.

  8. When a negotiation is not going well for you, you…

      Get frustrated and begin to feel you are being personally taken advantage of.

      Focus on strategies you can use to achieve your desired outcome.

      Focus on the available facts and data and look for viable alternatives to help you achieve your desired outcome.

  9. When you need additional information from your counterpart, you…
      Worry that your counterpart will feel pressured or threatened by too many questions.

      Question your counterpart directly, targeting only specific information you need to be successful.

      Question your counterpart thoroughly to ensure the facts you have are complete and detailed.

  10. At the conclusion of the negotiation, you…

      Care about what your counterpart thinks about you and try hard to end the negotiation on a positive note.

      Are less concerned about what your counterpart thinks about you and more concerned about whether you have achieved your goals.

      Are concerned that your counterpart feels the final outcome was fair.