How Good of a Negotiator Are You?

Like any skill, negotiation can be learned, practiced and mastered. Personal and professional growth in any area of life usually involves a combination of awareness and risk-taking. Fill out this questionnaire on the personal characteristics necessary to be a great negotiator and your answers will help you determine where you have strengths as a negotiator and where you may need improvement.

Instructions: Click the bubble next to the number that best reflects where you fall on the scale, with 5 being extremely typical of you and 1 being never typical of you. When you have finished, click on the submit button and your score will be calculated.

1 2 3 4 5
Never
typical of me 		Extremely typical of me


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

1 2 3 4 5

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

1 2 3 4 5

3 ) I work to create a comfortable, professional atmosphere.

1 2 3 4 5

4 ) I enjoy coming up with creative solutions to problems.

1 2 3 4 5

5 ) I am able to think clearly under pressure.

1 2 3 4 5

6 ) I am well prepared prior to entering a negotiation.

1 2 3 4 5

7 ) 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

8 ) 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

9) I communicate clearly and concisely.

1 2 3 4 5

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

1 2 3 4 5

11) I confront the issues, not the person.

1 2 3 4 5

12) I focus on shared interests, not differences.

1 2 3 4 5

13) 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

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

1 2 3 4 5

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

1 2 3 4 5

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

1 2 3 4 5

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

1 2 3 4 5

18) I am willing to compromise when necessary to solve problems.

1 2 3 4 5


19) 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


20) I am a great listener.

1 2 3 4 5