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Dealing with Tough Negotiators - Self Assessment
Dealing with Tough Negotiators self-assessment, a 30-item instrument measures the extent to which an individual practices five skills found to be critical to achieving success with difficult negotiators. Using a specific negotiation as a frame of reference, participants are asked to read each statement carefully and decide to what extent they practice the behavior described. Below are 5 sample items taken from the participant booklet:
Response Key
| VGE |
= |
To a Very Great Extent |
| GE |
= |
To a Great Extent |
| ME |
= |
To a Moderate Extent |
| SE |
= |
To a Small Extent |
| VSE |
= |
To a Very Small Extent |
Sample Items
Sample item relating to "Maintaining Composure":
I did not show anger when the other party attacked my position.
Sample item relating to "Developing Data":
I researched the other party's situation and interests before I began negotiations.
Sample item relating to "Refocusing the Discussion":
When the other party took firm positions, I helped him/her to explore the interests behind those positions.
Sample item relating to "Being Creative":
I thought of ways to lessen the disadvantages to the other party of accepting my proposal.
Sample item relating to "Handling Information Strategically":
After I had presented new information, I gave the other party time to reconsider and digest my arguments.
Excerpted from Dealing with Tough Negotiators by Rollin Glaser, EdD and Eileen Russo, PhD
©1998 Organization Design and Development, Inc.
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