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Negotiation Styles Analysis

This document analyzes different negotiation styles based on the responses to 20 scenarios. Each scenario provides two options for responses labeled a and b. The responses are scored and added up to determine the respondent's primary negotiation style orientation which can be competing, accommodating, collaborating, avoiding, or compromising. It also charts the respondent on scales measuring their concern for substantive versus relational outcomes in negotiations.

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sofia harwana
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93 views

Negotiation Styles Analysis

This document analyzes different negotiation styles based on the responses to 20 scenarios. Each scenario provides two options for responses labeled a and b. The responses are scored and added up to determine the respondent's primary negotiation style orientation which can be competing, accommodating, collaborating, avoiding, or compromising. It also charts the respondent on scales measuring their concern for substantive versus relational outcomes in negotiations.

Uploaded by

sofia harwana
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Negotiation Styles Analysis

1 2 a. I try to help the other party, even if it means giving up my needs


3 b. I exchange information and ideas freely

2 4 a. I try to find compromise solutions


1 b. I look for and exploit the other party’s weaknesses in a negotiation

3 2 a. I prefer to avoid contact with difficult negotiators


3 b. I try to preserve the relationship at all costs

4 4 a. I try to collaborate
1 b. I will back off my demand a little

5 1 a. I am competitive and try to ensure that my needs are met


4 b. I prefer to avoid controversy

6 1 a. As a rule, I try to avoid negotiating


4 b. I look for opportunities to split the differences in a negotiation

7 2 a. I let the other party dictate the terms of the agreement


3 b. I press the logic of my position

8 0 a. I don’t give up until I get what I want


5 b. I try to satisfy both of our needs

9 3 a. I will give something up for something in return


2 b. I try to keep the other party happy

10 3 a. I seek to build trust


2 b. I avoid situations that might create tension

11 2 a. I am usually willing to settle for a part of what I want


3 b. I withhold information that might give the other party an advantage

12 0 a. I avoid open discussions of issues and concerns


5 b. I try not to hurt the other person’s feelings

13 3 a. I try to convince the other party that I am right


2 b. I listen to the other person before sharing my views

14 1 a. I focus on the other party’s concerns more than mine


4 b. I will look for an intermediate position (halfway between your expectation)
15 4 a. I try to bring issues or concerns into open
1 b. I avoid people who are tough negotiators

16 0 a. I go along with the other party’s suggestions


5 b. I use my power to influence the outcome of a negotiation

17 3 a. In every negotiation I look for opportunities where give-and-take can occur


2 b. I look for creative solutions that make both parties winners

18 5 a. I try to outsmart and outtalk the other party


0 b. I withdraw from negotiations, even when I might win

19 4 a. I try to deal with all the issues that are important to both of us
1 b. I focus only on the issues that we agree on, not those issues of disagreement

20 1 a. I prefer to postpone facing difficult negotiations


4 b. I will give up some of my demands if the other party will do the same
Scoring Key
Negotiation style
1 2b 2 1a 3 1b 2 3a 4 2a
1 5a 3 3b 4 4a 4 5b 1 4b
3 7b 2 7a 5 8b 1 6a 4 6b
0 8a 2 9b 6 10a 2 10b 3 9a
3 11b 5 12b 2 13b 0 12a 2 11a
3 13a 1 14a 4 15a 1 15b 4 14b
5 16b 0 16a 2 17b 0 18b 3 17a
5 18a 1 19b 4 19a 1 20a 4 20b

21 16 27 11 25
Competing Accommodating Collaborating Avoiding Compromising

Negotiation Orientation
Concern for Substantive Outcome

27 21 16 11 21
Substantive Concern
Collaborating Competing Accommodating Avoiding
Score

Concern for Relational Outcome

16 27 11 21 11
Relational Concern
Accommodating Collaborating Avoiding Competing
Score

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