NEGOTIATION I

1. I practice active listening to understand what the other person wants and develop my negotiation strategy.

Never 1 2 3 4 5 Always

2. I aim to define what a successful result in a particular negotiation means and share it with my team as early as possible.

Never 1 2 3 4 5 Always

3. I aim to identify all decision-makers early in a negotiation, directing my attention to what is important to them.

Never 1 2 3 4 5 Always

4. I frequently set negotiation goals, leave space for concessions, the opportunity to go back, or the option to ask for more.

Never 1 2 3 4 5 Always

5. knowing my limits allows me to know when to continue or when to walk away from a negotiation.

Never 1 2 3 4 5 Always

6. I prepare before any negotiation to increase the chances of being ready for all requests and demands from the other side.

Never 1 2 3 4 5 Always

7. Time is essential during negotiation as it is needed to understand the other party’s needs and limitations.

Disagree 1 2 3 4 5 Agree

8. There are almost always a third way of doing things where no one loses.

Disagree 1 2 3 4 5 Agree

9. I understand that reaching a satisfactory agreement for both sides takes time and thinking.

Disagree 1 2 3 4 5 Agree

10. I strive to build confidence and credibility on the opposite side.

Disagree 1 2 3 4 5 Agree

11. I try to meet with all the people who could influence the negotiation.

Never 1 2 3 4 5 Always

12. I consider all stakeholders and how they will be impacted by the agreement that I could reach.

Never 1 2 3 4 5 Always

13. I usually ask the stakeholder what it means for them to have a successful negotiation.

I never do it 1 2 3 4 5 I always do it

Before I start negotiating, I look to know more about the other side’s options and the starting and desired endpoints.

Disagree 1 2 3 4 5 Agree

15. I aim to build trust and credibility through open and honest communications.

Disagree 1 2 3 4 5 Agree

16. I invite the other side to consider options offering more for both sites.

Disagree 1 2 3 4 5 Agree

17. I set my initial offer higher than my final objective to leave room for negotiation.

Disagree 1 2 3 4 5 Agree

18. I always verify the assumptions presented, differentiating facts from beliefs.

Disagree 1 2 3 4 5 Agree

19. I avoid assuming my initial target is too high.

Disagree 1 2 3 4 5 Agree

I avoid accepting the first offer, allowing me to explore other options.

Disagree 1 2 3 4 5 Agree

“Never give a concession without obtaining one in return.”

Disagree 1 2 3 4 5 Agree

22. Some of the negotiation techniques that I use are the pro/con worksheets, humor, showing my strength, and most important, I ask questions.

Disagree 1 2 3 4 5 Agree

NEGOTIATION I

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