Using your negotiation experience, evaluate your negotiation skills by filling in the questionnaire. This exercise will prepare you for your presentation and later for writing a report.

Negotiation Questionnaire: Part A

• Negotiators

Your user name:
Your partner’s user name:

• Outcome of the negotiation

Write YES, No or N/A (not applicable) in the space provided.)

Did you finish the negotiation?
If yes, are you satisfied with the outcome?
If no, did you run out of time, or did you deadlock?

• Your negotiation experience

Respond to the following statements by ranking them from 1 to 5 (1 - very true, 2 - mostly true, 3 - somewhat true, 4 - mostly untrue, 5 - not true).

	You	Your opponent
attempted to acquire information about the other’s interests and goals
began with positive approach
paid little attention to initial offer
had a concrete strategy
focused on problems not personality
tried to establish trust from the beginning
tried to focus on a compromise solution
Overall effectiveness
(1- very effective, 2 - mostly effective, 3 - somewhat effective, 4 - mostly ineffective.)

*Please note that the above statements are overall guidelines for effective negotiations.

Negotiation Questionnaire : Part B

• Rank your opponent

Rank your opponent on these variables.Make sure that you rank your opponent on at least 5 variables.

Cooperative	1	2	3	4	5	Competitive
Judgmental	1	2	3	4	5	Judgmental
Controlling	1	2	3	4	5	Problem oriented
Supportive	1	2	3	4	5	Defensive
Trusting	1	2	3	4	5	Suspicious
Credible	1	2	3	4	5	Not credible
Honest	1	2	3	4	5	Dishonest
Interested in you	1	2	3	4	5	Not interested in you
Easy to understand	1	2	3	4	5	Hard to understand

• Evaluate negotiation type

Read the description of different types of negotiators and decide which type of negotiator you are and which type your opponent is.

Accommodating	Competitive	Principled
behaves like a friend	behaves like an adversary	looks for solutions
wants agreement	wants to win	seeks wise outcome
makes concessions	demands concessions	separates people from problem
is soft on people & problems	is hard on people & problems	is soft on people & hard on problems
trusts his/her opponent	distrusts his/her opponent	trust is not an issue
changes position easily	digs in	focuses on interests not positions
makes offers	makes threats	explores interests
discloses bottom line	misleads	avoids having bottom line
accepts loss	demands gain	comes up with options for mutual gain
looks for acceptable answers	looks for one answer that opponent develops	will accept multiple options
yields to pressure	applies pressure	yields to principle not pressure

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