|
|
|
|
|
|
||
Activities |
Evaluating Negotiation |
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.
| Your user name: | |
| Your partners user name: |
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? | |
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 others 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.
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 |
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 |
© Copyright1996-2000 The InterNeg Group.