Nego Styles - assesment

8/7/2019 Nego Styles - assesment

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hih two parties ommuniate with eah other in order to reah an outome on whih theNEGOTIATING STYLE

SELF-ASSESSMENT

The purpose of this self-assessment is to help you examineyour personal negotiating style.

Diretions

1. PRINT THIS SELF-ASSESSMENT OUT!2. Read the definition ofnegotiation above to make sure that you understand it.3. Answer all questions to the best of your ability. There are no right or wrong

answers. Dont try to think of the orret or most desirable response, but simplyrespond with your honest reations.

4. Respond by putting a hek-mark or X in one olumn per question or statement.5. Proeed to the seond page where you will find a number of questions that ask you

to onsider how likely or unlikely you are to behave in a ertain way when you arenegotiating.

6. On the third page you are required to rate your level of agreement with a number ofstatements.

7. Proeed to the fourth page where you will find the soring key and interpretationguide.

u hi

1. Khi bn One you have ompleted and sored the self-assessment, profile

yourself (i.e., as High, Moderate to High, Moderate to Low, or Low) on eah of thefive negotiation styles. Whih negotiation style or styles is/are dominant? Is thishow you see yourself and do you agree with this assessment? Why or why not?

2. Profile yourself (i.e., as High, Moderate to High, et.) with respet toAssertivenessand ooperativeness. Do you agree with this assessment? Why or why not?

3. Look at Figure 1 again. Does your dominant negotiation style(s) math up with yourAssertiveness and ooperativeness sores on that two-dimensional matrix? Forexample, if you sored in the High ategory on bothAssertiveness andooperativeness, your dominant style should be the ollaboratingstyle. Does suh amath exist for you?

4. If you sored most highly onAssertiveness, whih of the bargaining styles (i.e.,Distributive versus Mutual Gain) are you most likely to use? What are the pros andons of this approah to olletive bargaining?

5. If you sored most highly on ooperativeness, whih of the bargaining styles (i.e.,Distributive versus Mutual Gain) are you most likely to use? What are the pros andons of this approah to olletive bargaining?


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Bn ng vi pht biu sau m no? Khn

gng

Gnng

ng Rtng

VeryLikely

1. Ti s hun b k hoh tht k

tr khi m phn th t kt qu ao nht

2. Ti s rt i m m bo um phn trong khng kh thami v thn thin nht th.

3. Ti s gng nht th mbo kt qu m phn l ngbng i vi pha bn kia

4. Ti s hp t hai bn u t nhng g mnh mun.

5. Nu vi g n m phn, ti str tip m phn th t

6. Ti s ho i iu g th nhn li iu kh t phabn kia

7. Nu cuc m phn khng tintrin theo ng nh a ti, tis sm t b

8. Ti s xut mt vi gii phpsng to hai bn th t iu mong mun vi u mphn.

9. Nu pha bn kia t ra nht nhphi thng, ti s nhng b vi

h10.Ti s gt vn kh khn

sang mt bn u m phnthun li v nhanh hn

11.Nu pha bn kia hu tha hip, ting s nhng b iu g

12.Ti gng m bo rng nhu ua hai bn hiu ng hai


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bn th ng thng13.Khi m phn, ti s ung p thng

tin ho pha bn kia, ngay khinhng thng tin khng gipnng v tr a t

14.Ti s xut a im m

phn l ni khong gia ni lmvi a hai bn.

15.Ti s gng nhn nhn vn trn quan im a pha bn kia vquan tm nhng nhu u a h


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nh gi m ng a bn vi pht biu sau Rt

khng

ng

Khng

ng

Khng

ng ng

khngphni

ng

Rtng

16.Trong mi u m phn, hai bnu phi t b iu g nh i ly mt iu kh

17.Khi m phn ti hquan tmn iu g li ho ti.

18.Ti lun gng ht s th khng phi ngi m phn vi bt

ai.

19.Trong mt u m phn, nu mtbn thng th bn kia s thua

20.i vi ti, m x a pha bn kiart quan trng .

21.m phn s mang li kt qu tthn khi hai bn ng tp trung vonhng im tng ng thay vnhng iu kh bit

22.Ti th tr nn gy hn khi mphn.

23.Khi bn tha hip trong mt um phn, h hn l bn thuari.

24.Ti khng quan tm lm nu pha

bn kia tnh t nhngtha thun bt ng

25.Gi ho khng kh tha mi l iuquan trng i vi ti khi mphn


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PHONG H M PHNBn tnh gi

I. s

hai tiu h bn phn bit v nh gi phong h m phn. Hai tiu h ny

x nh bi nh m phn Holley, Jennings v Wolters.

Distributive Bargainingtip n m phn theo kiu thng thua, mt bn thng si km vi mt bn hu nhng thua thit tng ng. Trng tm duy nht a nhm phn l ti a ha kt qu m phn a h. Kiu tip n ny xu hngKhng nh ao.

Mutual Gain Bargainingtip n m phn theo hng hai bn ng gii quyt vn. Da vo vi giao tip m, s tin tng v tn trng ln nhau, nh m phntp trung vo vi tha mn vn v s quan tm a hai bn. Kiu m phn

ny thng lin quan n xu hng vommuniation, trust, and mutual respet,negotiators fous on fulfilling the mutual interests of both parties. In the negotiationliterature, this orientation is referred to as ooperativeness.

Negotiators that exhibit Assertiveness tendenies are more likely to engage inDistributive Bargainingbehavior while negotiators that are high inooperativeness are more likely to use a Mutual Gain Bargainingapproah. Thus,this self-assessment will help you examine your levels ofAssertiveness versusooperativeness.

Aording to the negotiation literature, the measurement ofAssertiveness andooperativeness requires the onsideration of five distint negotiation styles. Thefive negotiation styles are:

nh tranh nh m phn m phn theo phong h ny thng xu hnghng ti kt qu, t tin, qu quyt, tp trung vo im mu ht, xu hngp t quan im a mnh ln phia bn kia. Thm h, anh ta th tr nn ngkh v ln lt. Phong h ny mang nhiu tnh quyt on v t tnh hp t.

N trnh- nh m phn m phn theo phong h ny thng xu hng b

ng, trnh xung t, gng rt khi m phn ho y trh nhim ho mtbn kh. H khng t ra quan tm ti nhu u a i t, ng nh khng n l tm ra gii php trong u m phn. Phong h m phn ny th hin tnh quyton v tnh hp t u m thp.

Hp t- nh m phn theo phong h ny thng giao tip i m v hn thnh,tp trung vo vi tm kim gii php sng to tha mn nhu u a hai bn,sn sng n nhn gii php mi, v gi phng n thay th n nh.Phong h ny th hin tnh quyt on v tnh hp t ao.


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Gip nh m phn theo phong h ny thng gng duy tr miquan h vi i t. H t ra mm mng trong vi gii quyt xung t, b qua hooi nh im kh bit v rt quan tm ti vi tha mn nhu u a pha bn kia.Phong h ny th hin tnh quyt on thp trong khi tnh hp t a h likh ao.

Tha hip nh m phn theo phong h ny xu hng tm gii php khong gia, hia u s kh bit ho hai pha, tnh ton n vi nh igia ho v nhn. H hp nhn mt s tha mn m va ph i i vi nhu ua hai bn. Phong h ny th hin tnh quyt on v tnh hp t u mva phi.

Figure 1 displays the relationship between these five negotiating styles and theompeting dimensions ofAssertiveness versus ooperativeness.

Figure 1

ao nh tranh Hp t

M DistributiveBargaining

Tha hip

Thp N trnh Gip Thp M hp t

Mutual GainBargaining

High

II. Phong h nh tranh

Part of the self-assessment measures the degree to whih you exhibit harateristisonsistent with the ompetingnegotiating style. In the table below, find the numerial

sore that orresponds to the olumn that you heked for eah question. Enter that numberto the left of the table for eah question. For example, if you heked the Neither Likelynor Unlikely olumn for question #1, you would enter a sore of 3 next to Q1.

QUESTIONSORE Rt khng

ng

Khongng

NeitherLikely norUnlikely

Likely Very Likely

1: 1 2 3 4 5

7: 1 2 3 4 5


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VeryUnlikely

UnlikelyNeither

Likely norUnlikely

Likely Very Likely

Q13: 5 4 3 2 1

StronglyAgree

AgreeNeither

Agree norDisagree

DisagreeStronglyDisagree

Q17: 5 4 3 2 1

Q22: 5 4 3 2 1

TOTAL: (Add all sores)

TOTALSORE

INTERPRETATION

18 ORABOVE

HIGH ON OMPETING STYLE ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistent withthe ompetingstyle.

16 TO 17

MODERATE TO HIGH ON OMPETING STYLE ompared to a nationalsample of students, your sore falls in the third quartile (i.e., between

50%-75%) of sores. This indiates that you moderately to stronglyexhibit harateristis onsistent with the ompetingstyle. The higher yoursore is, the more strongly you exhibit harateristis onsistent with theompetingstyle.


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14 TO 15

MODERATE TO LOW ON OMPETING STYLE ompared to a nationalsample of students, your sore falls in the seond quartile (i.e., between25%-50%) of sores. This indiates that you moderately to weakly exhibitharateristis onsistent with the ompetingstyle. The lower your sore is,the more weakly you exhibit harateristis onsistent with the ompeting

style.

13 ORBELOW

LOW ON OMPETING STYLE ompared to a national sample ofstudents, your sore falls in the bottom/first quartile (i.e., bottom 25%) ofsores. This indiates that you only weakly exhibit harateristis onsistentwith the ompetingstyle.

III. Avoiding Style

This part of the self-assessment measures the degree to whih you exhibit harateristisonsistent with theAvoidingnegotiating style. In the table below, find the numerial sorethat orresponds to the olumn that you heked for eah question. Enter that number tothe left of the table for eah question. For example, if you heked the Likely olumn forquestion #2, you would enter a sore of 4 next to Q2.

QUESTIONSORE Very

UnlikelyUnlikely


Likely Very Likely

Q2: 1 2 3 4 5

Q10: 1 2 3 4 5

VeryUnlikely

UnlikelyNeither

Likely norUnlikely

Likely Very Likely

Q5: 5 4 3 2 1

StronglyAgree

Agree

Neither

Agree norDisagree

Disagree

Strongly

Disagree

Q18: 5 4 3 2 1

Q25: 5 4 3 2 1


TOTAL INTERPRETATION


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SORE

18 ORABOVE

HIGH ON AVOIDING STYLE ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistent withtheAvoidingstyle.

16 TO 17MODERATE TO HIGH ON AVOIDING STYLE ompared to a nationalsample of students, your sore falls in the third quartile (i.e., between50%-75%) of sores. This indiates that you moderately to stronglyexhibit harateristis onsistent with theAvoidingstyle. The higher yoursore is, the more strongly you exhibit harateristis onsistent with the

Avoidingstyle.

14 TO 15

MODERATE TO LOW ON AVOIDING STYLE ompared to a nationalsample of students, your sore falls in the seond quartile (i.e., between

25%-50%) of sores. This indiates that you moderately to weakly exhibitharateristis onsistent with theAvoidingstyle. The lower your sore is,the more weakly you exhibit harateristis onsistent with theAvoidingstyle.

13 ORBELOW

LOW ON AVOIDING STYLE ompared to a national sample ofstudents, your sore falls in the bottom/first quartile (i.e., bottom 25%) ofsores. This indiates that you only weakly exhibit harateristis onsistentwith theAvoidingstyle.

IV.ollaborating Style

This part of the self-assessment measures the degree to whih you exhibit harateristisonsistent with the ollaboratingnegotiating style. In the table below, find the numerialsore that orresponds to the olumn that you heked for eah question. Enter that numberto the left of the table for eah question. For example, if you heked the Unlikelyolumn for question #4, you would enter a sore of 2 next to Q4.


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QUESTIONSORE Very

UnlikelyUnlikely


Likely Very Likely

Q4: 1 2 3 4 5

Q8: 1 2 3 4 5

Q12: 1 2 3 4 5

StronglyAgree

AgreeNeither

Agree norDisagree


Q19: 1 2 3 4 5

StronglyAgree Agree

Neither

Agree norDisagree Disagree

Strongly

Disagree

Q21: 5 4 3 2 1


TOTALSORE

INTERPRETATION

21 OR

ABOVE

HIGH ON OLLABORATING STYLE ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistent withthe ollaboratingstyle.

19 TO 20

MODERATE TO HIGH ON OLLABORATING STYLE ompared to anational sample of students, your sore falls in the third quartile (i.e.,between 50%-75%) of sores. This indiates that you moderately tostrongly exhibit harateristis onsistent with the ollaboratingstyle. Thehigher your sore is, the more strongly you exhibit harateristis onsistentwith the ollaboratingstyle.

17 TO 18

MODERATE TO LOW ON OLLABORATING STYLE ompared to anational sample of students, your sore falls in the seond quartile (i.e.,between 25%-50%) of sores. This indiates that you moderately toweakly exhibit harateristis onsistent with the ollaboratingstyle. Thelower your sore is, the more weakly you exhibit harateristis onsistentwith the ollaboratingstyle.

LOW ON OLLABORATING STYLE ompared to a national sample of


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16 ORBELOW

students, your sore falls in the bottom/first quartile (i.e., bottom 25%) ofsores. This indiates that you only weakly exhibit harateristis onsistentwith the ollaboratingstyle.

V. Aommodating Style

This part of the self-assessment measures the degree to whih you exhibit harateristisonsistent with theAommodatingnegotiating style. In the table below, find thenumerial sore that orresponds to the olumn that you heked for eah question. Enterthat number to the left of the table for eah question. For example, if you heked theVery Unlikely olumn for question #3, you would enter a sore of 1 next to Q3.

QUESTIONSORE Very

UnlikelyUnlikely


Likely Very Likely

Q3: 1 2 3 4 5Q9: 1 2 3 4 5

Q15: 1 2 3 4 5

StronglyAgree

AgreeNeither

Agree norDisagree


Q20: 5 4 3 2 1

StronglyAgree

AgreeNeither

Agree norDisagree


Q24: 1 2 3 4 5


TOTAL

SORE

INTERPRETATION

19 ORABOVE

HIGH ON AOMMODATING STYLE ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistent withtheAommodatingstyle.

17 TO 18

MODERATE TO HIGH ON AOMMODATING STYLE ompared to anational sample of students, your sore falls in the third quartile (i.e.,between 50%-75%) of sores. This indiates that you moderately to


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strongly exhibit harateristis onsistent with theAommodatingstyle. Thehigher your sore is, the more strongly you exhibit harateristis onsistentwith theAommodatingstyle.

15 TO 16

MODERATE TO LOW ON AOMMODATING STYLE ompared to anational sample of students, your sore falls in the seond quartile (i.e.,between 25%-50%) of sores. This indiates that you moderately toweakly exhibit harateristis onsistent with theAommodatingstyle. Thelower your sore is, the more weakly you exhibit harateristis onsistentwith theAommodatingstyle.

14 ORBELOW

LOW ON AOMMODATING STYLE ompared to a national sample ofstudents, your sore falls in the bottom/first quartile (i.e., bottom 25%) ofsores. This indiates that you only weakly exhibit harateristis onsistentwith theAommodatingstyle.

VI.ompromising Style

This part of the self-assessment measures the degree to whih you exhibit harateristisonsistent with the ompromisingnegotiating style. In the table below, find the numerialsore that orresponds to the olumn that you heked for eah question. Enter that numberto the left of the table for eah question. For example, if you heked the Very Likelyolumn for question #6, you would enter a sore of 5 next to Q6.

QUESTIONSORE Very

UnlikelyUnlikely


Likely Very Likely

Q6: 1 2 3 4 5

Q11: 1 2 3 4 5

Q14: 1 2 3 4 5

Strongly

Agree

AgreeNeither

Agree nor

Disagree


Q16: 5 4 3 2 1

StronglyAgree

AgreeNeither

Agree norDisagree


Q23: 1 2 3 4 5


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TOTALSORE

INTERPRETATION

20 ORABOVE

HIGH ON OMPROMISING STYLE ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistent withthe ompromisingstyle.

18 TO 19

MODERATE TO HIGH ON OMPROMISING STYLE ompared to anational sample of students, your sore falls in the third quartile (i.e.,between 50%-75%) of sores. This indiates that you moderately tostrongly exhibit harateristis onsistent with the ompromisingstyle. Thehigher your sore is, the more strongly you exhibit harateristis onsistentwith the ompromisingstyle.

16 TO 17MODERATE TO LOW ON OMPROMISING STYLE ompared to anational sample of students, your sore falls in the seond quartile (i.e.,between 25%-50%) of sores. This indiates that you moderately toweakly exhibit harateristis onsistent with the ompromisingstyle. Thelower your sore is, the more weakly you exhibit harateristis onsistentwith the ompromisingstyle.

15 ORBELOW

LOW ON OMPROMISING STYLE ompared to a national sample ofstudents, your sore falls in the bottom/first quartile (i.e., bottom 25%) ofsores. This indiates that you only weakly exhibit harateristis onsistent

with the ompromisingstyle.


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VII.Assertiveness Index

Now that you know eah of your negotiation style total sores, it is possible to determineyour level ofAssertiveness. The formula is as follows:

Assertiveness Index = (ompeting Style Total Sore + ollaborating Style Total

Sore)- (Avoiding Style Total Sore + Aommodating Style Total

Sore)

ASSERTIVENESSINDEX

INTERPRETATION

5 ORABOVE

HIGH ON ASSERTIVENESS ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistent with

Assertiveness.

1 TO 4

MODERATE TO HIGH ON ASSERTIVENESS ompared to a nationalsample of students, your sore falls in the third quartile (i.e., between50%-75%) of sores. This indiates that you moderately to stronglyexhibit harateristis onsistent withAssertiveness. The higher your soreis, the more strongly you exhibit harateristis onsistent with

Assertiveness.

-2 TO 0

MODERATE TO LOW ON ASSERTIVENESS ompared to a nationalsample of students, your sore falls in the seond quartile (i.e., between25%-50%) of sores. This indiates that you moderately to weaklyexhibit harateristis onsistent withAssertiveness. The lower your soreis, the more weakly you exhibit harateristis onsistent with

Assertiveness.

-3 ORBELOW

LOW ON ASSERTIVENESS ompared to a national sample ofstudents, your sore falls in the bottom/first quartile (i.e., bottom 25%) ofsores. This indiates that you only weakly exhibit harateristis onsistent

withAssertiveness.

VIII.ooperativeness Index

Likewise, it is also possible to determine your level ofooperativeness. The formula isas follows:


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ooperativeness Index = (ollaborating Style Total Sore + AommodatingStyle Total Sore)

- (ompeting Style Total Sore + Avoiding Style Total Sore)

OOPERATIVENESS INDEX INTERPRETATION

9 OR ABOVEHIGH ON OOPERATIVENESS ompared to a national sample ofstudents, your sore falls in the top/fourth quartile (i.e., top 25%) ofsores. This indiates that you strongly exhibit harateristis onsistentwith ooperativeness.

5 TO 8

MODERATE TO HIGH ON OOPERATIVENESS ompared to anational sample of students, your sore falls in the third quartile (i.e.,between 50%-75%) of sores. This indiates that you moderately tostrongly exhibit harateristis onsistent with ooperativeness. The

higher your sore is, the more strongly you exhibit harateristisonsistent with ooperativeness.

2 TO 4

MODERATE TO LOW ON OOPERATIVENESS ompared to anational sample of students, your sore falls in the seond quartile(i.e., between 25%-50%) of sores. This indiates that youmoderately to weakly exhibit harateristis onsistent withooperativeness. The lower your sore is, the more weakly youexhibit harateristis onsistent with ooperativeness.

1 OR BELOWLOW ON ASSERTIVENESS ompared to a national sample ofstudents, your sore falls in the bottom/first quartile (i.e., bottom25%) of sores. This indiates that you only weakly exhibitharateristis onsistent with ooperativeness.

Documents

Nego Styles - assesment