Negotiation Style Assessment To help build on the last exercise, this assessment will ask you questions that will help you determine your negotiating style. Based on the results and the work you did
NEGOTIATING STYLE
SELF-ASSESSMENT
The purpose of this self-assessment is to help you examine your personal negotiating style.
Negotiation – a process by which two parties communicate with each other in order to reach an outcome on which they mutually agree.
Directions
PRINT THIS SELF-ASSESSMENT OUT!
Read the definition of negotiation above to make sure that you understand it.
Answer all questions to the best of your ability. There are no right or wrong answers. Don’t try to think of the “correct” or most “desirable” response, but simply respond with your honest reactions.
Respond by putting a check-mark or X in one column per question or statement.
Proceed to the second page where you will find a number of questions that ask you to consider how likely or unlikely you are to behave in a certain way when you are negotiating.
On the third page you are required to rate your level of agreement with a number of statements.
Proceed to the fourth page where you will find the scoring key and interpretation guide.
- Once you have completed and scored the self-assessment, profile yourself (i.e., as High, Moderate to High, Moderate to Low, or Low) on each of the five negotiation styles. Which negotiation style or styles is/are dominant? Is this how you see yourself and do you agree with this assessment? Why or why not?
- Profile yourself (i.e., as High, Moderate to High, etc.) with respect to Assertiveness and Cooperativeness. Do you agree with this assessment? Why or why not?
- Look at Figure 1 again. Does your dominant negotiation style(s) match up with your Assertiveness and Cooperativeness scores on that two-dimensional matrix? For example, if you scored in the “High” category on both Assertiveness and Cooperativeness, your dominant style should be the Collaborating style. Does such a match exist for you?
- If you scored most highly on Assertiveness, which of the bargaining styles (i.e., Distributive versus Mutual Gain) are you most likely to use? What are the pros and cons of this approach to collective bargaining?
- If you scored most highly on Cooperativeness, which of the bargaining styles (i.e., Distributive versus Mutual Gain) are you most likely to use? What are the pros and cons of this approach to collective bargaining?
How likely are you to do each of the following when NEGOTIATING? | Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely |
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
|
Rate your level of agreement with each of these statements. | Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree |
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
| |||||
|
NEGOTIATING STYLE
SELF-ASSESSMENT – Interpretation Guide
- Background
It is important that you, the student, review the discussion of collective bargaining behavior in Chapter 6 of Holley, Jennings, & Wolters, 8th edition, before continuing. Holley, Jennings, & Wolters identify two distinct and very different approaches to bargaining.
Distributive Bargaining approaches negotiation as a win-lose exercise where the gains of one party must come at the expense of the other party. The sole focus of the negotiator is to maximize his/her own outcomes. In the negotiation literature, this orientation is referred to as Assertiveness.
Mutual Gain Bargaining approaches negotiation as a mutual problem-solving exercise. Relying on open communication, trust, and mutual respect, negotiators focus on fulfilling the mutual interests of both parties. In the negotiation literature, this orientation is referred to as Cooperativeness.
Negotiators that exhibit Assertiveness tendencies are more likely to engage in Distributive Bargaining behavior while negotiators that are high in Cooperativeness are more likely to use a Mutual Gain Bargaining approach. Thus, this self-assessment will help you examine your levels of Assertiveness versus Cooperativeness.
According to the negotiation literature, the measurement of Assertiveness and Cooperativeness requires the consideration of five distinct negotiation styles. The five negotiation styles are:
Competing - Negotiators that exhibit this style are results-oriented, self-confident, assertive, are focused primarily on the bottom line, have a tendency to impose their views upon the other party, and in the extreme can become aggressive and domineering. This style is high in Assertiveness and low in Cooperativeness.
Avoiding - Negotiators that exhibit this style are passive, prefer to avoid conflict, make attempts to withdraw from the situation or pass responsibility onto another party, and fail to show adequate concern or make an honest attempt to get to a solution. This style is both low in Assertiveness and low in Cooperativeness.
Collaborating - Negotiators that exhibit this style use open and honest communication, focus on finding creative solutions that mutually satisfy both parties, are open to exploring new and novel solutions, and suggest many alternatives for consideration. This style is both high in Assertiveness and high in Cooperativeness.
Accommodating – Negotiators that exhibit this style make attempts to maintain relationships with the other party, smooth over conflicts, downplay differences, and are most concerned with satisfying the needs of the other party. This style is low in Assertiveness but high in Cooperativeness.
Compromising – Negotiators that exhibit this style aim to find the middle ground, often split the difference between positions, frequently engage in give and take tradeoffs, and accept moderate satisfaction of both parties’ needs. This style is both moderate in Assertiveness and moderate in Cooperativeness.
Figure 1 displays the relationship between these five negotiating styles and the competing dimensions of Assertiveness versus Cooperativeness.
Figure 1
High | Competing | Collaborating | |
Assertiveness Distributive Bargaining | Compromising | ||
Low | Avoiding | Accommodating | |
Low | Cooperativeness Mutual Gain Bargaining | High |
- Competing Style
Part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Competing negotiating style. In the table below, find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you checked the “Neither Likely nor Unlikely” column for question #1, you would enter a score of 3 next to Q1.
QUESTION SCORE | Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely |
Q1: | |||||
Q7: |
Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely | |
Q13: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q17: | |||||
Q22: |
TOTAL: (Add all scores)
TOTAL SCORE | INTERPRETATION |
18 OR ABOVE | HIGH ON COMPETING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with the Competing style. |
16 TO 17 | MODERATE TO HIGH ON COMPETING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Competing style. The higher your score is, the more strongly you exhibit characteristics consistent with the Competing style. |
14 TO 15 | MODERATE TO LOW ON COMPETING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Competing style. The lower your score is, the more weakly you exhibit characteristics consistent with the Competing style. |
13 OR BELOW | LOW ON COMPETING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with the Competing style. |
- Avoiding Style
This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Avoiding negotiating style. In the table below, find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you checked the “Likely” column for question #2, you would enter a score of 4 next to Q2.
QUESTION SCORE | Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely |
Q2: | |||||
Q10: |
Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely | |
Q5: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q18: | |||||
Q25: |
TOTAL: (Add all scores)
TOTAL SCORE | INTERPRETATION |
18 OR ABOVE | HIGH ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with the Avoiding style. |
16 TO 17 | MODERATE TO HIGH ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Avoiding style. The higher your score is, the more strongly you exhibit characteristics consistent with the Avoiding style. |
14 TO 15 | MODERATE TO LOW ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Avoiding style. The lower your score is, the more weakly you exhibit characteristics consistent with the Avoiding style. |
13 OR BELOW | LOW ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with the Avoiding style. |
- Collaborating Style
This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Collaborating negotiating style. In the table below, find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you checked the “Unlikely” column for question #4, you would enter a score of 2 next to Q4.
QUESTION SCORE | Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely |
Q4: | |||||
Q8: | |||||
Q12: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q19: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q21: |
TOTAL: (Add all scores)
TOTAL SCORE | INTERPRETATION |
21 OR ABOVE | HIGH ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with the Collaborating style. |
19 TO 20 | MODERATE TO HIGH ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Collaborating style. The higher your score is, the more strongly you exhibit characteristics consistent with the Collaborating style. |
17 TO 18 | MODERATE TO LOW ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Collaborating style. The lower your score is, the more weakly you exhibit characteristics consistent with the Collaborating style. |
16 OR BELOW | LOW ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with the Collaborating style. |
- Accommodating Style
This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Accommodating negotiating style. In the table below, find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you checked the “Very Unlikely” column for question #3, you would enter a score of 1 next to Q3.
QUESTION SCORE | Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely |
Q3: | |||||
Q9: | |||||
Q15: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q20: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q24: |
TOTAL: (Add all scores)
TOTAL SCORE | INTERPRETATION |
19 OR ABOVE | HIGH ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with the Accommodating style. |
17 TO 18 | MODERATE TO HIGH ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Accommodating style. The higher your score is, the more strongly you exhibit characteristics consistent with the Accommodating style. |
15 TO 16 | MODERATE TO LOW ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Accommodating style. The lower your score is, the more weakly you exhibit characteristics consistent with the Accommodating style. |
14 OR BELOW | LOW ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with the Accommodating style. |
- Compromising Style
This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Compromising negotiating style. In the table below, find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you checked the “Very Likely” column for question #6, you would enter a score of 5 next to Q6.
QUESTION SCORE | Very Unlikely | Unlikely | Neither Likely nor Unlikely | Likely | Very Likely |
Q6: | |||||
Q11: | |||||
Q14: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q16: |
Strongly Agree | Agree | Neither Agree nor Disagree | Disagree | Strongly Disagree | |
Q23: |
TOTAL: (Add all scores)
TOTAL SCORE | INTERPRETATION |
20 OR ABOVE | HIGH ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with the Compromising style. |
18 TO 19 | MODERATE TO HIGH ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Compromising style. The higher your score is, the more strongly you exhibit characteristics consistent with the Compromising style. |
16 TO 17 | MODERATE TO LOW ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Compromising style. The lower your score is, the more weakly you exhibit characteristics consistent with the Compromising style. |
15 OR BELOW | LOW ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with the Compromising style. |
- Assertiveness Index
- (Avoiding Style Total Score + Accommodating Style Total Score)
ASSERTIVENESS INDEX | INTERPRETATION |
5 OR ABOVE | HIGH ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with Assertiveness. |
1 TO 4 | MODERATE TO HIGH ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with Assertiveness. The higher your score is, the more strongly you exhibit characteristics consistent with Assertiveness. |
-2 TO 0 | MODERATE TO LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with Assertiveness. The lower your score is, the more weakly you exhibit characteristics consistent with Assertiveness. |
-3 OR BELOW | LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with Assertiveness. |
- Cooperativeness Index
COOPERATIVENESS INDEX | INTERPRETATION |
9 OR ABOVE | HIGH ON COOPERATIVENESS – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics consistent with Cooperativeness. |
5 TO 8 | MODERATE TO HIGH ON COOPERATIVENESS – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately to strongly exhibit characteristics consistent with Cooperativeness. The higher your score is, the more strongly you exhibit characteristics consistent with Cooperativeness. |
2 TO 4 | MODERATE TO LOW ON COOPERATIVENESS – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you moderately to weakly exhibit characteristics consistent with Cooperativeness. The lower your score is, the more weakly you exhibit characteristics consistent with Cooperativeness. |
1 OR BELOW | LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit characteristics consistent with Cooperativeness. |