Nego Styles - assesment
Transcript of 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
NeitherLikely norUnlikely
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: (Add all sores)
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
NeitherLikely norUnlikely
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
DisagreeStronglyDisagree
Q19: 1 2 3 4 5
StronglyAgree Agree
Neither
Agree norDisagree Disagree
Strongly
Disagree
Q21: 5 4 3 2 1
TOTAL: (Add all sores)
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
NeitherLikely norUnlikely
Likely Very Likely
Q3: 1 2 3 4 5Q9: 1 2 3 4 5
Q15: 1 2 3 4 5
StronglyAgree
AgreeNeither
Agree norDisagree
DisagreeStronglyDisagree
Q20: 5 4 3 2 1
StronglyAgree
AgreeNeither
Agree norDisagree
DisagreeStronglyDisagree
Q24: 1 2 3 4 5
TOTAL: (Add all sores)
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
NeitherLikely norUnlikely
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
DisagreeStronglyDisagree
Q16: 5 4 3 2 1
StronglyAgree
AgreeNeither
Agree norDisagree
DisagreeStronglyDisagree
Q23: 1 2 3 4 5
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TOTAL: (Add all sores)
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.