When negotiating, what role do you tend to fill?
Buyer
Seller
Leader of Negotiators
Other
What percentage of your negotiations are internal vs external?
100% external
More external than internal
Split evenly
More internal than external
100% Internal
How many different things get negotiated in most of your negotiations?
1-3
4-6
7-14
15 or more
How cold and firm are your counterparties in most negotiations?
1 (Very Cold)
2
3
4
5 (Not Cold)
How warm and open are you during most negotiations?
5 (Very Warm)
4
3
2
1 (Not Warm)
Which of the following is most important to you in negotiation?
Maintaining and building the relationship
Reaching a "win-win" outcome
Being fair
Getting the best deal
Making sure they lose
Who tends to take leadership in your negotiations?
I take the lead all of the time
I take the lead a majority of the time
I split the lead with my counterparty
I let them take the lead a majority of the time
I let them take the lead almost all of the time
How tense are your negotiations?
1 (Not Tense)
2
3
4
5 (Very Tense)
How creative are the outcomes in your negotiations?
Not creative. We focus on the numbers (or one thing in particular).
Occasionally creative. Once in a long while, someone offers something creative.
Somewhat creative. It’s is not surprising when one of the parties makes a creative proposal.
Frequently creative. It’s surprising when creative proposals are not part of negotiations.
How much trust do you have with your counterparty?
5 (High Trust)
4
3
2
1 (No Trust)
