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  1. Surveys
  2. 2009
  3. February
  4. N
  5. Negotiating Style
0%
 
For each of the statements below, please indicate whether or not the statement is characteristic of you. If the statement is extremely uncharacteristic of you (not at all like you) please choose "1". If the statement is extremely characteristic of you (very much like you) please choose "7” in the space provided. And, of course, use the numbers in the middle if you fall between the extremes.
1 Extremely Uncharacteristic 2 3 4 Uncertain 5 6 7 Extremely Characteristic
I prefer to do things that I do well rather than things that I do poorly
I’m happiest at work when I perform tasks on which I know that I won’t make any errors.
The things I enjoy the most are the things I do the best.
I feel smart when I do something without making any mistakes
I like to be fairly confident that I can successfully perform a task before I attempt it
I feel smart when I can do something better that most other people
I like to work I tasks that I have done well in the past
I feel smart when I can do something better than most other people
Even if I know that I did a good job on something, I’m satisfied only if others recognize my accomplishments
It’s important to impress others by doing a good job
 
 
Which of the following statements fits most your actions during your last negotiation, please choose the closest response to you:
Absolutely Wrong Slightly Wrong Moderately Wrong Uncertain Slightly Right Moderately Right Absolutely Right
Start with offering my highest offer and gradually cut it down until I reach my target.
Suggest an offer at random for each negotiated issue and hope to find one that the opponent will accept.
Start with my lowest offer, and gradually higher it to an acceptable one to the opponent.
Stick to one offer during the negotiation and never change it.
Endorse only the offer that will be accepted by the opponent.
Start the negotiation by acquainting with the opponent and try to know what offer is acceptable to him/her.
Start with an offer higher than my target and lower it down gradually to a moderate offer that the opponent will accept.
 
 
For each of the statements below, please indicate whether or not the statement is characteristic of you. If the statement is extremely uncharacteristic of you (not at all like you) please choose "1". If the statement is extremely characteristic of you (very much like you) please choose "7” in the space provided. And, of course, use the numbers in the middle if you fall between the extremes.
1 Extremely Uncharacteristic 2 3 4 Uncertain 5 6 7 Extremely Characteristic
The opportunity to do challenging work is important to me
When I fail to complete a difficult task, I plan to try harder the next time I work on it
I prefer to work on tasks that force me to learn new things
The opportunity to learn new things is important to me
I do my best when I work on a fairly difficult task
I try hard to improve on my past performance
The opportunity to extend my abilities is important to me
When I have difficulty solving a problem, I enjoy trying several approaches to see which one will work
On most jobs, people can pretty much accomplish whatever they set out to accomplish
Your performance on most tasks or jobs increases with the amount of effort you put into them
 
 
 
You are preparing to meet with HLL’s negotiator. Your firm is considering acquiring a global company called "HLL" whose share value is not known but is estimated somewhere between $0 and $100. HLL’s last projects failed. They have been your major competitor and kept you at the second position in your major global market. By some estimates, performance and the shares value would be 50% better under the management of your firm, when HLL's future projects succeed. They can accept an offer that is larger than their true share-value under the current management. You are about to decide an acceptable offer. What price per share will you offer HLL's negotiator when you meet with her?
   
 
 
 
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Now, you are meeting with HLL’s negotiator whose picture to the left. She has been pushing you for an hour in a harsh manner and pressing you to accept to pay $100 per share. She tells you that HLL has received a valuable offer, and you need to buy HLL fast if you want to succeed in the global market. You know that under your firm's management you can fix HLL’s troubles.What offer, do you think, will be more acceptable for her?

   
 
 
For each of the statements below, please indicate whether or not the statement is characteristic of you. If the statement is extremely uncharacteristic of you (not at all like you) please choose "1". If the statement is extremely characteristic of you (very much like you) please choose "7” in the space provided. And, of course, use the numbers in the middle if you fall between the extremes.
1 Extremely Uncharacteristic 2 3 4 Uncertain 5 6 7 Extremely Characteristic
If someone dislikes you, you should dislike them
If a person despises you, you should despise them
If someone says something nasty to you, you should say something nasty back
If a person wants to be your enemy, you should treat them like an enemy
If someone treats me badly, I feel I should treat them even worse
If someone treats you badly, you should treat that person badly in return
If someone has treated you poorly, you should not return the poor treatment
 
 
For each of the statements below, please indicate whether or not the statement is characteristic of you. If the statement is extremely uncharacteristic of you (not at all like you) please choose "1". If the statement is extremely characteristic of you (very much like you) please choose "7” in the space provided. And, of course, use the numbers in the middle if you fall between the extremes.
1 Extremely Uncharacteristic 2 3 4 Uncertain 5 6 7 Extremely Characteristic
If someone important to you does something negative to you, you should do something even more negative to them
A person who has contempt for you deserves your contempt
If some one treats you like an enemy, they deserve your resentment
When someone hurts you, you should find a way they won’t know about to get even
You should not give help to those who treat you badly
When someone treats me badly, I still act nicely to them
If someone distrusts you, you should distrust them
 
 
For each of the statements below, please indicate whether or not the statement is characteristic of you. If the statement is extremely uncharacteristic of you (not at all like you) please choose "1". If the statement is extremely characteristic of you (very much like you) please choose "7” in the space provided. And, of course, use the numbers in the middle if you fall between the extremes.
1 Extremely Uncharacteristic 2 3 4 Uncertain 5 6 7 Extremely Characteristic
I consider how things might be in the future, and try to influence those things with my day to day behavior.
Often I engage in a particular behavior in order to achieve outcomes that may not result for many years.
I only act to satisfy immediate concerns, figuring the future will take care of itself.
My behavior is only influenced by the immediate (i.e., a matter of days or weeks) outcomes of my actions.
My convenience is a big factor in the decisions I make or the actions I take.
I am willing to sacrifice my immediate happiness or well-being in order to achieve future outcomes.
 
 
For each of the statements below, please indicate whether or not the statement is characteristic of you. If the statement is extremely uncharacteristic of you (not at all like you) please choose "1". If the statement is extremely characteristic of you (very much like you) please choose "7” in the space provided. And, of course, use the numbers in the middle if you fall between the extremes.
1 Extremely Uncharacteristic 2 3 4 Uncertain 5 6 7 Extremely Characteristic
I think it is important to take warnings about negative outcomes seriously even if the negative outcome will not occur for many years.
I think it is more important to perform a behavior with important distant consequences than a behavior with less important immediate consequences.
I generally ignore warnings about possible future problems because I think the problems will be resolved before they reach crisis level.
I think that sacrificing now is usually unnecessary since future outcomes can be dealt with at a later time.
I only act to satisfy immediate concerns, figuring that I will take care of future problems that may occur at a later date.
Since my day to day work has specific outcomes, it is more important to me than behavior that has distant outcomes.
 
 
 
Did you have some planned action/behavior in mind when started your last negotiation?
 
Absolutely Wrong
 
Slightly Wrong
 
Moderately Wrong
 
Uncertain
 
Slightly Right
 
Moderately Right
 
Absolutely Right
 
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