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Negotiation Style Inventory
Please Note: The reflection this inventory can create is more important - and more reliable- than the numbers calculated from your responses to this form.Whether you like the results or not, you should rely on them for an accurate picture of yourself only after further self-scrutiny and discussion with others. The inventory is merely a tool to enable these larger tasks. Instructions: Consider your response in situations where your wishes differ from those of another person. Note that the first set of statements deal with your initial response to disagreement; and the second deal with your response after the disagreement has gotten stronger. If you find it easier, you may choose one particular conflict setting and use it as background for all the questions. Choose one number on the line below each statement.
When I first discover that differences exist...
When I first discover that differences exist...
I make sure that all views are out in the open and treated with equal consideration, even if there seems to be substantial disagreement.
I devote more attention to making sure others understand the logic and benefits of my position than I do to pleasing them.
I make my needs known, but I tone them down a bit and look for solutions somewhere in the middle.
I pull back from discussion for a time to avoid tension.
I devote more attention to feelings of others than to my personal goals.
I make sure my agenda doesn't get in the way of our relationship.
I actively explain my ideas and just as actively take steps to understand others.
I am more concerned with goals I believe to be important than with how others feel about things.
I decide the differences aren't worth worrying about.
I give up some points in exchange for others.
If differences persist and feelings escalate...
If differences persist and feelings escalate...
I enter more actively into discussion and hold out for ways to meet the needs of others as well as my own.
I put forth greater effort to make sure that the truth as I see it is recognized and less on pleasing others.
I try to be reasonable by not asking for my full preferences, but I make sure I get some of what I want.
I don't push for things to be done my way, and I pull back somewhat from the demands of others.
I set aside my own preferences and become more concerned with keeping the relationship comfortable.
I interact less with others and look for ways to find a safe distance.
I do what needs to be done and hope we can mend feelings later.
I do what is necessary to smooth the other's feelings.
I pay close attention to the desires of others but remain firm that they need to pay equal attention to my desires.
I press for moderation and compromise so we can make a decision and move on with things.