3. I am willing to ask as many questions as it takes to get the needed information to make the best decision. 1 2 3 4 5 6 7 8 9 10
4. I do not take my counterpart's strategies, tactics, and comments personally. 1 2 3 4 5 6 7 8 9 10
5. I like to uncover the needs, wants, and motivations of my counterpart so I can help her/him achieve her/his goals.
1 2 3 4 5 6 7 8 9 10
6. I am able to think clearly under pressure. 1 2 3 4 5 6 7 8 9 10
7. I have good self-esteem and tend to have a high level of aspiration and expectation. 1 2 3 4 5 6 7 8 9 10
8. I recognize the power of strategies and tactics and use them frequently. 1 2 3 4 5 6 7 8 9 10
9. I am willing to compromise to solve problems when necessary.
1 2 3 4 5 6 7 8 9 10
10. I am a good listener. 1 2 3 4 5 6 7 8 9 10
Grand Total: ____________________
Scoring
90+: You have the characteristics of a great negotiator. You
recognize what negotiation requires, and you are willing to
apply yourself accordingly.
80-89: You should do well as a negotiator, but you have some areas
that need improvement.
70-79: You have an understanding of negotiation but can improve in
some important areas.
0-70: Go over the questions again You may have been hard on your-
self, or you may have identified some key areas that you
will need to concentrate on when you negotiate. Repeat this
evaluation again when you have finished reading more on the
subject and have applied the principles.
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About the author: Peter Barron Stark is the author of
The Only Negotiating Guide You'll Ever Need, published by Broadway Books, a division of Random House. He travels internationally training leaders, sales professionals and procurement specialists in the art of negotiation. His clients include Alcon Laboratories, Lowe's, the NFL, Ralston Purina, the San Francisco Giants, Sempra Energy, Sony, Univision, Virgin Entertainment, Wells Fargo and WD-40. You can contact him at
www.everyonenegotiates.com, (877) 727-6468 or
peter@pbsconsulting.com.
