Negotiation Styles Questionnaire

NEGOTIATION STYLES
QUESTIONNAIRE
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Developed for use by Talent Builder users only 1
INTRODUCTION
The purpose of this self-assessment is to help you examine your personal negotiating
style.
Negotiation – a process by which two parties communicate with each other in order
to reach an outcome on which they mutually agree.
Directions
1. Answer all questions to the best of your ability. There are no right or wrong answers.
Don’t try to think of the “correct” or most “desirable” response, but simply respond
with your honest reactions.
2. Respond by putting a check-mark or X in one column per question or statement.
3. Proceed to the first section where you will find a number of questions that ask you
to consider how likely or unlikely you are to behave in a certain way when you are
negotiating.
4. In the second section you are required to rate your level of agreement with a
number of statements.
5. Finally, you will find the scoring key and interpretation guide.
THE QUESTIONNAIRE
Neither
How likely are you to do each of the Very Likely Very
Unlikely Likely
following when NEGOTIATING? Unlikely nor Likely
Unlikely
1. I’ll come up with a plan so that I can

steer the negotiation to go my way.
2. I’ll do things expressly to make sure

that the negotiation stays friendly and
comfortable.
3. I’ll go out of my way to make sure

that the outcome for the other person
is fair.
4. I’ll do things so that both of us

can get what we want from the
negotiation.
5. If something needs to be
negotiated, I’ll immediately step
forward to do it.
6. I’ll give something in order to get

something back from the person I’m
negotiating with.
7. If the negotiation is not going my

way, I’ll bail out of the negotiation.
8. I’ll suggest creative solutions that

allow both of us to get what we want
from the negotiation.
9. If it seems important for the other

person to come out on top, I’ll give in
to them.
10. I’ll avoid difficult issues to keep the

negotiation from getting nasty.
11. If the other person compromises
their position, I’ll compromise my
position in return.
12. I’ll make sure that both of our

needs are understood so that both of
us can come out on top.
13. I’ll present information, when

negotiating, even if it doesn’t
necessarily always support my
position.
14. I’ll propose a place in the middle

where we both can meet.
15. I’ll try to see things from the other

person’s viewpoint and be considerate
of their needs.
Neither
Rate your level of agreement with each of Strongly Agree Strongly
Agree Disagree
these statements. Agree nor Disagree
Disagree
16. In every negotiation, both sides
have to give something up to get
something in return.
17. What’s good for me is really all that

matters when negotiating.
18. I’ll do almost anything to keep from

having to engage in negotiation.
19. In negotiating, someone wins and

someone has to lose.
20. The feelings of the other person

that I’m negotiating with are
important to me.
21. Negotiation works better when the
focus is on common agreement rather
than differences.
22. I can be aggressive when it comes

to getting my way from a negotiation.
23. When you compromise in a

negotiation, you really just lose.
24. If the other person gets a “raw

deal” from our negotiation, that really
doesn’t matter to me.
25. Keeping the comfort level high
is very important to me when I’m
negotiating.
INTERPRETATION
I. Background
Bully - Negotiators that exhibit this style are results-oriented, self-confident, assertive,
are focused primarily on the bottom line, have a tendency to impose their views upon
the other party, and in the extreme can become aggressive and domineering. This
style is high in Assertiveness and low in Cooperativeness.
Politician - Negotiators that exhibit this style are passive, prefer to avoid conflict, make
attempts to withdraw from the situation or pass responsibility onto another party,
and fail to show adequate concern or make an honest attempt to get to a solution.
This style is both low in Assertiveness and low in Cooperativeness.
Consultant - Negotiators that exhibit this style use open and honest communication,
focus on finding creative solutions that mutually satisfy both parties, are open to
exploring new and novel solutions, and suggest many alternatives for consideration.
This style is both high in Assertiveness and high in Cooperativeness.
Doormat – Negotiators that exhibit this style make attempts to maintain relationships
with the other party, smooth over conflicts, downplay differences, and are most
concerned with satisfying the needs of the other party. This style is low in Assertiveness
but high in Cooperativeness.
Haggler – Negotiators that exhibit this style aim to find the middle ground, often split
the difference between positions, frequently engage in give and take tradeoffs, and
accept moderate satisfaction of both parties’ needs. This style is both moderate in
Assertiveness and moderate in Cooperativeness.
II. Bully Style
Part of the self-assessment measures the degree to which you exhibit characteristics
consistent with the Bully negotiating style. In the table below, find the numerical
score that corresponds to the column that you checked for each question. Enter that
number to the left of the table for each question. For example, if you checked the
“Neither Likely nor Unlikely” column for question #1, you would enter a score of 3 next
to Q1.
Neither
Very Very
Unlikely Likely nor Likely
Unlikely Likely
Unlikely
Q1. 1 2 3 4 5
Q7. 1 2 3 4 5
Neither
Very Very
Unlikely Likely
Unlikely
Q13. 5 4 3 2 1
Neither
Strongly Agree Strongly
Agree Disagree
Agree nor Disagree
Disagree
Q17. 5 4 3 2 1
Q22. 5 4 3 2 1
TOTAL SCORE:
TOTAL SCORE INTERPRETATION

HIGH ON BULLY STYLE – Compared to a national sample of students, your score falls in the top/
18 or above fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteristics
consistent with the Bully style.
MODERATE TO HIGH ON BULLY STYLE – Compared to a national sample of students, your score
falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you moderately
16 to 17 to strongly exhibit characteristics consistent with the Bully style. The higher your score is, the
more strongly you exhibit characteristics consistent with the Bully style.
MODERATE TO LOW ON BULLY STYLE – Compared to a national sample of students, your
score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you
14 to 15 moderately to weakly exhibit characteristics consistent with the Bully style. The lower your
score is, the more weakly you exhibit characteristics consistent with the Bully style.
LOW ON BULLY STYLE – Compared to a national sample of students, your score falls
13 or below in the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only
weakly exhibit characteristics consistent with the Bully style.
III. Politician Style
This part of the self-assessment measures the degree to which you exhibit
characteristics consistent with the Politician negotiating style. In the table below,
find the numerical score that corresponds to the column that you checked for each
question. Enter that number to the left of the table for each question. For example,
if you checked the “Likely” column for question #2, you would enter a score of 4 next
to Q2.
Neither
Very Very
Unlikely Likely
Unlikely
Q2 1 2 3 4 5
Q10. 1 2 3 4 5
Neither
Very Very
Unlikely Likely
Unlikely
Q5. 5 4 3 2 1
Neither
Strongly Agree Strongly
Agree Disagree
Agree nor Disagree
Disagree
Q18. 5 4 3 2 1
Q25. 5 4 3 2 1
TOTAL SCORE:

HIGH ON POLITICIAN STYLE – Compared to a national sample of students, your score falls in
18 or above the top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit charac-
teristics consistent with the Politician style.
MODERATE TO HIGH ON POLITICIAN STYLE – Compared to a national sample of students,
your score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you
16 to 17 moderately to strongly exhibit characteristics consistent with the Politician style. The higher
your score is, the more strongly you exhibit characteristics consistent with the Politician style.
MODERATE TO LOW ON POLITICIAN STYLE – Compared to a national sample of students,
your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that
14 to 15 you moderately to weakly exhibit characteristics consistent with the Politician style. The lower
your score is, the more weakly you exhibit characteristics consistent with the Politician style.
LOW ON POLITICIAN STYLE – Compared to a national sample of students, your score falls in
13 or below the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit
characteristics consistent with the Politician style.
IV. Consultant Style
characteristics consistent with the Consultant negotiating style. In the table below,
question. Enter that number to the left of the table for each question. For example, if
you checked the “Unlikely” column for question #4, you would enter a score of 2 next
to Q4.
Neither
Very Very
Unlikely Likely
Unlikely
Q4. 1 2 3 4 5
Q8. 1 2 3 4 5
Q12. 1 2 3 4 5
Neither
Strongly Strongly
Agree Agree no Disagree
Agree Disagree
Disagree
Q19. 1 2 3 4 5
Neither
Strongly Strongly
Agree Disagree
Disagree
Q21. 5 4 3 2 1
TOTAL SCORE:

HIGH ON CONSULTANT STYLE – Compared to a national sample of students, your score falls in
teristics consistent with the Consultant style.
MODERATE TO HIGH ON CONSULTANT STYLE – Compared to a national sample of students,
19 to 20 moderately to strongly exhibit characteristics consistent with the Consultant style. The higher
your score is, the more strongly you exhibit characteristics consistent with the Consultant style.
MODERATE TO LOW ON CONSULTANT STYLE – Compared to a national sample of students,
your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you
17 to 18 moderately to weakly exhibit characteristics consistent with the Consultant style. The lower
your score is, the more weakly you exhibit characteristics consistent with the Consultant style.
LOW ON CONSULTANT STYLE – Compared to a national sample of students, your score falls in
16 or below the bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit
characteristics consistent with the Consultant style.
V. Doormat Style
characteristics consistent with the Doormat negotiating style. In the table below,
question. Enter that number to the left of the table for each question. For example,
if you checked the “Very Unlikely” column for question #3, you would enter a score of
1 next to Q3.
Neither
Very Very
Unlikely Likely
Unlikely
Q3. 1 2 3 4 5
Q9. 1 2 3 4 5
Q15. 1 2 3 4 5
Neither
Strongly Strongly
Agree Disagree
Disagree
Q20. 5 4 3 2 1
Neither
Strongly Strongly
Agree Disagree
Disagree
Q24. 5 4 3 2 1
TOTAL SCORE:

HIGH ON DOORMAT STYLE – Compared to a national sample of students, your score falls in the
19 or above top/fourth quartile (i.e., top 25%) of scores. This indicates that you strongly exhibit characteris-
tics consistent with the Doormat style.
MODERATE TO HIGH ON DOORMAT STYLE – Compared to a national sample of students, your
score falls in the third quartile (i.e., between 50%-75%) of scores. This indicates that you mod-
17 to 18 erately to strongly exhibit characteristics consistent with the Doormat style. The higher your
score is, the more strongly you exhibit characteristics consistent with the Doormat style.
MODERATE TO LOW ON DOORMAT STYLE – Compared to a national sample of students, your
15 to 16 moderately to weakly exhibit characteristics consistent with the Doormat style. The lower
your score is, the more weakly you exhibit characteristics consistent with the Doormat style.
LOW ON DOORMAT STYLE – Compared to a national sample of students, your score falls in the
14 or below bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit
characteristics consistent with the Doormat style.
VI. Haggler Style
This part of the self-assessment measures the degree to which you exhibit characteris-
tics consistent with the Haggler negotiating style. In the table below, find the numer-
ical score that corresponds to the column that you checked for each question. Enter
that number to the left of the table for each question. For example, if you checked the
“Very Likely” column for question #6, you would enter a score of 5 next to Q6.
Neither
Very Very
Unlikely Likely
Unlikely
Q6. 1 2 3 4 5
Q11. 1 2 3 4 5
Q14. 1 2 3 4 5
Neither
Strongly Strongly
Agree Disagree
Disagree
Q16. 5 4 3 2 1
Neither
Strongly Strongly
Agree Disagree
Disagree
Q23. 1 2 3 4 5
TOTAL SCORE:

HIGH ON HAGGLER STYLE – Compared to a national sample of students, your score falls in the
tics consistent with the Haggler style.
MODERATE TO HIGH ON HAGGLER STYLE – Compared to a national sample of students, your
18 to 19 erately to strongly exhibit characteristics consistent with the Haggler style. The higher your
score is, the more strongly you exhibit characteristics consistent with the Haggler style.
MODERATE TO LOW ON HAGGLER STYLE – Compared to a national sample of students, your
16 to 17 moderately to weakly exhibit characteristics consistent with the Haggler style. The lower your
score is, the more weakly you exhibit characteristics consistent with the Haggler style.
LOW ON HAGGLER STYLE – Compared to a national sample of students, your score falls in the
characteristics consistent with the Haggler style.
VII. Assertiveness Index
Now that you know each of your negotiation style total scores, it is possible to deter-
mine your level of Assertiveness. The formula is as follows:
Assertiveness Index = (Bully Style Total Score + Consultant Style Total Score)
- (Politician Style Total Score + Doormat Style Total Score)
ASSERTIVENESS INTERPRETATION
INDEX
HIGH ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the
tics consistent with Assertiveness.
MODERATE TO HIGH ON ASSERTIVENESS – Compared to a national sample of students, your
1 to 4 erately to strongly exhibit characteristics consistent with Assertiveness. The higher your score
is, the more strongly you exhibit characteristics consistent with Assertiveness.
MODERATE TO LOW ON ASSERTIVENESS – Compared to a national sample of students, your
-2 to 0 moderately to weakly exhibit characteristics consistent with Assertiveness. The lower your
score is, the more weakly you exhibit characteristics consistent with Assertiveness.
LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the
-3 or below bottom/first quartile (i.e., bottom 25%) of scores. This indicates that you only weakly exhibit
characteristics consistent with Assertiveness.
VIII. Cooperativeness Index

Likewise, it is also possible to determine your level of Cooperativeness. The formula is
as follows:
Cooperativeness Index = (Consultant Style Total Score + Doormat Style Total Score)
- (Bully Style Total Score + Politician Style Total Score)
COOPERATIVE- INTERPRETATION
NESS INDEX
HIGH ON COOPERATIVENESS – Compared to a national sample of students, your score falls in
teristics consistent with Cooperativeness.
MODERATE TO HIGH ON COOPERATIVENESS – Compared to a national sample of students,
5 to 8 moderately to strongly exhibit characteristics consistent with Cooperativeness. The higher
your score is, the more strongly you exhibit characteristics consistent with Cooperativeness.
MODERATE TO LOW ON COOPERATIVENESS – Compared to a national sample of students,
your score falls in the second quartile (i.e., between 25%-50%) of scores. This indicates that you
2 to 4 moderately to weakly exhibit characteristics consistent with Cooperativeness. The lower your
score is, the more weakly you exhibit characteristics consistent with Cooperativeness.
LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the
characteristics consistent with Cooperativeness.

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NEGOTIATION STYLES

1. I’ll come up with a plan so that I can

2. I’ll do things expressly to make sure

3. I’ll go out of my way to make sure

4. I’ll do things so that both of us

6. I’ll give something in order to get

7. If the negotiation is not going my

8. I’ll suggest creative solutions that

9. If it seems important for the other

10. I’ll avoid difficult issues to keep the

12. I’ll make sure that both of our

13. I’ll present information, when

14. I’ll propose a place in the middle

15. I’ll try to see things from the other

17. What’s good for me is really all that

18. I’ll do almost anything to keep from

19. In negotiating, someone wins and

20. The feelings of the other person

22. I can be aggressive when it comes

23. When you compromise in a

24. If the other person gets a “raw

TOTAL SCORE INTERPRETATION

TOTAL SCORE INTERPRETATION

TOTAL SCORE INTERPRETATION

TOTAL SCORE INTERPRETATION

TOTAL SCORE INTERPRETATION

VIII. Cooperativeness Index

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