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What type of negotiator are you.
1. Your aim in a negotiation is … a) to find the greatest area of agreement in the joint interests of both parties. b) to win and to make the other side lose. c) to find the best deal for your side. 2. When the other side is talking, you … a) use the information you are hearing to identify weaknesses in the other party. b) plans what you are going to say next. c) listen with maximum attention. 3. You think that … a) part of the available time must be spent socialising and getting to know the other side. b) goodwill is important but the speed of the meeting should be quick and businesslike. c) the meeting should get down to business as soon as possible and reach quick decision. 4. When you speak in a negotiation you… a) make bold and forced statements, possibly banging the table. b) make carefully-considered statements in a calm, controlled voice. c) are occasionally forceful and inflexible. 5. If the other side disagree with you, you… a) try hard to find a creative position by modifying your position. b) repeat your demands and will not concede – your objective is to make the other side give in. c) reshape your offer without fundamental changes. Unit 13
6. If the other side state an opinion you disagree with, you … a) tentatively suggest an alternative. b) ask for clarification and explanation. c) ridicule it with sarcasm.
To see which kind of negotiator you are, calculate your total:
Your score ___________
Exercise 2. Complete the following questionnaire. This short questionnaire draws attention to some of the key attitudes and behaviours that are important for negotiating to be successful. Students’ answers here will enable them to identify what they need to improve in order to become a better negotiator.
ARE YOU A GOOD NEGOTIATOR? 1 = strongly disagree 10 = strongly agree
Unit 13
TOTAL:
Exercise 11. Match the following skills with the ten questions from the questionnaire above.
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