Personal Bargaining Inventory Self-Assessment

Personal Bargaining Inventory Self-Assessment

One way for negotiators to learn more about themselves, and about others in a negotiating context, is to clarify their own personal beliefs and values about the negotiation process and their style as negotiators. The questionnaire in this section can help you clarify perceptions of yourself on several dimensions related to negotiation: winning and losing, cooperation and competition, power and deception, and your beliefs about how a person ought to negotiate.

1. When you complete the assessment, you will receive an email with the results. Please open a Word document, highlight the results in the email, and copy/paste them onto the document. Then add a new header called “Insight” and follow the prompts below to demonstrate the insight that you gained from completing this self-assessment. If you do not have access to Microsoft Word, you are welcome to use a different document format, but you must then convert the file to a PDF in order to turn it in.

2. Under the “Insight” heading, write down your reaction to the items selected on the inventory. Specifically, what does the inventory tell you about perceptions of yourself on the dimensions of: winning and losing, cooperation and competition, power and deception, and your beliefs about how a person ought to negotiate. Reflect on the first chapter of the textbook and differences between positional and principled negotiation, how do your answers on the inventory align with positional versus principled negotiation? Think about your everyday life. When do you use positional negotiation? When do you use principled negotiation? Note that you will need to follow proper APA conventions for in-text citations and formatting of references when you refer to ideas that come from sources.

PLEASE USE READING MATERIAL FOR REFERENCE FOR PAPER:

Getting to Yes: Negotiating Agreement Without Giving In (3rd ed.) ISBN: 978-0-14-311875-6
By Roger Fisher, William L. Ury, and Bruce Patton

Chapter 1: “Don’t Bargain Over Positions”