| Survey Item |
Strongly Disagree |
Disagree |
Agree |
Strongly Agree |
| Survey Item: I am not comfortable negotiating |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I push the other party toward my own positions/interests |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I avoid hurting people |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I try to learn the real needs of the other party before making a
concession |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I enjoy making offers and counteroffers |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I don’t like making difficult decisions |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: Before negotiating, I know what results to expect and how to
work to obtain them |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: When negotiating, I like to make quick decisions to speed up
the discussions |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I am willing to lower my expectations to save the relationship |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I encourage the other party to work with me in finding an
acceptable solution |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I avoid getting involved in difficult situations |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I make sure I have power over the other party, and I use it to
my advantage |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: To advance the negotiations, I like to split the difference |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: When negotiating, I make sure the other party feels
comfortable |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I have no problem sharing information with the other party |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I don’t negotiate when I have little chance of winning |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: If necessary, I use threats to reach my goals |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I like to compromise to expedite the negotiations |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I make sure the other party explains his or her real needs |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I like to explore innovative approaches with the other party to
achieve maximum outcomes |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I avoid taking risks |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: To get what I want, I ask for more than I am willing to settle
for |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I look for a fair deal |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: To me, personal relationships are vital to constructive
discussions |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I frequently summarize issues we both agreed to |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I dislike dealing with difficult negotiators |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I try to create doubts in the mind of the other party |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: To me, negotiating is a game of give and take |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I do not like to embarrass other people |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: When I negotiate, I take a long-term outlook |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I avoid getting involved in controversies |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I do not give away information, but I try to obtain as much
information as possible from the other party |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I look for a middle-of-the-road solution to close negotiations |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I avoid getting involved in nonessential details |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
| Survey Item: I enjoy meeting people |
Strongly Disagree: |
Disagree: |
Agree: |
Strongly Agree: |
