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This assessment maps your natural negotiating tendencies across five styles, then shows your strengths, blind spots, and how to adapt to the styles you encounter in others. For anyone preparing for a major contract, partnership, or conflict resolution negotiation. Answer the scenario-based questions to receive your style profile and personalized recommendations before your next high-stakes negotiation.




For each issue below, please select if you "Strongly Disagree", "Disagree", "Strongly Agree", or "Agree"

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:


Script developed by: Dr. Ralph Jagodka © 2019
Based on Source: Global Business Negotiations, Cellich, Jain, pp.47-51


Please first complete the Negotiating Assessment - then you will see your results