You’re Negotiation Style: Instructions:

The list below shows ten styles of negotiation. Each item represents the two
dimensions or high and low scale. We used a continuum (1 to 5) to measure them.
Please circle where your negotiation style fits in your life.
Pakistan
Country (if foreign) ---------------------------------
Punjab
State/Province ---------------------------------
Estimator
Profession ---------------------------------
Bachelor Degree
Education level ---------------------------------
Construction
Industry/ Sector ---------------------------------
Male
Gender (Male or Female) ---------------------------------

Styles Scale

1 Goal of the negotiation Contract 1 2 3 4 5 Relationship

2 Approach in negotiation Win/lose 1 2 3 4 5 Win/Win

3 Communication process Formal 1 2 3 4 5 Informal

4 Communication Direct 1 2 3 4 5 Indirect

5 Time high vs. low High-sensitive 1 2 3 4 5 Low-sensitive

6 Emotional high vs. low High 1 2 3 4 5 Low

7 Specific vs. General Specific 1 2 3 4 5 General

8 Situation vs. Principles Inductive 1 2 3 4 5 Deductive

9 Leader vs. group One leader 1 2 3 4 5 Consensus

10 Risk-taking in process High-risk 1 2 3 4 5 Low-Risk

Based on (Salacuse, 1998).

11. Based on my past negotiation events, I rate myself on the success scale:-
(Low 1 2 3 4 5 High)