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Negotiation Strategies
Assessment:
Negotiator What
Are Kind
You? of
by Michael Wheeler
February 05, 2016

Master negotiators are agile. Whether they’re lobbying for

team resources, forging a complex M&A deal, or seeking a
salary increase for themselves, they tailor their styles to their
goals and situations. But that takes self-awareness. Before you
can adjust your approach, you need insight into what comes
most naturally to you.
Answer these questions about how you typically handle face-
to-face negotiations at work, from where you like to meet to
how you close the deal. Choose the responses that best
describe what you usually do. (There are no right answers —
just tendencies.) At the end, you’ll receive a personalized
assessment of your style and see how you compare with other
test takers on HBR.org. You’ll also receive feedback on the
 g
pros and cons of critical tactical choices.

1. Your place or mine?

When possible, I negotiate on my own turf. 0:04

I prefer a neutral site, where no one has an advantage.
I like to negotiate wherever the other party will be most
comfortable.
It makes no difference to me where I negotiate.

2. Outnumber the other side?

I feel at a disadvantage if the other side brings a larger

team to the table.
I often find that being outnumbered actually benefits me.
It doesn’t matter much if I’m on the bigger team or the
smaller one.

3. Make the first offer?

I like to make the first offer in order to shape the other

side’s expectations.
I try to get the other side to make the first proposal, as they
may offer more than I expected.
It usually doesn’t matter to me who makes the first offer.

4. Your approach in the beginning?

I state my position strongly early on, so that my counterpart

doesn’t think I’m weak.
I state my position strongly early on but may become more
flexible if my counterpart seems trustworthy.
I try not to seem too tough, because it might make the
other side hostile.
I like to show at the outset that I’m open-minded and
flexible. It helps to bring out the best in other people.
5. Address easy or hard issues first?

I like to start with the hard issues, because others will be

more willing to make concessions early on.
I like to start with the hard issues so I don’t waste time if 0:04
there isn’t any room for agreement.
I prefer to start with the easier issues in order to build
momentum.
I prefer to start with the easier issues in order to build a
relationship.

6. Show your cards or hide them?

I usually give the other party a good sense of my priorities

so that we can explore mutually beneficial trades.
I acknowledge some of my priorities — especially the
obvious ones — but overstate a few items in order to have
bargaining chips to give away later on.
I acknowledge some of my priorities — especially the
obvious ones — but also keep some close to the vest since
the other side may exploit my needs.
Information is power. I reveal as little as possible about my
priorities.

7. Start high or low?

I ask for much more than I expect the other side to give, in
order to leave room for concessions later on.
I estimate what the other side can give and ask for a little
less than that, so that they are satisfied.
I try to propose a deal that would be fair to both of us.
I consider where I would be without a deal and then ask for
something better than that.

8. Increase your demands?

I often increase some of my demands during the negotiation

 process.
I sometimes do.
I rarely do.
I never do. 0:04
9. Closing style?

When I’ve negotiated an agreement on behalf of others, I

usually go back and say that my boss won’t approve it
unless we get one more concession.
I sometimes do that, depending on the circumstances.
I rarely do that.
I never do that.

For analysis:

10. Gender?

Female
Male

11. Age?

30 or younger
31–40
41–50
50+

12. Level in organization?

Individual contributor
Contractor
Frontline manager
Midlevel manager
Senior executive
C-level executive (CEO, COO, etc.)
 Founder/owner

13. Where you live?

North America 0:04

South America
Africa
Western Europe
Central/Eastern Europe

Michael Wheeler has taught negotiation in

Harvard Business School’s MBA and executive
education programs since 1993. His iOS
Negotiation 360 app profiles users’
interpersonal and problem-solving
skills so people can learn the right lessons from
their negotiation experience.