To assess your negotiation style while preparing for negotiations, complete the following three
steps:
Additional tip: After completing the gap analysis, try a role reversal exercise where you use the
style of the other side. This will enable you to better understand the other sides style.
*Thank you to Jeswald Salacuse, Henry J. Braker Professor of Law and former Dean of The
Fletcher School at Tufts University, for permission to reprint this assessment. For further
information, see Chapter 2, Determine the Type of Negotiation, in Negotiating for Success:
http://www.amazon.com/Negotiating-Success-Essential-Strategies-
Skills/dp/0990367193/ref=sr_1_1?s=boo....
http://www.smashwords.com/books/view/483669
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1. Goal: What is your goal in business negotiations: a binding contract or the creation of a
relationship?
5. Time Sensitivity: In the negotiation process, is your sensitivity to time high (for instance,
you want to make a deal quickly) or low (you negotiate slowly)?
6. Emotionalism: During negotiations, is your emotionalism high (that is, you have a
tendency to display your emotions) or low (you hide your feelings)?
7. Agreement Form: Do you prefer agreements that are specific (that is, detailed) or general?
9. Team Organization: As a member of a negotiating team, do you prefer having one leader
who has authority to make a decision or decision making by consensus?
10. Risk Taking: Is your tendency to take risks during negotiations high (for instance, your
opening offer to sell is extremely high) or low?
Checklist of Ethical Standards and
Guidelines
Perhaps more than any other human activity, negotiations raise challenging ethical dilemmas.
Some ethical standards are required by law; others are voluntary. Select one or more of the
voluntary standards or guidelines before you begin a negotiation. For further information and
examples, see Chapter 4, Decide How to Answer Ethical Questions, in Negotiating for
Success:
http://www.amazon.com/Negotiating-Success-Essential-Strategies-
Skills/dp/0990367193/ref=sr_1_1?s=boo....
http://www.smashwords.com/books/view/483669
Required by Law:
1. No Fraud. (Do not lie.)
2. Uphold your fiduciary duty. (If there is a fiduciary relationship with the other side, you owe the
highest duty of trust and loyalty.)
3. Dont act in an unconscionable manner. (When you are in a dominant position of power, try to
reach an agreement that is fair to the other side.)
2. Someone you admire. (What would someone you admire do in your situation?)
3. Family test. (How would you feel when describing to your family what you did during a
negotiation?)
4. Newspaper test. (How would you feel if a newspaper article in the local paper described what
you did during a negotiation?)
5. Golden Rule. (Treat others as you want to be treated. Keep in mind that fairness is very
important to the other side.)