Career Negotiation, Negotiating in Life, Business Negotiation June 29, 2011

Find out your “timidity quotient”

Timidity can be a hindrance when negotiating. Obviously, the more timid you are, the less likely you are to be able to stand up for your position, or negotiate with power.

To find out your timidity quotient, you can take the following quiz, adapted from Dr. Chester L. Karrass in his book “In Business As In Life, You Don’t Get What You Deserve—You Get What You Negotiate.” 

1. How uncomfortable do you feel when facing direct conflict?

a. very uncomfortable (-10)

b. quite uncomfortable (-5)

c. don’t like it but can deal (0)

d. enjoy it somewhat (+5)

e. welcome the opportunity (+10)

2. How do you feel about situations with many pros and cons?

a. very uncomfortable. I like clarity (-10)

b. quite uncomfortable (-5)

c. don’t like it but can deal (0)

d. Undisturbed (+5)

e. I like it…nothing is every black or white (+10)

3. How confident are you in your business judgment?

a. Experience shows it’s very good (+10)

b. Good (+5)

c. As good as most other business people (0)

d. Not too good (-5)

e. I don’t have good business judgment (-10)

4. How do you usually give in?

a. Very slowly if at all (+10)

b. Moderately (+5)

c. About the same pace as the other party (0)

d. I try to move it along by giving up more (-5)

e. I give in quickly to get it over with (-10)

5. Would you walk back into a store after you tried to reach a deal with the merchant but could not?

a. No way (-10)

b. Rarely (-5)

c. Maybe, but not always. (0)

d. Probably. (+5)

e. Absolutely (+10)

Add up your score. If you are in positive territory, you are not hindered by timidity too often or at all. If your score is negative, you may be a bit too timid. If your score is -50 you may be too timid to negotiate.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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