Career Negotiation, Negotiation Case Studies, Negotiation Research, Business Negotiation August 25, 2010

What’s your negotiating score?

In the book Give and Take by Chester L. Karrass, there is a 61-question quiz for you to rate yourself as a negotiator. We’ve adapted this quiz to a ten-question format. The highest score is 100. The closer you are to 100 the better you are at negotiation.

How prepared are you when going to negotiation?

a) Very prepared

b) Somewhat prepared

c) I play it by ear

Do you believe what the other party says in a negotiation?

a) No, I am very skeptical

b) I believe some of what they say

c) I believe everything

How do you look at negotiation?

a) Mostly competitive but a good part cooperative

b) About half cooperative and half competitive

c) Highly competitive

Are you a good listener?

a) Very good

b) Average

c) Poor listener

Do you like to use experts in a negotiation?

a) Very much

b) Occasionally

c) Rarely

Do you think clearly under pressure?

a) Yes

b) About average

c) No

Do you get respect from others?

a) Yes, most of the time

b) Occasionally

c) Not usually

How important do you consider integrity in yourself and in others?

a) Highly important

b) Moderately important

c) Every person has to care for himself/herself

Are you sensitive to body language?

a) Yes, very sensitive

b) Moderately sensitive

c) What is body language?

Are you patient?

a) Yes, always

b) Average

c) I want to get to the bottom of things quickly

Scoring:

For every A answer, give yourself 10 points.

For every B answer, give yourself 5 points.

For every C answer, give yourself 0 points.

How did you score?