Negotiation Competency Self-Assessment
Everyone is frequently involved in negotiation at work, but to be successful you need to assess your skills. This
questionnaire is designed to help you assess your negotiation skills. Evaluate your performance by responding to
the following statements, marking options that are closest to your experience. Be as honest as you can;
You are given two statements in answer to each question. Circle the letter which is most representative of your
feelings, where: A and E are closest to the different statements B and D less close but still reflect your feelings C is the
middle between the two statements.
Answer each question as quickly and honestly as you can.
1
To what extent do you prepare before a negotiation?
To a great extent
2
A
A
B
A
To a little extent
D
E
To a little extent
C
D
E
The other party’s weaknesses
A
B
C
D
E
Both parties win
What should be the outcome of a negotiation?
A
B
C
D
E
A good result for both parties
Do you set clear objectives for a negotiation?
Always A
7
E
How do you regard the process of negotiating?
A good result for your organization
6
C
B
One party wins, the other loses
5
D
To what do you pay most attention when preparing for a negotiation?
The other party’s strengths
4
C
To what extent do you consider the position and issues of the other party prior to the negotiation?
To a great extent
3
B
B
C
D
E
Rarely
D
E
Rarely
When negotiating do you hold fast to your objectives?
Always A
B
C
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8
How often do you become impatient or lose your temper in a negotiation?
To a great extent
9
A
B
C
D
E
To a little extent
Which do you do more of in a negotiation?
Talk
10
B
C
D
E
Listen
What do you feel about making concessions in a negotiation?
Don’t make concessions A
11
A
B
C
D
E
Recognize the principles of giving and getting
B
C
How do you test assumptions in a negotiation?
Wait to hear what the other party has to say
A
D
E
Use open questions
to test assumptions
12
If you have spent some time negotiating, but are not happy with the suggested outcome, how likely are you
to reach agreement during the meeting?
Very unlikely
13
A
C
D
E
Very likely
B
C
D
E
The other party
What do you do when you are in a negotiation and you don’t understand something?
Ask questions to clarify the matter
15
B
As you work to reach agreement, who usually sums up what has been agreed along the way?
You
14
A
A
B
C
anything
D
E
Let the matter pass without saying
What do you do when you are in a negotiation and the other party will not give anything away?
Feel that you’ve reached stalemate and give up A
B
C
possibilities
D
E
Ask questions and explore
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17
How do you make concessions during a negotiation?
Make the concession early on in the negotiation A
B
C
D
E
and make it look more significant than it is
18
When do you raise important issues during a negotiation?
Early on in the negotiation
19
A
B
C
D
E
Towards the end of the negotiation
With whom do you feel happier negotiating?
Someone on the same level as you
20
Make the concession slowly
A
B
C
position
D
E
Anyone, irrespective of title or
E
Rarely
How often do you invent options/new ideas in negotiations?
Frequently
A
B
C
D
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How to Score
Now transfer your scores to the grid below. Circle the appropriate score for each letter you have chosen for each
question.
Question
A
B
c
D
e
1
Score 5
4
3
2
1
2
Score 5
4
3
2
1
3
Score 5
4
3
2
1
4
Score 1
2
3
4
5
5
Score 1
2
3
4
5
6
Score 5
4
2
2
1
7
Score 3
4
5
2
1
8
Score 1
2
3
4
5
9
Score 1
2
3
4
5
10
Score 1
2
3
4
5
11
Score 1
2
3
4
5
12
Score 5
4
3
2
1
13
Score 5
4
3
2
1
14
Score 5
4
3
2
1
15
Score 1
2
3
4
5
16
Score 1
2
3
4
5
17
Score 1
2
3
4
5
18
Score 5
4
3
2
1
19
Score 1
2
3
4
5
20
Score 5
4
3
2
1
total
Total each column, then add the totals to arrive at a final score:
404 National Defense St. - 5th Settlement, New Cairo ; Cairo, Egypt. Phone: +20 1225000687 - +2026109500