HRM 595 - Personal Bargaining Inventory Answer Sheet

7/16/2018 devry: Negotiation: Readings, Exercises, and Cases Questionnaire 2 The Personal Bargaining Inventory Introduction One way for negotiators to learn more about themselves, and about others in a negotiating context, is to clarify their own personal beliefs and values about the negotiation process and their style as negotiators. The questionnaire in this section can help you clarify perceptions of yourself on several dimensions related to negotiation—winning and losing, cooperation and competition, power and deception—and your beliefs about how a person “ought” to negotiate. Your instructor is likely to ask you to share your responses with others after you complete the questionnaire. Advance Preparation Complete the Personal Bargaining Inventory Questionnaire in this exercise. Bring the inventory to class. Personal Bargaining Inventory Questionnaire The questions in this inventory are designed to measure your responses to your perceptions of human behavior in situations of bargaining and negotiation. Statements in the first group ask you about your own behavior in bargaining; statements in the second group ask you to judge people’s behavior in general. Part I: Rating Your Own Behavior For each statement, please indicate how much the statement is characteristic of you on the following scale: 1 Strongly uncharacteristic 2 Moderately uncharacteristic 3 Mildly uncharacteristic 4 Neutral, no opinion 5 Mildly characteristic 6 Moderately characteristic7 Strongly characteristic Rate each statement on the seven-point scale by writing in one number closest to your personal judgment of yourself: Rating Statement ______7__ 1. I am sincere and trustworthy at all times. I will not lie, for whatever ends. _____7___ 2. I would refuse to bug the room of my opponent. ___1_____ 3. I don’t particularly care what people think of me. Getting what I want is more important than making friends. ____2____ 4. I am uncomfortable in situations where the rules are ambiguous and there are few precedents. Printing is for personal, private use only. No part of this book may be reproduced or transmitted without publisher's prior permission. Violators will be prosecuted. _____1___ 5. I prefer to deal with others on a one-to-one basis rather than as a group. Page 702 _____1___ 6. I can lie effectively. I can maintain a poker face when I am not telling the truth. _____7___ 7. I pride myself on being highly principled. I am willing to stand by those principles no matter what the cost. https://devry.vitalsource.com/#/books/1260504832/cfi/6/36!/4/4/2/98/50/20/2/2@0:0 2/5

7/16/2018 devry: Negotiation: Readings, Exercises, and Cases ____6____ 8. I am a patient person. As long as an agreement is finally reached, I do not mind slow-moving- arguments. ___5_____ 9. I am a good judge of character. When I am being deceived, I can spot it quickly. Rating Statement ____4____ 10. My sense of humor is one of my biggest assets. ___7_____ 11. I have above-average empathy for the views and feelings of others. ___1_____ 12. I can look at emotional issues in a dispassionate way. I can argue strenuously for my point of view, but I put the dispute aside when the argument is over. ____1____ 13. I tend to hold grudges. ____7____ 14. Criticism doesn’t usually bother me. Any time you take a stand, people are bound to disagree, and it’s all right for them to let you know they don’t like your stand. ______2__ 15. I like power. I want it for myself, to do with what I want. In situations where I must share power I strive to increase my power base, and lessen that of my co–power holder. ______6__ 16. I like to share power. It is better for two or more to have power than it is for power to be in just one person’s hands. The balance of shared power is important to effective functioning of any organization because it forces participation in decision making. _____7___ 17. I enjoy trying to persuade others to my point of view. ______1__ 18. I am not effective at persuading others to my point of view when my heart isn’t really in what I am trying to represent. ______7__ 19. I love a good old, knockdown, drag-out verbal fight. Conflict is healthy, and open conflict where everybody’s opinion is aired is the best way to resolve differences of opinion. _______1_ 20. I hate conflict and will do anything to avoid it—including giving up power over a situation. ____7____ 21. In any competitive situation, I like to win. Not just win, but win by the biggest margin possible. _____2___ 22. In any competitive situation, I like to win. I don’t want to clobber my opponent, just come out a little ahead. ______7__ 23. The only way I could engage conscientiously in bargaining would be by dealing honestly and openly with my opponents. Source: Adapted from an exercise developed by Bert Brown and Norman Berkowitz. Part II: Rating People’s Behavior in General For each statement, please indicate how much you agree with the statement on the following scale: 1 Strongly disagree 2 Moderately disagree 3 Mildly disagree 4 Neutral, no opinion 5 Mildly agree 6 Moderately agree 7 Strongly agree Printing is for personal, private use only. No part of this book may be reproduced or transmitted without publisher's prior permission. Violators will be prosecuted. Think about what you believe makes people effective negotiators. Rate each statement on the seven- Page 703 point scale by writing in one number closest to your judgment of what makes an excellent negotiator: Rating Statement ____7____ 24. If you are too honest and trustworthy, most people will take advantage of you. ___7_____ 25. Fear is a stronger persuader than trust. _____7___ 26. When one is easily predictable, one is easily manipulated. https://devry.vitalsource.com/#/books/1260504832/cfi/6/36!/4/4/2/98/50/20/2/2@0:0 3/5