Negotiation Diag

In: Business and Management

Submitted By arieskayver
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NDI -- Negotiation Diagnostic Instrument© This diagnostic instrument seeks to measure individual-level strengths and weaknesses in different negotiation situations. In completing this diagnostic instrument, it is emphasised that there are no right or wrong responses. The tool is based on the theory that individuals have a propensity to particular approaches, emotional responses and tactics in different situations. These aspects together constitute elements of negotiation style. Different styles will have both strengths and weaknesses depending on the particular situation in which they are applied. By understanding your own stylistic tendencies, this diagnostic tool is intended to assist the respondent to more effectively use their style to deliver better quality outcome sin negotiations. The NDI consists of three parts: • • • Part A identifies different approaches. Part B identifies different emotional responses in negotiation Part C identifies use of different types of tactics.

Part A – Approaches to negotiation Below you are asked to choose between 30 pairs of statements. You are asked to indicate which of the two statements best describes you.
1. E. I work hard to preserve the relationship with my counterpart. B. I try to identify the underlying issues. D. I work to defuse tense situations A. I gain concessions by being persistent E. I focus on solving the other party’s problem D. I try to avoid unnecessary conflicts C. I search for a fair compromise E. I work hard to preserve the relationship C. I suggest fair compromises D. I avoid personal confrontations C. I seek the midpoint between our positions B. I search for the problems underlying our disagreements D. I tactfully resolve many disagreements C. I expect “give and take “ in negotiations A. I clearly communicate my goals B. I focus my attention on the other side’s needs D. I prefer to put off…...

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