Professional Development and Competencies
Fall 2016
Learning Log 3 (5%)
Learning Log 3- (5%)

Section: Date:
Student: ID#:

Resources: Corvette, B. A. (2007) Chapter 4, pages 57-58

Directions
1. Read the definition of negotiation below to make sure that you understand it.
2. Answer all questions to the best of your ability. There are no right or wrong answers. Don’t try to think of the “correct” or most “desirable” response, but
simply respond with your honest reactions.
3. Respond by putting a check-mark or X in one column per question or statement.
4. Proceed to the next page where you will find the scoring key and interpretation guide.

Your Task
Answer all these five questions as shown here, save and upload your response as a Log 3 onto Bb. I do not need to see your actual response to the self-assessment. I
only need your answers to these five questions below.

1. Once you have completed and scored the self-assessment, profile yourself (i.e., as High, Moderate to High, Moderate to Low, or Low) on each of the five
negotiation styles. Which negotiation style or styles is/are dominant? Is this how you see yourself and do you agree with this assessment? Why or why not?
2. Profile yourself (i.e., as High, Moderate to High, etc.) with respect to Assertiveness and Cooperativeness. Do you agree with this assessment? Why or why not?
3. Look at Figure 1 again. Does your dominant negotiation style(s) match up with your Assertiveness and Cooperativeness scores on that two-dimensional matrix?
For example, if you scored in the “High” category on both Assertiveness and Cooperativeness, your dominant style should be the Collaborating style. Does such a match
exist for you?
4. If you scored most highly on Assertiveness, which of the bargaining styles (i.e., Distributive versus Mutual Gain) are you most likely to use? What are the
pros and cons of this approach to collective bargaining?
5. If you scored most highly on Cooperativeness, which of the bargaining styles (i.e., Distributive versus Mutual Gain) are you most likely to use? What are the
pros and cons of this approach to collective bargaining?
NEGOTIATING STYLE
SELF-ASSESSMENT

The purpose of this self-assessment is to help you examine your personal negotiating style.
How likely are you to do each of the following when NEGOTIATING?
Very Unlikely

Unlikely Neither Likely nor Unlikely

Likely
Very Likely
1. I’ll come up with a plan so that I can steer the negotiation to go my way. X
2. I’ll do things expressly to make sure that the negotiation stays friendly and comfortable. X
3. I’ll go out of my way to make sure that the outcome for the other person is fair. X
4. I’ll do things so that both of us can get what we want from the negotiation. X
5. If something needs to be negotiated, I’ll immediately step forward to do it. X
6. I’ll give some in order to get some from the person I’m negotiating with. X
7. If the negotiation is not going my way, I’ll bail out of the negotiation. X
8. I’ll suggest creative solutions that allow both of us to get what we want from the negotiation. X
9. If it seems important for the other person to come out on top, I’ll give in to them. X
10. I’ll avoid difficult issues to keep the negotiation from getting nasty. X
11. If the other person compromises their position, I’ll compromise my position in return. X
12. I’ll make sure that both of our needs are understood so that both of us can come out on top. X
13. I’ll present information, when negotiating, even if it doesn’t necessarily always support my position. X
14. I’ll propose a place in the middle where we both can meet. X
15. I’ll try to see things from the other person’s viewpoint and be considerate of their needs. X

Rate your level of agreement with each of these statements.
Strongly Agree

Agree Neither Agree nor Disagree

Disagree
Strongly Disagree
16. In every negotiation, both sides have to give something up to get something in return. X
17. What’s good for me is really all that matters when negotiating. X
18. I’ll do almost anything to keep from having to engage in negotiation. X
19. In negotiating, someone wins and someone has to lose. X
20. The feelings of the other person that I’m negotiating with are important to me. X
21. Negotiation works better when the focus is on common agreement rather than differences. X
22. I can be aggressive when it comes to getting my way from a negotiation. X
23. When you compromise in a negotiation, you really just lose. X
24. If the other person gets a “raw deal” from our negotiation, that really doesn’t matter to me. X
25. Keeping the comfort level high is very important to me when I’m negotiating. X

NEGOTIATING STYLE
SELF-ASSESSMENT – Interpretation Guide
I. Background

Negotiators that exhibit Assertiveness tendencies are more likely to engage in Distributive Bargaining behavior while negotiators that are high in Cooperativeness are
more likely to use a Mutual Gain Bargaining approach. Thus, this self-assessment will help you examine your levels of Assertiveness versus Cooperativeness.

Distributive Bargaining approaches negotiation as a win-lose exercise where the gains of one party must come at the expense of the other party. The sole focus of the
negotiator is to maximize his/her own outcomes. In the negotiation literature, this orientation is referred to as Assertiveness.

Mutual Gain Bargaining approaches negotiation as a mutual problem-solving exercise. Relying on open communication, trust, and mutual respect, negotiators focus on
fulfilling the mutual interests of both parties. In the negotiation literature, this orientation is referred to as Cooperativeness.

According to the negotiation literature, the measurement of Assertiveness and Cooperativeness requires the consideration of five distinct negotiation styles. The five
negotiation styles are:

Competing – Negotiators that exhibit this style are results-oriented, self-confident, assertive, are focused primarily on the bottom line, have a tendency to impose
their views upon the other party, and in the extreme can become aggressive and domineering. This style is high in Assertiveness and low in Cooperativeness.

Avoiding – Negotiators that exhibit this style are passive, prefer to avoid conflict, make attempts to withdraw from the situation or pass responsibility onto another
party, and fail to show adequate concern or make an honest attempt to get to a solution. This style is both low in Assertiveness and low in Cooperativeness.

Collaborating – Negotiators that exhibit this style use open and honest communication, focus on finding creative solutions that mutually satisfy both parties, are open
to exploring new and novel solutions, and suggest many alternatives for consideration. This style is both high in Assertiveness and high in Cooperativeness.

Accommodating – Negotiators that exhibit this style make attempts to maintain relationships with the other party, smooth over conflicts, downplay differences, and are
most concerned with satisfying the needs of the other party. This style is low in Assertiveness but high in Cooperativeness.

Compromising – Negotiators that exhibit this style aim to find the middle ground, often split the difference between positions, frequently engage in give and take
tradeoffs, and accept moderate satisfaction of both parties’ needs. This style is both moderate in Assertiveness and moderate in Cooperativeness.
Figure 1 displays the relationship between these five negotiating styles and the competing dimensions of Assertiveness versus Cooperativeness.

Figure 1
High Competing Collaborating

Assertiveness Distributive Bargaining

Compromising
Low Avoiding Accommodating
Low Cooperativeness
Mutual Gain Bargaining High

II. Competing Style

Part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Competing negotiating style. In the table below, find the
numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you
checked the “Neither Likely nor Unlikely” column for question #1, you would enter a score of 3 next to Q1.

QUESTION
SCORE
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q1: 1 2 3 4 5
Q7: 1 2 3 4 5
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q13: 5 4 3 2 1
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q17: 5 4 3 2 1
Q22: 5 4 3 2 1
TOTAL: 11 (Add all scores)

TOTAL SCORE INTERPRETATION

18 OR ABOVE HIGH ON COMPETING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with the Competing style.

16 TO 17 MODERATE TO HIGH ON COMPETING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of
scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Competing style. The higher your score is, the more strongly you
exhibit characteristics consistent with the Competing style.

14 TO 15 MODERATE TO LOW ON COMPETING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of
scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Competing style. The lower your score is, the more weakly you
exhibit characteristics consistent with the Competing style.

13 OR BELOW LOW ON COMPETING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This
indicates that you only weakly exhibit characteristics consistent with the Competing style.
III. Avoiding Style

This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Avoiding negotiating style. In the table below, find the
numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if you
checked the “Likely” column for question #2, you would enter a score of 4 next to Q2.

QUESTION
SCORE
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q2: 1 2 3 4 5
Q10: 1 2 3 4 5
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q5: 5 4 3 2 1
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q18: 5 4 3 2 1
Q25: 5 4 3 2 1
TOTAL: 22 (Add all scores)
TOTAL SCORE INTERPRETATION

18 OR ABOVE HIGH ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with the Avoiding style.

16 TO 17 MODERATE TO HIGH ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of
scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Avoiding style. The higher your score is, the more strongly you
exhibit characteristics consistent with the Avoiding style.

14 TO 15 MODERATE TO LOW ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of
scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Avoiding style. The lower your score is, the more weakly you exhibit
characteristics consistent with the Avoiding style.

13 OR BELOW LOW ON AVOIDING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This
indicates that you only weakly exhibit characteristics consistent with the Avoiding style.
IV. Collaborating Style

This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Collaborating negotiating style. In the table below,
find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For
example, if you checked the “Unlikely” column for question #4, you would enter a score of 2 next to Q4.

QUESTION
SCORE
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q4: 1 2 3 4 5
Q8: 1 2 3 4 5
Q12: 1 2 3 4 5
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q19: 1 2 3 4 5
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q21: 5 4 3 2 1
TOTAL: 23 (Add all scores)
TOTAL SCORE INTERPRETATION

21 OR ABOVE HIGH ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with the Collaborating style.

19 TO 20 MODERATE TO HIGH ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of
scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Collaborating style. The higher your score is, the more strongly
you exhibit characteristics consistent with the Collaborating style.

17 TO 18 MODERATE TO LOW ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of
scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Collaborating style. The lower your score is, the more weakly you
exhibit characteristics consistent with the Collaborating style.

16 OR BELOW LOW ON COLLABORATING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores.
This indicates that you only weakly exhibit characteristics consistent with the Collaborating style.
V. Accommodating Style

This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Accommodating negotiating style. In the table below,
find the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For
example, if you checked the “Very Unlikely” column for question #3, you would enter a score of 1 next to Q3.

QUESTION
SCORE
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q3: 1 2 3 4 5
Q9: 1 2 3 4 5
Q15: 1 2 3 4 5
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q20: 5 4 3 2 1
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q24: 1 2 3 4 5
TOTAL: 21 (Add all scores)
TOTAL SCORE INTERPRETATION

19 OR ABOVE HIGH ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with the Accommodating style.

17 TO 18 MODERATE TO HIGH ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of
scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Accommodating style. The higher your score is, the more strongly
you exhibit characteristics consistent with the Accommodating style.

15 TO 16 MODERATE TO LOW ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of
scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Accommodating style. The lower your score is, the more weakly you
exhibit characteristics consistent with the Accommodating style.

14 OR BELOW LOW ON ACCOMMODATING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores.
This indicates that you only weakly exhibit characteristics consistent with the Accommodating style.

VI. Compromising Style

This part of the self-assessment measures the degree to which you exhibit characteristics consistent with the Compromising negotiating style. In the table below, find
the numerical score that corresponds to the column that you checked for each question. Enter that number to the left of the table for each question. For example, if
you checked the “Very Likely” column for question #6, you would enter a score of 5 next to Q6.

QUESTION
SCORE
Very Unlikely
Unlikely Neither Likely nor Unlikely
Likely
Very Likely
Q6: 1 2 3 4 5
Q11: 1 2 3 4 5
Q14: 1 2 3 4 5
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q16: 5 4 3 2 1
Strongly Agree
Agree Neither Agree nor Disagree
Disagree Strongly Disagree
Q23: 1 2 3 4 5
TOTAL: 21 (Add all scores)

TOTAL SCORE INTERPRETATION

20 OR ABOVE HIGH ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with the Compromising style.

18 TO 19 MODERATE TO HIGH ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of
scores. This indicates that you moderately to strongly exhibit characteristics consistent with the Compromising style. The higher your score is, the more strongly
you exhibit characteristics consistent with the Compromising style.

16 TO 17 MODERATE TO LOW ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of
scores. This indicates that you moderately to weakly exhibit characteristics consistent with the Compromising style. The lower your score is, the more weakly you
exhibit characteristics consistent with the Compromising style.

15 OR BELOW LOW ON COMPROMISING STYLE – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores.
This indicates that you only weakly exhibit characteristics consistent with the Compromising style.

VII. Assertiveness Index

Now that you know each of your negotiation style total scores, it is possible to determine your level of Assertiveness. The formula is as follows:

Assertiveness Index = (Competing Style Total Score + Collaborating Style Total Score)
– (Avoiding Style Total Score + Accommodating Style Total Score)

ASSERTIVENESS INDEX
INTERPRETATION

5 OR ABOVE HIGH ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with Assertiveness.

1 TO 4 MODERATE TO HIGH ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores. This
indicates that you moderately to strongly exhibit characteristics consistent with Assertiveness. The higher your score is, the more strongly you exhibit
characteristics consistent with Assertiveness.

-2 TO 0 MODERATE TO LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores. This
indicates that you moderately to weakly exhibit characteristics consistent with Assertiveness. The lower your score is, the more weakly you exhibit characteristics
consistent with Assertiveness.

-3 OR BELOW LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This
indicates that you only weakly exhibit characteristics consistent with Assertiveness.
VIII. Cooperativeness Index

Likewise, it is also possible to determine your level of Cooperativeness. The formula is as follows:

Cooperativeness Index = (Collaborating Style Total Score + Accommodating Style Total Score)
– (Competing Style Total Score + Avoiding Style Total Score)
COOPERATIVENESS INDEX
INTERPRETATION

9 OR ABOVE HIGH ON COOPERATIVENESS – Compared to a national sample of students, your score falls in the top/fourth quartile (i.e., top 25%) of scores. This
indicates that you strongly exhibit characteristics consistent with Cooperativeness.

5 TO 8 MODERATE TO HIGH ON COOPERATIVENESS – Compared to a national sample of students, your score falls in the third quartile (i.e., between 50%-75%) of scores.
This indicates that you moderately to strongly exhibit characteristics consistent with Cooperativeness. The higher your score is, the more strongly you exhibit
characteristics consistent with Cooperativeness.

2 TO 4 MODERATE TO LOW ON COOPERATIVENESS – Compared to a national sample of students, your score falls in the second quartile (i.e., between 25%-50%) of scores.
This indicates that you moderately to weakly exhibit characteristics consistent with Cooperativeness. The lower your score is, the more weakly you exhibit
characteristics consistent with Cooperativeness.

1 OR BELOW LOW ON ASSERTIVENESS – Compared to a national sample of students, your score falls in the bottom/first quartile (i.e., bottom 25%) of scores. This
indicates that you only weakly exhibit characteristics consistent with Cooperativeness.