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    The Personal Bargaining Inventory Questionnaire PDF

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    Pancho Chavez
    This document contains a questionnaire to measure how individuals perceive and engage in bargaining and negotiation situations. It includes 23 statements about behaviors related to bargaining that respondents are asked to rate on a 7-point scale according to how characteristic each statement is of themselves. The statements cover topics like honesty, empathy, competitiveness, conflict avoidance, and persuasiveness. Respondents are asked to provide candid self-assessments to gain insight into their own approaches to negotiation.

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    The Personal Bargaining Inventory Questionnaire PDF

    Uploaded by

    Pancho Chavez
    828 views2 pages
    This document contains a questionnaire to measure how individuals perceive and engage in bargaining and negotiation situations. It includes 23 statements about behaviors related to bargaining that respondents are asked to rate on a 7-point scale according to how characteristic each statement is of themselves. The statements cover topics like honesty, empathy, competitiveness, conflict avoidance, and persuasiveness. Respondents are asked to provide candid self-assessments to gain insight into their own approaches to negotiation.

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    The Personal Bargaining Inventory Questionnaire.pdf

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    This document contains a questionnaire to measure how individuals perceive and engage in bargaining and negotiation situations. It includes 23 statements about behaviors related to bargaining that respondents are asked to rate on a 7-point scale according to how characteristic each statement is of themselves. The statements cover topics like honesty, empathy, competitiveness, conflict avoidance, and persuasiveness. Respondents are asked to provide candid self-assessments to gain insight into their own approaches to negotiation.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    828 views2 pages

    The Personal Bargaining Inventory Questionnaire PDF

    Uploaded by

    Pancho Chavez
    This document contains a questionnaire to measure how individuals perceive and engage in bargaining and negotiation situations. It includes 23 statements about behaviors related to bargaining that respondents are asked to rate on a 7-point scale according to how characteristic each statement is of themselves. The statements cover topics like honesty, empathy, competitiveness, conflict avoidance, and persuasiveness. Respondents are asked to provide candid self-assessments to gain insight into their own approaches to negotiation.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    The 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.

    Rating Your Own Behavior

    For each statement, pleas 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 characteristic
    7 Strongly characteristic

    Rate each statement on the seven-point scale by writing in one number closest to your personal judgment
    of yourself.

    _____ 1. I am sincere and trustworthy at all times. I will not lie, for whatever ends.

    _____ 2. I would refuse to bug the room of my opponent.

    _____ 3. I dont particularly care what people think of me. Getting what I want is more important than
    . making friends.

    _____ 4. I am uncomfortable in situation where the rules are ambiguous and there are few precedents.

    _____ 5. I prefer to deal with others on a one-to-one basis rather than as a group.

    _____ 6. I can lie effectively. I can maintain a poker face when I am not telling the truth.

    _____ 7. I pride myself on being highly principled. I am willing to stand by those principles no matter
    . what the cost.

    _____ 8. I am a patient person. As long as an agreement is finally reached, I dont mind slow-moving
    . arguments.

    _____ 9. I am a good judge of character. When I am being deceived, I can spot it quickly.

    ____ 10. My sense of humor is one of my biggest assets.

    Negotiations Reading, Exercises and Cases McGraw Hill, 6th edition Page 1
    ____ 11. I have above-average empathy for the views and feelings of others.

    ____ 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.

    ____ 13. I tend to hold grudges.

    ____ 14. Criticism doesnt usually bother me. Any time you take a stand, people are bound to disagree,
    and its all right for them to let you know they dont like your stand.

    ____ 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.

    ____ 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 persons hands. The balance of shared power is important to effective functioning of any
    organization because if forces participation in decision making.

    ____ 17. I enjoy trying to persuade others to my point of view.

    ____ 18. I am not effective at persuading others to my point of view when my heart isnt really in what
    I am trying to represent.

    ____ 19. I love a good old, knockdown, drag-out verbal fight.

    ____ 20. I hate conflict and will do anything to avoid it-including giving up power over a situation.

    ____ 21. In any competitive situation, I like to win. Not just win, but win by the biggest margin possible.

    ____ 22. In any competitive situation, I like to win. I dont want to clobber my opponent, just come out a
    a little ahead.

    ____ 23. The only way I could engage conscientiously in bargaining would be by dealing honestly
    and openly with my opponents.

    Negotiations Reading, Exercises and Cases McGraw Hill, 6th edition Page 2

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