Arbitration & Mediation

NEGOTIATION COMPETENCIES

I do not like negotiating over price

 8.4

It's easier for me to negotiate

for other people

 8.1 

I negotiate for myself at

least once a week.

8   

I negotiate for my family/friends

at least once a week.

6.3 

Before negotiating a purchase,

I do research

5.7 

Before I negotiate, I know

my "bottom line"        

4.7 

Before negotiating I plan my arguments

to support my offers/counters.

4.7 

Before negotiating, I prioritize my

needs, desires, concessions, etc.

5.3 

Before negotiating salary, I do research

6.1 

Before negotiating salary, I know

my "bottom line"  

4.9

Before negotiating salary, I make a list of  non-monetary items to exchange

DIFFICULTY IN VALUING ONE'S OWN WORK

3.8 

It is difficult for me to say "no."

5.5 

I am afraid I under value myself.

8

I am afraid I over value myself.

4.8

I believe I fairly value myself.

FEARS ABOUT NEGOTIATION

5.4 

I am afraid that if I ask too much I'll be harshly judged

7.7 

I am afraid of making offers that others might reject.

8.1 

I am afraid that others will consider me pushy or too aggressive if I negotiate price

DIFFICULTIES NEGOTIATING

7.3 

It is difficult for me to make an

aggressive first offer.

8.3 

It is difficult for me to make a counter-offer.

8.2 

It is difficult for me to talk about my own value.

NEGOTIATION PREFERENCES

8 

I do not enjoy selling.

8.6 

I do not enjoy being sold.

8

I am more interested in everyone getting

a fair deal rather than the best deal for me.

7.6 

I believe competitive bargaining is necessary

to get best deal.

4.3 

I do not like competitive bargaining.

8.7 

I prefer cooperative negotiations to

competitive ones.

9.2 

I prefer negotiations that make my bargaining partner as happy as me.

9.4 

I prefer negotiations that end with

a deal that gives me a better bargain

than my bargaining partner.

3.6 

I do care if my bargaining partner is happy

with deal.

7 

I do not know what to do at impasse.

7.8 

I enjoy brainstorming solutions to

problems with others.

8.9

I consider my bargaining partner a

mutual problem solver.

7 

I am afraid of offending my bargaining partner

7.9

Relationship is more important

to me than money.

8.2 

I give up good deals to preserve relationships.

ATTITUDES TOWARD WOMEN AND SELF CONCEPTION AS A WOMAN

7.8 

I don't like aggressive women.

5.1 

I consider myself to be an aggressive woman.

4.5 

I consider myself to be an assertive woman.

7.7