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rulskyte
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Negotiating survey
I am studying at Vilnius University and writing a master’s thesis about business culture. An effort is being made to learn more about international negotiating and negotiating techniques. Because of your international negotiating experience, your knowledge can help others to improve their skills. Please answer all the questions as completely and accurately as possible. Be assured that your replies will remain confidential. Thank you for your help. At the end of the questionnaire, please press "Gerai".
Results are publicly available
Estimated answer time
more than 4 minutes
Q1. The goal of a negotiation you view:
(a) As agreement/ signed contract.
(b) As long-term partnership, you seek to strike up a friendship.
Q2. Which position of the negotiation you prefer:
(a) To seek the best result for both sides: for myself and for opponent – both sides win;
(b) To seek the best result only for yourself – I win, the other side loses.
Q3. Which form of the agreement you prefer to use:
(a) General format, where surprises and unexpected situations are not predicted;
(b) Detailed, where all probable circumstances and situations are predicted.
Q4. Which style of communication during the negotiation you prefer:
(1) Check one from (a) to (d):
(a) Formal (you address a speaker using titles, do not ask personal questions) - direct (you speak clearly);
(b) Formal (you address a speaker using titles, do not ask personal questions) – indirect (you use gestures);
(c) Informal (you address by name to a speaker, you want to develop good rapport with him) – direct (you speak clearly);
(d) Informal (you address by name to a speaker, you want to develop good rapport with him) – indirect (you use gestures).
(2) Check one from (a) to (b):
(a) Expressive, I use many gestures and body movements, express emotions;
(b) Not expressive, you don’t use many gestures and body movements, no emotions.
Q5. You tended to prefer that during the negotiation is dominating:
(a) One person from the firm – a single leader – woman;
(b) One person from the firm – a single leader – man;
(c) The whole group.
Q6. You are highly risk averse in negotiation:
(a) Yes, I avoid risk, don’t tolerate unknown action ways, and feel threatened by ambiguous situations;
(b) No, I don’t avoid risk and feel threatened by ambiguous situations. I tolerate unknown action ways.
Q7. For you/you:
(1) Time is money, you want to make a deal quickly;
(2) You negotiate slowly; the amount of time devoted to negotiations is large.
Q8. Categorize the time spent on each activity during the negotiations. Total time should equal 100%.
.
.
.
.
Q9. What kind of tactic do you prefer to use? If other, go to Q10.
Promise - e.g. I'll lower the price by $5 if you increase the order by 100 units;
Threat - e.g. I'll walk out of the negotiation if you leak this story to the press;
Recommendation - e.g. If you lower your price, all of the teenagers will be able to buy your product;
Warning - e.g. If you don't settle, the press will spill this whole sordid story on the front page of the news;
Reward - e.g. Let's make it easier on you tomorrow and meet closer to your office;
Punishment - e.g. I refuse to listen to your screaming. I am leaving;
Normative Appeal - e.g. Everybody else buys our product for $5 per unit;
Commitment - e.g. I will deliver 100 units by June 15th;
Self-Disclosure - e.g. We had to lay off 100 employees, we really need to sign a contract;
Question - e.g. Can you tell me more about your Brazilian operation?
Command - e.g. Lower your price. (or) We are going to talk about delivery now.
Q10. What kind of tactic do you prefer to use?
Q11. Country
(a) Sweden
(b) Lithuania
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