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ago more than 20y
rulskyte
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negotiating survey1
I am studying at Vilnius University and writing my 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". Use the last negotiation you have had.
Results are publicly available
Estimated answer time
less than 4 minutes
Q1. A goal of your last negotiation was:
(a) Agreement/contract
(b) Partnership
Q2. Your position was:
(a) To seek the best result for both sides – both sides win
(b) To seek the best result only for yourself – you win, other side loses
Q3. The form of the agreement was used:
(1) General format
(2) Detailed
Q4. During the negotiations you communicate:
(1) Check one from (a) to (d):
(a) Formal - direct
(b) Formal – indirect
(c) Informal – direct
(d) Informal – indirect
(2) Check one from (a) to (b):
(a) expressive, using many gestures and body movements
(b) not expressive, no emotions
Q5. Who dominated during the negotiations?
(a) One woman leader of the firm
(b) One man leader of the firm
(b) All group
(d) Other
Q6. Risk aversion in negotiations was high?
(1) Yes
(2) No
Q7. For you:
(1) Time is money, you wanted to make a deal quickly.
(2) You negotiated slowly, the amount of time devoted to negotiations was large.
Q8. Categorize the time spent on each activity during the negotiations. Total time should equal 100%.
.
.
.
.
Q9. What kind of tactic have you used? 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 paper.
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 have you used?
Q11. Type of business
(1) Manufacturing
(2) Services
(3) Non-profit
(4) Government
(5) Other
Q12. Country
(a) Sweden
(b) Lithuania
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