Negotiation Habits Audit Eleanor Shakiba 15/02/2017 30/07/2018 Full Name* Email Address* If I was buying a new car, the activity I’d spend most time on beforehand is…*Worrying about what might go wrong in the negotiationResearching car prices and dealersWorking out what to tell the salesperson about my needs and/or budgetI feel best prepared for a negotiation when I focus on…*Working out what I will and won’t concedePlanning how to influence my counterpartBuilding a strong back-up plan I can use if the negotiation failsWhen my counterpart raises an objection during the negotiation, I am most likely to…*Back off or try to please themFeel overwhelmed by negative/threatened feelingsDefend my position or explain why I am rightI believe the MOST important quality of a great negotiator is…*Verbal fluencyMastery of negotiation tacticsA positive mindsetIf I made an offer and my counterpart said ‘no’, I would be most likely to…*Offer them something else or add to my original offerAsk an exploratory question to find out whyFinish the conversation, even if I was disappointedIf I could only learn ONE new skill, it would be…*The ability to feel confident and positive during negotiationsThe ability to hold my ground, so I don’t give too much awayThe ability to find the right words at the right timeI find it MOST difficult to negotiate with people who…*Seem to have a strong fall-back positionTalk over me or don’t listen to meFail to give back when I make a concession for themI believe the behaviour MOST likely to ensure an effective negotiation result is…*Using a clear negotiation processTaking a win-win approachSpeaking persuasivelyThe feedback I’ve received most often about my negotiation skills is that….*I should work on my confidence levelsI should take more time planning and preparingI should speak more clearly or assertivelyI would most benefit from learning how to…*Influence and persuade during negotiationsKeep discussions on track during negotiationsStay calm and self-assured during negotiations