36 How to Become a Better Negotiator

FIGURE 5-1

Concern for Concern for

People Production
1. Maintains neutrality at all costs; views conflict as a worthless
and punishing experience (w/a) 1 1
2. Feels a high concern for people regardless of the production
of results and therefore tries to smooth over or ignore
conflicts in an attempt to keep everybody happy (s/a) 9 1
3. Views production of results (usually his or her own personal
goals) as much more important than people and sees nothing
wrong with using force when necessary (f/c) 1 9
4. Believes that everyone should have an equal chance to
express opinions (c) 5 5
5. Gives equal consideration to people and production of results (ps/c) 9 9
6. Removes self either physically or mentally from groups
experiencing any type of conflict; stays away from any situation
that might possibly produce conflict (w/a) 1 1
7. Believes that surface harmony is important to maintain good
relationships and receive personal acceptance; has motto of “If you
can’t say something nice, don’t say anything at all” (s/a) 9 1
8. Views conflict as a win-lose situation or as a power struggle in
which one person must fail so that the other can succeed; not
possible to compromise (f/c) 1 9
9. Tries to find a solution that everyone can live with (c) 5 5
10. Views conflict as beneficial if handled in an open manner; lays
all cards on the table (ps/c) 9 9
11. Feels little concern for people or production of results but has
great desire for noninvolvement (w/a) 1 1
12. Views open conflict as destructive; gives in to the will of others
if necessary (s/a) 9 1
13. Has great respect for power and submits to arbitration only
because the arbitrator’s power is greater (f/c) 1 9
14. Uses voting or other methods of compromise as a way to avoid
direct confrontation; believes that a high-quality solution is not
as important as a workable or agreeable solution (c) 5 5
15. Attempts to reach a consensus agreement; is willing to spend a
great deal of time and effort to achieve it (ps/c) 9 9

A. Total each column score _______ _______

B. Averages _______ _______
(column total divided by number of questions answered)

................. 16656$ $CH5 11-30-07 14:51:33 PS