Personal Bargaining Inventory Questionnaire

The questions in this inventory are designed to measure your responses to your perceptions of human behavior in situations of bargaining and negotiation. Statements in the first group ask you about your own behavior in bargaining; statements in the second group ask you to judge peopleís behavior in general.

Part I: Rating Your Own Behavior For each statement, please indicate how much the statement is characteristic of you on the following scale:

1. Strongly uncharacteristic
2. Moderately uncharacteristic
3. Mildly uncharacteristic
4. Neutral, no opinion
5. Mildly characteristic
6. Moderately characteristic
7. Strongly characteristic

Rate each statement on the seven-point scale by writing in one number closest to your personal judgment of yourself:
Rating Statement

____ 1. I am sincere and trustworthy at all times. I will not lie, for whatever ends.
____ 2. I would refuse to bug the room of my opponent.
____ 3. I donít particularly care what people think of me. Getting what I want is more important than making friends.
____ 4. I am uncomfortable in situations where the rules are ambiguous and there are few precedents.
____ 5. I prefer to deal with others on a one-to-one basis rather than as a group.
____ 6. I can lie effectively, I can maintain a poker face when I am not telling the truth.
____ 7. I pride myself on being highly principled. I am willing to stand by those principles no matter what the cost.
____ 8. I am a patient person. As long as an agreement is finally reached, I do not mind slow- moving arguments.
____ 9. I am a good judge of character. When I am being deceived, I can spot it quickly.
____ 10. My sense of humor is one of my biggest assets.
____ 11. I have above-average empathy for the views and feelings of others.
____ 12. I can look at emotional issues in a dispassionate way. I can argue strenuously for my point of view, but I put the
dispute aside when the argument is over.
____ 13. I tend to hold grudges.
____ 14. Criticism doesnít usually bother me. Any time you take a stand, people are bound to disagree, and itís all right for them to let you know they donít like your stand.
____ 15. I like power. I want it for myself, to do with what I want. In situations where I must share power I strive to increase my power base, and lessen that of my co-power holder.
____ 16. I like to share power. It is better for two or more to have power than it is for power to be in just one personís hands. The balance of shared power is important to effective functioning of any organization because it forces participation in decision making.
____ 17. I enjoy trying to persuade others to my point of view.
____ 18. I am not effective in persuading others to my point of view when my heart isnít really in what I am trying to represent.
____ 19. I love a good old knockdown, drag-out verbal fight. Conflict is healthy, and open conflict where everybodyís opinion is aired is the best way to resolve differences of opinion.
____ 20. I hate conflict and will do anything to avoid itóincluding giving up power over a situation.
____ 21. In any competitive situation, I like to win. Not just win, but win by the biggest margin possible.
____ 22. In any competitive situation, I like to win. I donít want to clobber my opponent, just come out a little ahead.
____23. The only way I could engage conscientiously in bargaining would be by dealing honestly and openly with my opponents.

Part II: Rating Peopleís Behavior in General For each statement, please indicate how much you agree with the statement on the following scale:
1. Strongly disagree
2. Moderately disagree
3. Mildly disagree
4. Neutral, no opinion
5. Mildly agree
6. Moderately agree
7. Strongly agree

Think about what you believe makes people effective negotiators. Rate each statement on the seven-point scale by writing in one number closest to your judgment of what makes an excellent negotiator:

Rating Statement
____ 24. If you are too honest and trustworthy, most people will take advantage of you.
____ 25. Fear is a stronger persuader than trust.
____ 26. When one is easily predictable, one is easily manipulated.
____ 27. The appearance of openness in your opponent should be suspect.
____ 28. Make an early minor concession; the other side may reciprocate on something you want later on.
____ 29. Personality and the ability to judge people and persuade them to your point of view (or to an acceptable compromise) are more important than knowledge and information about the issues at hand.
____ 30. Silence is goldenóitís the best reply to a totally unacceptable offer.
____ 31. Be the aggressor. You must take the initiative if you are going to accomplish your objectives.
____ 32. One should avoid frequent use of a third party.
____ 33. Honesty and openness are necessary to reach equitable agreement.
____ 34. It is important to understand oneís values prior to bargaining.
____ 35. Be calm. Maintaining your cool at all times gives you an unquestionable advantage. Never lose your temper.
____ 36. Keep a poker face: never act pleased as terms are agreed upon.
____ 37. A good negotiator must be able to see the issues from the opponentís point of view.
____ 38. An unanswered threat will be read by your opponent as weakness.
____ 39. In bargaining, winning is the most important consideration.
____ 40. The best outcome in bargaining is one that is fair to all parties.
____ 41. Most results in bargaining can be achieved through cooperation.
____ 42. Principles are all well and good, but sometimes you have to compromise your principles to achieve your goals.
____ 43. You should never try to exploit your adversaryís personal weakness.
____ 44. A member of a bargaining team is morally responsible for the strategies and tactics employed by that team.
____ 45. Good ends justify the means. If you know youíre right and your goal is worthy, you neednít be concerned too much about how your goal is achieved.
____ 46. Honesty means openness, candor, telling all and not withholding pertinent information, not exaggerating emotion. One should always be honest during bargaining.
____ 47. Imposing personal discomfort on an opponent is not too high a price to pay for success in negotiation.
____ 48. Regardless of personal considerations, team members should accept any role assigned to them by the bargaining team.
____ 49. There is no need to deal completely openly with your adversaries. In bargaining as in life, what they donít know wonít hurt them.
____ 50. There is nothing wrong with lying to an opponent in a bargaining situation as long as you donít get caught.