Negotiations Assessment Analysis

Introduction

This paper is an analysis of the Negotiations Self-Assessment Inventory provided by Tero International Inc. It is a self-assessment used to measure behaviors the assessed more readily exhibit in negotiations and the usual outcomes from those negotiations. The assessment has twenty-five statements with five possible responses scaled from 0 through 5. The results score under five likely behaviors. The evaluation intends to show where you can take advantage of strengths and improve the weaknesses in your negotiation skills.

Summary

The five likely behaviors identified by the authors of the assessment are:

• Avoidance
• Aggression
• Accommodation
• Compromise
• Collaboration

Listed below are the scores received after completing the assessment:

• Avoidance: 5 out of 25
• Aggression: 13 out of 25
• Accommodation: 14 out of 25
• Compromise: 12 out of 25
• Collaboration: 19 out of 25

The results placed me in the moderate reliance for all behaviors except for one.

Analysis

I seem to be on the lowest end of reliance on Avoidance, which would indicate I never avoid confrontation or difficult negotiations. Aggression and Compromise seem to be in the lower end of moderate reliance, demonstrating that I sometimes place winning as a goal versus results, but also will eventually compromise when I see the win may be challenging to achieve. The Accommodation behavior sits in the mid-moderate reliance, and Collaboration is on the very high end of moderate reliance. This result tells me that I will sometimes sacrifice my desires to achieve an outcome, but most times, I will rely on a Collaboration behavior in my negotiations.

Conclusion

My conclusion is that there was no surprise about my Avoidance score being the lowest scored behavior. I was shocked that my Aggression score was a lower-moderate score, as I thought it would be the higher of all the responses. The fact that I achieved the highest score in Collaboration was a surprise, but I felt it would be among the top-scored of the behaviors.

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This is a continuation of my series of posts I will be making in which I share some of my course work toward my Doctor of Technology degree with a concentration in Leadership and Innovation. Please share any thoughts you may have or would like to share on this topic.

Thanks,

Joe B.