The Questionnaire

Complete the following questionnaire, which comes from the work in organizational behavior by John Schermerhorn, James Hunt, and Richard Osborn. For each statement, think about how likely you are to respond in that way to such a situation. (To help you choose an answer, think about situations when what you wanted was different from what the other person wanted.) Check the rating that best corresponds to your response.

Use the total points of each answer on the next page.

	Very Unlikely (Points: 1)	Unlikely (Points: 2)	Likely (Points: 3)	Very Likely (Points: 4)	Points
1. I am usually persistent in pursuing my goals.
2. I try to win people over to my position.
3. I give up some points in exchange for others.
4. I feel that differences are not always worth worrying about.
5. I try to find a position that is intermediate between theirs and mine.
6. In negotiations, I try to be considerate of the other person’s wishes.
7. I try to demonstrate logic and benefit to my position.
8. I always encourage a direct discussion of the problem.
9. I try to find a fair combination of gains and losses for both of us.
10. I attempt to immediately work through our differences.
11. I try to avoid creating unpleasantness for myself.
12. I might try to soothe the other’s feelings and preserve our relationship.
13. I attempt to get all concerns and issues immediately out in the open.
14. I avoid taking positions that would create controversy.
15. I try not to hurt others' feelings.

Complete and Continue