Look at the quiz below. Decide which of these answers you agree with most and check your score to find out.

What Sort of a Negotiator Are You?
1. In a negotiation, do you a) like to show you are trying to understand the other side’s point of view? b) show little or no sympathy for the other side’s point of view?	2. You know the other side is very keen to make a deal with you. Do you: a) show you are willing to compromise so you can reach an agreement? b) point out that it’s important for them to get your agreement?
3. When you are telling the other side about your objectives, do you: a) speak openly and honestly? b) lie in order to get more concessions?	5. Things aren’t going your way. The other side isn’t making enough compromises. Do you: a) try approaching the problem from a different angle? b) threaten to walk out if you don’t get more concessions?
4. The other side has made an error. If you point it out, you can make them look foolish. Do you: a) ignore it? b) draw attention to it?	6. Do you want the other side in a negotiation to leave feeling: a) satisfied? b) dissatisfied?
More As than Bs You see negotiations as problem solving exercises. You try to understand the position of your negotiating partners and establish an atmosphere of trust and mutual cooperation. Your negotiating style is probably best suited to situations where your broad goals are different to the goals of the other side, for example negotiations between customers and suppliers.	More Bs than As You see negotiations as conflict situations. There’s only one pie as far as you’re concerned, and you are not prepared to let anyone take your share. Your negotiating style is probably best suited to situations where your broad goals are similar to the goals of the other side, for example negotiations between management and unions.

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