Negotiation Stance and Henning Conflict Resolution Self Assesment

Nitesh Agrawal Roll Number: 201094 FMG 20

Score in Negotiation Stance Questionnaire: 57 out of 75 The score suggests that I find negotiating with people difficult. It also points out that I may feel that my needs are more important and may place them above the needs of other party. I may agree to negotiate on some things but I may have a feeling that it would have been better if I need not negotiate. I feel that I earned the rights on resources because of my hard work and if others want to be entitled then they should work equally hard. I dont like to get involved in conflicts and feel that negotiation causes conflicts and thus harmful for the parties involved. Score in Henning Conflict Resolution Questionnaire: 164 out f 200 The conflict resolution score is on the higher side which suggests that I will be effective in finding a solution that will fulfill the needs of all the parties involved in conflicts. This capability to find out a solution which fulfill needs of all the parties will help me t develop long term relationship. My sub-scores are low in A- Atmosphere, C- Clarify Perceptions and X- Extra Consideration. These are the areas in which I need to improve. My sub-scores are higher in VView Conflicts as natural and positive, N- Note needs not Wants, F-Focus on future first then learn from the past and M- Making mutual benefit agreements.

To what Extent Scores describe me:

Negotiation Stance Questionnaire: The first questionnaire suggested that I find negotiating with people hard. It is quite true about me. I feel uncomfortable when I have to negotiate with people. My introvert nature can be the reason behind this feeling. Also while negotiating I feel that I should be able to get what I have planned before getting involved in a negotiation. This makes me unhappy if I am not able to achieve the desired results from the negotiation. This is also suggested by the score that I want my needs to be fulfilled in the negotiation process. But I also give importance to the needs of other party involved in the negotiation process. I want my needs to be fulfilled but not at the cost of other party getting unsatisfied. This is in contrast to what suggested by the score. The score suggested that I would like to place my need above others but I usually tend to find a mutual agreeable solution. Usually I dont

want to get involved in conflicts. Also I believe that negotiation may lead to conflicts. But I take conflicts positively. I also believe that conflicts are necessary if you want to improve upon. So I dont take negotiation negatively as suggested by the score. Henning Conflict Resolution Questionnaire: The Henning questionnaire suggests that I will be effective in finding a solution that will fulfill the needs of both the parties. I personally feel that I try to find a solution that will be agreeable to both the parties and will satisfy their needs. While resolving conflicts I want to focus on future and not at all on past issues. This is very much in agreement with my high score of 20 out of 20 in the subsection F which stands for Focus on future first then learn from the past. Also as pointed out earlier while resolving conflicts I try to find out a solution which satisfies the need of both the parties. This is also in agreement with my high score in the sub section M which stands for making mutual benefit agreement. The high score in the sub section V points out that I view conflicts as positive and natural. This is in line with what I feel about myself. I try that the needs should be fulfilled and not wants, as wants are endless and this is what the score also predicted about me. But I dont agree with my low score in the sub section X. I have the patience to listen to other party and to face their anger without bursting out; also I dont show my frustration upfront. So I dont agree with this prediction of the questionnaire. My score is low in the subsections C which is clarify perception. Sometimes I am not clear on how the other party and I am perceiving the problem. Sometimes I perceive the person upfront. This is in line with what score says about me. Also I try to fix the meeting place and time as per my convenience. This is very correctly predicted by the low score in the sub section A.

Strengths and Weakness

Strengths: 1. I try to maintain long term relationship with the other party during negotiation. 2. I am quite logical when I offer something to the other party.

3. I give due respect to the other party and dont hurt their ego. Weakness: 1. I use to get irritated when the other party makes some unrealistic and absurd offers. 2. I can waste too much time negotiating without reaching to an agreement. 3. While keeping the needs of other party in mind I may have to compromise from the ideal case.