Diagnostic Instruments

Measuring Specific Skills

Negotiation Skills Profile© This instrument measures negotiating skills and ability, based on feedback from peers and direct reports. Based on the Lax & Sebenius work on negotiation, this instrument is useful in identifying skills in internal and external negotiation, and is not normally customized. Dimensions include planning and preparation, communication effectiveness, negotiating style: creating value, negotiating style: claiming value, solving negotiation problems, toughness and flexibility, follow up, and ethics and building trust.

Table of Contents

Introduction
Management Impact
Impacts on Client
Identifying Skills
Motivational Needs
Teamwork and Climate

Related Reading

Diagnostic Learning

Copyright 2001 by Samuel S. Corl and Magellan Global Management Resources. All rights reserved. These materials are protected by United States and International copyright law. They may not be reproduced in any form, or stored in any information retrieval system, or used for any purpose, without the expressed written permission of Magellan Global Management Resources.