1. Gender
 Response PercentResponse Total
  Male
78%39
  Female
22%11
Total Respondents  50
(skipped this question)  0
2. My preferred negotiation style is (please select the one answer that best applies):
 Response PercentResponse Total
  Collaborative/win-win/interest-based
63.3%31
  Distributive/competitive/concessional
10.2%5
  No Preference
16.3%8
  Other (please specify)
10.2%5
Total Respondents  49
(skipped this question)  1
3. My negotiation knowledge is the result of (please select all that apply):
 Response PercentResponse Total
 Self-taught
69.4%34
 Mentor
28.6%14
 In-house negotiation training program
28.6%14
 Public negotiation seminars
32.7%16
 University negotiation training
24.5%12
 Professional negotiation training
42.9%21
 Internet/computer-based negotiation training
12.2%6
 Other (please specify)
20.4%10
Total Respondents  49
(skipped this question)  1
4. Please list the books you would recommend to a colleague as the most useful in the field of negotiation.
 Response PercentResponse Total
  1.
100%32
  2.
68.8%22
  3.
50%16
Total Respondents  32
(skipped this question)  18
5. Please list the magazines or websites you would recommend to a colleague as the most useful in the field of negotiation.
 Response PercentResponse Total
  1.
100%31
  2.
45.2%14
  3.
29%9
Total Respondents  31
(skipped this question)  19
6. Please list the negotiation experts you would recommend to a colleague as the most useful in the field of negotiation.
 Response PercentResponse Total
  1.
100%30
  2.
80%24
  3.
50%15
Total Respondents  30
(skipped this question)  20
7. Please list other negotiation resources you would recommend to a colleague as the most useful in the field of negotiation.
 Response PercentResponse Total
  1.
100%14
  2.
42.9%6
  3.
21.4%3
Total Respondents  14
(skipped this question)  36
8. Please rate your skill level in negotiation with 0 being no skills and 10 being the most skilled in negotiation.
 Response PercentResponse Total
  0
0%0
  1
2%1
  2
2%1
  3
4.1%2
  4
4.1%2
  5
20.4%10
  6
18.4%9
  7
12.2%6
  8
18.4%9
  9
14.3%7
  10
4.1%2
Total Respondents  49
(skipped this question)  1
9. What percentage of your time is spent on international negotiation?
 Response PercentResponse Total
  0%
56.3%27
  10%
8.3%4
  20%
12.5%6
  30%
4.2%2
  40%
2.1%1
  50%
6.2%3
  60%
6.2%3
  70%
2.1%1
  80%
0%0
  90%
2.1%1
  100%
0%0
Total Respondents  48
(skipped this question)  2
10. If you teach, mentor or supervise others in negotiation, please estimate the total number of persons you have worked with in the past 12 months and enter the number of persons in the space provided.
 Total Respondents  
31
(skipped this question)  19
11. If you arrange or approve meetings in which the topic of negotiation is on the agenda, please provide your estimate of the number of meetings and the number of persons in attendance during the past 12 months in the space provided:
 Response PercentResponse Total
  The number of meetings
100%22
  The number of persons in attendance
100%22
Total Respondents  22
(skipped this question)  28
12. If you write or speak on the field on negotiation, please provide your estimate of the size of your audience during the last 12 months in the space provided:
 Total Respondents  
20
(skipped this question)  30
13. Do you use computer software systems to manage negotiations, track agreements or monitor contract compliance?
 Response PercentResponse Total
  Yes
25%12
  No
75%36
Total Respondents  48
(skipped this question)  2
14. What percentage of the time that you spend on negotiation is devoted to preparation?
 Response PercentResponse Total
 0%
 0%0
 10%
4.7%2
 20%
14%6
 30%
20.9%9
 40%
9.3%4
 50%
7%3
 60%
16.3%7
 70%
14%6
 80%
9.3%4
 90%
2.3%1
 100%
2.3%1
Total Respondents  43
(skipped this question)  7
15. What percentage of the time that you spend on negotiation is devoted to internal negotiation with persons in your own organization?
 Response PercentResponse Total
  0%
16.3%7
  10%
14%6
  20%
18.6%8
  30%
14%6
  40%
16.3%7
  50%
2.3%1
  60%
7%3
  70%
4.7%2
  80%
4.7%2
  90%
2.3%1
  100%
0%0
Total Respondents  43
(skipped this question)  7
16. Based upon your experience, please mark the most accurate statement.
 Response PercentResponse Total
 Men are superior negotiators to women.
7.1%3
 Women are superior negotiators to men.
9.5%4
 There is no difference based on gender.
83.3%35
Total Respondents  42
(skipped this question)  8
17. Based upon your experience, please mark the most accurate statement.
 Response PercentResponse Total
 Women are more likely to negotiate matters than men.
11.9%5
 Men are more likely to negotiate matters than women.
26.2%11
 There is no difference based on gender.
61.9%26
Total Respondents  42
(skipped this question)  8
18. What are the top three areas that are your primary focus in negotiation? Please list these in the order of importance to you. For examples, price, relationship, payment terms, service, etc.
 Response PercentResponse Total
  1.
100%32
  2.
100%32
  3.
93.8%30
Total Respondents  32
(skipped this question)  18
19. In what percentage of your negotiations do you use a collaborative strategy?
 Response PercentResponse Total
 0%
 0%0
 10%
7.5%3
 20%
 0%0
 30%
5%2
 40%
10%4
 50%
12.5%5
 60%
15%6
 70%
20%8
 80%
12.5%5
 90@
10%4
 100%
7.5%3
Total Respondents  40
(skipped this question)  10
20. In what percentage of your negotiations does the other side use a collaborative strategy?
 Response PercentResponse Total
  0%
5%2
  10%
7.5%3
  20%
15%6
  30%
12.5%5
  40%
12.5%5
  50%
25%10
  60%
5%2
  70%
5%2
  80%
7.5%3
  90@
5%2
  100%
0%0
Total Respondents  40
(skipped this question)  10
21. What percentage of your negotiations in which both sides used a collaborative approach succeeded in creating added value by reducing risks and costs or increasing gains?
 Response PercentResponse Total
  0%
2.7%1
  10%
2.7%1
  20%
5.4%2
  30%
5.4%2
  40%
13.5%5
  50%
10.8%4
  60%
5.4%2
  70%
2.7%1
  80%
24.3%9
  90@
21.6%8
  100%
5.4%2
Total Respondents  37
(skipped this question)  13
22. Based upon your experience, what percentage of negotiators use ethical behavior in their negotiations?
 Response PercentResponse Total
  0%
0%0
  10%
5%2
  20%
0%0
  30%
5%2
  40%
12.5%5
  50%
15%