EMOTIONAL STYLE QUESTIONNAIRE

Read each statement, and indicate whether

you think this is true or false for you in a

negotiation situation. Force yourself to

answer each one as generally true or false

(i.e., do not respond with “I don’t know”).

1. In a negotiation situation, it is best to

“keep a cool head.”

2. I believe that in negotiations you can

“catch more flies with honey.”

3. It is important to me that I maintain

control in a negotiation situation.

4. Establishing a positive sense of

rapport with the other party is key to

effective negotiation.

5. I am good at displaying emotions in

negotiation to get what I want.

6. Emotions are the downfall of effective

negotiation.

7. I definitely believe that the “squeaky

wheel gets the grease” in many

negotiation situations.

8. If you are nice in negotiations, you

can get more than if you are cold or

neutral.

9. In negotiation, you have to “fight fire

with fire.”

10. I honestly think better when I am in a

good mood.

11. I would never want to let the other

party know how I really felt in a

negotiation.

12. I believe that in negotiations, you can

“catch more flies with a flyswatter.”

13. I have used emotion to manipulate

others in negotiations.

14. I believe that good moods are

definitely contagious.

15. It is very important to make a very

positive first impression when

negotiating.

16. The downfall of many negotiators is

that they lose personal control in a

negotiation.

17. It is best to keep a “poker face” in

negotiation situations.

18. It is very important to get the other

person to respect you when

negotiating.

19. I definitely want to leave the

negotiation with the other party

feeling good.

20. If the other party gets emotional, you

can use this to your advantage in a

negotiation.

21. I believe that it is important to “get on

the same wavelength” as the other

party.

22. It is important to demonstrate

“resolve” in a negotiation.

23. If I sensed that I was not under

control, I would call a temporary halt

to the negotiation.

24. I would not hesitate to make a threat

in a negotiation situation if I felt the

other party would believe it.

Scoring Yourself

Computing your “PF” score: Look at items #1, #3, #6, #11, #16, #17, #20, #23. Give yourself

1 point for every “true” answer and subtract 1 point for every “false” answer. Then add your

scores. This is your PF score (poker face).

Computing your “FF” score: Look at items #2, #4, #8, #10, #14, #15, #19, #21. Give yourself

1 point for every “true” answer and subtract 1 point for every “false” answer. Then add your

scores. This is your FF score (Friendly Foe).

Computing your “II” score: Look at items #5, #7, #9, #12, #13, #18, #22, #24. Give yourself 1

point for every “true” answer and subtract 1 point for every “false” answer. Then add your

scores. This is your II score (Irate and Irrational).