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Please answer the following questions. They relate to your confidence in certain aspects of negotiation. The questions come from a validated measure of negotiation self-efficacy (Sullivan et al., 2006).
Rate your level of confidence that you could successfully use the following tactics in a given negotiation:
0 = no confidence
10 = full confidence
0
10
1. Persuade the other negotiator to make the most of the concessions
2. Convince the other negotiator to agree with you
3. Gain the upper hand against the other negotiator
4. Prevent the other negotiator from exploiting your weaknesses
5. Find tradeoffs that benefit both parties
6. Exchange concessions
Look for an agreement that maximizes both negotiators’ interests
8. Establish a high level of rapport with the other negotiator
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