Negotiating Approach Diagnostic (DYNAD) INSTRUCTIONS:

Electronic copy available at: http://ssrn.com/abstract=2243679 Dynamic Negotiating Approach Diagnostic (DYNAD) INSTRUCTIONS: Consider your response in situations where your wishes differ from those of another person. Note that statements A-J deal with your initial response to disagreement; statements K-T deal with your response after the disagreement has gotten stronger. If you find it easier, you may choose one particular conflict setting and use it as background for all the questions. Note that there are no “right” or “wrong” answers; your first impression is usually best. Circle one number on the line below each statement for questions A through T. A. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I make sure that all views are out in the open and treated with equal consideration, even if there seems to be substantial disagreement. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic B. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I devote more attention to making sure others understand the logic and benefits of my position than I do to pleasing them. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic C. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I make my needs known, but I tone them down a bit and look for solutions somewhere in the middle. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic D. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I delay talking about the issue until I have had time to think it over. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic E. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I devote more attention to the feelings of others than to expressing my personal concerns. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic F. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I am more concerned with goals I believe to be important than with how others feel about the issue. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic G. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I often realize that trying to resolve the differences are not worth my effort. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic H. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I make sure my goals do not get in the way of our relationship. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic I. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I actively explain my ideas and just as actively take steps to understand others’ ideas. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic J. WHEN I FIRST DISCOVER THAT DIFFERENCES EXIST, I give up some points in exchange for others. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic Reproduced with permission of the authors: Jennifer G. Bown & Andrea K. Schneider Electronic copy available at: http://ssrn.com/abstract=2243679 K. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I set aside my own preferences and become more concerned with keeping the relationship comfortable. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic L. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I refocus discussions and hold out for ways to meet the needs of others as well as my own. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic M. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I let others handle the problem. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic N. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I try to be reasonable by not asking for my full preferences and I make sure I get some of what I want. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic O. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I put forth greater effort to make sure that the truth as I see it is recognized and less on pleasing others. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic P. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I interact less with others and look for ways to find a safe distance. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic Q. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I press for moderation and compromise so we can make a decision and move on. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic R. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I do what needs to be done to resolve the conflict in my favor and hope we can mend feelings later. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic S. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I do what is necessary to soothe the other’s feelings. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic T. IF DIFFERENCES PERSIST AND FEELINGS OF CONFLICT ESCALATE, I pay close attention to the wishes of others but remain firm that they need to pay equal attention to my wishes. Not at all Characteristic <—-1——–2——–3——–4——–5——–6—-> Very Characteristic Reproduced with permission of the authors: Jennifer G. Bown & Andrea K. Schneider

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