Whenever a disagreement occurs, some form of negotiation will almost always result. In the business world where million dollar deals are made everyday, being able to negotiate effectively is crucial. The ability to resolve disagreements and come up with a mutually beneficial solution takes skill and practice. Although not every negotiator strives for a win-win situation, it is almost always the most optimal outcome in terms of maintaining the integrity of a business relationship. Of course, achieving these ends is rarely an easy endeavor.

Overall results (score 79)

Mary's results indicate that her negotiation skills are good, but still need a little work; there are certain areas in her approach and skills repertoire that may need practice and improvement. Overall, her ability to negotiate is rather well developed, but it would still be to her advantage to strive to further enhance this aptitude. See the rest of her results for more details.

Memory Skills (score 90)

Mary's performance in the memory tasks on this test was excellent. She seemed to have had very little difficulty memorizing and/or recalling certain pieces of information. The ability to remember important information can come in very handy when negotiating, as some details may help her argument or, more importantly, help pick apart her opponents'.

Memory for Faces (score 80)

Mary scored very high on the facial recall task. Although it may not seem important, the ability to remember people’s faces is a skill that can prove very useful when networking. People who Mary meets at a business convention or other social engagements can end up being useful contacts to call upon when negotiating an important deal. In addition, the ability to read a person’s facial expression (even if it only appears for a few seconds) can say a lot about what he/she is thinking or feeling. As in the game of poker, a “tell” can offer a great deal of information about an opponent’s position.

Memory for Names (score 100)

According to Mary's results on this scale, she seems to have very little trouble using memorization techniques to successfully store and retrieve information. She is also very good at processing new information quickly. The short-term memory acts as a scratch pad for retrieving temporary information, such as names and numbers. Quick recall of such facts can be useful in the negotiation process.

Self-control (score 77)

Mary's results indicate that her self-control is fairly good, but could use a little improvement. Overall, she doesn’t seem to have too much difficulty managing her behavior and emotions. This is essential because a lack of self-control can become a serious disadvantage when negotiating.

Stress Management (score 77)

According to Mary's score, she generally functions well under stress. She maintains composure under pressure. Granted, it is not a completely ideal condition for her, but in some difficult circumstances, her performance may actually be enhanced. The ability to deal with stress is crucial when negotiating important deals or in high pressure situations. It might help to learn a few coping strategies when the pressure is on so that Mary doesn't become too overwhelmed.

Patience (score 69)

Mary is usually a patient person. Although she occasionally loses her patience, she is generally able to remain composed and tolerate delay in a calm and dignified manner. This is an important trait to have. A lack of patience can cause a lot of problems in the negotiation process, as very few settlements are made quickly and easily.

Anger Control (score 73)

Mary's results indicate that she is generally not easily angered, as there is little that truly outrages her. When she does become angry, she likely controls herself fairly well. This can prove extremely helpful in negotiation situations. If her professional relationship with her opponent is important to her, the ability to control her temper can benefit both her friendship and the potential for a mutually profitable settlement.

Perspective (score 84)

Mary's responses indicate that she is almost always willing and able to open her eyes to other possibilities. This mature perspective likely makes it easier for her to get along with others. Wisdom comes about through experience and most of all, a willingness to let go of preconceived notions. In terms of negotiating, being able to see the world through her opponents' eyes is crucial in uncovering their motivations and needs. In addition, learning from past experiences and mistakes will allow Mary to hone her negotiation skills further.

Self-monitoring (score 80)

Mary appears to have excellent control over her behavior. She is not the type to act on a whim, and seldom responds or reacts to a person/situation without considering the possible consequences. Negotiators who are good self-monitors are skilled at managing the impression they make on others. By paying close attention to the situation and their internal responses, they are able to pinpoint when it is appropriate to change their tactics or body language. Giving away too much (e.g. assuming verbally or non-verbally that a deal is “in the bag”) more often than not proves to be a costly mistake.

People Skills (score 79)

Mary's score indicates that her people skills are fairly good, although there may be a few areas that need improvement. Overall however, she seems to possess many of the traits and abilities needed to effectively interact with others. These types of skills are indispensable in the negotiating process, so it's essential that they are top-notch.

Communication Skills (score 59)

According to Mary's score, her communication skills are acceptable, leaving plenty of room for improvement. She sometimes manages to get her point across to others in a clear, concise way, but not on a consistent basis. Communication is the essence of the negotiation process, and it plays a significant role in the impression she makes on others. It also influences her self-esteem and assertiveness. She has shown the potential to master this skill, and with practice and effort, can develop it even further.

Listening Skills (score 81)

Mary's score indicates that her listening skills are quite good. This is fortunate because such abilities are essential in the negotiation process, both in terms of understanding her opponents' motives and needs as well as finding "loopholes" in their arguments. Practiced listening encompasses both verbal and non-verbal techniques. When she uses these techniques together, she can effectively show others that she is actively involved in the conversation and is open to the messages they are conveying. It is also less likely that she will end up missing out on important information.

Social Skills (score 91)

Mary's results indicate that her social skills are excellent. People likely feel comfortable openly interacting with her because she knows what it takes to put them at ease. Good social skills put her at an advantage in many ways. Professionally, people with good social skills are more likely to deal well with clients. They also tend to have higher self-confidence and a better self-image. In addition, well-developed social skills are essential in the negotiation process, particularly when it comes to the bargaining and problem-solving stage.

Persuasiveness (score 84)

According to Mary's results, her powers of persuasion are excellent. She is quite capable of convincing people to see things her way or to take a particular action. Although successful negotiators use many different techniques to persuade opponents to accept an agreement or deal, they have to be able to convince them of the viability of their point of view. Persuasiveness does not require deception; it means building a strong and credible argument that not only proves the worth of your proposal, but is also the first stepping-stone to creating a trusting rapport for possible negotiation situations in the future. In Mary's case, she has this skill down pat.

Conflict-resolution Skills (score 80)

Everyone must deal with conflict at some point; in the negotiation process, this is a common occurrence. Very few deals are made smoothly without any disagreements. People who deal well with conflict can minimize the potential damage caused by differences in opinion and reach an optimal solution that benefits all parties involved. Those who do not have this capability can end up tarnishing work relations or having to settle for less than they bargained for.

According to Mary's results, she has good conflict-resolution skills. She very seldom avoids conflict, and seems to realize that it is necessary to compromise (at least on most occasions) in order to resolve disputes and differences in opinion. Overall, she is able to accept that there is often more than one way of looking at a problem. Conflict is something she will encounter often at the negotiation table. Being able to deal with difficult people in an appropriate manner is fundamental.

Assertiveness (score 53)

According to Mary's responses, she seems to stand up for herself reasonably well, which is important when negotiating, particularly when it comes to more aggressive opponents. In most situations, she possesses the necessary skills and inner confidence to tell others what she thinks and wants. However, she may occasionally hesitate to declare her opinion on some things. Even if it's only in certain areas of the negotiation process, it seems that she could profit from further developing her assertiveness. There are, after all, a number of benefits to being assertive that she shouldn't miss out on: assertive people enjoy greater self-confidence, more respect from others, a stronger feeling of control over situations and, of course, an increase in the possibility that their needs will be met.

Networking Skills (score 90)

Mary possesses good networking skills – she is able to utilize a social network in ways that can benefit her negotiating position. In order to be a good networker, a person must possess excellent social skills, enjoy interacting with others, and be willing to utilize social connections when opportunities present themselves. A contact can come in handy when negotiating, whether as a source of information (on an opponent, on the issue at hand) or as someone who can help implement an agreement.

Social Insight (score 81)

Mary's score on this scale is quite high. This suggests that she can easily pick up on subtle cues in her social environment, which likely has a positive impact on her ability to self-monitor as well. By “reading” and understanding what behavior is expected or appropriate, she will be able to adjust accordingly. Knowing how to read signals in body language likely tells her a lot about how a person is feeling, and how she in turn should respond.

Empathy (score 83)

Mary's Empathy score is quite good. Individuals with a similar score are able to recognize the emotions of others and understand the underlying motivation behind their actions. They are also capable of putting themselves in other people's shoes, which is obviously an important skill when negotiating. Being able to "read" an opponent will allow Mary to better understand his/her needs and adjust her own approach if necessary.

Agreeableness (score 79)

Mary is a fairly agreeable person. People likely find her easy to get along with, and this bodes well for the negotiation process, specifically if she is looking for a mutually-beneficial agreement. Although dealing with some negotiators may require a more aloof approach, individuals who are cooperative and honest are generally at more of an advantage.

Flexibility (score 63)

Mary's results indicate that she is quite flexible, and is almost always willing to change or make compromises. If there's a disagreement or difference in opinion, she is usually open to finding a way to work things out that will make both parties happy. On the one hand, an inflexible approach may be a necessary stance in some negotiation situations. However, if she wishes to reach a compromise with the other party and stay on good terms, being flexible is generally the best approach.

Willingness to Withhold Judgment (score 81)

Mary's responses show that she is a very open-minded person; she is willing to trust others and their intentions. In order to see things from an opponent's point of view, it is essential to be able to refrain from making premature judgments. For instance, if Mary goes into a negotiation situation assuming that the other party will try to swindle or cheat her, she may be less willing to compromise. Most importantly, she may also end up misinterpreting her opponent's motives, which could put the entire deal at risk. Although no one's integrity in business dealings is guaranteed, neither is their lack thereof. By going into a negotiation situation with an open mind, she is less likely to make poor judgment calls and decisions.

Integrity (score 81)

According to Mary's responses, she considers integrity very important, and does her best to practice it in her everyday life. When negotiating, it is likely that getting what she wants is not as important as getting the best deal for both parties. Although not all successful negotiators possess integrity, most experts in the field consider it an essential quality. People are more likely to compromise (and continue to do business) with someone whom they can trust and who truly wants to find a mutually-beneficial solution.

Use of “Dirty” Tactics (score 8)

Although the use of “dirty” tactics may be common in certain industries or negotiation situations, they are generally not considered to be the best techniques. Many negotiation experts recommend not using them for several reasons. Dirty negotiation tactics can tarnish relations with the other party as well as the user’s reputation. Moreover, their success is not foolproof; there are many ways to counter the use of such tactics quite successfully.

Mary's results indicate that she is not the type to use dirty negotiation tactics. Either she isn’t aware of what these methods constitute or she simply chooses not to put them into practice. Whatever the case, this is a good move on her part. While a dirty tactic may get her what she wants in the short-term, it often comes at a serious cost.

Cognitive Acuity (score 68)

Mary scored well on the cognitive ability portion of this assessment. She will likely have an easy time learning and applying knowledge relevant to the negotiation process.

Mental Speed (score 57)

Being well prepared and having a solid negotiation strategy are the most important steps in the negotiation process. However, there are some occasions when even the best laid-out plans do not account for all problems and obstacles. This is where the ability to think quickly is an asset. Whether dealing with a dirty negotiation tactic or an unexpected turn of events, being able to come up with a quick solution or counter-attack is crucial.

According to Mary's performance on the mental speed exercise, the ability to think quickly is generally one of her strengths, but being put on the spot isn’t the ideal situation for her. She is likely the type of person who would prefer to think things through before taking action which, regrettably, may not always be an option available to her. Fortunately, this is a skill that can be improved with time and experience.

Problem-solving Skills (score 79)

The ability to come up with different solutions to a problem is very advantageous. If, for whatever reason, Mary's approach or plan during negotiations doesn't work out well, she needs to be able to come up with alternatives. Her score indicates that her problem-solving skills are rather good, but could be brushed up a little. In general, she rarely has difficulty coming up with imaginative ideas for dealing with issues that arise, preferring to come up with something unique rather than relying entirely on solutions that have worked in the past. This is a good approach to have and will likely come in handy for her.

Knowledge of the Negotiation Process (score 78)

According to Mary's responses, her knowledge of the negotiation process is fairly extensive. It is important that she continue to familiarize herself with the methods and procedures so that she will be well prepared to deal with common situations that arise when negotiating. Review the rest of her results to identify the areas that may need improvement. It is absolutely essential that she does what she can to further her knowledge in any weak areas.

Knowledge of Negotiation Tactics (score 50)

According to Mary's results, her knowledge of the different types of negotiation tactics is reasonably good but needs to be brushed up on. Her expertise in this area is still somewhat incomplete. Without complete knowledge of negotiation techniques, she will likely find herself at an extreme disadvantage right from the get-go. It is advisable that she take the time and effort necessary to increase her proficiency in this area.

Knowledge of Negotiation Principles/Terminology (score 50)

Mary scored in the mid-range on this area of the test. She seems to be somewhat familiar with several of the common principles of the negotiation process, but needs to further her knowledge if she wishes to be able to negotiate an issue successfully. Fortunately, this is definitely an area of her knowledge base that could be easily expanded with effort and education.

Preparation and Planning (score 100)

Mary seems to have extensive knowledge of the preparation and planning step of the negotiation process. This is fortunate because this particular step is arguably the most important. It involves organizing a "plan of attack", and developing a concession strategy and position as well as learning as much as possible about her opponents'. Going into any negotiation unprepared could result in losing more than she bargained for.

Clarification and Justification (score 85)

Mary's knowledge of this step in the negotiation process is excellent. The clarification and justification stage is where cases from both parties are presented, strengthened, and/or weakened. It is up to Mary to find loopholes in her opponent’s argument as well as legitimize her own needs during this step.

Bargaining and Problem-solving (score 83)

The bargaining and problem-solving step in the negotiation process involves trying to come to an agreement that will benefit both parties. As such, this is often one of the longest steps in the process and one of the most difficult. Fortunately, Mary scored very well in this area. Finding a delicate balance between giving too much and even taking too much requires skill and experience.

Closure and Implementation (score 100)

Mary's knowledge of the closure and implementation step of the negotiation process is very extensive. This particular step involves stating what both parties have agreed upon, signing a deal/contract, and ensuring that the necessary steps are taken to implement the agreement and evaluate progress. In many cases, further negotiation may be required at some point in the future. However, what makes this step so important is the fact that some negotiators will often resort to last minute “tricks” and dirty tactics to get more out of the deal than originally agreed upon. Thus, in order to be well prepared for this crucial step, it is important that Mary know what is involved and expected of her.