1. When I need to get someone or some group to do something, I can do : TRUE FALSE

2. I really like to be liked : TRUE FALSE

3. I get a real kick out of going out to shop where prices are fixed and managing to get a discount on what I buy :                    TRUE FALSE

4. I am not a very good listener, but I am an excellent talker : TRUE FALSE

5. I try not to do formal preparation for any negotiation because it detracts from my spontaneity and creativity; I prefer to play things by ear : TRUE FALSE

6. I am not really much of a compromiser; I know what I want.and I fight to get it : TRUE FALSE

7. Under pressure, I can really handle myself well : TRUE FALSE

8. People who know me well find me to be both tactful and diplomatic : TRUE FALSE

9. I do not like taking short-range losses even at the prospect of long-range gains : TRUE FALSE

10. I find that most things in life are negotiable : TRUE FALSE

11. No.matter what salary increase is offered to me, I try to get more : TRUE FALSE

12. I take what people say at face value : TRUE FALSE

13. Whenever possible, I try to avoid conflict and confrontation : TRUE FALSE

14. I do not care how the other side feels about the results of my negotiation efforts; that is their problem not mine :               TRUE FALSE

15. I am willing to work long hard to gain a small advantage : TRUE FALSE

16. I do not like to haggle with people over prices; I pay what is asked or walk away from the deals : TRUE FALSE

17. A person's facial expressions often tell me more about what is being said than do the words : TRUE FALSE

18. I'm not particularly adept at expressing at my point of view : TRUE FALSE

19. In most cases I am not willing to compromise on issues : TRUE FALSE

20. 1 find it easy to smile even when engaged in a serious discussion : TRUE FALSE