Negotiation Practices Survey

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* 1. What geographic region are you based in?

South/Central America

Europe

Middle East

Africa

Asia

North America

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* 2. Which industry do you belong to?

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* 3. How often do you negotiate where there are no face to face (physical) meetings with the other party?

never

less than 25% of the time

less than 50% of the time

less than 75% of the time

most or all of the time

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* 4. When not face to face, typically what percent of negotiation is conducted?

	0-20%	21-40%	41-60%	61-80%	81-100%
by video	by video 0-20%	by video 21-40%	by video 41-60%	by video 61-80%	by video 81-100%
by conference or phone call (without video)	by conference or phone call (without video) 0-20%	by conference or phone call (without video) 21-40%	by conference or phone call (without video) 41-60%	by conference or phone call (without video) 61-80%	by conference or phone call (without video) 81-100%
by email	by email 0-20%	by email 21-40%	by email 41-60%	by email 61-80%	by email 81-100%

Other (please specify)

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* 5. When negotiation is at least in part face to face, what supplementary methods are typically used and approximately what % of the overall time does each represent:

	0-20%	21-40%	41-60%	61-80%	81-100%
by video	by video 0-20%	by video 21-40%	by video 41-60%	by video 61-80%	by video 81-100%
by conference or phone call (without video)	by conference or phone call (without video) 0-20%	by conference or phone call (without video) 21-40%	by conference or phone call (without video) 41-60%	by conference or phone call (without video) 61-80%	by conference or phone call (without video) 81-100%
by email	by email 0-20%	by email 21-40%	by email 41-60%	by email 61-80%	by email 81-100%

Other (please specify)

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* 6. Rank each method for your view of its effectiveness in achieving the best possible result:

	1 - Can be quite damaging	2	3	4	5 - Mostly quite effective
by video	by video 1 - Can be quite damaging	by video 2	by video 3	by video 4	by video 5 - Mostly quite effective
by conference or phone call (without video)	by conference or phone call (without video) 1 - Can be quite damaging	by conference or phone call (without video) 2	by conference or phone call (without video) 3	by conference or phone call (without video) 4	by conference or phone call (without video) 5 - Mostly quite effective
by email	by email 1 - Can be quite damaging	by email 2	by email 3	by email 4	by email 5 - Mostly quite effective

Other (please specify)

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* 7. Is there a difference in the method of negotiation in the following circumstances?

	in general yes	in general no
when it is a new supplier or customer	when it is a new supplier or customer in general yes	when it is a new supplier or customer in general no
when it is a high-value contract ($)	when it is a high-value contract ($) in general yes	when it is a high-value contract ($) in general no
when it is a significant renegotiation or renewal of an existing agreement	when it is a significant renegotiation or renewal of an existing agreement in general yes	when it is a significant renegotiation or renewal of an existing agreement in general no
when the negotiation requires involvement of multiple stakeholders	when the negotiation requires involvement of multiple stakeholders in general yes	when the negotiation requires involvement of multiple stakeholders in general no
when the supplier/customer premises are located within a proximate location (e.g. 250-500 miles / 400-800km)	when the supplier/customer premises are located within a proximate location (e.g. 250-500 miles / 400-800km) in general yes	when the supplier/customer premises are located within a proximate location (e.g. 250-500 miles / 400-800km) in general no

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* 8. Many people say that the internal negotiation is often harder than the external. What are the top 3 methods you typically use for these?

by video

by conference or phone call (without video)

by email

face to face

face to face workshops / planning meetings

Other (please specify)

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* 9. What frames or directs your position in negotiations?(Select all that apply)

internal playbooks

policy or authority documents

templates with permitted fall-backs

case by case approvals

Other (please specify)

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* 10. Finally, how often do you feel your counter-party is truly negotiating with you, as opposed to taking a rigid ‘policy’ position?

always a genuine negotiation

mostly a genuine negotiation (ie about 75% of the time)

about half the time

sometimes (ie around 25% of the time)

rarely

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* 11. When the counter-party is not open to negotiation, how does this make you feel? (Select all that apply)

angry

distrustful

less ready to ‘go the extra mile’

uncooperative

wanting revenge

Other (please specify)

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* 12. Starting negotiations from a balanced position reduces time and improves relationships. What do you see as the barriers to this approach?

my own organization's policies or culture

the policies or culture of the other side

my personal attitudes or training

I don’t think there are any barriers: it’s just custom

whenever possible, I do begin from a balanced position

Negotiation Practices

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* 1. What geographic region are you based in?

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* 2. Which industry do you belong to?

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* 3. How often do you negotiate where there are no face to face (physical) meetings with the other party?

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* 4. When not face to face, typically what percent of negotiation is conducted?

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* 5. When negotiation is at least in part face to face, what supplementary methods are typically used and approximately what % of the overall time does each represent:

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* 6. Rank each method for your view of its effectiveness in achieving the best possible result:

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* 7. Is there a difference in the method of negotiation in the following circumstances?

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* 8. Many people say that the internal negotiation is often harder than the external. What are the top 3 methods you typically use for these?

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* 9. What frames or directs your position in negotiations?(Select all that apply)

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* 10. Finally, how often do you feel your counter-party is truly negotiating with you, as opposed to taking a rigid ‘policy’ position?

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* 11. When the counter-party is not open to negotiation, how does this make you feel? (Select all that apply)

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* 12. Starting negotiations from a balanced position reduces time and improves relationships. What do you see as the barriers to this approach?

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* 13. If you would like to receive a copy of the consolidated results of this survey, please provide an email address: