Negotiation Practices
1.
What geographic region are you based in?
South/Central America
Europe
Middle East
Africa
Asia
North America
2.
Which industry do you belong to?
Aerospace / Defense
Automotive
Banking / Insurance / Financial
CPG / Retail
Electronics
Engineering / Construction / Real Estate
Healthcare / Pharma / Chemicals
Hotel / Leisure
Legal
Manufacturing / Processing
Oil / Gas / Minerals / Utilities
Public Sector / Government
Services / Outsourcing / Consulting
Technology / Software
Telecommunications
Transportation / Logistics
Other
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
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
0-20%
21-40%
41-60%
61-80%
81-100%
by conference or phone call (without video)
0-20%
21-40%
41-60%
61-80%
81-100%
by email
0-20%
21-40%
41-60%
61-80%
81-100%
Other (please specify)
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
0-20%
21-40%
41-60%
61-80%
81-100%
by conference or phone call (without video)
0-20%
21-40%
41-60%
61-80%
81-100%
by email
0-20%
21-40%
41-60%
61-80%
81-100%
Other (please specify)
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
1 - Can be quite damaging
2
3
4
5 - Mostly quite effective
by conference or phone call (without video)
1 - Can be quite damaging
2
3
4
5 - Mostly quite effective
by email
1 - Can be quite damaging
2
3
4
5 - Mostly quite effective
Other (please specify)
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
in general yes
in general no
when it is a high-value contract ($)
in general yes
in general no
when it is a significant renegotiation or renewal of an existing agreement
in general yes
in general no
when the negotiation requires involvement of multiple stakeholders
in general yes
in general no
when the supplier/customer premises are located within a proximate location (e.g. 250-500 miles / 400-800km)
in general yes
in general no
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)
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)
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
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)
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
13.
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