Appendix III

SURVEY QUESTIONNAIRE (Negotiation)

We are studying the factors that will contribute to successful sale negotiations and whether
gender differences will affect the negotiation outcome. It would be greatly appreciated if
you could give your views by completing this questionnaire. The survey will not take more
than 5 minutes to complete. All information will be kept confidential. Thank you for taking
time to participate in this survey.

1 Factors contributing to successful sale negotiations

What factors do you think are important to the success of a sale negotiation? Please tick the
relevant boxes (1 least important; 5 very important)
Least
Very
Important
Important
1
2
3
4
5
1.1 Nature of negotiation issues
1.2 Time and venue of negotiation
1.3 Making concessions
1.4 Available alternatives to negotiation
1.5 Possession of power/authority
1.6 Good communication skills
1.7 Negotiators personality and style
1.8 Experience of negotiator
1.9 Effective planning and preparation
1.10 Effective strategies and tactics
1.11 Others, please specify: ______________

2 What qualities should a good negotiator possess?

Please indicate their importance (1 least important; 5 most important)
Least
Important
1
2
3
2.1 Trustworthy

2.2 Flexible

2.3 Mentally tough and persistent

2.4 Understanding

2.5 Compromising

2.6 Well-prepared

2.7 Clear and quick thinking

2.8 Creative

2.9 Win-win oriented

2.10 Good team member

2.11 Respected by opposing party

2.12 Patient

Very
Important
4
5

2.13 Good communicator and listener

2.14 Humorous
2.15 Knowledgeable
2.16 Others: ______________________

_____________________________________________________________________
3 Describe yourself as a negotiator and what you will do in a negotiation
3.1 Choose the words that best describe yourself in a negotiation process:
Aggressive

Confident

Compromising

Flexible

Assertive

Confrontational

Direct

Understanding

Competitive

Submissive

3.2 Who do you see yourself as in a negotiation?

A competitor

A cooperator

3.3 What kind of strategy do you usually adopt in a negotiation?

I win- You win

I win- You lose

I lose- You win

3.4 How would you negotiate with a tough negotiator?

Try to understand him

Be as tough as him

Try to give in

3.5 Would you withdraw from a negotiation if you know that you are most likely to lose?
No

Yes

4 What is considered success in negotiation?

How do you determine that it is a successful negotiation?
4.1 Able to maintain a good working relationship with the other
4.2 Able to secure good benefits and gains from the negotiation
4.3 Able to use little amount of resources and time taken in the negotiation
4.4 Able to secure a lasting and trusting settlement
5 Your views on negotiation
5.1 Who are you most comfortable to negotiate with?
Same sex

Opposite sex

No difference

5.2 How often do you conclude a successful negotiation?

Always

Most of the time

Sometimes

Seldom

Never

5.3 Who do you think will make a better negotiator given all other factors being equal?
Male

Female

No difference

_____________________________________________________________________
6 Respondents Profile
6.1. Gender:

Male

6.2. Age Group: < 21years

21 30 years
31 40 years
41 50 years
> 50 years

Female

6.3. How long have you been working?

< 1 year

1 3 years

4 6 years

7 10 years

> 10 years

6.4

Are you or have you been working in any sale position (eg salesperson) before?
Yes

No
END OF SURVEY
THANK YOU FOR YOUR CO-OPERATION.